Growth Elevated Leadership Podcast

By: Growth Elevated
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  • Summary

  • The Growth Elevated Leadership Podcast is designed to help you become a better leader. Each week we interview C-Level leaders of SaaS and other technology companies and explore their lessons from their growth journey.
    Growth Elevated
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Economics Leadership
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Episodes
  • Cotter Cunningham - CEO of ExpertVoice

    Cotter Cunningham - CEO of ExpertVoice
    Nov 3 2024
    In this episode of the Growth Elevated Leadership Podcast, host Julian Castelli converses with Cotter Cunningham, CEO of Expert Voice and former CEO of RetailMeNot. Cotter shares his entrepreneurial journey, focusing on his experiences with RetailMeNot, a leading coupon and savings platform. They discuss the company’s origins, growth, and challenges, including scaling and going public. Cotter highlights the importance of affiliate marketing, user-generated content, and maintaining a clear customer base. He also reflects on leadership, company culture, and hiring practices. The episode offers valuable insights into building and scaling tech businesses in a competitive landscape. For more resources on how to be a a better leader in business, please visit us at ⁠⁠⁠⁠⁠⁠⁠⁠GrowthElevated.com⁠⁠⁠⁠⁠⁠⁠⁠, and follow us on ⁠⁠⁠⁠⁠⁠⁠⁠LinkedIn⁠⁠⁠⁠⁠⁠⁠⁠. Timestamps: Introduction to the Podcast (00:00:02) Julian Castelli introduces the Growth Elevated Leadership Podcast and its focus on leadership in tech. Guest Introduction (00:01:12) Julian welcomes Cotter Cunningham, CEO of Expert Voice, and discusses his background with RetailMeNot. Cotter's Entrepreneurial Journey (00:02:48) Cotter shares his experiences and the original idea behind RetailMeNot, emphasizing its unique approach. The Evolution of RetailMeNot (00:03:22) Cotter discusses how he started RetailMeNot and the challenges faced in the early stages. Understanding the Ecosystem (00:05:27) Cotter explains how RetailMeNot operates within the coupon and affiliate marketing ecosystem. Affiliate Marketing Insights (00:08:10) Cotter describes the affiliate marketing model and its significance for retailers and consumers. User-Generated Content Strategy (00:09:49) Cotter highlights the importance of user-generated content in enhancing RetailMeNot's SEO and consumer engagement. International Expansion (00:11:13) Cotter discusses the company's growth and international expansion efforts in the UK and France. Scaling Challenges (00:14:12) Cotter reflects on the scaling challenges faced as RetailMeNot grew rapidly. Going Public Journey (00:15:52) Cotter shares insights about the journey to going public and the revenue milestones achieved. Unique IPO Experience (00:17:39) Cotter recounts the experience of ringing the NASDAQ bell in Austin, making it inclusive for all employees. Building a Positive Company Culture (19:08) Cotter discusses the importance of culture during rapid growth and how he implemented a unique hiring process. The Competitive Landscape in Austin (20:06) Cotter highlights the competitive job market in Austin and the need for a strong company culture to attract talent. The Bar Raiser Interview Process (21:05) Cotter explains the "bar raiser" technique borrowed from Amazon to ensure cultural fit during hiring. The Importance of Values (22:05) Cotter shares insights on corporate values and the significance of genuinely applying them in the workplace. Lessons from Over-Hiring (24:42) Cotter reflects on the challenges of over-hiring and the need for better metrics in staffing decisions. Evaluating Hiring Needs (25:31) He discusses the importance of critically assessing the necessity of each hire and exploring alternatives. Navigating Remote Work Challenges (31:01) Cotter talks about managing a fully remote team and the shift in focus from attendance to outcomes. The Growth of the Austin Tech Scene (34:00) Cotter shares his pride in Austin's tech ecosystem evolution and the increasing job opportunities in the area. Raising Capital Challenges (35:29) He addresses the difficulties entrepreneurs face in raising funds and the realities of venture capital. Broader Background Benefits (00:36:33) Cotter discusses how his finance background helped him excel in marketing and provided valuable analytical skills. Favorite Business Book (00:37:48) Cotter shares his admiration for "Shoe Dog," highlighting Phil Knight's incredible grit and determination in building Nike. Closing Remarks (00:38:22) Julian thanks Cotter for sharing his story and expresses eagerness to continue supporting entrepreneurs together. Podcast Outro (00:38:43) The host encourages listeners to follow and subscribe, and invites them to visit for more leadership resources.
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    39 mins
  • Dan Chapman - Former VP GTM at Full Story & BentoBox

