Arpan Punyani’s Post

The newest episode (#180!) of The Pursuit of Scrappiness Podcast is out! Ervins Grinfelds is the Co-founder of TestDevLab a leading quality assurance and software testing service provider that works with global tech giants such as Microsoft, Zoom, and Twilio. TestDevLab has grown from a small startup to a company with more than 500 employees, all without external funding. Ervins is passionate about ensuring that software products meet the highest quality standards, and he brings invaluable insights into the importance of trust, scaling a service business, and the role of quality assurance in the tech ecosystem. On this episode we talk about: - Why founders often only turn to QA when shit hits the fan - How TestDevLab expanded from a small team to a company with over 500 employees and global clients - The balance between people-driven services and product-based scalability - How to ensure trust and reliability - How TestDevLab has managed to remain profitable and grow without external investment. Links to the episode in the comments!

What do LinkedIn, early Slack, and now… early Rippling have in common? Matt Loop. Think of any hyperscaling SaaS business from the past 20 years, and Matt is probably responsible for bringing it to Australia. Our sponsor Rippling asked if we wanted to interview Matt as a guest on The Startup Podcast to talk all about growing sales teams and regional expansion. Of course we said - absolutely! On this week’s episode of TSP Edu, 🤖 Yaniv Bernstein talks to Matt and Matt Plank (Rippling’s Chief Revenue Officer) about the different stages of building a sales team, and what good sales looks like. This was an absolute masterclass. Every founder needs to know about sales, so every founder should listen to this episode. Link in the comments!

Unlocking the potential of a high-performing RevOps team involves focusing on four key pillars: Business Operations: The backbone of your operations, ensuring everything runs smoothly. This includes classic sales operations that keep the wheels turning. Strategy and Insights: This pillar serves the entire organization, providing the strategic direction and insights necessary for growth and alignment. Systems: Managing your tech stack effectively is crucial. Whether it’s overseeing the sales tech stack or collaborating with the CIO to implement necessary requirements, a well-structured system ensures that your team has the tools to succeed. Enablement: Here’s where the magic happens! Enablement brings your sales methodology and processes to life, empowering your team to achieve their goals. To learn more, reacquaint yourself with this special Greatest Hits episode of the Revenue Insights Podcast, where Lee Bierton was joined by Jake Gertjan Hofwegen, VP of Global Revenue Operations and Enablement at Contentful. Tune in to discover how to build a robust RevOps crew that drives success! Link in the comments! 👇👇👇 #revenueinsightspodcast #revenueoperation #revenuepodcast

One that may sound like a broken record is constantly talking to customers. Am from listening to Thejo Kote, founder and CEO of Airbase, a spend management platform for mid-market and enterprise companies. The SaaS Podcast episode is filled with insights on building an 8-figure SaaS business. Thejo mentions with founder-led sales, he closed their first 15 customers before hiring the first VP of Sales. If as the Founder you are hiding from talking to customers, your company will fail. Here is how Thejo did it early on: ' The validation process through conversations with CFOs and accountants made me a lot smarter about the problem and helped me understand the layers and nuances that exist in the problem. The mistake of not validating the problem and jumping into building a solution can lead to products that don't survive first contact with the market. ' p.s: Get proven product marketing resources. Link in the comments.

How can MSPs and vendors work together more effectively? 🤔 We'll find out tomorrow (and you'll be able to hear all about it soon on #TubbTalk). We're looking forward to recording a brand-new podcast episode with a guest who’s uniquely positioned to bridge the gap between MSPs and vendors: Luis Giraldo, Chief Evangelist at ScalePad . 🚀 Luis brings a wealth of insights from both sides of the industry—having been an MSP owner, SaaS consultant, and leader in scaling solutions for IT providers. In our chat we’ll explore how tools like Lifecycle Manager and Backup Radar are transforming MSP operations, unpack the evolving relationship between vendors and MSPs, and discuss where the industry is headed in 2025 and beyond. Here’s your chance to shape the conversation! 🎉 What questions would you like us to ask Luis during the recording? Drop them in the comments below ⬇️, and we’ll try to include them! This promises to be a conversation full of actionable insights and thought-provoking ideas. Don’t miss it! 🔥 #TubbTalkPodcast #MSPPodcast #LuisGiraldo #ScalePad #ManagedServices

Has SaaS lost go-to-market fit and, if so, who is responsible for it and how do we fix it? That was the crux of the interview I did with 🐶 Jacco van der Kooij, the distinguished and esteemed Founder of Winning by Design on today's episode of The GOATS of Growth. Check out the quick mashup below to get a flavor for the episode. Then click the link in the comments, or search for the show, to listen to the full episode. Key takeaways: -Companies are spending about 75% more now than in 2021 to acquire customers -They're not spending enough to keep them and grow them -Changing CRO's every 18 months is a recipe for disaster (my interpretation) -CROs should be "certified" to fly the rocket going forward -Go-to-market motions are, and should evolve -Organizations should shift from people-centric to process-centric with technology . Jacco, thanks for your time, your wisdom, and for brining your infectious energy and enthusiasm to the show.

"Addressing the root cause of escalations is crucial for growth and profitability. Preventing escalations not only saves time and resources but also elevates your business game." - Parker Chase-Corwin, CEO & Principal Consultant of Xperience Alchemy, on the Scale Tale podcast with Mausmi Ambastha, Co-founder & COO of ZapScale. 🔊🎯 Parker, a seasoned customer success leader and consultant, shares his extensive expertise on: 🔍 Mastering escalation management 🔍 Ensuring ownership and accountability during escalations 🔍 Implementing effective communication strategies 🔍 Identifying and resolving root causes Enhance your customer success strategies with insights from this invaluable session 👉🏻 https://lnkd.in/gKnjFnWY #EscalationManagement #CustomerSuccess

🚀 "If you're going to work in tech, be in product or sales!" - Ana Leyva, a B2B sales leader and VC at Pear VC, shares her journey and pivotal career advice on the latest episode of the GTM Vault podcast. From her initial hesitation to embrace sales to becoming a strategic partner in solving customer problems, Ana's insights are invaluable for anyone looking to make a significant impact in the tech industry. Link to full video in comments. #GTMVault #SalesLeadership #CareerGrowth #TechCareers #VCInsights #GoToMarket #B2BSales #ContinuousLearning

“Customers start buying a technology, then a product, then a solution. The eventual thing — this is where the right to win gets really high — is [when] they buy a partner relation.” In the first episode of our new podcast series, Second Acts, Gainsight’s CEO, Nick Mehta, describes how the buyer maturity curve actually works and how that explains the continued dominance of established software companies. Nick also talks about: 💡 Why charting out an act two is mission critical for scaling a SaaS business 💡 Gainsight's approach to this strategy 💡 Why you shouldn’t sell in the dreaded middle (neither PLG nor SLG) 💡 How each of Gainsight’s acquisitions were integrated differently 💡 The layering of strategic S-curves Listen to the full episode via the links in the comments and learn how to scale your SaaS business effectively! #SecondActsPodcast #SaaS #GrowthJourneys

James Kaikis sits at the perfect intersection of “get shit done no matter what” and “thoughtfully caring about the people around you”. If I could describe the best leaders that we have on The GTM Podcast in two words it would be: Thoughtfully driven. James embodies that. We just dropped ep.90 and it’s a heater, we talked through: - The power of presales in driving revenue growth and customer success - Strategies for scaling a community-based business from zero to millions - The future of B2B software demos and how TestBox is leading the charge - Lessons learned from a successful startup exit in just 18 months - Insights on go-to-market strategy, product-led growth, and customer-centricity Have a listen wherever you listen to your pods. 🎧