Podd: Grit

#231 CEO & Co-Founder Harvey, Winston Weinberg w/ Ilya Fushman: Worthy Sacrifices

24 februari 2025 | 66 min

Guests: Winston Weinberg, CEO & co-founder of Harvey; and Ilya Fushman, partner at Kleiner Perkins

“If you think about pretty much any job out there in the world, we will have some sort of [AI] copilot,” says Kleiner Perkins partner Ilya Fushman. “The question is, who are the right folks to build it, and what’s their vision?”

For Harvey CEO & co-founder Winston Weinberg, the vision is clear: Silicon Valley cannot and should not try to disrupt the legal profession by automating the job of lawyers. Instead, he says, they need to have “respect for the industry” before designing AI solutions that speed up specific tasks.

“These industries are incredibly complex,” Winston says. “Legal is one of the oldest professions known to man. There are firms that are over a hundred years old. There are firms that are hundreds of years old, and having a brand that says, ‘We are partnering with the industry to transform it’ versus ‘We are just going to steamroll the industry’ is really important for us.”

Chapters:

(01:16) - The zeitgeist switch
(02:58) - What is Harvey?
(06:10) - Chief Law Officers
(07:58) - Agentic workflows
(09:43) - Ilya’s investment thesis
(12:48) - Collaborating with AI
(16:05) - Task automation
(20:52) - Why is it called Harvey?
(23:14) - Respecting the legal industry
(26:43) - Winston’s past jobs
(28:47) - First steps
(32:13) - Scaling the company
(35:02) - Scaling yourself
(37:19) - Who works for Harvey
(40:50) - Making mistakes
(43:15) - Making sacrifices
(45:51) - Growing too fast
(50:50) - Setting priorities
(54:54) - Harvey’s competitors
(57:38) - Internal virality
(01:00:46) - Testing Harvey’s limits
(01:03:29) - Who Harvey is hiring
(01:04:01) - What “grit” means to Winston

Mentioned in this episode: ChatGPT, the Fortune 500, Microsoft Copilot, Gabe Pereyra, Activision, Excel, Counsel AI Corporation, Suits, Harvard University, Netflix, Dell, O'Melveny & Myers, Hueston Hennigan, Meta, Reddit, Jason Kwon, Anthropic, Marissa Mayer, Eric Schmidt, Google, Larry Page, Sergey Brin, and Glean.

Links:

Connect with Winston

Connect with Ilya

Connect with Joubin

Learn more about Kleiner Perkins

This episode was edited by Eric Johnson from LightningPod.fm

#230 Co-founder & CEO, Wolt & Head of DoorDash International, Miki Kuusi: The Next Mountain

17 februari 2025 | 82 min

Guest: Miki Kuusi, head of international at Doordash + CEO & co-founder of Wolt + co-founder of Slush tech conference

Before Miki Kuusi launched the Finnish delivery startup Wolt, which DoorDash acquired in 2022, he wasn’t just another startup entrepreneur. From 2011 to 2015, Miki was the CEO of the hugely influential European tech conference Slush, which brings thousands of founders and VCs to Helsinki every winter.

“You could argue that Slush was my university for things leading up to Wolt, and what I do today,” Miki says. “That's where I learned most of the core lessons that I put into action.”

One thing he remembers thinking in those early days: Everything was going to be redefined by the internet.

“I just wanted to get a shot at building one of these services of the next hundred years,” he says. “And that was the driving motivator for me. If the driving motivator had been money, I don't think we would be here today.”

Chapters:

(01:14) - Act 3
(03:36) - Unlocking local commerce
(06:13) - Selling Wolt
(09:27) - The competition
(14:20) - DoorDash’s and Wolt’s origins
(17:50) - “Maybe we’re the idiots in the room”
(22:44) - Difficult years
(25:13) - Startups in Europe vs. U.S.
(28:56) - Learning from DoorDash
(31:51) - Market correction
(35:24) - Delivery around the world
(39:17) - “ Glorified recruiting companies”
(42:31) - Convincing restaurants
(44:11) - Slush
(48:21) - The next mountain
(54:13) - Ambition and concentration
(59:58) - Family and distractions
(01:04:34) - Email overload
(01:07:07) - Time as currency
(01:09:25) - Priorities and onboarding
(01:15:49) - The power of culture
(01:19:32) - Who Wolt and DoorDash are hiring
(01:20:39) - What “grit” means to Miki

Mentioned in this episode: Tony Xu, Uber, Lyft, Uber Eats, Postmates, Delivery Hero, GrubHub, DeepSeek, OpenAI, Anthropic, Kees Koolen and Booking.com, 83North, Supercell, DashPass, Wolt+, Microsoft Excel, Amazon, Parker Conrad and Rippling, Andreeseen Horowitz, Fortnite, WhatsApp, Barry’s Bootcamp, and Slack.

Links:

Connect with Miki

LinkedIn

Connect with Joubin

Learn more about Kleiner Perkins

This episode was edited by Eric Johnson from LightningPod.fm

#229 Former CEO Activision Blizzard, Bobby Kotick w/ Bing Gordon: Change the Game

10 februari 2025 | 112 min

Guest: Bobby Kotick, former CEO of Activision Blizzard; and Bing Gordon, Advisor at Kleiner Perkins

In 2020, when President Trump signed the executive order that would ban TikTok in the U.S., Bobby Kotick called his old friend Steven Mnuchin. The former Secretary of the Treasury told him that, if TikTok’s U.S. operations were to be sold to an American company, Microsoft would be the only bidder.

A couple calls later, he reached ByteDance founder and CEO Zhang Yiming, who said he’d rather sell to Bobby than Microsoft. Concerned about his ability to get the deal done solo, Bobby called Microsoft CEO Satya Nadella and offered to make a joint bid.

Nadella declined, but added, “ if the deal doesn't get done, we should sit down and talk about us buying Activision.” TikTok currently remains Chinese-owned, but three years later, Microsoft paid $75 billion for Activision Blizzard.

Chapters:

(01:16) - Forming Activision Blizzard
(04:19) - Good acquisitions
(09:21) - Electronic Arts and “Schedule C”
(15:08) - Nintendo and Mediagenic
(21:19) - Steve Wynn
(29:24) - Wynn cashes out
(35:14) - Tony Hawk’s Pro Skater
(40:38) - Blizzard’s many sales
(44:44) - World of Warcraft and Call of Duty
(47:59) - Jurassic Park
(50:40) - Chris Metzen
(55:06) - David Geffen
(58:11) - New competitors
(01:02:25) - The harassment lawsuits
(01:06:53) - Trying to buy TikTok
(01:08:51) - Hardware design
(01:12:52) - Polymarket, Donald Trump, and TikTok
(01:15:19) - The Call of Duty Endowment
(01:18:31) - Brian Stann and Hire Heroes USA
(01:21:49) - Steve Jobs and Pixar
(01:29:41) - The first Macintosh
(01:31:29) - The Wii demo
(01:33:42) - Nintendo 64, PlayStation and VR
(01:37:35) - The hardest year
(01:40:17) - Working with Brian Kelly
(01:41:26) - Satya Nadella and Microsoft
(01:44:39) - Xbox Game Pass
(01:49:35) - What “grit” means to Bobby

Mentioned in this episode: Vivendi, Bruce Hack and Arnaud de Puyfontaine, EA, Call of Duty, Bizarre Creations, Atari, Apple II, Commodore 64, Jean-Louis Gassée, Apple Lisa, Howard Lincoln, Philips, Magnavox Odyssey, Sutter Hill Ventures, Infocom and Zork, Toys-R-Us, Howard Hughes, E. Parry Thomas, Sun Valley, Thom Weisel, William Morris Endeavor, Guitar Hero, Davidson & Associates, Michael Morhaime, Allen Adham, World of Warcraft, Medal of Honor, Steven Spielberg, Michael Crichton, Chris Roberts, Overwatch, Tencent, Time Warner, Jeff Bewkes, Sheryl Sandberg, Lean In, Lina Khan, Samsung, Elon Musk, James L. Jones, UFC, E. Floyd Kvamme, Toy Story 2, Procter & Gamble, Ron Doornik, John Lasseter, Xerox PARC, Shigeru Miyamoto, Satoru Iwata, Goldeneye 007, James Bond, Barbara Broccoli, Oculus, Apple Vision Pro, Bill Gates, Steve Ballmer, Sam Altman, Mustafa Suleyman, Spotify, Candy Crush Saga, Disney, Phil Spencer, Clarence Avant and Motown Records.

Links:

Connect with Bobby

Connect with Bing

Connect with Joubin

Learn more about Kleiner Perkins

This episode was edited by Eric Johnson from LightningPod.fm

#228 Co-Founder Alinea & Tock: Selling Experience

3 februari 2025 | 80 min

Guest: Nick Kokonas, co-founder of the Alinea Group and former CEO of Tock

As of October 1, 2024, Nick Kokonas is no longer an owner of the Alinea restaurant group, which he co-founded and ran for almost 20 years. When he bought a vineyard in Napa Valley prior to the exit, one of his sons remarked, “He's given up. Time to go out to pasture.”

Nick admits that the work ahead of him is “not the same” as the high-pressure world of a Michelin-starred restaurant in Chicago. But he’s started working with the magician Nate Staniforth on a new restaurant concept that will present diners with illusions and surprises over the course of a two-hour experience.

“If you want to feel wonder and feel childlike again, go see a magician,” Nick says. “[But] there’s so much bad cultural baggage ... what we wanted to do was create an experience that is not really about magic.”

Chapters:

(02:29) - Celebrity restauranteurs
(07:14) - The next act
(12:30) - Buying the vineyard
(15:37) - Fear is motivating
(17:59) - Opening night
(22:03) - Tongue cancer
(27:56) - “OK, let’s fix this”
(31:10) - Selling experience
(38:32) - The table plate
(42:40) - Feeling full
(44:14) - Next Restaurant and Tock
(49:33) - Being still
(51:19) - Nate Staniforth’s lottery illusion
(56:57) - The magic restaurant
(01:02:29) - Being misunderstood
(01:07:44) - Working via email
(01:11:43) - “Enemies”
(01:18:23) - Who Nick is hiring and what “grit” means to him

Mentioned in this episode: Mike Gamson, Shaquille O’Neal, Jeff Kaplan, Steve Bernacki, Robin Anil, Grant Achatz, OpenTable, American Express, The Big Lebowski, The New York Times, eGullet, Gourmet Magazine, Roger Ebert, Eddie van Halen, Goodfellas, The Devil Wears Prada, Batman, the Chicago Bears, Madonna, Taylor Swift, Bavette’s and Brendan Sodikoff, Pablo Picasso, Chef’s Table, Google, Brian Fitzpatrick, Finding Real Magic, David Blaine, Mark Cuban, Mark Caro, Chicago Magazine, John Mariani, Cat Cora, Homaro Cantu, Dave Portnoy, Pete Wells, and Eric Asimov.

Links:

Connect with Nick

Connect with Joubin

Learn more about Kleiner Perkins

This episode was edited by Eric Johnson from LightningPod.fm

#227: CEO & Founder Axon, Rick Smith: Push Risk

27 januari 2025 | 76 min

Guest: Rick Smith, CEO & Founder of Axon (formerly TASER)

Being a founder-CEO is a “unique superpower,” says Axon’s Rick Smith: People like him get a longer leash from the board to try things that outside CEOs might not.

“My job is to push risk into the organization,” Rick says. “If there's a project with a 50 percent chance of success, a 50 percent chance of failure, but it's going to pay 100 to 1, any finance person will tell you, you should take that bet all day long.”

One of those bets was the transition from running a weapons company called TASER into a broader public safety firm called Axon, which makes cloud-supported body cameras fro police, tactical drones, AI records management software and more. “If we never have a product failure, then we're not taking risks anymore and we're going to end up getting disrupted,” Rick says.

Chapters:

(01:09) - Tasers vs. guns
(03:35) - Axon’s growth
(07:09) - Biggest surprises
(09:33) - How TASER got started
(13:11) - Reinventing the taser
(17:24) - A humiliating launch
(23:33) - Rick’s family
(26:14) - The Auto Taser failure
(30:21) - The darkest days
(34:26) - Hans Marrero
(37:25) - Family and burnout
(42:49) - Rick’s family
(45:49) - Pivoting the business
(51:37) - Axon body cameras
(53:46) - Axon’s current products
(58:08) - Re-educating the cops
(01:02:09) - Pushing risk
(01:05:44) - Competing with the gun
(01:10:16) - Exponential stock plans
(01:14:17) - Who Axon is hiring
(01:14:46) - What “grit” means to Rick

Mentioned in this episode: UnitedHealthcare and Brian Thompson, Harvard University, human-machine interfaces, Star Wars, Timecop, Star Trek, Jack Cover, Project Apollo, Ed Owen; the Bureau of Alcohol, Tobacco, and Firearms; Tom Smith, Rodney King, the Sharper Image, Steve Filmer, Phil Smith, Silicon Valley Bank, Emil Michael, Bob Kagle, Benchmark, Norwest Ventures, Molly Wuthrich, Josh Isner, The Terminator, Ferrari, Richard Branson, Burning Man, Steve Jobs, Brenda Smith, Hadi Partovi, Amazon AWS, Microsoft, DraftOne, Ambience Health, OpenAI, Mark Zuckerberg, Michael Brown, Computer Aided Dispatch, Elon Musk and SpaceX, and Luke Larson.

Links:

Connect with Rick

Connect with Joubin

Learn more about Kleiner Perkins

This episode was edited by Eric Johnson from LightningPod.fm

#226 President & COO Coinbase, Emilie Choi: Through the Storm

20 januari 2025 | 60 min

Guest: Emilie Choi, president & COO of Coinbase

After the collapse of FTX in 2022, “the whole industry was tarnished,” recalls Coinbase COO Emilie Choi. “Politicians came out criticizing crypto, saying it was a fraud.”

But unlike FTX, Coinbase was a public company in the U.S. So when the SEC served it a Wells notice, announcing its intent to charge the company with violating securities laws, the executive team took an unusual step: They went on the offensive, publicly calling BS on the agency.

“Well-regarded CEOs from TradFi, they were like, ‘You don’t do that,’” Emilie says. “’You don’t antagonize your regulator.’ ... It was a combination of chutzpah and maybe desperation that we were like, ‘We have to go tell our story, because if we don’t, nobody else will.’”

