Hunters and Unicorns

In this conversation, Simon and Ollie interview Michael Musselman, the VP of Channel and Alliances at Astronomer. They discuss the evolving landscape of channel sales and partnerships, particularly in the context of cloud service providers like AWS, Google, and Azure. Michael shares his insights on building successful partnerships, the importance of understanding the partner's business, and the ne...

Gardner Johnson discusses his experiences and challenges in building successful channel ecosystems. He shares his journey from direct sales to the channel and how he developed a playbook for repeatable and scalable channel success. Gardner emphasizes the importance of data and metrics in understanding partner performance and driving success. He also highlights the need for buy-in from the entire g...

Ghazal Asif Fahadi, VP of Channels, Alliances, and Inside Sales at Rubrik, shares her expertise on the importance of channel partnerships in software sales. She highlights two primary reasons why companies often get the channel playbook wrong: inadequate measurement of channel impact and working with too many partners. Ghazal emphasizes that companies often fail to track the incremental contributi...

The Importance of Channel Sales and Leveraging Partnerships Tom Henderson, VP of Worldwide Channel at Wiz, delves into the world of channel sales and provides valuable insights on how to implement a successful channel go-to-market strategy. As someone who has spent years working in the channel sales ecosystem, Tom shares his personal experiences and expertise, highlighting the misconceptions and s...

Summary of Arturo Marin's Transformation Journey: From Salesperson to Successful Leader Early Career Challenges Arturo Marin, the Chief Revenue Officer (CRO) of cast.ai, shares his remarkable transformation journey from being a talented salesperson to a successful leader. In the early stages of his career, Marin reflects on his time at SAP, where he was initially successful due to his "take-charge...

**Finding Product-Market Fit and Building a Successful Company** Laurent Gil, co-founder and Chief Product Officer of cast.ai, shares his insights on finding product-market fit and how it drives organizational success. Discover how elite sales, combined with product-market fit, create a successful company. **Journey as an Entrepreneur** Laurent recounts his entrepreneurial journey, from his 2005 s...

The Journey of a Founding Entrepreneur: Leveraging Experience and Data to Build a Successful E-commerce Solution Background and Motivation Eli Finkelshteyn, CEO and founder of Constructor, has a background in computational linguistics and data science, which led him to work in search technology. His experience in search algorithms and his observation of e-commerce companies re-reinventing the whee...

Unleashing Leadership Potential: Insights from Mike Earnest, VP of Worldwide Sales at Wiz As the VP of Worldwide Sales at Wiz, Mike Earnest has achieved unparalleled success, rising from a sales representative to a leadership role in just 4-5 years. His journey is a testament to the power of hard work, dedication, and a profound understanding of what drives sales. In this article, we'll delve into...

Developing World-Class Talent: Leadership Lessons from Carlos Delatorre CRO at Harness Carlos is a successful serial entrepreneur who has scaled multiple companies from $100 million to $1 billion in revenue through his focus on developing talent. In this podcast interview, he shares his journey and philosophy around nurturing grit, commitment and embracing mistakes. Carlos' Talent Development Phil...

Proven Career Journey in International Business The podcast episode profiles Josh Reiner, current VP of EMEA at SaaS company Wiz. He discusses his career path, having started at BMC where he was part of a reverse takeover by BladeLogic. Josh then transitioned to roles at AppDynamics and Zscaler, learning valuable lessons about collaboration under executives like Dally Rajic.   Establishing Clear G...

Sam Costello shares his career journey and insights on reinventing oneself to achieve success in sales and leadership roles spanning banking, top tech companies, and startups. Influenced by his father and grandfather's sales backgrounds, Sam earned a finance degree but ensured his first job involved sales. Early days working for his brother's landscaping business shaped Sam's customer-first mindse...

The conversation between Ollie, Simon, and Rick covers the evolving landscape of sales enablement and its crucial role in driving revenue growth. Rick emphasizes the need for sales teams to adapt to changes in technology and buyer behaviour, leveraging data and insights effectively to succeed in a competitive market. He discusses the productive capacity model, highlighting key components such as h...

In the dynamic landscape of leadership, individuals like Alex Varel, CRO at Multiverse, stand as beacons of innovation and purpose-driven growth. In a recent podcast hosted by Simon Kouttis and Ollie Kuehne, Alex shared profound insights garnered from his extensive career journey, highlighting pivotal moments, the significance of recruiting suitable individuals, and the art of maintaining a pulse...

