In a new episode of Path to Market, our Director Natasha Lytton and her co-host Micah Smurthwaite, Partner at Pipeline Ventures are joined by Ryan Lieber, an experienced Go-to-Market Leader and one of Snowflake’s earliest employees and its first SDR.

Together they discuss Snowflake's impressive growth trajectory, the challenges and strategies of category creation, key sales methodologies like MEDDPICC, the best approaches for scaling internationally, and cross-functional sales efforts. Ryan shares his experiences from joining Snowflake when it was an unknown startup in 2014 to its current status as a data giant with over 7,000 employees and a market capitalization of over $50 billion.

He also delves into when and how founders should hire their first SDRs and sales leaders, the metrics for measuring their success, and the role of marketing alignment in scaling sales. Moreover, he emphasizes the importance of understanding regional cultural and communication nuances, and how to leverage partnerships in new markets.

Key takeaways:
- taking an iterative approach to the sales process enables you to transition from broad outreach to focusing on sales-qualified opportunities;
- hiring SDRs earlier rather than later is not only cost-effective, but it also enables founders to focus on product development; 
- choose a sales leader who isn't afraid to "get their hands dirty" and is willing to adapt to the dynamic needs of a growing startup. They are in touch with the pulse of the market and the realities faced by their teams;
- international expansion is not a uniform process and differs significantly by region. This is why understanding cultural nuances, leveraging regional partners, and ensuring the market is ripe for entry are essential considerations; 
- taking a partnership approach to scaling accelerates growth and embeds credibility in the customer’s eyes.

Show notes:
Ryan Lieber – linkedin.com/in/ryan-lieber-8aa59a62
Natasha Lytton – linkedin.com/in/natasha-lytton
Micah Smurthwaite – linkedin.com/in/micah-smurthwaite-2283b49


Overview:
00:00 Introduction and Guest Background
01:00 Ryan’s Early Days at Snowflake
03:59 Career Growth and Opportunities
05:01 Building the EMEA Team
07:08 Challenges and Learnings
08:19 Finding the Ideal Customer Profile
13:57 Sales Methodology: MEDDPICC
19:30 Hiring and Building a Sales Team
21:48 The Daily Grind of an SDR
22:01 Key Traits for Sales Success
23:30 Red Flags in Sales Hiring
27:07 Effective SDR Metrics
32:09 Hiring Your First Sales Leader
34:54 The Power of Marketing in Sales
36:49 Scaling Internationally
42:26 Snowflake's Startup Program
45:02 Final Thoughts and Advice

Navigating Growth: Sales and Scaling Strategies from Ryan Lieber, Snowflake’s First SDR

In the latest episode of our “Path to Market” series, our Director Natasha Lytton and her co-host Micah Smurthwaite, Partner at Pipeline Ventures, speak with Gia Scinto, a partner at Cole Group, specializing in go-to-market executive hires for renowned startups like Airbnb and Stripe. Gia shares her extensive experience in building go-to-market teams for top startups across her different roles, including as the first talent leader at Y Combinator and as an executive talent partner at Andreessen Horowitz.

She emphasizes the importance of metrics in recruitment, the founder's role in hiring, and key considerations for early-stage companies hiring their first sales leaders. Gia also provides actionable advice on running an effective recruiting process, including aligning on job requirements, conducting thorough interviews, and ensuring a successful onboarding process. 

Key takeaways:
- Set a minimum experience threshold for the role
- In the first interviewing rounds, assess the candidate against the main goals of their roles
- Set clear expectations and establish attainable goals in the initial months to facilitate a seamless onboarding into the company.

Show notes:
Gia Scinto – linkedin.com/in/giascinto
Natasha Lytton – linkedin.com/in/natasha-lytton
Micah Smurthwaite – linkedin.com/in/micah-smurthwaite-2283b49

Overview:
00:00 Introduction to Gia and Her Extensive Experience
00:54 Working with founders at Andreessen Horowitz and Y Combinator
08:13 Advice for Early-Stage Sales Hiring
12:25 Running a Successful Recruiting Process
20:35 Interview Questions for Sales Leaders
24:35 Assessing Culture Fit in Early-Stage Companies
26:31 Hiring Challenges and Lessons Learned
28:17 Pitching to Senior Candidates in Startups
29:09 Importance of Product Differentiation
30:03 Segmentation and Market Strategy
34:09 Onboarding and Setting Expectations
38:03 Back-channeling and Reference Checks
41:16 Onboarding Best Practices for Success
43:17 Common Pitfalls in Hiring
46:40 Building Go-to-Market Systems
50:41 Advice for Go-to-Market Candidates