Chapters:

(01:14) - Working with founder CEOs
(04:12) - Mission first
(07:16) - Reviewing candidates
(09:48) - Unusual hiring
(11:22) - Crypto after FTX
(16:29) - Operation Choke Point 2.0
(19:19) - Grin and bear it
(21:24) - Channeling negativity
(24:21) - Going to war with the SEC
(26:20) - Donald Trump and Gary Gensler
(28:38) - Was it worth it?
(31:19) - Shipping challenges
(34:03) - OKRs and personal goals
(36:41) - Brian Armstrong and structure
(40:56) - The COO guidebook
(43:30) - Removing bureaucracy
(46:50) - Investing in crypto
(49:41) - After Coinbase
(53:03) - Constantly on
(54:53) - Favorite interview questions
(56:28) - Who Coinbase is hiring
(58:28) - Standing for something

Mentioned in this episode: Google Chat, executive coaches, Mark Zuckerberg, LinkedIn, Jeff Weiner, speed reading, Warner Bros., Elizabeth Warren, Sam Bankman-Fried, Wells notices, Paul Grewal, Chris Lehane, Airbnb, OpenAI, FOIA requests, Balaji Srinivasan, Dan Romero, Kevin Scott, Microsoft, Patrick McHenry, Ritchie Torres, Fairshake PAC, A16z, Ripple, Stand With Crypto, Dogecoin, Robinhood, Charles Schwab, JPMorgan Chase, Goldman Sachs, Paul Ryan, Faryar Shirzad, Kara Calvert, Elon Musk, Earn.com, Ben Horowitz, Bain Capital Ventures, Claire Hughes Johnson and Scaling People, Directly Responsible Individuals, Fidelity, BlackRock, Yahoo!, Stewart Butterfield, Brad Garlinghouse, Alibaba, Flickr, cognitive tests, and Loom.

Links:

Connect with Emilie

Connect with Joubin

Learn more about Kleiner Perkins

This episode was edited by Eric Johnson from LightningPod.fm

#225 CEO Lattice, Sarah Franklin: Trailblazer

13 januari 2025 | 72 min

Guest: Sarah Franklin, CEO of Lattice

As the CEO of a growing company, Lattice’s Sarah Franklin has learned that one of her most important contributions is taking a leap of faith. “You have to have the courage to be the first one to do it,” she says,” and to show that it can be done, and to pave the way so that then your team feels trust.”

Sarah cautions, though, that sometimes courage is deciding to stop and go a different direction. As agentic AI becomes more common, the people building companies like Lattice should look to the “cautionary tales” of how social media and mobile phones have changed society, she says.

“We can have the courage to say, what are the outcomes that we want to prevent? Or what are the outcomes that we want to make sure happen? This all takes, courage, because it’s all unknown.”

Chapters:

(01:14) - Schooling in Mexico
(04:09) - Raising brave children
(10:28) - Sarah’s upbringing
(13:29) - The pursuit of money
(16:23) - Measuring success
(19:28) - Learnings, not regrets
(22:55) - Make an impact
(26:44) - Pitching Trailhead
(32:56) - Elevating a B2B company
(35:27) - How to colonize Mars
(38:39) - Marketing, the Salesforce way
(44:21) - Dolphining and truth-tellers
(50:56) - Renewed purpose
(56:30) - The challenges of being CEO
(01:00:18) - Pave the way
(01:03:25) - “Humanizing AI”
(01:06:57) - Handling controversy
(01:11:04) - Who Lattice is hiring and what “grit” means to Sarah

Mentioned in this episode: FaceTime, Salesforce, Marc Benioff, Mahatma Gandhi, Instagram, the Fortune 500, Java, Jerry Maguire, National Parks, Nike, Michael Jordan, Apple and “Think Different,” Sara Varni, Scott Holden, Andy Kofoid, Databricks, Datadog, Behind the Cloud, Oracle, Microsoft, Elon Musk, Amazon AWS, George Hu, Mike Rosenbaum, Cheryl Feldman, Zac Otero, Guidewire Software, AI agents, Indiana Jones and the Last Crusade, and LinkedIn.

Links:

Connect with Sarah

LinkedIn

Connect with Joubin

Learn more about Kleiner Perkins

This episode was edited by Eric Johnson from LightningPod.fm

#224 CTO & Co-Owner 37signals, David Heinemeier Hansson: Perfect Flow

6 januari 2025 | 94 min

Guest: David Heinemeier Hansson, CTO & co-owner of 37signals and creator of Ruby on Rails

37signals CTO David Heinemeier Hansson has organized his life around his passions: Writing, racing sports cars, and coding. “ Why aren't we all doing that?” he wonders. “Why aren't we all trying to optimize our life in such a way that much of it is enjoyable?”

Part of the problem, David argues, is that it’s impossible to find a creative or productive flow inside of mainstream work culture. Open offices, managerial over-hiring, and sloppy scheduling prevents people from reaching a flow state.

“40 hours a week is plenty than most people,” he says. “... So many people today are focused on just adding more and more hours. They're not thinking about how those hours are spent.”

Chapters:

(01:19) - 24 Hours of Le Mans
(06:48) - Amateurs in sports car racing
(10:54) - Flow and meditation
(15:25) - Mundane bulls**t
(18:14) - Optimizing for flow
(21:09) - Calendars and open offices
(24:30) - Full-time managers
(29:06) - Small companies
(32:20) - Selfishness and work
(40:21) - Taking other people’s money
(45:43) - Temptation
(49:49) - Moderately rich
(55:19) - “The day I became a millionaire”
(58:56) - The hassle
(01:03:58) - Achieving the dream
(01:08:34) - Shopify and Tobias Lütke
(01:14:50) - Trade-offs and downsides
(01:18:43) - The impact of Ruby on Rails
(01:22:02) - “I love being wrong”
(01:25:37) - DEI and illegal drugs
(01:29:49) - Not hiring
(01:30:35) - What “grit” means to David

Mentioned in this episode: TikTok, Minecraft, Mario Kart, Formula One, NASCAR, Lewis Hamilton, the NBA, Tesla Model S, Flow: The Psychology of Optimal Experience by Mihaly Csikszentmihalyi, Steve McQueen, Jason Fried, Tetris, Bullshit Jobs: A Theory by David Graeber, Elon Musk and Twitter, the Dunbar number, Zappos, Google, Adam Smith, Stripe, Meta, Jeff Bezos, Basecamp, Zapier, 1Password, GitHub, SpaceX, private jets, Aesop, the Pagani Zonda, the Porsche Boxster, Lamborghini, Coco Chanel, LeBron James, Hey, Steve Jobs, Michael Arrington and TechCrunch, Y Combinator, Dr. Thomas Sowell,Punished by Rewards by Alfie Kohn, Grit by Angela Duckworth, and LEGO.

Links:

Connect with David

Connect with Joubin

Learn more about Kleiner Perkins

This episode was edited by Eric Johnson from LightningPod.fm

#223 Great Stories and Gritty Advice for 2025

30 december 2024 | 65 min

#222 CEO San Francisco Giants, Larry Baer: Winning Plays

23 december 2024 | 71 min

Guest: Larry Baer, CEO of the San Francisco Giants

In 1992, Larry Baer was part of the ownership group that bought the San Francisco Giants and successfully prevented the team from being moved to Tampa, Florida. Back then, they had a big problem to solve: An old, uncomfortable ballpark that voters wanted to see replaced, but didn’t want to pay for.

20 years after the construction and financial success of Candlestick Park’s replacement, Oracle Park, Baer — now the CEO of the Giants — embarked on an even bigger project, developing an entire neighborhood near Oracle called Mission Rock. “We’re in the baseball business, but really, we're in the media, entertainment, sports, real estate business,” he says.

Chapters:

(01:05) - Growing up a fan
(04:37) - Larry’s dad
(07:28) - Stopping the move
(13:28) - The Giants in 1992
(15:18) - “What am I doing here?”
(19:31) - Hiring with urgency
(23:34) - Last out to first pitch
(27:45) - Buster Posey
(30:13) - The Candlestick problem
(36:36) - Making a new stadium
(43:00) - Always hungry
(45:01) - Becoming CEO
(49:52) - Homegrown talent
(52:55) - The Mission Rock neighborhood
(57:27) - Revitalizing San Francisco
(01:03:20) - “It all starts here”
(01:07:20) - What Oracle Park means
(01:09:52) - What “grit” means to Larry

Mentioned in this episode: Barry Bonds, Candlestick Park, Willie Mays, Willie McCovey, Juan Marichal, Josh Harris, Larry and Bob Tisch, CBS, Peter Magowan and Safeway, Charles Schwab, Don Fisher, Bill Hewlett, Arthur Rock, Charles Johnson, Harmon Burns, Bank of America, Walter Shorenstein, Dianne Feinstein, Bob Lurie, Bobby Bonds, Dennis Gilbert, Roger Craig, Al Rosen, Dusty Baker, Bob Quinn, Brian Sabean, George Steinbrenner, Bob Lillis, Matt Williams, Greg Johnson, the 1994 baseball strike, Chase Manhattan Bank, Warren Hellman, Jimmy Lee, Pacific Bell, Coca-Cola Company, J.T. Snow, Jeff Kent, Bill Neukom, Brandon Crawford, Brandon Belt, Tim Lincecum, Matt Cain, Madison Bumgarner, Sergio Romo, Hunter Pence, Marco Scutaro, Joseph Lacob and the Golden State Warriors, Tishman Speyer, Al Kelly, Ryan McInerney, Visa, Che Fico, Arsicault, Trick Dog and Josh Harris, the Chase Center, Sam Altman and Open AI, Anthropic, Daniel Lurie, Salesforce and Dreamforce, Imagine Dragons, Pink, the Moscone Center, and Billy Crystal.

Links:

Connect with Larry

LinkedIn

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Learn more about Kleiner Perkins

This episode was edited by Eric Johnson from LightningPod.fm

#221 CEO & Chairman Sony Pictures, Tony Vinciquerra: Into the Fire

16 december 2024 | 69 min

Guest: Tony Vinciquerra, outgoing CEO of Sony Pictures

Tony Vinciquerra never planned to get into the entertainment business, let alone to become one of the most powerful people in Hollywood. After seven years, he’s about to leave the CEO role at Sony Pictures (although he will stay on as chairman for one more year) and attributes much of his success to luck: “I’ve been in the right place at the right time a lot of times.”

That said, he also encourages his children to proactively be curious, something that has served Tony well across his whole career. “I don’t have as deep an education as many of the people that [I] compete with,” he says. “So I try to make up for that by knowing what’s going on and being more curious ... working harder at it and being more — I don’t know what the right word is, but sucking more information in, all the time.”

Chapters:

(00:54) - The perks of being a studio boss
(03:38) - Hulu and Peter Chernin
(06:41) - Fox Television
(10:03) - Building relationships
(13:37) - Not retiring
(15:34) - Fixing Sony
(23:29) - Intellectual property
(26:58) - Juggling and baseball
(29:30) - Setbacks and cable networks
(34:58) - The WGA and SAG-AFTRA strikes
(37:22) - AI and replacing writers
(39:46) - Adapting to new tech
(44:38) - Changing consumer behavior
(49:25) - Sports media and live TV
(55:31) - Bad days
(58:57) - Tony’s family
(01:02:47) - Looking back
(01:05:04) - Proactive curiosity
(01:07:33) - What “grit” means to Tony

Mentioned in this episode: Jason Kilar and Warner Bros., Jeff Zucker, John Waldron and Goldman Sachs, FX, Drayton McLane, Netflix, Variety, PlayStation, Spider-Man, Tom Rothman, CBS and Paramount, Comcast and NBC, Disney, Mike Hopkins, Amazon Prime, Funimation, Crunchyroll, Breaking Bad, The Last of Us, HBO, Uncharted, WBZ-TV, the Game Show Network, Wheel of Fortune, Jeopardy!, Joker: Folie à Deux, Miramax, Here, Tom Hanks, Venom: The Last Dance, Michael Ovitz, Sam Altman and OpenAI, Pixomondo, Neal Mohan and YouTube, Susan Wojcicki, DirecTV and AT&T, NFL Sunday Ticket, Qualcomm, the New York Knicks, the Golden State Warriors, Larry Baer and the San Francisco Giants, Major League Baseball, Walmart and Vizio, Madame Web, Capital Cities, Mark McLaughlin, and Mark Fields and Ford.

Links:

Connect with Joubin

Learn more about Kleiner Perkins

This episode was edited by Eric Johnson from LightningPod.fm

#220 Former CEO Amazon Worldwide Consumer, Jeff Wilke: Exponential

9 december 2024 | 75 min

Guest: Jeff Wilke, former CEO of Amazon Worldwide Consumer and chairman of Re:Build Manufacturing

Jeff Wilke worked more than 20 years at Amazon, overseeing the million-person team that speedily gets packages from warehouses to doorsteps. In hindsight, he observes that Amazon Prime’s exponential growth was actually an incremental daily process.

“I used to say things like, ‘If God was running this plant, whoever is your God ... they can’t violate physical laws. How well would they do?’ And then we know where we are,” Jeff says.

“If we’re perfect in it, compounding over all this time, we’re going to get there. But when you’re in the middle of it, it can feel almost impossible.”

Chapters:

(01:37) - Grit and longevity
(02:24) - Flow state
(07:29) - Refining mental models
(12:29) - The ivory tower and the shop floor
(16:49) - Gnarly holidays
(20:41) - Identifying grit
(24:28) - Reflecting and learning
(27:36) - Christmas 2000
(31:06) - The duplicate bug
(34:01) - Incremental progress
(38:36) - Prime Video
(43:05) - Organizing the day
(46:42) - Amazon’s leaders
(49:55) - The Whole Foods acquisition
(53:33) - Amazon Fashion
(59:54) - The great Kindle battle
(01:02:40) - How to work with Jeff Bezos
(01:05:11) - Leaving Amazon
(01:09:48) - Re:Build Manufacturing
(01:14:35) - What “grit” means to Jeff

Mentioned in this episode: Peloton, Andy Jassy, Daniel Kahneman, Zoom, Allied Signal, Toyota and the Gemba Walk, MacKenzie Scott, Bob Thomas and Crucibles of Leadership, David Risher, Toys “R” Us, Amazon Prime, Jeff Blackburn, Louis Pasteur, Netflix, Bill Carr, Steve Kessel, Larry Bossidy, Rick Dalzell, West Point, John Mackey, Liesl Wilke, Tony Hsieh, the Met Gala, Anna Wintour, the Pittsburgh Steelers, Tim Tebow, the New York Jets, Shopbob, Gucci, Zara, Cathy Beaudoin, Walmart, Dave Clark, John Doerr, Bill Baumol, and Bing Gordon.

Links:

Connect with Jeff

Twitter

Connect with Joubin

Learn more about Kleiner Perkins

This episode was edited by Eric Johnson from LightningPod.fm

#219 CEO Tanium, Dan Streetman: Critical Responsibility

2 december 2024 | 65 min

Guest: Dan Streetman, CEO of Tanium

A graduate of West Point who served in Iraq combat operations, Tanium CEO Dan Streetman can’t help but compare his business career to his military experience. Understanding huge structures and processes is a crucial skill at both Tanium and in the Army, he says, as are the skills for aligning people around a shared mission.

“Before you go on an operation, you write a thing called an operations order ... [and] one of the most important things at the operations order is this paragraph called the commander's intent,” he explains, “which describes how you believe the mission is going to be accomplished and why it's important.”

“You may end up doing something completely different. But as long as you understand the mission and the commander's intent, the organization can do amazing things.”

