Dennis Lyandres is an advisor at ICONIQ Capital and former CRO at Procore, where he helped grow the company from $10 million to over $900 million in revenue and through an IPO. With over 20 years of experience in sales leadership roles at high-growth technology companies, Dennis brings a wealth of knowledge on scaling teams, driving revenue, and winning in vertical SaaS.
Discussed in this Episode:
- Applying the concept of Price's Law to identify and maximize the impact of top talent in an organization
- Putting the customer at the core of everything, especially in vertical SaaS companies
- Go-to-market strategies for vertical SaaS companies to win in their market, such as going hyperlocal and focusing on multi-product
- The importance of hiring for potential and experience with scale over domain expertise
- Personal growth lessons on reframing your relationship with drive and ambition
Highlights:
0:00 Introduction
5:56 The impact of Dennis' involvement with GTM Fund from the early days
7:35 Reframing your relationship to drive and ambition for a healthier mindset
13:23 Applying Price's Law to identify and maximize top talent
18:13 Overcoming HR pushback on programs for top performers
22:56 Putting the customer at the core of everything in vertical SaaS
28:35 Rallying the whole organization around key customer accounts
32:02 Go-to-market strategies for vertical SaaS: going hyperlocal and focusing on multi-product
40:23 The importance of training and development, especially in vertical SaaS
46:10 Building with the intent to be multi-product from the start
55:15 One thing revenue leaders believe to be true that Dennis thinks is bull$***.
Guest Speaker Links (Dennis Lyandres):
LinkedIn: www.linkedin.com/in/dlyandres
In it, he referenced an ICONIQ report, which is housed under your Executive Leadership Series.
Host Speaker Links (Scott Barker):
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/
Sponsors:
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