Grit

Kevin Knieriem, Chief Revenue Officer of Clari, discusses the benefits of data-driven sales. He emphasizes the importance of intuition in decision-making and how AI and data analytics can enhance organizational performance. Topics include sales hiring criteria, sales team evolution, and enhancing sales forecasting accuracy with data-driven insights.

Ross Biestman, the Chief Revenue Officer of ServiceTitan and a seasoned sales leader, shares his insights on motivating high-performing sales teams. He emphasizes the importance of teamwork, drawing parallels between his rugby days at UC Berkeley and corporate success. Ross discusses his transition from investment banking to sales, highlighting the value of collaboration. He also delves into the intrinsic motivations that drive top performers and explores innovative sales strategies at ServiceTitan that are transforming the contracting industry.

Cloud-based data storage company Snowflake made headlines this past September when it underwent the highest-valued software IPO in stock market history. For the company’s Chief Revenue Officer, Chris Degnan, this blockbuster success was many years in the making. Having joined Snowflake in 2013 while the company was still in its early stages, Chris led the effort to build the business’ sales organization. Now, as CRO, Chris remains an integral force of Snowflake’s continued growth. In this episode of Go to Market Grit, Joubin and Chris discuss what it was like to work at Snowflake in its early stages, how Chris built Snowflake’s sales organization from the ground up, and how the fear of failure can be an effective motivator.Links: Connect with Chris DegnanLinkedInConnect with JoubinTwitterLinkedInEmail: gtmg@kleinerperkins.com Learn more about Kleiner Perkins

Global trade is as complex as it is essential to worldwide economic stability. From organizing freight shipped through the air or over oceans, to customs and other governmental red tape, there’s a lot for businesses to worry about when it comes to world commerce. Just take it from Will Urban, Chief Revenue Officer of the freight forwarding company Flexport — a business creating cutting-edge technology that has changed the way organizations visualize their supply chain by digitizing data to drive greater efficiency and profit.In this episode of Go to Market Grit, Joubin and Will talk about how Flexport is disrupting the freight forwarding industry, what the company’s go-to-market engine looks like, and why Will believes relationship building is important for salespeople.In this episode, we cover:The ways freight forwarding and logistics companies manage world commerce, why global trade is so complex, and how Will began working in the industry. (2:28)What Will learned from taking a sabbatical from work — and how his time off led to his current job as Chief Revenue Officer of Flexport. (11:32)How Flexport is streamlining global trade with technology that makes it easier for customers to see and interact with freight data from across the world. (20:00)Will’s go-to-market strategy for Flexport and why he thinks sales in the shipping and freight forwarding industry is unique to other fields. (31:05)Why domain expertise matters for shipping and freight forwarding industry salespeople. (34:43)The benefits that Will and Joubin see to building long-term relationships with customers. (39:04)How Will defines grit. (49:36)Links:Connect with JoubinTwitterLinkedInEmail: gtmg@kleinerperkins.comLearn more about Kleiner PerkinsFlexportConnect with WillLinkedIn

Qasar Younis, Founder and CEO of Applied Intuition, shares insights on building successful businesses and why creating customer-oriented company cultures is crucial. He discusses his journey from mechanical engineer to entrepreneur, failures and lessons learned, Y Combinator, analyzing the retail market for TalkBin, and the importance of customer-centric cultures in dismantling engineering-oriented mindsets.

Kelly Wright has had a remarkable career in sales, from her early days selling books door to door to joining Tableau as a developing startup and helping them grow into a multi-billion dollar company as a key member of their executive team. Today, she is board director at Fastly, a leading cloud services provider. In this episode of Go to Market Grit, Joubin and Kelly discuss Kelly’s incredible career path, including her decision to attend business school, how she landed at Tableau, and how she secured a position as board director.In this episode of Go to Market Grit, we cover:Kelly’s thoughts on Tableau’s high profile acquisition by Salesforce.Kelly’s career journey, and how she ended up at Tableau as EVP of sales. Kelly also talks about her early experiences selling books door to door, and how she built up grit and resilience.Why Kelly went to business school, even though her calling was in sales.What Kelly saw in Tableau, and why she decided to take a leap of faith and join the company.How Kelly measured herself, as the first account executive at a developing startup without a formal tracking system in place.How Kelly dealt with change management during her early days at Tableau.The concept of hiring for culture fit, and why Kelly prioritizes this when searching for new team members. Kelly also talks about how interviewing quickly at scale, and how she determines whether interviewees have the potential to be successful.Kelly’s advice on how to get on a company board.Kelly’s definition of grit.Links:Connect with Kelly WrightTwitterLinkedInConnect with JoubinTwitterLinkedInEmail: gtmg@kleinerperkins.com Learn more about Kleiner Perkins

Dave Wilner joined Auth0 in November of 2014, and has played an instrumental role in growing the company to $1 billion in valuation.In this episode of Go to Market, Joubin and Dave discuss Dave’s unique career journey, including his background as a former lawyer. They also discuss the pressures and expectations of succeeding in a high profile sales role and how Dave has managed to be so successful.In this episode of Go to Market Grit, we cover:How and why Dave made the transition from law partner to sales rep at an eight person startup.Why top sales performers tend to have a broad range of experiences, and how it’s helped Dave succeed. The role that perspective plays in driving sales.The importance of picking the right companies to acquire — and what Dave tends to look for during the vetting process.Dave’s strategy for vetting private companies when he has limited data available. How Dave has thrived in his role, despite the fact that most first time sales leaders don’t last very long. Dave opens up about how he’s working to buck the trend.The evolution of sales, marketing and the customer experience — and why they’re starting to blend together. How Dave defines grit.Links: Connect with Dave WilnerLinkedInEmail: first.last@auth0.comConnect with JoubinTwitterLinkedInEmail: gtmg@kleinerperkins.com Learn more about Kleiner Perkins