Chapters:

(01:05) - Election Day
(02:44) - Ranger School
(06:42) - Parenting and business school
(09:59) - Military structures
(12:27) - Serving in Iraq
(15:59) - Back to normal life
(21:37) - Working out
(24:14) - Quality sleep
(26:37) - Non-founder CEOs
(31:35) - Getting the job
(35:56) - Earning respect
(38:49) - TIBCO
(43:40) - Redline
(46:37) - Going public
(53:54) - Time horizons
(58:35) - Free AI
(01:03:11) - Whar “grit” mans to Dan
(01:03:40) - Who Tanium is hiring

Mentioned in this episode: Ronald Reagan, Terri Streetman, Ironman Triathlons, Jeff Bezos and Amazon, Stanley McChrystal, Jon Abizaid, Charles Jacoby, Thomas Siebel and C3, Salesforce, Bill McDermott, Carl Eschenbach, Marc Benioff, Garmin, Mark McLaughlin, Thinking in Bets by Annie Duke, World Series of Poker, Amdocs, David and Orion Hindawi, Citrix, Harvard University, Pets.com, Ben Horowitz, Vista Equity Partners, Vivek Ranadivé, Robert Smith, Operation Warp Speed, BreakLine, Bipul Sinha and Rubrik, Mikhail Gorbachev, F. Scott Fitzgerald, OpenAI and ChatGPT, and Google.

Links:

Connect with Dan

LinkedIn

Connect with Joubin

Learn more about Kleiner Perkins

This episode was edited by Eric Johnson from LightningPod.fm

#218 CEO Etsy, Josh Silverman: Second Acts

25 november 2024 | 70 min

#217 CEO & Co-Founder Codeium, Varun Mohan w/ Leigh Marie Braswell: Limitless

18 november 2024 | 61 min

#216 Founder Khan Academy, Sal Khan: Dangerously Curious

11 november 2024 | 47 min

#215 COO Rippling Matt MacInnis: Learn the Engine

4 november 2024 | 65 min

Guest: Matt MacInnis, COO of Rippling

One of the most important things a non-founder can do, says Rippling COO Matt MacInnis, is to learn how to operate in the context of the company they’re joining. His CEO, Parker Conrad, “spikes” in certain skill areas, and the rest of the executive team needs to maximize his ability to thrive while “taking care of the rest of it.” Matt likened the work to being a hobbyist airplane pilot, who can’t get a license without knowing all the minute details about their plane’s engine and aerodynamics.

“You can’t be a good pilot if you don’t understand the engine, because if something goes wrong, you want to be able to troubleshoot it,” he says. “An executive coming in to fly your airplane better learn the engine.”

Chapters:

(01:08) - Telling Rippling’s story
(04:27) - Founding & failing at Inkling
(09:30) - Different types of hard
(13:55) - Discipline and stamina
(15:22) - Meeting with Steve Jobs
(19:20) - Definitely, give up!
(22:29) - Product-market fit
(27:15) - Founders and culture
(33:24) - Executive instincts
(36:06) - Talent Signal and AI
(40:06) - 150 former founders
(44:08) - Zero to one projects
(48:06) - The failure of Silicon Valley Bank
(55:25) - Routines and discipline
(59:37) - Disagreeing with Parker
(01:02:25) - Who Rippling is hiring
(01:03:37) - What “grit” means to Matt

Mentioned in this episode: Parker Conrad, London Breed, Apple, Sequoia Capital, Sapphire Ventures, Tenaya Capital, digital textbooks on iPad, Oricom, Netscape, Peter Cho, Eddy Cue, John Couch, iBooks, Slack, Airbnb, Paul Graham, Brian Chesky, “founder mode,” Larry Ellison, Ivan Zhao and Notion, Intel and ARM, Salesforce, United Airlines, LLMs, GitHub, DocuCharm, Peter Thiel, Mamoon Hamid, Expensify, Navan, Costco, Comcast, HBO’s Silicon Valley, Jensen Huang and NVIDIA, and Taylor Swift.

Links:

Connect with Matt

Connect with Joubin

Learn more about Kleiner Perkins

This episode was edited by Eric Johnson from LightningPod.fm

#214 Former CEO Hulu & WarnerMedia Jason Kilar: No Labels

28 oktober 2024 | 90 min

Guest: Jason Kilar, former CEO & co-founder of Hulu and former CEO of WarnerMedia

When Jason Kilar was a child, he was obsessed with Walt Disney — not just as a filmmaker or the creator of Disneyland, but as an entrepreneur. He started his career at the Walt Disney Company (where else?) but then got his first opportunity to help build something new when a young startup entrepreneur from Seattle visited his business school classroom. Most of Jason’s classmates predicted the failure of this startup, Amazon.com, which elicited “this awesome laugh, the Jeff Bezos trademark laugh.” How a leader reacts to criticism or doubts, Jason learned, says a lot about their conviction and intelligence.

Chapters:

(01:08) - Bing Gordon and John Doerr
(04:11) - Warner Bros.
(06:12) - Walt Disney
(11:10) - Working at Disney
(14:32) - What makes it special
(18:31) - Meeting your heroes
(20:06) - “Walt’s folly,” Disneyland
(22:45) - Harvard and Amazon
(25:09) - Meeting Jeff Bezos
(29:10) - “Help people understand Amazon exists”
(33:25) - Amazon’s culture
(38:07) - What Warner Bros. makes
(40:55) - Obscurity and relevance
(45:53) - Feeling the lows
(50:09) - Launching Hulu
(53:36) - NewCo or ClownCo?
(59:13) - Over-communication
(01:03:14) - The future of TV memo
(01:06:46) - Innovator’s dilemma
(01:08:57) - No labels
(01:14:04) - Unfinished business
(01:16:22) - Staying present
(01:20:26) - The theatrical window
(01:26:19) - What’s next?

Mentioned in this episode: Amazon, The Matrix, Star Wars: A New Hope, Disney World, Diane Disney Miller, Honey, I Shrunk the Kids, Michael Eisner, Universal Studios and Harry Potter, Disney University, Jeffrey Rayport, Barnes & Noble, Joel Spiegel, David Risher, Joy Covey, Garry Trudeau and Doonesbury, Andy Jassy, Brian Birtwistle, Jim Kingsbury, Vessel and Verizon, HBO, Friends, Hogwarts Legacy, Sony, Netflix, NBCUniversal, Paramount, AT&T, Discovery, Richard Tom, Kara Swisher, Fox, YouTube and Google, Saturday Night Live, Peter Chernin, Jeff Zucker, Bob Iger, Andy Rachleff and Benchmark, CBS, Miracle on 34th Street, Marissa Mayer and Yahoo, Rony Abovitz and Magic Leap, House of the Dragon and Industry, Dune, Christopher Nolan, and the TSA.

Links:

Connect with Jason

Connect with Joubin

Learn more about Kleiner Perkins

This episode was edited by Eric Johnson from LightningPod.fm

#213 CEO & Co-Founder Loom Joe Thomas w/ Ilya Fushman: After the Exit

21 oktober 2024 | 57 min

#212 Founder Magic Leap & SynthBee Rony Abovitz: Underdog

14 oktober 2024 | 94 min

Guest: Rony Abovitz, founder & CEO of SynthBee

SynthBee CEO Rony Abovitz grew up “really believing” in Star Wars and the idea that there could be benevolent, artificially intelligent beings like R2-D2 and C-3PO.

“It wasn't a dystopian vision of the future,” he says. “It wasn't HAL from 2001. It wasn't the Terminator. It wasn't Skynet. It was this kind of friendly, empathetic, more utopian vision.”

George Lucas himself told Rony to tone it down and not “take it so literally” — but he was undeterred. The way he describes today’s leading AI powers sounds like an idealistic Rebel conceptualizing the Evil Empire.

“You’ve got companies that receive massive funding that want to take all the data in the world ... I feel that's a massive mistake,” Rony says. “We become serfs. They become the Lords. They become the Kings. I'm completely opposed to that. So I started to imagine for SynthBee what is a different form of computing intelligence, one that could help us, but have much more safety [and] human centrism.”

Chapters:

(01:12) - Fundraising
(02:27) - Meeting John Doerr
(07:05) - The Beast
(10:06) - Unfinished business
(11:47) - Apple and Meta
(15:20) - The COVID-19 pandemic
(21:12) - “Investors panicked”
(25:28) - Shaquille O’Neal vs. digital Shaq
(29:43) - Magic Leap alumni
(32:45) - Financial outcomes
(38:27) - Peggy Johnson
(40:27) - “A weird version of hell”
(44:08) - A strange intro to Google
(50:42) - Larry Page and Sergey Brin
(54:27) - Founder voting power
(01:00:40) - Mako Surgical
(01:03:04) - The 9/11 term sheet
(01:06:40) - The worst pitch ever
(01:09:55) - The 2008 IPO
(01:16:15) - Selling to Stryker
(01:18:30) - What is SynthBee?
(01:26:44) - Humility in tech
(01:31:44) - Who SynthBee is hiring

Mentioned in this episode: Scott Hassan, Bing Gordon, Chewy, Mary Meeker, Suitable Technologies and Beam, NASA, Mark Zuckerberg, Matthew Ball, NTT Docomo, Blade Runner, Wired Magazine, CES, Dow Jones, Tesla, Zoom, OpenAI and Anthropic, Adam Silver and the NBA, John Monos, the Apple Vision Pro, Madden NFL, McLaren, Satya Nadella and Microsoft, the HoloLens, Godzilla and King Kong, Willow Garage and ROS, Trading Places, Z-KAT, Frederic Moll, John Freund, Christopher Dewey, John and Christine Whitman, Sycamore Ventures, Andy Bechtelstein, JP Morgan and Morgan Stanley, Kevin Lobo, Muhammad Ali, Star Wars and George Lucas, Yuval Noah Harari, and Infosys.

Links:

Connect with Rony

LinkedIn

Connect with Joubin

Learn more about Kleiner Perkins

This episode was edited by Eric Johnson from LightningPod.fm

#211 CEO & Co-Founder Klarna, Sebastian Siemiatkowski: Country Cousin

7 oktober 2024 | 69 min

#210 CEO & Co-Founder Huntress Kyle Hanslovan w/ Ev Randle: Deep Roots

30 september 2024 | 68 min

#209 Former President & CEO Ford, Mark Fields: All Cylinders

23 september 2024 | 75 min

Guest: Mark Fields, former president & CEO of Ford Motor Company and chairperson at Planview

In 2005, Mark Fields was asked to run the Americas for the Ford Motor Company, a role he would serve in for 7 years, later becoming COO and then CEO. His wife and kids were used to relocating for Mark’s job, but had just put down roots in Florida. He told them that this time, they should stay put — he would commute between Florida and Detroit every week, and call home for an hour every night.

“I probably communicated more with [my wife] because we were apart, than if I was there,” Mark says. “Because if I was there, I'd come home for dinner, we'd spend a little bit of time together, I'd grunt at her, and then I'd go back to my emails, and ignore the kids. Whereas, by being away, I actually had really focused time every day to talk.”

Chapters:

(01:01) - The auto business in ‘89
(05:27) - The business now
(08:47) - Ford vs. Trump
(11:44) - Becoming a leader
(17:35) - The next chapter
(20:01) - Relocating the family
(24:45) - Bring the kids to work
(29:19) - “You have one life”
(33:52) - Ego and purpose
(42:06) - Retirement adrenaline
(45:10) - Leading with passion
(48:06) - Avoiding bankruptcy
(52:55) - Grading Mark’s CEO years
(55:12) - The board
(58:32) - Electric vehicles
(01:04:50) - 24 Hours of Le Mans
(01:11:36) - Selling a $580,000 car

Mentioned in this episode: Harvard Business School, Ronald Reagan, Toyota, Nissan, Honda, CNBC, Volkswagen, American Icon, Donald Trump, Rutgers University, Mazda, Hertz, the Range Rover, Michigan University and Michigan Stadium, Mamoon Hamid, work/life balance, Mark McLaughlin and Palo Alto Networks, the Great Recession, GM, Chrysler, the North American International Auto Show, Bill Ford, Argo AI, Chariot, autonomous vehicles, Ford v Ferrari, Enzo Ferrari, the Ford GT, Jaguar Racing, and De Beers.

Links:

Connect with Mark

LinkedIn

Connect with Joubin

Learn more about Kleiner Perkins

This episode was edited by Eric Johnson from LightningPod.fm

#208 CEO & Co-Founder Patreon, Jack Conte: Crowd Surfer

16 september 2024 | 69 min

#207 Co-Founder & Chairman Zynga, Mark Pincus: Speed of Play

9 september 2024 | 74 min

Guest: Mark Pincus, founder & chairman of Zynga, and managing member & co-founder of Reinvent Capital

Before Zynga and Facebook made social gaming mainstream, the video game industry was “extreme on this being about art and crafting,” recalls Zynga founder Mark Pincus. He believes his winning instinct was the realization that games were “at least 50 percent science” — but it’s not enough to just have the instinct.

Mark says entrepreneurs like him have to quickly take multiple shots on the goal and “look for feedback loops that tell you your instinct is right ... you need to get to a minimum viable idea state and you need to find true signal around that idea state, that it’s right or wrong, and move on.”

Chapters:

(01:40) - Rubbing sticks together
(07:01) - Virtual businesses
(12:10) - Pre-Zynga companies
(13:51) - Setting the real intention
(17:44) - Internet treasures
(23:21) - Disrupting gaming
(30:14) - The chip on Mark’s shoulder
(33:19) - The end of Tribe
(37:24) - Zynga Poker
(42:59) - Explosive growth
(46:57) - Making the virtual real
(52:02) - The downturn
(58:12) - Stepping aside (sort of)
(01:01:50) - Back into the fire
(01:08:45) - In the abyss
(01:11:46) - What “grit” means to Mark

Mentioned in this episode: Dot Earth, Elon Musk and the Boring Company, Uber Eats and Dara Khosrowshahi, ChatGPT, Roblox, Madhappy, Reid Hoffman, Craigslist, Google, Napster and Sean Parker, the California Culinary Academy, Peter Thiel, Mark Zuckerberg and Facebook, Yahoo, John Doerr, Words with Friends, LinkedIn, Tribe.net, Supercell and Ilkka Paananen, FarmVille and Hay Day, Parker Conrad and Rippling, Bing Gordon, Fred Wilson, Brad Feld, the Game Developer’s Conference, CNET, Matt Cohler, Don Mattrick, Microsoft and the Xbox, Joe Biden, Jason Citron and Discord, Steve Jobs, Super Labs, Marcus Segal, Frank Gibeau, The Courage to Be Disliked, and Stewart Butterfield.

