Bouten: Retraining 100+ GTM Staff for Post-M&A Platform Shifts Is Severely Underestimated
Pieterjan Bouten · Scaling From $10M-$100M ARR: The Good, The Bad and The Ugly with Showpad Co-Founder Pieterjan Bouten · Aug 30, 2022 · at 50:35
Showpad co-founder Pieterjan Bouten answers an audience question about the primary operational frictions and cross-functional hurdles Showpad encountered after completing strategic software acquisitions.
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“The challenge is if you at that At that time, if you have, like, more than a hundred people in your go-to-market organization who have, for the last couple of years, have been going to market with a certain message, with a certain, you know, how the way, how we looked at the world, how we talk about the world. We've, you know, we suddenly started to pivot really strongly from our side from being, you know, everything starts with content to like being super focused to everything starts with like the platform. And that platform proposition, I would say that the biggest challenge was like, you know, making sure that then from, because it also, it impacts products and engineering, how they think about the product. It impacts your AEs, how they talk to your customers. It impacts customer success when they want to do an upsell. And so really underestimating, it's not because it makes sense for you, and then in here, and even with your leadership team around the table, and everybody's aligned, and yes, you know, then executing that, I think, you know, that, that was like way harder than I would have ever imagined.”
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