    Dan Chapman - Former VP GTM at Full Story & BentoBox
    Oct 20 2024

    In this episode of the Growth Elevated Leadership Podcast, host Julian Castelli interviews Dan Chapman, a go-to-market advisor and fractional Chief Revenue Officer (CRO) specializing in early-stage B2B SaaS companies. Dan shares his journey from a technical founder to a GTM leader, emphasizing the importance of the "selling to learn" phase. He discusses key concepts such as product-market fit, the transition from founder-led sales to initial sales teams, and the development of effective sales playbooks. The conversation provides valuable insights for tech founders on refining sales processes and achieving scalable growth.

    For more resources on how to be a a better leader in business, please visit us at ⁠⁠⁠⁠⁠⁠⁠GrowthElevated.com⁠⁠⁠⁠⁠⁠⁠, and follow us on ⁠⁠⁠⁠⁠⁠⁠LinkedIn⁠⁠⁠⁠⁠⁠⁠.

    Timestamps:


    Introduction to the Podcast (00:00:02)
    Julian Castelli welcomes listeners to the Growth Elevated Leadership Podcast, discussing its purpose and format.

    Guest Introduction (00:01:20)
    Julian introduces Dan Chapman, a go-to-market advisor specializing in early-stage B2B SaaS companies.

    Dan's Background and Journey (00:02:57)
    Dan shares his unique path from technical founder to go-to-market expert, highlighting lessons learned from mistakes.

    Military Experience's Impact (00:04:03)
    Dan discusses how his military background shaped his understanding of leadership and organizational dynamics.

    Transition to Consulting (00:05:03)
    After working at McKinsey and Google, Dan explains his decision to pursue advisory roles with startups.

    Google's Role in Startups (00:06:30)
    Dan describes his experience at Google, helping acquired startups leverage distribution advantages for growth.

    Selling to Learn vs. Selling to Scale (00:08:27)
    Dan distinguishes between the two stages, emphasizing the importance of refining messaging before scaling.

    Defining Product-Market Fit (00:09:37)
    Dan elaborates on product-market fit, highlighting the need for traction, consistency, and momentum in sales.

    Documenting the Learning Process (00:11:15)
    Dan stresses the importance of founders documenting their sales processes to optimize learning and strategy.

    Transitioning from Founder to Non-Founder Sales (00:13:05)
    Dan discusses the challenges founders face when transitioning sales responsibilities to new team members.

    Consistency in Sales (00:14:13)
    Dan emphasizes the need for consistency in customer engagement and product usage during the selling phase.

    Scaling Beyond the Founder (00:16:48)
    Dan outlines strategies for founders to effectively scale sales beyond their personal efforts.

    Sales Playbook Development (00:19:06)
    Discusses the importance of having a structured sales playbook for effective training and onboarding of new salespeople.

    Training New Salespeople (00:19:18)
    Highlights the challenges faced when new salespeople lack proper training and understanding of the sales cycle.

    Sales Process and Playbooks (00:20:23)
    Explains the different types of sales processes and the necessity for tailored playbooks for transactional and enterprise sales.

    Hiring a Sales Leader (00:22:29)
    Details the ideal timing for hiring a sales leader based on company traction and the readiness of the sales team.