Links:

Connect with Mark

Connect with Joubin

Learn more about Kleiner Perkins

This episode was edited by Eric Johnson from LightningPod.fm

#206 CEO & Founder Rivian, RJ Scaringe: Electrified

2 september 2024 | 57 min

#205 CEO Snowflake, Sridhar Ramaswamy: Visibility

26 augusti 2024 | 67 min

#204 Founder & Former CEO Blue Bottle, James Freeman: After the Exit

19 augusti 2024 | 67 min

#203 CEO Niantic, John Hanke: Buried Ships

12 augusti 2024 | 69 min

#202 Chairman of Qualcomm, Mark McLaughlin: The Right Pitch

5 augusti 2024 | 73 min

#201 CEO Lyft, David Risher: The Ride

29 juli 2024 | 76 min

#200 CEO & Co-Founder Together AI, Vipul Ved Prakash w/ Bucky Moore: Super Cycle

22 juli 2024 | 55 min

#199 CEO & Co-Founder Klaviyo, Andrew Bialecki: High Slope

15 juli 2024 | 60 min

#198 CEO & Co-Founder Wayfair, Niraj Shah: Homeward

8 juli 2024 | 55 min

#197 CEO, Chairman & Founder Zscaler, Jay Chaudhry: No Attachment

1 juli 2024 | 43 min

#196 CEO & Co-Founder Braze, Bill Magnuson: Principles of Change

24 juni 2024 | 57 min

#195 CEO Salesforce AI, Clara Shih: Above the Clouds

17 juni 2024 | 45 min

#194 CEO & Founder Sunshine, Marissa Mayer: Innovative Instincts

10 juni 2024 | 86 min

#193 Former CEO Nextdoor, Sarah Friar: Four Circles

3 juni 2024 | 77 min

Guest: Sarah Friar, former CEO of Nextdoor

Sarah Friar has worked with some of the top leaders in Silicon Valley, including Salesforce CEO Marc Benioff, Walmart CEO Doug McMillon, Block CEO Jack Dorsey, and most recently Nextdoor founder Nirav Tolia, who just replaced her as CEO in May. And one of the things that sets top performers apart from the rest, she argues, is their compassion and their responsiveness. When her former EA’s husband was diagnosed with cancer, Sarah texted Benioff — who she had just left behind to work at Square — for help. Within seconds, she recalls, he arranged an appointment at UCSF. “That is an amazing moment of compassion,” she says, “where he did not need to take that time.”

In this episode, Sarah and Joubin discuss public markets vs. VC, George Floyd, working with the board, singular focus, Goldman Sachs, being in “flow,” the freedom of not getting the thing you want, Walmart, Steph Curry, Graham Smith, Charlie Rose and Donald Trump, ugly babies, Elon Musk, Ladies Who Lunch, CNBC, commuting from home, white noise, “frequent Friars,” @TechEmails on Twitter, and the “zone of gratefulness.”

Chapters:

(02:04) - Why Sarah left Nextdoor
(08:18) - The stock market and success
(10:21) - Going through hell
(14:48) - Life is not an A/B test
(16:09) - Multiple tours of duty
(19:21) - Ikigai
(22:02) - Perfectionism and drive
(25:54) - Sarah’s next operating role
(28:35) - Big transitions
(30:35) - Personal burn rate
(35:34) - “Are people gonna take my call?”
(38:40) - Leaving Salesforce for Square
(41:27) - Loyalty
(45:33) - Leaving the right way
(47:44) - Square and Swiss cheese companies
(50:03) - Growth companies
(52:38) - Apolitical workplaces
(53:42) - Leaving Square
(55:38) - Loneliness
(57:18) - Daily routines
(01:05:03) - Working on weekends
(01:08:30) - Hyper-responsiveness
(01:11:47) - Resumé virtues and eulogy virtues
(01:15:33) - What “grit” means to Sarah

Links:

Connect with Sarah
- Twitter
- LinkedIn
Connect with Joubin
- Twitter
- LinkedIn
- Email: [email protected]
Learn more about Kleiner Perkins
This episode was edited by Eric Johnson from LightningPod.fm

#192 CTO & Co-Founder Discord, Stanislav Vishnevskiy: Ship It

27 maj 2024 | 64 min

Guest: Stanislav Vishnevskiy, CTO and co-founder of Discord

For many years, the conventional wisdom was the gaming was not social because it was something you usually did at home. “But people who play games are often the most social,” says Discord CTO Stanislav Vishnevskiy. “They’re spending 10, 20 hours with other people online, hanging out.” As a teenager, Stanislav logged more than 1,000 days playing his favorite video game and socializing with friends around the world, but with 200 million monthly active users, the social platform is appealing to a lot more than hardcore gamers. “People online who need to get together and collaborate ... [want] tp have control and create a place,” he says. “That’s not just a gaming need, right? That’s pretty much any community.”

In this episode, Stanislav and Joubin discuss “Discord moments,” hanging out online, IRC and AIM, Fates Forever, good and bad stress, leadership coaches, Claire Hughes Johnson, socializing online, heart surgery, Slack, Jason Citron, in-browser voice chat, Reddit, authentic CX, hiring slowly, Mitch Lasky, “playing moneyball,” React, content moderation, deprecation plans, and collaborative projects.

Chapters:

(02:09) - Discord’s scale and importance
(07:35) - What is Discord?
(09:43) - Hammer and Chisel
(13:18) - How Stanislav’s role has changed
(15:17) - Imposter syndrome
(17:47) - Doing stuff for the first time
(21:22) - Final Fantasy XI and Stanislav’s parents
(25:12) - YOLO
(27:02) - Games as social networks
(30:49) - The evolution of Discord
(35:58) - Inherent virality
(39:04) - Building the company
(41:39) - The COVID effect
(43:08) - Hiring for slope
(46:43) - Pivoting back to gaming
(51:27) - The Discord Store and Nitro
(54:30) - Emotional stakes
(56:09) - Midjourney and AI art
(59:58) - Virtual worlds
(01:01:30) - Who Discord is hiring and what “grit” means to Stanislav

Links:

Connect with Stanislav
- LinkedIn
Connect with Joubin
- Twitter
- LinkedIn
- Email: [email protected]
Learn more about Kleiner Perkins
This episode was edited by Eric Johnson from LightningPod.fm

#191 CEO & Co-Founder Intercom, Eoghan McCabe: Second Beginning

20 maj 2024 | 59 min

#190 Co-Founder Cost Plus Drugs, Mark Cuban: Mavs to Meds

13 maj 2024 | 47 min

Guest: Mark Cuban, co-founder of Cost Plus Drugs and costar, Shark Tank

“I just love to compete,” says Mark Cuban. “And the day I stop is the day I’m dead.” Previously the co-founder of MicroSolutions and Broadcast.com, Cuban is probably best known to the public today for competing with the likes of Daymond John and Barbara Corcoran on the reality TV show Shark Tank. But his real focus — and his real enemy — these days is the pharmaceutical industry. His latest company, Cost Plus Drugs, aims to be far more transparent than established PBMs, or Pharmacy Benefit Managers, and Mark clearly relishes eating their margin. “Everybody talks about disrupting healthcare,” he says. “This is the easiest motherf**king industry I've ever tried to disrupt because it is so opaque, and everybody is so captured by the scale of these big companies.”

In this episode, Mark and Joubin discuss Luka Dončić, Synthesia, the Sony hack, the American Dream, TikTok propaganda, MicroSolutions, throwing away watches, keeping kids grounded, Black Mirror, keeping up, Ali Ghodsi, the NBA, MGM, gambling in Dallas, the Adelson family, CES, transparency, and Alex Oshmyansky.

Chapters:

(00:55) - Game day and superstitions
(03:08) - Email responsiveness
(05:48) - Shark Tank
(09:21) - Retiring young
(10:57) - American Airlines’ lifetime pass
(12:55) - Sports and blue-collar work
(16:02) - Compete or die
(17:43) - Why Mark hates meetings
(19:57) - Immortality through AI
(23:05) - The new AI wave
(25:07) - Startup founders and low-hanging fruit
(29:24) - Selling Broadcast.com to Yahoo
(31:35) - The Dallas Mavericks
(34:52) - Selling his majority stake
(37:08) - The missing link in pharma
(41:27) - Disrupting a huge industry
(43:57) - The problem with debt
(44:59) - What “grit” means to Mark

Links:

Connect with Mark
- Twitter
- LinkedIn
Connect with Joubin
- Twitter
- LinkedIn
- Email: [email protected]
Learn more about Kleiner Perkins
This episode was edited by Eric Johnson from LightningPod.fm

#189 Co-Founder Watershed, Taylor Francis: Worthy Missions

6 maj 2024 | 60 min

#188 CEO & Co-Founder Synthesia, Victor Riparbelli w/ Josh Coyne: Gorilla in the Room

29 april 2024 | 59 min

#187 President & COO of AG1, Kat Cole: Wings to Supplements

22 april 2024 | 60 min

#186 COO Asana, Anne Raimondi: Recovering Perfectionist

15 april 2024 | 66 min

#185 CEO & Founder Netskope, Sanjay Beri: The Trenches

8 april 2024 | 55 min

#184 Former CEO & Co-Founder Sun, Scott McNealy: In the Piñata

1 april 2024 | 78 min

Guest: Scott McNealy, former CEO and co-founder of Sun Microsystems & co-founder of Curriki

Scott McNealy never wanted to be CEO of Sun, and in his 22-year tenure before selling to Oracle, he knows there were times he failed to execute, or to rein in the once-iconic Silicon Valley firm’s worst impulses. But like his pro golfer son, Maverick, Scott doesn’t like to look back: “Golfers will always look back and blame the wind, a divot that wasn't repaired, a bad rake job, a mower cut that wasn't done properly, a gust of wind,” he explains. “If you blame yourself for all of the mistakes you make. You will hate yourself ... I look forward.”

In this episode, Scott and Joubin discuss Scott Cook, Maverick McNealy, why big companies are riskier than startups, Al Gore, Marc Andreessen, Mark Zuckerberg, Kodak, Dick Kleinhans, Harvard University, “bozo invasions,” Myers-Briggs, making an example, Motorola car phones, the Moscone Center, Elon Musk, Jeff Bezos, NVIDIA’s valuation, farewell letters, “you have no privacy,” open-source education, and toothpaste.com.

In this episode, we cover:

(01:00) - John Doerr
(02:47) - Fathers, sons, and sports
(07:29) - Living in the piñata
(10:48) - Why Scott left Sun
(13:49) - The heyday of Sun Microsystems
(18:24) - Vinod Khosla and founding Sun
(21:24) - How Scott became CEO
(27:21) - Profitable in three months
(30:02) - Inferiority complex
(32:20) - Executive exits and fun at work
(35:49) - Managers and recognition
(38:18) - “HR hero” Crawford Beveridge
(40:35) - How Carol Bartz became VP of marketing
(43:07) - Sharing in success
(45:25) - Scott’s love life & meeting Susan
(50:54) - The dotcom boom and crash
(53:45) - Unicorn CEOs and IBM’s offer
(55:49) - Competitors and hindsight
(58:20) - “The planet system”
(01:00:13) - Too many employees
(01:04:06) - Larry Ellison and selling to Oracle
(01:07:01) - Blaming yourself and looking forward
(01:10:11) - Curriki
(01:12:12) - The AI boom
(01:14:42) - “Grit” and insecurity

Links:

Connect with Scott
- Twitter
- LinkedIn
Connect with Joubin
- Twitter
- LinkedIn
- Email: [email protected]
Learn more about Kleiner Perkins
This episode was edited by Eric Johnson from LightningPod.fm

#183 CEO & Co-Founder Harness, Jyoti Bansal: Three-Layered Cake

25 mars 2024 | 59 min

#182 CEO & Co-Founder Cribl, Clint Sharp: Finding Traction

18 mars 2024 | 72 min

Guest: Clint Sharp, CEO and co-founder of Cribl

New employees are joining the remote data platform Cribl every week, and as the staff grows, CEO Clint Sharp has noticed a problem: He can’t file a bug report without a lot of caveats. When there were a handful of users, no one would bat an eye at the CEO posting a bug on Slack, but now he has had to learn how to phrase things because people assume he’s “irate and we should change everything we’re doing,” Clint says. “I’ll post something and there’s a flurry of DMs that are happening in the background, like ‘Oh my God.’” Unless the tone of his bug report is clear, workers with more experience at Cribl then have to reassure the newbies: “Calm down. When he does this, he’s not upset. He’s one of the power users of the product.”

In this episode, Clint and Joubin discuss being on the road, niche audiences, top-of-funnel problems, “come to Jesus” meetings, moving the goalposts, building for building’s sake, “down and to the right,” mediating re-orgs, flat organizations, filing bugs as the CEO, setting the example, Henry Schuck, Baldur’s Gate III, legal narratives, Hacker News, Cisco, Doug Merritt, Gary Steele, Rippling, and dead trends.

In this episode, we cover:

(01:08) - Running a remote company
(02:57) - Cribl’s management meetings
(05:56) - Looking back and recognition
(08:08) - Growing quickly and what Cribl does
(11:21) - Traction
(14:53) - Solving a new problem
(17:56) - Friends and family funding
(21:45) - Why not shut it all down?
(24:36) - Healthy arrogance and control
(31:02) - Serial entrepreneurs and founder-CEOs
(33:38) - What Clint loves about the job
(35:31) - The hardest parts
(38:41) - Core values
(41:43) - Favorite interview questions
(44:26) - Drawing boundaries
(47:18) - Vacation and work-life balance
(52:53) - Splunk’s lawsuit against Clint
(56:26) - “Their brand is synonymous with expensive”
(58:41) - Who owns the data?
(01:01:59) - Building platforms
(01:07:35) - “I’m so sick of AI”
(01:11:25) - Who Cribl is hiring

Links:

Connect with Clint
- Twitter
- LinkedIn
Connect with Joubin
- Twitter
- LinkedIn
- Email: [email protected]
Learn more about Kleiner Perkins
This episode was edited by Eric Johnson from LightningPod.fm

#181 CEO Transcarent, Glen Tullman: Problem Solving

11 mars 2024 | 90 min

Guest: Glen Tullman, CEO of Transcarent

Before he was CEO of Transcarent, Glen Tullman presided over the biggest digital health merger of all time: His previous company Livongo was acquired in 2020 by Teledoc for $18.5 billion. Over his decades of experience in health tech, he has developed saying: Hire low, fire high. When one of his friends was offered a job and said he wanted to consider another offer, Glen withdrew Transcarent’s offer because he didn’t want to be the highest bidder — in other words, hire low. But whenever he has to let someone go, he sees it as his responsibility to “help them go off and do something else that’s great, and be successful.” Firing and replacing executives, he said, is “just part of growing ... it doesn’t have to be ugly.”

In this episode, Glen and Joubin discuss conservative values, John Doerr, Teledoc, failures of leadership, Steve Case, Bill Gates, changing expectations, Travis Kalanick, incentive bonuses, Bucknell University, massive layoffs, criticizing in public, anonymous charity, cycling events, Michael Jordan, Bill McDermott, Barack Obama, private jets, and hiring without titles.

In this episode, we cover:

(01:11) - How Glen splits his time
(03:55) - Looking back and leaving Livongo
(09:03) - Would he do it again differently?
(13:42) - Energy at work
(18:00) - Failure and starting over
(21:16) - What Transcarent does
(25:29) - Taking on the system and stress
(30:33) - Turning Allscripts around
(33:48) - “We educated you to make a difference”
(38:06) - The birth of electronic prescriptions
(42:52) - Hire low, fire high
(47:47) - Radical honesty
(53:04) - Charitable efforts
(57:55) - Glen’s competitive childhood
(01:00:55) - His family and priorities
(01:08:24) - Would Glen go into politics?
(01:12:32) - “I hate to sleep”
(01:15:06) - Peloton meetings
(01:17:32) - Trading money for time
(01:24:11) - Sharing credit
(01:25:54) - Who Transcarent is hiring
(01:28:05) - What “grit” means to Glen

Links:

Connect with Glen
- LinkedIn
Connect with Joubin
- Twitter
- LinkedIn
- Email: [email protected]
Learn more about Kleiner Perkins
This episode was edited by Eric Johnson from LightningPod.fm

#180 CEO & Co-Founder Verkada, Filip Kaliszan: Outlier

4 mars 2024 | 73 min

#179 CEO & Co-Founder Zapier, Wade Foster: Missouri’s Connector

26 februari 2024 | 60 min

#178 Author of “Radical Candor,” Kim Scott: Uncommon Sense

19 februari 2024 | 70 min

Guest: Kim Scott, author of Radical Candor: Be a Kickass Boss Without Losing Your Humanity and Radical Respect: How To Work Together Better

After her first management book Radical Candor became a worldwide bestseller, Kim Scott found herself giving talks to all kinds of companies about how they could apply her advice and build a stronger, kinder culture. But then, after one such talk, the CEO — a longtime friend and former coworker — came up to Kim with an asterisk. As a Black woman, she explained, “as soon as I offer anyone even the most compassionate, gentle criticism, I get assigned the ‘angry Black woman’ stereotype.” Kim realized in that moment that her book needed a prequel of sorts, explaining what you need to have before you can create radical candor: “You're not going to care about people who you don't respect,” she says.

