How’d You Get That Number?

What does it take to scale a startup while prioritizing character, growth, and cutting edge technology? In this episode, Sean Vassilaros, cofounder and CEO of KANNY, shares his entrepreneurial journey. He reflects on the challenges of raising funds, building a high character team, and how integrity, accountability, and respect play a pivotal role in hiring decisions. Sean discusses the development...

What does it take to build and scale sales teams while balancing grit, empathy, and the rise of AI? In this episode, Joe Moriarty, chief customer officer at Codio, shares his journey from QA tester to sales leader and founder. He reflects on the challenges of bootstrapping, doubling revenue under pressure, and the lessons learned from hiring his first sellers and working with outsourced BDRs. Joe...

What does it take to tackle a seemingly impossible business challenge? In this episode, Daren Lauda, host of How’d You Get That Number , shares a wild and unexpected story from his early career. Daren reflects on a moment when he was asked to turn a $695 XML editing tool into a multimillion-dollar project—something that seemed unthinkable at the time. But, as he reveals, leaning into the challenge...

What does it take to scale a community-led business without burning out or selling out? In this episode, Mike Rizzo, founder of MarketingOps.com, shares how he transformed a personal need for connection into a thriving community of thousands of marketing operations professionals. Mike opens up about the scrappy early days, the pressure of funding a million-dollar conference, and the moment he real...

How do you navigate ambitious growth goals when the numbers don't add up? In this episode, Rachel Trindade, CMO at FlavorCloud, shares her journey from marketing to revenue operations, shedding light on the challenges of scaling a B2B SaaS company and aligning teams to achieve big, bold goals. Rachel discusses the complexities of setting targets, the importance of balancing demand generation with...

How do you course-correct when 300% growth slips out of reach? In this episode, Sean Crafts, partner at BLDG Labs and HLX, shares his journey from law school to building SaaS companies and chasing some of the most ambitious revenue goals in the industry. He walks us through the challenges of hitting a 300% growth target, why doubling sales headcount isn’t enough, and the power of aligning data acr...

How’d You Get That Number?! is the show that asks B2B SaaS leaders one simple question: where did that goal actually come from? Hosted by Daren Ladua and brought to you by Outset, each episode unpacks how career-defining KPIs, revenue targets, and growth goals were set in the first place and what happened next. If you're building go-to-market teams or chasing big numbers, this is the real story be...