Atlassian is one of the most unorthodox technology companies in the world. Almost everything the company does is completely different than what you would expect. And yet, the organization has been massively successful and efficient in achieving growth.In this episode of Go to Market Grit, Joubin and Cameron discuss how Cameron built a $44 billion business without a sales team, and some of the company’s key growth levers.In this episode of Go to Market Grit, we cover: Cameron’s role as CRO of Atlassian, and what he does on a daily basis.Some of the factors that make Atlassian unique. For example, the company spends more on R&D than sales and marketing. Why price transparency plays a key role in AtlassianThe various positions that Greg has held at Atlassian, and how they influence his current role as CRO.The difference between customer advocacy and sales at Atlassian.How Atlassian defines success across various roles.Why Atlassian has one of the most efficient go to market strategies in the history of go to market enterprise software.Atlassian’s workflow, and how the company drives customers forward.Cameron’s thoughts on product-led growth models, and why it works for Atlassian.Atlassian’s strategic approach to managing around target numbers — and why the company is firm about not giving discounts to drive deals.How geographic location tends to impact software purchasing.How Atlassian manages to navigate and manage risk, and operate with a very unorthodox business model — and how their leadership helps ensure success. Cameron also talks about how the company maintains this model as a publicly traded organization.Atlassian’s primary growth levers — and why there will most likely never be another Atlassian.Some key failures that Cameron and his team have worked through — including how they turned a massive failure into one of their biggest successes. The ethos that exists in Silicon Valley around building products from within, and how Atlassian has bucked that trend through M&A.The characteristics that have made Cameron so successful.How Cameron defines grit.Links: Connect with Cameron DeatschLinkedInConnect with JoubinTwitterLinkedInEmail: gtmg@kleinerperkins.com Learn more about Kleiner Perkins

Marc Boroditisky brings a unique perspective to the table as CRO of Twilio, as a founder and builder who has led several companies. In this episode of Go to Market, Joubin and Marc discuss his unique background and journey that led him to Twilio, and how his experience and passions — like his love of startups and discovering product-market fit — have shaped his revenue leadership strategy. Joubin and Marc also discuss Twilio’s go to market motion, and their approach to customer service.In this episode of Go to Market Grit, we cover: Marc’s winding career path, which has largely centered around authentication and identity/ access — and how that helped him land at Twilio.Marc’s pay it forward mindset in business, and why he likes to give back and help other organizations grow. Marc also explains why he loves working with smaller companies. Marc’s thoughts on Oracle’s acquisition of PassLogix, and why the experience was a positive one for him.Marc’s 15 year run at PassLogix, and what it was like running a company independently for that long — including how they made it through the .com bubble burst, the mortgage meltdown, and intense contraction.A key lesson that Marc and his team at PassLogix learned during the mortgage crisis, which was discovering the place that they filled in the market. Marc explains how this lesson has shaped his outlook on business today.The key factors that led Twilio to buy Authy.What Twilio does, and some common use cases. The functions that roll up to Marc as CRO of Twilio.What it’s like going to market with a product like Twilio, that’s relatively simple and lacks an extreme focus.The strategy of having specialization across different product lines. Marc explains how Twilio uses specialization.How Marc enabled Twilio to sell to large enterprise accounts. The biggest challenge that Marc has faced since joining Twilio four years ago.Why Twilio prioritizes hiring the best and brightest talent in the industry. Marc also talks about why the company is looking for people with grit, how he defines grit, and why grit is necessary for building a strong customer-centric culture.Links: Connect with Marc BoroditskyLinkedInConnect with JoubinTwitterLinkedInEmail: gtmg@kleinerperkins.com Learn more about Kleiner Perkins

Mar Brandt is a sales veteran and ad tech expert who has spent time at leading organizations including Experian, Sitecore, and most recently AppsFlyer. Mar is also a founding member and senior executive sponsor of Leadership Connections Women, an Experian Women's Network group.In this episode of Go to Market Grit, Joubin and Mar discuss Mar’s sales evolution as a sales leader. They also explore what it's like to be a woman in sales and what it takes to be a leader in a competitive environment.In this episode of Go to Market Grit, we cover: Mar’s decision to leave Sitecore for AppsFlyer, a company that’s now valued at $1.6 billion.AppsFlyer’s value proposition, and why customers use the company.Why Mar chose to make the leap into sales leadership.Mar’s perspective on Apple’s new identifier for advertisers (IDFA) update in iOS 14, and what’s next.  Mar also explains how the new rule will impact consumers.Why mobile advertising spend is skyrocketing right now.Mar’s dedication to building leadership groups for women and empowering women in the workplace.The motivational concept of “making failure your fuel.” Mar also talks about why she gives her team permission to fail.The idea of leading from the bench, and being a supportive team player.Championing each other.Demanding the ball.Mar’s definition of grit, and how her teams apply it.Links: Connect with MarTwitterLinkedInConnect with JoubinTwitterLinkedInEmail: gtmg@kleinerperkins.com Learn more about Kleiner Perkins