In this episode, Kim and Joubin discuss regret minimization, Juice Software, Sheryl Sandberg, saying “um,” moments of connection, Dick Costolo, negative truths, James March, snobbery, Charles Ferguson, Shona Brown, Fred Kofman, Christa Quarles, Jason Rosoff, Andy Grove, founders as outliers, Jack Dorsey, Steve Jobs, glows and grows, the Post Ranch Inn, failing your colleagues, sexual harassment, DEI, and intellectual honesty.

In this episode, we cover:

(01:04) - Loud voices
(03:59) - Writing a bestseller
(07:48) - Why Kim wrote Radical Candor
(14:21) - How to show you care
(18:04) - Coaching tech CEOs
(21:24) - Ruinous empathy and obnoxious aggression
(25:40) - Leaving things unsaid
(30:30) - Not an academic
(35:21) - Learning from failed startups
(38:55) - Performance reviews
(42:30) - Why feedback feels risky
(49:21) - How to reject feedback
(53:11) - Creating space for feedback at home
(56:08) - Running and sleeping
(59:45) - Radical Respect and Kim’s other books
(01:04:27) - The hardest story to share
(01:06:44) - Optimism about the future

Links:

Connect with Kim
Connect with Joubin
- Twitter
- LinkedIn
- Email: [email protected]
Learn more about Kleiner Perkins
This episode was edited by Eric Johnson from LightningPod.fm

#177 President & Co-Founder Anthropic, Daniela Amodei: AI Hurricane

12 februari 2024 | 106 min

Guest: Daniela Amodei, President and co-founder of Anthropic

With a reported valuation of as much as $18 billion, Anthropic has the resources to be one of the dominant AI companies in Silicon Valley; however, it was conceived as a public benefit corporation and always tries to strike a balance between hypergrowth and responsibility. Anthropic’s flagship LLM, Claude, must adhere to a “constitution” of values that prioritize the good of humanity. And even though every company wants to “do AI” right now, President Daniela Amodei says some of them should slow down. “I keep coming back to this idea of, ‘How much are you buying the hype?’” she says. “’How grounded are you in the reality of what's actually happening?’ And sometimes in business conversations, we tell a potential customer, ‘We don't think we're right for you.’”

In this episode, Daniela and Joubin discuss her brother Dario, staying grounded, hypergrowth startups, Claire Hughes Johnson, mechanistic interpretability, Paul Graham, AI training, what AI companies can learn from social media, Stripe, the pool of venture capital in the Bay Area, leading people, giving feedback to all your coworkers, interview questions, and Sheryl Sandberg.

In this episode, we cover:

Holidays with the Amodei family (01:15)
The tech industry bubble (05:35)
Inside the AI hurricane (09:53)
Scaling as a superpower (14:39)
Complementary abilities (16:39)
Claude 2 and constitutional AI (20:05)
Making AI trustworthy, safe, and powerful (28:58)
Generative AI’s high cost (31:03)
Anthropic and OpenAI’s massive responsibility (37:50)
The impact of new technology (42:32)
Public benefit companies (46:55)
Extremely lean go to market (53:36)
AI as a business-led industry (01:00:37)
Customer obsession (01:06:58)
Where do you want to use your innovation? (01:11:31)
Who shouldn’t use AI? (01:14:33)
“Everything to everyone” (01:18:15)
Working with Daniela (01:22:26)
Interviews at Anthropic (01:25:38)
Intense performance reviews (01:29:47)
Middle managers are underrated (01:35:46)
“Tell me about yourself” (01:39:47)
Who Anthropic is hiring (01:42:33)

Links:

Connect with Daniela
- LinkedIn
Connect with Joubin
- Twitter
- LinkedIn
- Email: [email protected]
Learn more about Kleiner Perkins
This episode was edited by Eric Johnson from LightningPod.fm

#176 CEO MongoDB, Dev Ittycheria: Edge

5 februari 2024 | 66 min

Guest: Dev Ittycheria, CEO and President of MongoDB

When you think about who you were and the decisions you made two, or four, or eight years ago ... how do you feel? Dev Ittycheria, the President and CEO of MongoDB, says he’s embarrassed about certain things he did — and that’s a good thing. “If you’re not [embarrassed], that means you’re not really growing that fast,” he says. He recalled one of his mentors, former BladeLogic chairman Steve Walske, explaining that everyone has an overinflated opinion of themselves, and the great leaders keep the gap between that opinion and reality narrow. One of the hallmarks of such a leader, Dev says, is that they have the intellectually honesty to recognize their own strengths and weaknesses, which others perceive.

In this episode, Dev and Joubin discuss looking for bad news, chips on your shoulder, Ivy League schools, being an outsider, highly educated parents, “aging out,” Bruce Springsteen, Chief People Officers, Frank Slootman and John McMahon, passive aggression, vulnerability as strength, imposter syndrome, open-source licenses, introverts, and time management.

In this episode, we cover:

Shlomo Kramer and the “burden of persona” (00:59)
Why BladeLogic started in Boston (04:30)
The psychological edge (07:08)
Dev’s family and education (08:56)
“Am I good enough?” (13:11)
“Do not squander this opportunity” (16:22)
Dev’s wife (19:32)
Fear of irrelevance (21:23)
Relevance after retirement (26:06)
Why CEO is a lonely job (28:14)
Trusting your team (31:43)
The meaning of life (35:16)
Judgment and introspection (38:16)
Taking people to the woodshed (40:54)
What matters to other people (44:39)
Taking risks at MongoDB (51:08)
Founder-led businesses (53:26)
What type of company is MongoDB? (57:39)
Work-life harmony (01:00:20)
Who MongoDB is hiring (01:03:17)

Links:

Connect with Dev
- Twitter
- LinkedIn
Connect with Joubin
- Twitter
- LinkedIn
- Email: [email protected]
Learn more about Kleiner Perkins
This episode was edited by Eric Johnson from LightningPod.fm

#175 CEO Snowflake, Frank Slootman: Amped

29 januari 2024 | 54 min

#174 CEO & Co-Founder Ginkgo Bioworks, Jason Kelly: Life Finds a Way

22 januari 2024 | 60 min

#173 Author of “The Qualified Sales Leader,” John McMahon: The Five-Time CRO

15 januari 2024 | 93 min

Guest: John McMahon, author of The Qualified Sales Leader: Proven Lessons from a Five Time CRO

A hell of a lot of people work in sales. But until recently, says five-time CRO and The Qualified Sales Leader author John McMahon, it was rare for colleges and universities to offer a sales degree. Salespeople had to learn on the job from experienced coaches, and adapt. And their bosses, John explains, had to themselves as agents of transformation. “If somebody’s really smart, they’re going to pick up the knowledge,” he says. “If they have what I call a PHD — persistence, heart, and desire — they’re going to learn the skills ... You’re going to have to do thousands and thousands of repetitions before you’re going to get good.”

In this episode, John and Joubin discuss lazy LinkedIn cold calls, Tom Brady’s retirement, being “married to your job,” Carl Eschenbach, crying, sales as a calling, corporate culture vs. coaching culture, adaptable workers, opportunity vs. title, Bob Muglia, transactional leaders, sad rich people, cookie-cutter advice, handshake evaluations, and David Cancel.

In this episode, we cover:

CRO to CEO? (02:21)
Ego and relevance (04:25)
Escaping the 90-day grind (06:25)
Persistence and physical discipline (09:05)
Daily habits and positive energy (14:12)
Why John quit BMC (17:09)
Poor communication (21:17)
Was there another way? (24:37)
Identifying sales talent (28:36)
Showing that you care (32:58)
Sales leaders as hockey coaches (39:46)
Firing people (44:25)
Interviewing the right type of salesperson (49:14)
Snowflake and Chris Degnan (51:22)
“What’s the book on you?” (56:03)
Managing from a position of power (58:01)
The three “whys” (01:00:31)
Why John never went VC (01:04:33)
Is he really done? (01:07:17)
Shlomo Kramer (01:10:20)
Having impact (01:13:11)
Bad advice (01:16:19)
Working with marketing (01:19:32)
Sizing people up (01:21:26)
Can CEOs give up? (01:26:51)
Coaching sales “artists” (01:28:29)
What “grit” means to John (01:30:48)

Links:

Connect with John
- LinkedIn
- Buy The Qualified Sales Leader: Proven Lessons from a Five Time CRO
Connect with Joubin
- Twitter
- LinkedIn
- Email: [email protected]
Learn more about Kleiner Perkins
This episode was edited by Eric Johnson from LightningPod.fm

#172 Professor at UPenn & Author, Angela Duckworth: Grit

8 januari 2024 | 71 min

Guest: Angela Duckworth, professor at the University of Pennsylvania and author of Grit: The Power of Passion and Perseverance

“There’s got to be a cost” when you pursue your passions, says University of Pennsylvania professor Angela Duckworth; in fact, the word “passion” comes from the Latin word for “suffering.” But that doesn’t mean that gritty people are unhappy. After the time needed for sleep, daily exercise, friends, and family, Dr. Duckworth explains, “what’s left is more than 40 hours.” Informed by her research and her own happiness, she tries to discourage her students from settling for a 9 to 5 life: “There’s so many people that exemplify a life of dedication, and hard work, and of happiness, and humor, and friends, and family, that I think we should tell young people, ‘Look, don't assume that's not possible.’”

In this episode, Angela and Joubin discuss being punctual, Danny Kahneman, AP Calculus, moving the finish line, teaching grit to children, Arthur Ashe, Diana Nyad, passion and sacrifice, hiring gritty people, “change your situation,” Marc Leder and Rodger Krouse, Invictus, ChatGPT, neural autopilot, and Steve Jobs.

In this episode, we cover:

“I have a thing with time” (01:36)
Being the GOAT (06:37)
Mr. Yom (09:27)
Chef Marc Vetri (14:15)
The Devil Wears Prada (16:03)
Talking about grit (18:12)
Satisfaction, loneliness, and happiness (20:24)
Success as a journey (28:23)
The cost of hard work (32:52)
Angela’s 70-hour work week (36:31)
Charisma and loving what you do (40:55)
Why high achievers have supportive partners (47:07)
The next book (55:25)
Pick the right market (57:45)
Therapy questions (59:53)
The Incredible Hulk vs. James Bond (01:02:45)
Automating decisions (01:05:43)
What “grit” means to Angela (01:09:39)

Links:

Connect with Angela
- Twitter
- LinkedIn
Additional reading:
- Redefining Success: Adopt the Journey Mindset to Move Forward
- Buy Grit: The Power of Passion and Perseverance
Connect with Joubin
- Twitter
- LinkedIn
- Email: [email protected]
Learn more about Kleiner Perkins
This episode was edited by Eric Johnson from LightningPod.fm

#171 Founder & Former CEO Drift, David Cancel: Never Trapped

1 januari 2024 | 73 min

Guest: David Cancel, founder and former CEO of Drift; founder of Rey

After HubSpot acquired his company Performable in 2011, David Cancel became his acquirer’s Chief Product Officer — and didn’t give any thought to how long he’d be in that role. When he started eyeing the exit a few years later, he was told that wasn’t an option: HubSpot had already filed to go public, and an officer of the company leaving in the first 18 months would raise major red flags. “Maybe this is what’s led me to be an entrepreneur,” David recalls. “I can never feel trapped … Someone telling me, ‘you can’t leave,’ I was like, boom. Switch went off in my head … and I was like, ‘I’m out.’” The filing was ultimately delayed and David was able to quit just before the IPO; one day later, he started his next company, Drift.

In this episode, David and Joubin discuss the accountability of doing something, creating constraints, the Whitney Museum, imposter syndrome, Tony Hawk, John Romero, wandering without a map, conservative spending, Brian Halligan and Dharmesh Shah, Phil Jackson, the voices in your head, Shlomo Kramer, righteous independence, cancel culture and diversity, gut vs. data, and killing ideas with discipline.

In this episode, we cover:

Action and distractions (00:50)
Observer and outsider (05:36)
Advising entrepreneurs (11:18)
“It has to be bigger” (13:23)
David’s new company, Rey (16:38)
Remote vs. in-person work (21:24)
Who David will hire first (25:39)
Fundraising and bootstrapping (27:39)
The timeline for Rey (31:48)
Rebuilding Hubspot’s code base (33:36)
Leaving HubSpot at the IPO (42:54)
“You’re not done” (48:19)
HubSpot’s infamous exec meetings (54:44)
David’s hardest year and selling Drift (59:26)
The upmarket mistake (01:03:13)
Saying no to good ideas (01:08:12)
What “grit” means to David (01:11:52)

Links:

Connect with David
- Twitter
- LinkedIn
Connect with Joubin
- Twitter
- LinkedIn
- Email: [email protected]
Learn more about Kleiner Perkins
This episode was edited by Eric Johnson from LightningPod.fm

#170 Chairman of Kleiner Perkins, John Doerr: Getting Into Trouble with Disruptors (Encore)

25 december 2023 | 66 min

Guest: John Doerr, chairman of Kleiner Perkins

After Kleiner Perkins chairman John Doerr first invested in Google — $12.8 million for 13 percent of the company — he told co-founders Larry Page and Sergey Brin that they needed to hire a CEO to help them build the business. After they took meetings with a variety of successful tech execs, they came back to Doerr and told him “We’ve got some good news and some bad news.” The good news was that they agreed on the need for a CEO; the bad news, Doerr recalls, is that they believed there was only one person qualified for the role: The then-CEO of Pixar and interim CEO of Apple, Steve Jobs.

In this encore presentation of the 100th episode of Grit, John and Joubin discuss the urgent need to act on the climate crisis, getting turned down by Kleiner Perkins, CEOs as sales leaders, the microprocessor revolution, balancing between work and family, the opportunity of AI and sustainability, what makes Jeff Bezos special, Bing Gordon and the invention of Amazon Prime, the Google CEO search, how the iPhone nearly killed Apple, Steve Jobs’ greatest gift, Bill Gates’ philanthropy, and how Doerr divides his time.