Path to Market: How to Build Highly Effective Go-To-Market Teams

In the latest episode of “Path to Market,” Natasha and Micah are joined by Fanny Talagrand, Head of EMEA sales for startups and SMBs at Stripe to discuss key sales strategies from startups to enterprises. Drawing from her extensive experience in global tech companies like Google Cloud and Stripe, Fanny emphasizes the importance of understanding user needs and journeys, leveraging user feedback, and the different dynamics between selling to startups versus enterprises. 

She also provides advice for hiring the first sales reps, highlighting the need for candidates to be smart, driven, and coachable. She stresses the significance of onboarding processes and embedding new hires with users early on. Additionally, she explores how to balance product-led growth with enterprise sales and shares metrics to optimize sales performance.


Tune in to learn about:
- how to align sales strategies with the needs and journeys of different types of users;
- how PLG and enterprise motions can coexist with careful planning and differentiation in user journeys;
- why as companies grow, including a sales team becomes vital to extend market reach and support users who require more comprehensive solutions;
- and more practical strategies for founders looking to enhance their sales operations and build successful teams.



Show Notes:
Fanny Talagrand - linkedin.com/in/fanny-talagrand-a51a81b
Natasha Lytton – linkedin.com/in/natasha-lytton
Micah Smurthwaite – linkedin.com/in/micah-smurthwaite-2283b49

Overview:
00:00 Introduction to Path to Market
01:17 Meet Fannie Talegrand, Head of EMEA Sales for Startups and SMBs at Stripe
02:13 Fannie's Career Journey
04:29 Comparing Sales at Google Cloud and Stripe
06:58 The Importance of Product and User Feedback
13:31 Sales Metrics and Funnel Optimization
16:32 Differences in Selling to SMBs vs. Enterprises
24:07 Hiring the Right Sales Leader
34:29 Onboarding New Sales Hires
40:09 Conclusion and Final Thoughts

Path to Market: Adapting Sales Strategies for Startups and Enterprise with Fanny Talagrand of Stripe

In this episode of Supply Chain Decoded, host Jenni Ruiz sits down with Kara Smith Brown, founder and CRO of LeadCoverage, and author of the Amazon bestseller The Revenue Engine to break down what most supply chain companies get wrong about marketing and go-to-market strategies.

Kara shares how getting fired (and making babies) sparked her entrepreneurial journey, and how a kismet collaboration with co-founder Will Haraway led to the creation of LeadCoverage. From there, she’s helped drive hundreds of millions in revenue for clients by shifting them from outdated tactics (hello, cold calls) to modern, data-driven strategies centered on sharing good news, tracking interest, and following up.

This episode tackles:

- The #1 mistake companies make before launching a marketing campaign

- The difference between strategic intent data and AI—and why lumping them together is a big problem

- Why follow-up is a lost art and 35 touch points might just be your magic number

- How Kara’s framework works for scrappy startups and enterprise giants alike

- What “random acts of marketing” really look like (and how to sniff them out)

- The story behind her viral Girl Scout cookie experiment and its surprising freight lessons

Whether you’re a marketer, a founder, or anyone in between, Kara’s straight-shooting advice will challenge you to think deeper, measure smarter, and lead better.
--
Disclaimer: All views and opinions expressed in this podcast are those of the speakers and do not necessarily reflect the views or positions of Transfix, Inc. or any parent companies or affiliates or the companies with which the participants are affiliated, and may have been previously disseminated by them. The views and opinions expressed in this podcast are based upon information considered reliable, but neither Transfix, Inc. nor its affiliates, nor the companies with which such participants are affiliated, warrant its completeness or accuracy, and it should not be relied upon as such. All such views and opinions are subject to change.


Supply Chain Decoded | Feat. Kara Smith Brown, LeadCoverage & author of Amazon bestseller, "The Revenue Engine"

In this episode I discuss the four key things to help you sell better, especially for B2B but this applies all around. Get these dialed in and lose fewer deals, make fewer success and get more wins. 