Join us in this engaging podcast featuring Spencer Tuttle, Chief Revenue Officer (CRO) of Redis, as he shares his remarkable career journey and imparts invaluable insights into the art of building and scaling organizations. Spencer takes us on a journey through his career, starting with his early days at BMC and later advancing into leadership roles at AppDynamics. Key takeaways from this segment...

In this Special Edition episode from Hunters and Unicorns, we're treated to an engaging chat with Casey Ellis (Founder) and Dave Gerry (CEO) from the innovative cybersecurity company Bugcrowd. Casey, the pioneering brain behind Bugcrowd, takes us from his days of cracking codes to building a platform that empowers the good-guy hackers. Dave brings his rich tapestry of cybersecurity experiences to...

Welcome to Hunters and Unicorns; The Founders Edition. Today we welcome Pavel Dolezal, CEO and co-founder of Keboola. Our anticipation is high to learn more about the remarkable initiatives they are pursuing. Pavel's story is quite unique; although many companies typically originate from the West Coast or places like Tel Aviv, Kaboola's roots trace back to Eastern Europe. Join us as we delve into...

🎙️ Insights from Olli Krebs: Navigating 30 Years in Sales 🌟 In our latest Playbook Universe episode, we had the privilege of speaking with Olli Krebs, a sales veteran with three decades of experience. During this time, he achieved notable milestones including 15 President's Club recognitions, involvement in five acquisitions, participation in one IPO, and membership in two Chairman's Strategic Ad...

The Hunters and Unicorns session with Anant Bhardwaj, Founder and CEO of Instabase unveiled an extraordinary journey, starting from humble beginnings to becoming the visionary founder of a groundbreaking AI company, Instabase. The emphasis on developing applications around real-world use cases struck a chord, highlighting the need to identify broader relevance beyond a specific scenario for achiev...

Welcome to Episode 2 of Hunters and Unicorns: The Founders Edition. Navigating the Fierce Terrain of Competitive Markets. Join us as we dive deep into the world of disrupting highly competitive markets with Jeremy Burton, the dynamic CEO of Observe Inc., a pioneering startup backed by Sutter Hill Ventures that's reshaping the Observability landscape. Jeremy joined at the inception of Observe Inc.,...

Welcome to Hunters and Unicorns: The Founders Edition. Today we welcome Jyoti Bansal! Key takeaways from this episode are: - How AppDynamics became the industry blueprint for sales execution best practice. - The relationship between Product Market Fit and Sales Motion. - Appointing the right advisors at the right times is imperative for scalability. - Understanding the evolution of the sales proce...

Welcome to Hunters and Unicorns: The Playbook Universe. Today we welcome Dan Miller! Key takeaways from this episode are: • What it took to close a deal worth just short of $100m • Why he never missed his number • Why allies and mentors in GTM community are essential Dan Miller is a GTM Advisor at Loft Lab sand Observable, focusing on revenue strategies. In this Hunters and Unicorns podcast, Dan r...

Welcome to Hunters and Unicorns: The Playbook Universe.    We’re here to showcase leaders within the Playbook Community and explore their formulas for success.   We aim to uncover:   Why the ICE formula is imperative.  The criticality of the Economic Buyer.  How to elevate your Execution whether that be selling consumer side or enterprise software.     Today we are joined by Chris Mahoney, SVP for...

Welcome to Hunters and Unicorns: The Playbook Universe. We’re here to showcase leaders within the Playbook Community and explore their formulas for success. We aim to uncover: • Strategic Pipeline Principles • Lessons derived from the Customer Engagement Model • The role of Culture. How does an environment which nurtures learning directly facilitate tangible success? Today we are joined by Seth Ol...

Welcome to Hunters and Unicorns: The Playbook Universe. We’re here to showcase leaders within the Playbook Community and explore their formulas for success. We aim to uncover: · How to apply an enterprise playbook motion to product lead and viral lead growth strategies · Working with second time founders · How science and nurture can generate world class high performing sales teams Today we are jo...

Welcome to Hunters and Unicorns: The Playbook Universe. We’re here to showcase leaders within the Playbook Community and explore their formulas for success. We aim to uncover: · The Importance of value selling within the sales motion · How to focus more on real growth · The skills required to excel in the sales space Today we are joined by Pete Agresta, CRO at Nasuni. Pete is responsible for growi...