In this episode, we cover:

John’s two books — Measure What Matters and Speed & Scale — and applying OKRs to the climate crisis (02:39)
How John got to Silicon Valley and what he learned from his entrepreneurial father, Lou (08:55)
“I didn’t want to be in venture capital” (16:27)
Joining Kleiner Perkins at the dawn of personal computing (20:03)
The internet, cloud computing, smartphones, and the next big tech wave: AI (24:41)
How John met Amazon founder Jeff Bezos (29:46)
Google co-founders Larry Page and Sergey Brin, and teaming up with Mike Moritz from Sequoia (38:26)
John’s friendship with Steve Jobs and the creation of the $100 million iFund for iPhone apps (45:12)
“Family first” and setting personal OKRs (50:10)
Working with Bill Gates outside of Kleiner Perkins (52:51)
Brian Roberts, Comcast, and hustling to make at-home broadband nationwide (59:28)

Links:

Connect with John
- Twitter
- LinkedIn
Connect with Joubin
- Twitter
- LinkedIn
- Email: [email protected]
Learn more about Kleiner Perkins
This episode was edited by Eric Johnson from LightningPod.fm

#169 CEO & Founder Cato Networks, Shlomo Kramer: The Burden of Persona

18 december 2023 | 63 min

#168 CEO & Founder Glean, Arvind Jain w/ Mamoon Hamid: New Playbook

11 december 2023 | 46 min

#167 CEO StockX, Scott Cutler: Detroit’s First Unicorn

4 december 2023 | 56 min

#166 Executive Chairman & Former CEO Attentive, Brian Long: Problem Hunting

27 november 2023 | 65 min

Guest: Brian Long, former CEO of Attentive and author of Problem Hunting: The Tech Startup Textbook

Brian Long’s most recent company, Attentive, was originally designed to help clients communicate with their distributed workforce — but about six months in, he and his co-founder realized that that business would not grow as quickly as they had hoped. So, they decided to pivot to SMS marketing, at the cost of a few dubious employees and a well-known Fortune 500 client. The successful pivot confirmed Brian’s belief that it’s possible to over-commit to one solution, when in fact there may be bigger and better problems to solve. “I’ve just seen so many entrepreneurs spend years of their life building something being stuck with it,” he says, “and then trying to figure out how to fit it into something that doesn’t work.”

In this episode, Brian and Joubin discuss zero to one building, the problem with how entrepreneurs solve problems, How to Win Friends and Influence People, Matt Mochary, Tom Mendoza, transactional relationships, the dangers of ego, optimists and realists, best man speeches, defining a unique culture, reverse selling, Lunar Holdings, Peter Reinhardt, marketing conservatively, and business book sales.

In this episode, we cover:

New York vs LA (00:54)
How Brian feels, six months after stepping away from the CEO role (02:37)
Product-market fit and TAM modeling (06:07)
Build last (09:05)
The qualities of great entrepreneurs (13:24)
Tap Commerce and starting in sales (15:49)
Listening and remembering names (20:40)
The day after selling Tap Commerce (23:32)
Starting another company, Attentive (25:07)
Resilience and optimism (29:21)
Fear, doubt, and the worst-case outcome (32:50)
What Brian would tell his 29 year old self (37:13)
Hiring and pivoting at Attentive (41:17)
Text message marketing (45:49)
How Brian interviews people (50:12)
His new holding company, Lunar and its first startup (51:52)
Don’t go social (55:21)
What Brian is personally excited about and what “grit” means to him (01:01:57)

Links:

Connect with Brian
- LinkedIn
- Buy Brian’s book, Problem Hunting: The Tech Startup Textbook
Connect with Joubin
- Twitter
- LinkedIn
- Email: [email protected]
Learn more about Kleiner Perkins
This episode was edited by Eric Johnson from LightningPod.fm

#165 Former CEO & Co-Founder of Zillow, Spencer Rascoff: Real Estate Voyeurism

20 november 2023 | 71 min

#164 CEO & Co-Founder Duolingo, Luis von Ahn: "The Pitch Was Never Pittsburgh"

13 november 2023 | 64 min

#163 CEO Bill, René Lacerte: Hourglass Leadership

6 november 2023 | 63 min

#162 CEO & Co-Founder Rippling, Parker Conrad w/ Mamoon Hamid: Compounding

30 oktober 2023 | 62 min

#161 Founder & EVP of Oracle NetSuite, Evan Goldberg: Endless Possibilities

23 oktober 2023 | 66 min

#160 CEO Grammarly, Rahul Roy-Chowdhury: Better, Not More

16 oktober 2023 | 63 min

#159 CEO 1Password, Jeff Shiner: Chief Eliminator of Obstacles

9 oktober 2023 | 64 min

#158 CRO Anduril Industries, Matt Steckman: On Defense

2 oktober 2023 | 60 min

#157 CEO Udemy, Greg Brown: The Plunge

25 september 2023 | 61 min

#156 CRO Snowflake, Chris Degnan: Part 2

18 september 2023 | 54 min

#155 CEO Yahoo, Jim Lanzone: Brand Rejuvenation

11 september 2023 | 67 min

#154 Remix: Tornadoes, Unicorn Meat, and Hypergrowth Sales

4 september 2023 | 68 min

#153 COO & CRO Weights & Biases, Yan-David Erlich: ML’s Moment

28 augusti 2023 | 72 min

#152 CEO Gainsight, Nick Mehta: Human-First

21 augusti 2023 | 72 min

#151 CEO Outreach, Manny Medina: 10M or Die

14 augusti 2023 | 67 min

#150 CEO Box, Aaron Levie w/ Mamoon Hamid: Open For Business

7 augusti 2023 | 63 min

#149 Co-CEO Workday, Carl Eschenbach: A Life of Significance

31 juli 2023 | 82 min

#148 Former Snowflake CEO, Bob Muglia: The Datapreneurs

24 juli 2023 | 81 min

#147 Ex-Waze CEO & Founder of Post News, Noam Bardin: Hockey Sticks and Plateaus

17 juli 2023 | 90 min

Guest: Noam Bardin, founder of Post News

One of the “aha” moments that could sway a dubious Waze user, recalls former CEO Noam Bardin, was navigating around “all those idiots sitting in traffic... and you’re like, ‘I’m a genius.’” Now, at the social news app Post, Noam says the “aha” is avoiding partisan gridlock and paywalls. Social incumbents boost engagement by making users angry, while Post just wants you to read. “If we can remove friction and give you the right articles at the right time, so you feel smarter when you walk away,” he says, “that’s the aha moment.”

In this episode, Noam and Joubin discuss stories vs. execution, ROFRs, culture clash, timing an acquisition, corporate tags, fear of going bigger, joining big companies, mobile app retention, big tech monopolies, competing against Foursquare, and not optimizing for “culture warriors.”

In this episode, we cover:

Putting your opinions out there (01:15)
Waze almost sold to Facebook (06:10)
Getting in the room with Google (13:04)
How the first Google deal fell apart (15:10)
Back to Facebook — briefly (17:15)
The news begins to leak, and Google returns (20:26)
Grinding for five years at a startup (23:57)
“Hockey sticks” are never smooth (28:32)
The personal impact of volatility (31:37)
“Everything is a mess in startups” (34:38)
The worst day of Noam’s life (38:22)
How Waze started, and how Noam joined (42:22)
The failure of Intercast Networks (45:07)
Brave faces and “corp-speak” (48:33)
Integrating into Google’s culture (53:13)
No constraints and too much money (01:01:08)
Defining metrics that matter (01:04:11)
Maps and social (01:06:46)
Silicon Valley’s worst invention: “Pivoting” (01:09:56)
The social news problem Post solves (01:14:51)
Misinformation and authoritarianism (01:18:42)
Post’s microtransactions (01:21:08)
Being misunderstood and the “aha” moment (01:23:58)
Who Post is hiring and what “grit” means to Noam (01:27:09)

Links:

Connect with Noam
Connect with Joubin
- Twitter
- LinkedIn
- Email: [email protected]
Learn more about Kleiner Perkins
This episode was edited by Eric Johnson from LightningPod.fm

#146 Co-founder & CEO Rubrik, Bipul Sinha: Authenticity Reigns

10 juli 2023 | 70 min

Guest: Bipul Sinha, co-founder and CEO of Rubrik

When Bipul Sinha graduated from the Indian Insitute of Technology and came to America to work in tech, his mother told him: Don’t start a company. His ambitious father was a failed pharma entrepreneur, and Bipul was content for most of a decade to hold a steady job at Oracle. But in his early 30s, he began to shed his risk aversion, pursuing a part-time MBA and more difficult jobs, and by the time he co-founded the data security firm Rubrik in 2014, he had gone through an epiphany: “Only make decisions that you truly believe is the right thing to do,” he says. “If you are here, at the moment of truth, you want to succeed or lose based on your own terms, not what others feel.”

In this episode, Bipul and Joubin discuss how debate moves business forward, companies as living systems, growing up poor, refusing to compromise, risk aversion, finding your own potential, paying tuition, context matters, psychological safety, and smelling the roses.

In this episode, we cover:

Joubin’s interview with Ali Ghodsi (00:51)
The importance of authenticity (02:33)
Extreme voices (05:10)
Being yourself at work (08:14)
Reducing blind spots (11:08)
Tough feedback (13:09)
Learning entrepreneurship through osmosis (14:41)
IIT or bust (19:40)
Setbacks and reorienting (23:35)
Leaving India for America (26:53)
From Oracle to Blumberg Capital (30:21)
Prioritizing his own happiness (34:36)
“This is a career” (37:08)
Dissatisfaction and the next thing (40:37)
Creating an enduring institution (45:02)
No one knows what they’re doing (49:32)
Open board meetings (53:39)
Hiring and firing (55:37)
Good and bad startup advice (57:58)
Working forever (01:01:16)
Positive feedback and empathy (01:04:19)
Who Rubrik is hiring and what “grit” means to Bipul (01:08:55)

Links:

Connect with Bipul
- Twitter
- LinkedIn
Connect with Joubin
- Twitter
- LinkedIn
- Email: [email protected]
Learn more about Kleiner Perkins
This episode was edited by Eric Johnson from LightningPod.fm

#145 CRO Tealium, Ted Purcell: Snap Into It

3 juli 2023 | 68 min

#144 CEO Lacework, Jay Parikh: Quiet Intensity

26 juni 2023 | 71 min

#143 CEO HashiCorp, Dave McJannet: Phase Shifts

19 juni 2023 | 75 min

Guest: Dave McJannet, CEO of HashiCorp

To scale a company effectively, says HashiCorp CEO Dave McJannet, you will have to make something like 10 decisions every single day. “There’s generally one that really needs to be right, but there are eight that if you get them wrong, you will cause real damage to yourself,” he says. “It won’t be fatal, and a lot of times, it’s cultural damage.” Sometimes, he adds, these decisions can seem innocuous, like deciding how to run internal town halls with workers. But even small choices can create a “cultural crater” that you’ll have to dig yourself out of three months later.

In this episode, Dave and Joubin discuss returning to the office, the sales data flow, unstructured problem-solving, why companies grow like trees, anonymous town halls entrepreneurs-in-residence, go to market vs. product, committing to the job, the executive “CPU tax,” and the 30-to-100 phase shift.

In this episode, we cover:

In-person vs. remote collaboration (00:43)
How to build any kind of business (05:26)
The value of being in the sales motion (07:30)
Thinking like a venture capitalist (11:51)
Commiserating with other CEOs (13:28)
Systems-based thinking (17:37)
Administrators vs. builders (20:25)
The daily 10 decisions (22:29)
Staving off decision fatigue (24:17)
Dave’s past jobs and the path to CEO (26:01)
The reluctant CEO (28:46)
Rapid change vs. high-profile maintenance (32:20)
The pressure of being at the top (35:12)
The state of HashiCorp when Dave arrived (37:39)
How he got the CEO job (40:38)
Product-building POV (45:50)
The first “oh shit” moment (48:48)
Being motivated by competition (50:47)
Laddered time horizons (53:47)
Paul Moritz and empathy (55:17)
Misconceptions about CEOs (57:10)
Deciding to go public (59:45)
Time and energy management (01:03:10)
Anticipating phase shifts (01:06:12)
Fierce independence (01:08:12)
Getting the right feedback (01:09:13)
Who HashiCorp is hiring and what “grit” means to Dave (01:12:30)

Links:

Connect with Dave
- Twitter
- LinkedIn
Connect with Joubin
- Twitter
- LinkedIn
- Email: [email protected]
Learn more about Kleiner Perkins
This episode was edited by Eric Johnson from LightningPod.fm

#142 President of DocuSign, Robert Chatwani: Get Uncomfortable

12 juni 2023 | 77 min

Guest: Robert Chatwani, President and General Manager of Growth at DocuSign

Robert Chatwani’s first reinvention was in his early 20s, when he left McKinsey & Company to start a people-powered commerce startup called MonkeyBin. And in the ensuing decades, his entrepreneurial energy hasn’t slowed down, with hops to eBay, Spring, Atlassian, and now DocuSign, where he is the President and General Manager of Growth. He cites a “healthy anxiety” that comes from getting too comfortable in any role, where he finds himself solving the same problems over and over again; but when you’re in a little bit over your head, Robert explains, “that’s a good place to be, because that’s where the best learning comes from.”

In this episode, Robert and Joubin discuss trusting your intuition, reinventing yourself, personal boards of advisors, people-powered commerce, betting on people, career coaching, taking time for family, being the same person in every room, bone marrow donors, energy takers vs. creators, and leading with empathy.

In this episode, we cover:

Networking through venture capitalists (02:18)
Leaving high-profile jobs (04:29)
How to know when it’s time to leave (07:55)
12 years at eBay (11:05)
The seeds of doubt (15:10)
Finding purpose in company-building (17:51)
Robert’s personal mission statement (21:01)
Growing up in Chicago and his parents (24:40)
Losing a parent (27:16)
True North by Bill George (29:35)
Finding ways to be human (32:45)
What accomplishment Robert is most proud of (34:35)
MonkeyBin and meeting eBay (36:08)
Sameer Bhatia’s battle with leukemia (38:30)
Building a global bone marrow campaign (42:38)
“You can’t control every outcome” (48:07)
Unexpected side effects (52:56)
Business is a force for good (56:26)
Working at Spring, and then Atlassian (01:00:01)
Self-doubt and leaving Atlassian (01:06:29)
Making tough calls with IQ & EQ (01:10:24)
Who DocuSign is hiring, and what “grit” means to Robert (01:13:48)

Links:

Connect with Robert
- LinkedIn
Connect with Joubin
- Twitter
- LinkedIn
- Email: [email protected]
Learn more about Kleiner Perkins
This episode was edited by Eric Johnson from LightningPod.fm

#141 CEO Navan, Ariel Cohen: Be Naive!

5 juni 2023 | 77 min

Guest: Ariel Cohen, CEO and co-founder of Navan

As a business travel-focused startup, Navan (previously known as TripActions) was heavily impacted by the coronavirus pandemic in 2020; after laying off 24% of the staff, CEO Ariel Cohen says he became a “wartime CEO,” spending three months in “complete denial and just executing.” By June, employees were leaving and he was depressed — but he still believed that business travel would come back. “You cannot just look at a moment and say that it will change everything,” he says. “... I disconnected from the news and from some of our investors and from ... negativity and started to lead the company again.” In a way, he explains, it was like a reset to the earliest days of the business, because the only people left were long-term believers like him.

