The Ledger, every show

“There's something magical about the thirty million dollar number, in my experience. When we can get products with thirty million dollars, they'll get to a hundred, right? So that thirty million dollar number really is important to us.”

“It is systems thinkers, not experience that wins. If you can think about how we architect that system, your job in the leadership team is not to pick the market. It is to re-architect the systems regularly. That is something that can be learned. Systems thinke…”

“So actually your whole company decomposes into these four categories, whether you like it or not. And understanding that there is no unified set of objectives across all of them, but rather actually objectives across all four of the core wheels of your car is …”

“I actually split sales, marketing, and customer success into three different functions inside the go-to-market organization. I don't believe it's a good idea to put those all into one person. For what it's worth, not until you get much, much later”

“It probably wasn't until we got to about a hundred million dollars in revenue that I fully relinquished some aspects of this. Hey, you're running finance. I trust you to do this. It wasn't until we hit much, much larger than that, that I was willing to relinqu…”

“Management structures are about laddered time horizons. So if I'm an individual contributor sales rep, like we give them six month quotas, they are only focused on six months, I can assure you. If you're a developer, you're focused on the next six months, the …”

“Startups are about elevating into the information flow. Once you're in the information flow of the market, it's actually not that hard to figure out what to build, what people are reacting to, what to sell. Elevating into that market information flow is how it…”

“If I were to envision what the employee experience is like at something like Oracle, I can imagine what their you know, employee expense reporting system is. It's probably not pleasant.”

“A company is comprised of four distinct plans and we draw it like this. It is in this order too. A company is both on a financial plan that then drives the people plan, that then drives the product plan, that drives the go-to-market plan, and that reinforms th…”

“Web methods went public on fifteen million dollars in revenue and opened on the first day at seven billion dollars in valuation, right? That was in 2001. Seven or eight years later, after executing double digit growth rates all through that time, they sold for…”

“When they got to 500,000,700 million, they actually changed the market. They picked a different market. They used to be in the data warehouse market. Uh-uh, that's not a big enough market, and they deliberately shifted their market To more, to a more broad dat…”