How to transition from Sales Rep to CRO from the best VP Sales in B2B tech

Unlearning moment: From the battlefield to the war room In our latest podcast episode, we spoke with, Mark Smith, four-time SVP Sales for Rubrick, Arista Networks, InfoBlox, and NetScreen who has managed revenues of less than $2 million and in excess of $2bn.  He shared with us the challenges of going from SVP Sales to the ultimate leadership role in …

Finding Go-To-Market Fit

If you spend time in the incubators, accelerators, or coffee shops in innovation centers, you will hear entrepreneurs and investors alike talking about finding Product Market Fit (PMF). Finding PMF is the critical “A Ha!” moment that fills the origin stories of great entrepreneurs handed down from founder to founder. It is the essential and elusive allure of finding PMF …

The Story Behind the Survival to Thrival Books

This isn’t a hero’s journey. Far from it. It’s a mind meld of a 15-year entrepreneur-investor team and dozens of enterprise entrepreneurs who all struggled through the journey to build enterprise startups. Over 15-years together with help from many others, we built two successful enterprise startups; the first was bought by Cisco for $450 million, and the second went public …