In this episode, Ariel and Joubin discuss “tier one” VCs, developing goodwill, company money vs. employee money, wartime CEOs, putting handcuffs on founders, staying dynamic, returning to the office, scuba diving, shared values, Macallan whisky, believing in startups, losing employees, in-person connections, secondary liquidity, and “deposits and withdrawals.”

In this episode, we cover:

Picking the right investors (01:22)
Connecting to the Matrix (04:04)
Obsessing over failure (10:29)
Reflecting on an eight-year journey (14:56)
The benefits of naïveté (17:50)
Ariel’s entrepreneur father and early jobs (20:45)
Older startup founders (23:03)
Getting out of large companies (25:35)
Personal burn rate (28:03)
Becoming the big company (30:11)
Pivoting into AI (32:44)
Project Reset and personally resetting (34:12)
Making controversial decisions (39:55)
“What could I have done better?” (45:43)
Ariel’s co-founder Ilan Twig (47:04)
What makes a co-founder relationship work? (48:50)
Running out of cash (51:18)
Being a travel startup during COVID (55:53)
The depression quarter (01:00:12)
Long-term believers (01:02:54)
Why Navan would go public (01:07:55)
Startup advice and hard-charging CEOs (01:11:27)
What “grit” means to Ariel and who Navan is hiring (01:15:24)

Links:

Connect with Ariel
- LinkedIn
- Email: [email protected]
Connect with Joubin
- Twitter
- LinkedIn
- Email: [email protected]
Learn more about Kleiner Perkins
This episode was edited by Eric Johnson from LightningPod.fm

#140 CRO Walmart, Seth Dallaire: How You Show Up

29 maj 2023 | 66 min

Guest: Seth Dallaire, CRO at Walmart

When Seth Dallaire was approached by Walmart about joining their team as CRO, he had one question: Are they serious? Seth knew that Walmart wanted him for his digital experience, having worked at Instacart and Amazon, but he also knew that building alternative revenue streams at a traditional retailer could be an uphill battle. “I knew I was gonna have to [fight the fight], it was just whether I’d have the air cover from up top to say, ‘This is strategic,’” Seth recalls. “And they obviously convinced me of that and we’re making really good progress.”

In this episode, Seth and Joubin discuss startup success, advertising attribution, “maintenance mode,” online grocery shopping, “the ultimate tailwind,” over-buying, digital vs. traditional retail, founder-led businesses, John Furner and Doug McMillon, sentiment vs. data, getting told “no,” the theory of constraints, and why you should visit Bentonville.

In this episode, we cover:

Seth’s unique career path (00:59)
Amazon’s elite team in 2000 (05:24)
Growing up & dinner table conversations (08:25)
Work-life balance (10:53)
Ambition and achievement (12:08)
Investing in yourself (16:04)
Recommitting to a role (17:38)
Leaving Amazon for Instacart (20:14)
Grocery stores are underrated (23:56)
Transitioning to a much smaller company (25:33)
How COVID accelerated Instacart’s business (27:54)
Advertising is a full-contact industry (32:03)
Getting recruited by Walmart (34:06)
Visiting Walmart stores with other execs (40:08)
A leadership lesson from Doug McMillon (43:10)
Product orientation (45:40)
Compounding knowledge capital (47:57)
Tough feedback (50:19)
Leaving a team behind (54:34)
Hand-written notes (56:04)
The Goal and On the Shortness of Life (57:35)
Relocating and refueling (01:00:40)
Who Seth is hiring and what “grit” means to him (01:02:25)

Links:

Connect with Seth
- LinkedIn
Connect with Joubin
- Twitter
- LinkedIn
- Email: [email protected]
Learn more about Kleiner Perkins
This episode was edited by Eric Johnson from LightningPod.fm

#139 CEO Coach, Matt Mochary: Coaching Greatness

22 maj 2023 | 77 min

Guest: Matt Mochary, CEO of Mochary Method

Matt Mochary was only 31 when he sold the company he co-founded, Totality, to Verizon, “and I made enough money that that was it,” he recalls. “I didn’t have to make more money anymore.” Instead, he decided to pursue projects that in one way or another would help other people, including a documentary about the slums of Rio de Janeiro and a program to train ex-convicts in the skills of legitimate work. Today, he coaches tech and finance leaders such as Brian Armstrong (CEO Coinbase), Bastian Lehmann (CEO Postmates), Sam Altman (CEO OpenAI), and Steve Huffman (CEO Reddit). All the money earned from that work, he says, bypasses his bank account and is funding the development of software that will teach tech workers the “Mochary Method.”

In this episode, Matt and Joubin discuss information asymmetry, GPT-4, focusing on fun, coaching software, saving people, the slums of Rio and the South Bronx, surfing vs. friends, the merits of crappy solutions, why companies fail, shadowing the CEO, feedback and resentment, pissing people off, the danger of “excellence,” and energy audits.

In this episode, we cover:

Putting in effort, finding value (01:11)
OpenAI CEO Sam Altman (05:43)
Immediate responsiveness (09:48)
“Mount Rushmore” referrals (11:54)
When Matt’s coaching was free (15:08)
His Hungarian grandfather and World War II (19:56)
The hero complex (25:12)
Stepping away from the game (31:30)
Billionaires and inner peace (38:45)
The phases of company-building (40:54)
The problems Matt helps leaders solve (47:48)
“It’s fun to be a founder!” (54:35)
Craving feedback (56:48)
The zones of excellence and genius (01:02:19)
“Today, what went right?” (01:09:12)
Growing too early (01:12:32)
Who Matt is hiring and what “grit” means to him (01:15:00)

Links:

Connect with Matt
- Twitter
- LinkedIn
Connect with Joubin
- Twitter
- LinkedIn
- Email: [email protected]
Learn more about Kleiner Perkins
This episode was edited by Eric Johnson from LightningPod.fm

#138 CEO Motive, Shoaib Makani w/ Ilya Fushman: Powering the Physical Economy

15 maj 2023 | 70 min

Guest: Shoaib Makani, CEO of Motive

“When we fail,” says Shoaib Makani, “it is because we have not understood the customer problem deeply and allowed them to guide us.” This wisdom is hard-won: Motive’s first product, an app for fleet management of trucks, idled for four years before becoming a runaway success story. Emboldened by this, the CEO tried to make an orthogonal push into all kinds of freight, “guns blazing,” only to realize six months in that he had way overestimated Motive’s competitive advantage. Retreating from freight was “painful,” Shoaib recalls, but helped the company extend its existing lead in trucking — and may have saved the whole business.

In this episode — joined by special guest Ilya Fushman from Kleiner Perkins — Shoaib and Joubin discuss curiosity for the world, first impressions, reorienting yourself, electronic logging devices, directly connecting with customers, growing up as a CEO, waiting for the market, having a “low discount rate on the future,” the physical economy TAM, AI dash cams, and pricing in risk, and running out of runway.

In this episode, we cover:

Shoaib’s Pakistani parents and doing extra homework (01:17)
Explaining and experiencing startups (04:26)
“High standards are infectious” (08:15)
What Motive does (10:08)
How Shoaib and Ilya met (10:54)
The origins of Motive as “Keep Truckin’” (14:06)
Working with friends (17:27)
First-time founders (21:56)
Deep empathy for users (24:01)
Monetization and second-guessing (25:48)
Sudden success and scale (29:12)
Recruiting top talent (31:04)
Shoaib and Ilya’s personal-professional relationship (32:07)
“I knew the board I wanted” (34:32)
Motive’s failed expansion into freight (36:21)
Realizing and correcting the error (39:26)
How to make smarter future bets (44:09)
Second and third products (47:29)
Back to the core mission (50:36)
Autonomous driving vs. AI assistants (52:17)
Thinking about competition (55:05)
A tough conversation about runway (58:52)
Sticking your neck out for your partner (01:04:09)
Losing Ilya as a board member (01:06:23)
Who Motive is hiring (01:08:32)
What “grit” means to Shoaib (01:09:32)

Links:

Connect with Shoaib
- Twitter
- LinkedIn
Connect with Ilya
- Twitter
- LinkedIn
Connect with Joubin
- Twitter
- LinkedIn
- Email: [email protected]
Learn more about Kleiner Perkins
This episode was edited by Eric Johnson from LightningPod.fm

#137 CEO Oura, Tom Hale: Business & Backgammon

8 maj 2023 | 64 min

Guest: Tom Hale, CEO of Oura

When he was growing up, Tom Hale’s family had pretty ordinary dinner-table conversations: What happened today, how was school, etc. But every day after dinner, Tom and his father would play backgammon, an experience that indirectly taught him a lot about business. Now the CEO of wearable health company Oura, he recalls that the game helped him understand risk-taking, strategy, pattern recognition, and more. Tom’s father also insisted they play for money: “If I could win 20 bucks, I could go down to the store and get something. But when I lost, I felt the sting of it. That’s the best teacher, because you’re learning the preciousness of the decisions you make.”

In this episode, Tom and Joubin discuss Tom’s radio voice, games of chance and skill, vacation rentals pre- and post-Airbnb, “irritant” service fees, health tracking, the psychology of rebranding, the consumerization of healthcare, personalized medicine, the myth of the founder-hero, rowing machines, and the meaning of work.

In this episode, we cover:

Returning to the office (00:50)
John Doerr and Macromedia (05:15)
Post-dinner backgammon (08:01)
Tom’s past jobs and HomeAway (11:31)
Competing against private startups (16:09)
How Airbnb captured demand (18:55)
Being acquired by Expedia (24:26)
What Oura’s smart rings do (26:13)
Rebranding SurveyMonkey to Momentive (29:55)
Leaving Momentive for Oura (31:54)
Making the case for himself (34:59)
The future of public health, data, and wearables (37:10)
“Sleep is strategic” (42:32)
Why Oura is an AI company (44:48)
The health impact of a taxing job (47:16)
Being a non-founder CEO (49:39)
Working with people (53:38)
What would be in a “working with Tom” doc? (54:52)
Managing the psychology of a 10-year-old startup (56:48)
Being there for family & colleagues (59:18)
Who Oura is hiring, and what “grit” means to Tom (01:02:54)

Links:

Connect with Tom
- Twitter
- LinkedIn
Connect with Joubin
- Twitter
- LinkedIn
- Email: [email protected]
Learn more about Kleiner Perkins
This episode was edited by Eric Johnson from LightningPod.fm

#136 COO Modern Treasury, Rachel Pike: Golden Ticket

1 maj 2023 | 64 min

Guest: Rachel Pike, COO at Modern Treasury

Payment operations startup Modern Treasury is not afraid to do things in “our own weird way,” says COO Rachel Pike. Its values statement is a 150 word essay, it has gone viral by writing about nerdy ACH payments minutiae, and it has an unusual rule for quarterly internal reviews: No slides. Instead, departments have to write one to two page essay, which are packaged together and then shared company-wide, and with the board. In previous jobs, Rachel laments, she and her coworkers would waste time “pushing pixels” around 50-slide decks. “It [the essay] actually takes more thinking and less hours to put together a summary of, ‘where have we been?’” she says.

In this episode, Rachel and Joubin discuss the state of San Francisco, the value of tradition, hunger to learn, the Draper Fisher Jurvetson split, the opportunity cost of staying put, HIPAA and startups, two-entrepreneur households, career transition coaching, “try before you buy” hiring, learning to be remote, the downside of grasping, and fixing inequalities in compensation.

In this episode, we cover:

Why Rachel doesn’t like talking about herself (01:20)
Job-hopping and the Bay Area (02:38)
Early adopters vs. brilliant innovators (05:16)
Why Rachel left academia (07:44)
“I got a phD in startups” (10:24)
The “nights and weekends” gig at AngelList (14:05)
Describing startups to aliens (16:50)
Four years at Grand Rounds (18:28)
What makes Modern Treasury “modern” (21:51)
How she got hired as employee #1 (24:16)
Advice for wannabe early-stage startup workers (30:18)
“Wonder is contagious” (32:00)
“Do it right the first time” (35:09)
Hacker News and other growth levers (38:20)
The excitement of scaling (40:49)
Advisors and quarterly planning essays (44:02)
Forced prioritization (49:20)
Hard feedback (51:50)
The working with Rachel doc (54:19)
How Modern Treasury does comp and bonuses (57:21)
What’s past is prologue (59:43)
Who Modern Treasury is hiring and what “Grit” means to Rachel (01:02:00)

Links:

Connect with Rachel
- Twitter
- LinkedIn
Connect with Joubin
- Twitter
- LinkedIn
- Email: [email protected]
Learn more about Kleiner Perkins
This episode was edited by Eric Johnson from LightningPod.fm

#135 CMO & CSO GitLab, Ashley Kramer: The Three Ps

24 april 2023 | 72 min

Guest: Ashley Kramer, CMO & CSO of GitLab

One day, when Ashley Kramer was an SVP at Alteryx, one of her direct reports hit her with a dose of reality: “She said, ‘I think you are trying to put me on a path to be you, and to have your job. I don’t want any of that.’” Now the CMO and CSO of GitLab, Kramer — who has been a perfectionist since childhood — used to hold her team to the same high bar. But as she’s learned over time, “Not everybody’s gonna have your same ambition. Not everybody’s gonna work as hard as you. It doesn’t mean they’re not good at their job. It just means different things are important to them.”

In this episode, Ashley and Joubin discuss what companies get wrong in CEO interviews, “the three P’s” of company values, loosely held disasters, thinking about the future, “everybody does not want to be like me”, how GitLab does meetings, pre-speech nervousness, context switching, skip-level meetings, credibility with the customer, setting the bar too high, and Naval Ravikant.

In this episode, we cover:

People, Passion, and Product (04:36)
Joining companies right after they IPO (07:16)
Scaling questions (10:28)
Job-hoppers and ambition (12:06)
Parents and dinner-table conversations (16:35)
Coping with perfectionism (19:17)
Coaching and demotivators (21:36)
Confident public speaking (26:21)
How Ashley got out of engineering (32:08)
Being CPO and CMO of Sisense at the same time (35:49)
Representing “two constituencies” (38:54)
Why Ashley has two titles again (44:59)
The radical transparency of GitLab (47:20)
Growing pains and becoming interim CTO (51:28)
Working with founder-CEOs (56:08)
Tough feedback (58:20)
Personal and professional OKRs (01:01:15)
Work-life balance (01:03:33)
How to network (01:06:10)
Who GitLab is hiring and the meaning of “Grit” (01:08:58)

Links:

Connect with Ashley
- Twitter
- LinkedIn
Connect with Joubin
- Twitter
- LinkedIn
- Email: [email protected]
Learn more about Kleiner Perkins
This episode was edited by Eric Johnson from LightningPod.fm

#134 Chief Bizdev Officer at Uber, Jen Vescio: Buy, Build, or Partner

17 april 2023 | 80 min

Guest: Jen Vescio, Chief Business Development Officer at Uber and founder of Awestruck Ventures

If you were to look at Jen Vescio’s calendar, it might look like a pack of Skittles: Every single one of her meetings is color-coded according to the Insights Color Focus system, which assigns the colors red, blue, yellow, and green based on what methods they emphasize in their work. As the chief business development officer of Uber, Jen has to work with people across that spectrum, and preps for each meeting accordingly.