EP15 - The Four Keys to Sell Better / Revenue Leaders Podcast with Robert Cornish

Buy the course here: https://glocourse.com/product/unstoppable-saas-gtm-program/

Or contact me for 10% DISCOUNT for PAYPAL and 20% for CRYPTO

Email: Maris.amandateam@gmail.com

Instagram: Mariscourse24h

Discord: Maris246

Course list: t.me/amandateam24h/4

Websites: Glocourse.com | Course24h.com | Shoppycourses.com

[Glocourse.com] TK Kader – Unstoppable SaaS GTM Program

FUCK THESE HOES

Join Nancy Ridge Founder of Ridge Innovative and Greg Sarafin for a great conversation rethinking GTM, from product push to platform power! 

Greg is the CEO of Sarafin Advisory, a firm that helps C-Suites and Boards navigate the opportunities and threats presented by the exponential growth of technology and AI.  Greg is four decades into a career that has included senior leadership roles at Razorfish, BearingPoint, IBM, and EY.

Index
•	00:53 – Greg Sarafin’s Background
•	01:42 – Unpacking the GTM Fallacy: It's Not Just Marketing or Sales
•	04:21 – Selling vs. Enabling: Rethinking the Role of Sales
•	17:47 – Moats Are Shifting—Is GTM Your New Defensible Edge?
•	23:41 – When You're Not the Platform: Evolving Beyond Traditional Channels
•	30:23 – From Founder to Flounder: The GTM Missteps to Skip
•	35:14 – The innovation Greg would most like to see gain adoption 

Links –
•	Greg Sarafin LinkedIn – https://www.linkedin.com/in/gsarafin/ 

If you enjoyed this podcast, be sure to subscribe to us on Soundcloud for more episodes and write us a review! Share this episode with anyone interested in unconventional ideas.

Do you have questions, comments, insight on the topics discussed today? Send an email to support@ridgeinnovative.com with Subject: “Culture of Innovation E31”!

Follow Us On:

iTunes: https://podcasts.apple.com/us/podcast/culture-of-innovation/id1537650821 
Amazon Music: https://music.amazon.com/podcasts/ce61f5ea-6e14-4056-bcf4-bdb2717eb9ca/culture-of-innovation Website: https://ridgeinnovative.com 
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LinkedIn: https://www.linkedin.com/in/nancy-ridge-085988a 
YouTube: https://www.youtube.com/channel/UCjEMawW6iUoDcQDjvtKTBzA 
Soundcloud: https://soundcloud.com/culture-of-innovation 



Greg Sarafin: Rethinking GTM: From Product Push to Platform Power | Ep. 31

Buy the course here: https://glocourse.com/product/unstoppable-saas-gtm-program/

Or contact me for 10% DISCOUNT for PAYPAL and 20% for CRYPTO

Email: Maris.amandateam@gmail.com

Discord: Maris246

Course list: t.me/amandateam24h/4

Website: Glocourse.com  |  Course24h.com  |  Shoppycourses.com

[Have] TK Kader – Unstoppable SaaS GTM Program

Welcome back to the Nutanix community podcast. Get ready for a conversation that's equal parts tech and heart! This week, Dwayne chats with Eric Wright about the human side of technology, from storytelling to community building.

Beyond Code: The Art of Tech Storytelling

Stone B - In The Wind  (feat. GtmDevo)

The Nutanix Community Podcast is a weekly podcast. It is an informal and technical look at topics around Nutanix, Cloud and the online IT community. It will serve as a campfire and coffee shop for the extended Nutanix community.

This Much I Know is the podcast from Seedcamp, Europe’s seed fund.

Tune into hear the inside story from startup founders, investors and leading tech voices: the people who’ve built businesses, scaled globally, failed fantastically and learnt massively.

Seedcamp invests early in world-class founders attacking large, global markets and solving real problems using technology. Seedcamp provides the infrastructure to fast-track a founder’s vision and create value through immediate access to smart capital, a lifelong community of support and a global network built upon a decade’s experience backing exceptional talent.

CEO. Founder. Host of the Revenue Leaders podcast.

Welcome to the Transfix Take On, a show for the logistics and supply chain world where we switch gears into the hot topics of trucking. For more information, visit: www.transfix.io

Unconventional ideas are the seedbed of innovation and progress. In a Culture of Innovation we express our imagination and explore turning ideas into tangible ways to create value for our ecosystems and ourselves!

Gain The Most/Grab The Millionz (GTM) Recordz 
Contact Gtmlosangeles24@gmail.com
Ig: gtm_stone_ggo, @bringmeblues, @snowthemack
 NEW VIDEO

New tracks tagged #gtm