    Resources for Sales Skills (00:25:25)
    Recommends valuable books and resources for improving sales skills and understanding sales strategies.
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    28 mins
  • Rob Seolas - Co Founder and CEO of ObservePoint

    Rob Seolas - Co Founder and CEO of ObservePoint
    Oct 7 2024
    In this episode of the Growth Elevated Leadership Podcast, host Julian Castelli interviews Rob Silas, co-founder and CEO of ObservePoint. Rob details his journey in establishing ObservePoint, a Tech Company focused on data privacy and governance in marketing technology. He discusses the initial challenges of finding product-market fit, securing enterprise customers, and the funding journey. Rob also highlights the importance of building a strong company culture and shares lessons learned, such as the value of mentorship and maintaining mental and physical health. The episode offers valuable insights for tech leaders and entrepreneurs navigating their own growth journeys. For more resources on how to be a a better leader in business, please visit us at ⁠⁠⁠⁠⁠⁠⁠GrowthElevated.com⁠⁠⁠⁠⁠⁠⁠, and follow us on ⁠⁠⁠⁠⁠⁠⁠LinkedIn⁠⁠⁠⁠⁠⁠⁠. Timestamps: Introduction to the Podcast (00:00:02) Julian introduces the Growth Elevated Leadership Podcast and its purpose of sharing insights from tech leaders. Introduction of Rob Seolas (00:01:20) Julian welcomes Rob Seolas, highlighting his achievements and role as co-founder and CEO of ObservePoint. Background on ObservePoint (00:02:31) Rob shares the inception of ObservePoint and its focus on data privacy and governance in marketing technology. Catalyst for Starting ObservePoint (00:03:28) Rob discusses the initial market pain points that drove the creation of ObservePoint, focusing on martech governance. Challenges in Martech Implementation (00:04:34) Rob explains the complexities faced by marketers managing various martech technologies on their websites. Finding Product-Market Fit (00:05:53) Rob recounts the journey to discover product-market fit, highlighting their first major customer, Turner. Bootstrapping and Early Challenges (00:07:37) Rob reflects on the challenges of bootstrapping and the difficulties faced with a lightweight product for heavyweight clients. Raising Capital (00:10:09) Rob discusses the decision to seek capital due to competition and the need for resources to grow. Series A Funding Experience (00:11:10) Rob shares insights from their successful Series A funding round and their growth trajectory post-funding. Preparing for Series B (00:12:16) Rob outlines the milestones that indicated readiness for a Series B funding round, including customer growth. Technology Challenges and Growth (00:13:22) Rob describes the technical challenges faced while scaling ObservePoint and the impact on customer retention. Advice for Overcoming Challenges (00:14:55) Rob offers advice on managing technology development and scaling effectively in a competitive market. Proud Achievements and Company Culture (00:17:20) Rob highlights significant accomplishments, including awards and the strong corporate culture at ObservePoint. Company Culture and Connections (00:18:18) Rob reflects on the enjoyable work experience and strong connections formed at ObservePoint. Transition to Auto (00:19:05) Julian prompts Rob to share his experience with a new business called Auto post-COVID. Rebranding Auto (00:19:17) Rob discusses rebranding the company from "First Secure Administrators" to "Auto" for better market alignment. Challenges in the Automobile Industry (00:20:29) Rob explains the instability in the auto market and the need for a tech-focused approach. Spinning Off Metrics AI (00:21:10) Rob shares the decision to create Metrics AI by extracting the tech side from Auto. Lessons from Experience (00:22:14) Rob reflects on the importance of finding coaches and expertise for business growth. The Importance of Coaching (00:23:19) Rob emphasizes the value of performance coaching for CEOs, comparing it to Olympic athletes. Finding the Right Coaches (00:24:26) Rob discusses the challenge of finding effective coaches and the perception of CEOs needing help. Transitioning to Coaching (00:25:07) Rob shares his experience with Petra, a coaching group focused on helping businesses scale. Scaling Executive Teams (00:26:25) Rob highlights the importance of executive teams evolving as businesses grow. Mental and Physical Health (00:28:40) Rob talks about the significance of longevity science and its impact on future leadership. Recommendations for Longevity (00:30:15) Rob suggests resources like Brian Johnson and David Sinclair for practical longevity advice. Key Aspects of Health (00:32:09) Rob outlines efficient exercise and diet strategies for maintaining health and longevity. Mental Health Awareness (00:33:10) Rob emphasizes the importance of mental and emotional health in overall well-being. Contacting Rob Seolas (00:33:53) Rob shares how listeners can connect with him via LinkedIn or email.
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    35 mins

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