In this episode, Jen and Joubin discuss the pros and cons of media training, Malcolm Gladwell’s Outliers, “semi-pro” soccer, how to ruin your Uber rating, the “fluorescent light” journey, working at “it” companies before they were disrupted, the art and science of business development, self-awareness vs. understanding others, Sean Bratches, what is your motive?, side letter PTSD, “speed and silence are your two worst enemies,” forced time off, getting buy-in, and why “Uber is wired for trauma.”

In this episode, we cover:

“Dancing in the moment” (00:54)
The Olympic Development Program (03:22)
Jen’s parents (08:15)
DJing and music in Ubers (10:40)
Talking to Uber drivers (12:48)
Retiring from soccer (15:04)
“The big transition” (17:22)
The dotcom boom and Jen’s first jobs (20:04)
Innovation and disruption (22:15)
Buy, build, or partner (27:24)
Understanding the “color” of others (35:27)
How to talk to a “double red” (38:38)
Insights Color Focus and the color of companies (41:16)
The Trust Quotient (46:45)
The biggest deal Jen has brokered (50:17)
The pressure of big deals (51:46)
The $350 million deal she botched (55:14)
Getting burned out on corporate jobs (58:22)
Big, shiny brands like Uber (01:00:38)
Mental contracts and taking time off (01:05:07)
Tough feedback (01:08:24)
Developing trust internally vs. externally (01:09:48)
How COVID impacted Uber (01:13:08)
Where Uber is hiring and what Jen thinks of when she hears the word “Grit” (01:18:16)

Links:

Connect with Jen
- Twitter
- LinkedIn
Connect with Joubin
- Twitter
- LinkedIn
- Email: [email protected]
Learn more about Kleiner Perkins
This episode was edited by Eric Johnson from LightningPod.fm

#133 CEO Palo Alto Networks, Nikesh Arora: Create Certainty

10 april 2023 | 77 min

Guest: Nikesh Arora, CEO and Chairman of Palo Alto Networks

Nikesh Arora has been in the C-Suite for more than two decades, including a 10-year stint as Google’s chief business officer and — most recently — five years as Palo Alto Networks’ CEO. But the COVID-19 pandemic made him radically reconsider the gap between the executive floor and the rest of the company. “There was a tremendous amount of anxiety and fear and uncertainty,” he says, “and this person I was talking to says, ‘Listen, your job as a leader is to create certainty.’ [...] It’s simple: Tell your employees you have their back.” That’s why, for the past 30 months, Nikesh has been making time to virtually meet thousands of Palo Alto Networks employees on Zoom; he gets candid feedback, communicates company goals, and provides a safe space for everyone to bond.

In this episode, Nikesh and Joubin discuss honest CEOs, not having a career plan, process vs. outcomes, remaining independent inside Google, organizational superpowers, understanding your competitors, “evergreen companies,” the ChatGPT disruption, integrating product and sales, blindfolded communication, Evian water, cloud vs. on-prem security, and problem solvers vs. problem representers.

In this episode, we cover:

Amazing people at Google (02:15)
T-Motion and T-Mobile (04:05)
“You cannot control the outcome” (07:36)
Growing up in India (11:12)
400+ rejection letters (14:38)
Loving what you do (18:26)
Joining Google (19:55)
Sergey Brin and Eric Schmidt (24:16)
Relocating to “the mothership” (27:01)
“He’s not Googly enough” (28:26)
Profit, innovation, and paranoia (31:12)
Cybersecurity and AI (34:04)
SoftBank CEO Masa Son (38:54)
Joining Palo Alto Networks (43:04)
Hiring as home-building (47:04)
“Nobody comes to work to screw up” (50:25)
Product and the power of marketing (53:28)
Cybersecurity “swim lanes” (56:36)
M&A strategy (01:01:14)
The two schools of due diligence (01:05:05)
Moving past problems (01:07:42)
Creating certainty for employees (01:10:59)

Links:

Connect with Nikesh
- Twitter
- LinkedIn
Connect with Joubin
- Twitter
- LinkedIn
- Email: [email protected]
Learn more about Kleiner Perkins
This episode was edited by Eric Johnson from LightningPod.fm

#132 Former 49ers Quarterback Alex Smith and Former Warriors Guard Shaun Livingston: Hard Steps

3 april 2023 | 56 min

Guests: Alex Smith and Shaun Livingston, former players for the San Francisco 49ers and Golden State Warriors

“I just thought, the best of my life is behind me.” That’s what former NFL quarterback Alex Smith recalls of a devastating leg fracture in 2018 that threatened to end his football career forever. Former NBA guard Shaun Livingston suffered a similar injury early in his career, and both men were told the only way forward might be leg amputation & retirement. They endured through depression, surgeries, and painful physical therapy, and both of them found their way back to pro sports. “I hopped on a bike,” Shaun says. “’Oh, I can do this!’ All right, I hopped on a treadmill. ‘Okay, I can do this.’ You give yourself these small victories that, over time, end up adding up.”

In this episode, Alex, Shaun, and Joubin discuss going pro out of high school, the pressure of expectations, talking about emotions, Joe Namath, gratitude for life, military medical care and “group suck”, the D-League, competing against yourself, losing well, “rah-rah guys,” no-look slants, Tom Brady, Kevin Garnett, and the difference between winning and losing.

In this episode, we cover:

Alex Smith’s background (01:15)
Shaun Livingston’s background (02:07)
Alex on the fear of failure (03:23)
Shaun on “the opportunity of a lifetime” (07:03)
Imposter syndrome and burying emotions (10:44)
Anxiety as motivation (13:41)
Dysfunctional early seasons (16:10)
Alex and Shaun’s leg injuries (18:57)
Depression vs. “small victories” (23:51)
Alex’s recovery process (25:45)
Shaun’s stint in the NBA Development League (29:51)
Teaching yourself to walk (31:58)
Steph Curry and great leadership (36:19)
Pat Mahomes and the “final shot” (41:05)
Tough feedback (44:32)
Recharging in the off-season (47:09)
Daily consistency (49:41)
Who Alex and Shaun think of when they hear the word “grit” (54:05)

Links:

Connect with Shaun
- Twitter
- LinkedIn
Connect with Joubin
- Twitter
- LinkedIn
- Email: [email protected]
Learn more about Kleiner Perkins
This episode was edited by Eric Johnson from LightningPod.fm

#131 Golden State Warriors Forward Andre Iguodala: The Sixth Man

27 mars 2023 | 50 min

Guest: Andre Iguodala, forward for the Golden State Warriors

The average professional basketball career lasts around four years. By the first time Andre Iguodala came to play for the Golden State Warriors, in 2013, he was already on year 10 in the NBA. “All I wanted to do was get somewhere where I just truly enjoy going to work every day,” he says. And on his podcast with Evan Turner, Point Forward, he doesn’t shy away from the fact that being a famous and successful player comes with trade-offs. “When you make it ... you’re lifted up, like ‘you’re here to save us all,’” he explains. “There's so many things that go on with us as athletes that people don't get a opportunity to truly understand because there's two sides.”

In this episode, Andre and Joubin discuss the law of attraction, daily practice, former head coach Mark Jackson, Allen Iverson, the value of sports media, Mahmoud Abdul-Rauf’s Tourette Syndrome, Michael Jordan and Scottie Pippen, the lowest point in Andre’s career, and pivoting to stay alive.

In this episode, we cover:

What goes through Andre’s head when the game rests on his shoulders (01:17)
Enjoying work every day and playing under head coach Steve Kerr (05:31)
Avoiding the newspaper, and why he started a podcast (09:59)
The trauma of success and basketball as a sanctuary (14:07)
Playing against LeBron James and with Steph Curry (17:59)
Being addicted to success and finding joy on the court (21:24)
Kevin Durant’s work ethic (25:41)
Are the wins or losses more memorable? (28:30)
Being a student of the game (32:02)
Why Andre’s memoir is called The Sixth Man, and what changes in the playoffs (35:34)
His final season in the NBA, and being a part of the tech ecosystem (42:04)
The qualities of great players, and the most memorable game of his career (45:50)

Links:

Connect with Andre
- Twitter
- LinkedIn
- His podcast, Point Forward
Connect with Joubin
- Twitter
- LinkedIn
- Email: [email protected]
Learn more about Kleiner Perkins
This episode was edited by Eric Johnson from LightningPod.fm

#130 Former Vice President Al Gore: Relentless

20 mars 2023 | 61 min

#129 CRO Zapier, Giancarlo “GC” Lionetti: Recheck, Rebalance

13 mars 2023 | 72 min

Guest: Giancarlo “GC” Lionetti, CRO of Zapier

“I live in a constant state of paranoia,” says Zapier CRO Giancarlo “GC” Lionetti, “which I guess is healthy and unhealthy.” A lifelong hard worker who shows up early and stays late, GC could have kept his job at team collaboration company Atlassian, which he joined before the company even offered stock options to employees. But his hunger for new experiences — and desire to learn things about new disciplines, like sales — took him away to unexpected new roles at Dropbox, Confluent and now Zapier. “If you asked me in every single experience what my next experience was gonna be ... I wouldn’t have guessed the one that I ended up doing,” he says.

In this episode, GC and Joubin discuss in-person retreats, the problem with “hybrid” cultures, in-office perks, dyslexia and ChatGPT, Atlassian as a “mini-MBA,” re-directing energy to find happiness, self-service businesses, “fitting the mold,” the space for meetings, and dinner at home with the kids.

In this episode, we cover:

The Grit tip jar and being an “anti-remote” person at a fully remote company (00:47)
How GC compensates for not being able to walk & talk around the office (06:13)
The dying art of being early, and GC’s brand of hard work (09:03)
His father’s exhausting work life, and his first summer job (16:18)
Is GC a “pusher” or a “puller,” and some crucial advice from Atlassian CEO Scott Farquhar (21:15)
What he thought in the early days of Atlassian’s ride to the top (27:48)
What Zapier does and how it has helped GC and his wife as parents (31:29)
“It was hard to take advice, because nobody understood this world” (34:25)
Why did GC leave Atlassian for Dropbox? (38:04)
Passing on paranoia, and is balance required for happiness? (41:16)
Marketing vs. sales, and the danger of re-running the same playbook in different companies (48:46)
Fitting into a box, and learning from people with different backgrounds (56:28)
Why GC doesn’t like traveling very much, and the place of meetings in Zapier’s GTM organization (01:01:09)
Separating the “church and state” of work and personal life (01:07:38)

Links:

Connect with GC
- Twitter
- LinkedIn
Connect with Joubin
- Twitter
- LinkedIn
- Email: [email protected]
Learn more about Kleiner Perkins
This episode was edited by Eric Johnson from LightningPod.fm

#128 Former COO & Corporate Officer at Stripe, Claire Hughes Johnson: Scaling People

6 mars 2023 | 87 min

Guest: Claire Hughes Johnson, author of Scaling People and Corporate Officer at Stripe

Former Stripe COO Claire Hughes Johnson’s new book, Scaling People, is not your typical business book: Informed by her experience scaling one of the most valuable private companies in the world, it’s a tactical reference manual, “almost like a textbook,” aimed at helping managers wrestling with a variety of problems. And one of the big uniting themes is that, to solve anything, they’re going to have to look inwards. “Leadership does not start with the other people in the room,” she says. “It starts with you ... if you don’t know yourself, you are not gonna be very successful, because you have to understand your work style preferences, your habits, your blind spots.”

In this episode, Claire and Joubin discuss in-demand books, Google pre-IPO, headcount as a proxy for success, paranoid mentality, self-driving cars, honoring commitments, the illusion of time, customer insights, “act like a founder,” asking for feedback, prioritizing and saying no, “steady Eddies,” imposter syndrome, fruit on the counter, layering titles, and making time for family.

In this episode, we cover:

Who should read Claire’s new book, Scaling People, and how she expects them to read it (00:57)
The challenges of building Stripe in its early days: “It was just consumed by it” (04:51)
Why she left Google to become Stripe’s COO, and what she did for them as the business was starting to take off (12:34)
How Stripe hired the best people — including Claire — and how they could have done it even better (17:25)
Leadership starts with self-awareness (26:05)
Honest criticism that rocks your world, and taking feedback well (29:43)
The “unauthorized guide” to working with Claire (36:18)
Getting hired at Google by Sheryl Sandberg, and why Claire didn’t follow her to Facebook (40:26)
“Pushers and pullers,” a framework for working with top talent (46:43)
What entrepreneurs can learn from Condoleezza Rice about impact, passion, and ability (58:33)
Putting your (imperfect) expertise out into the world (01:02:03)
Implementing Stripe’s first performance feedback process, and why it still doesn’t “do” titles (01:07:06)
Having a life outside of work, and the “clarifying moment” of a surprise birthday party (01:15:26)

Links:

Buy Scaling People: Tactics for Management and Company Building
Connect with Claire
- Twitter
- LinkedIn
Connect with Joubin
- Twitter
- LinkedIn
- Email: [email protected]
Learn more about Kleiner Perkins
This episode was edited by Eric Johnson from LightningPod.fm

#127 CEO Intuit Mailchimp, Rania Succar: Consistent Inner Equilibrium

27 februari 2023 | 64 min

Guest: Rania Succar, CEO of Intuit Mailchimp

Ten years out of college, and with two advanced degrees under her belt, Rania Succar knew she wanted to be an operator. Taking a job at Google taught her a lot, but she chafed under the limitations imposed on her control and personal impact. At Intuit, she finally found what she had been searching for: “We really do have a structure that's set up to give you massive amounts of accountability and responsibility.” For seven years, Rania worked across the Quickbooks team before becoming the CEO of Mailchimp in August 2022. And along the way, she also discovered the “beauty” in jointly owning some functions with her teammates: “It can actually be brilliant.”

In this episode, Rania and Joubin discuss immigrant culture, boundless energy, the search for meaning, the illusion of control, getting back to equilibrium, registering your ambition, “Mailkimp,” prioritizing family, sleep experiments, passing the baton, finding problem-solvers, and meetings that give you energy.

In this episode, we cover:

The importance of family to Syrians, Persians, and immigrants (00:43)
Navigating two cultures at the dinner table, and Rania’s entrepreneurial father (04:48)
The arc of her career, and figuring out where she wanted to put her energy (08:59)
What motivates & energizes her, and what takes energy away (14:28)
The need to own things end to end, and the beauty of sharing the controls (18:32)
What Rania has learned over seven years at Intuit, and how she pushes to do more (24:32)
Mailchimp’s “genius” sponsorship of Serial, and preserving its scrappy culture (30:46)
How Rania allocates her time every week, and finding “30% more efficiency” (34:13)
Learning about the importance of sleep “the hard way” (38:45)
Getting through the early months of COVID and being authentic with her team (43:30)
Learning from leaders like Intuit’s Bill Campbell and Scott Cook, and defining the “next chapter of exceptional” (46:51)
How a visual impairment became a source of strength (52:54)
Setting priorities and being a prisoner of one’s calendar (57:16)

Links:

Connect with Rania
- Twitter
- LinkedIn
Connect with Joubin
- Twitter
- LinkedIn
- Email: [email protected]
Learn more about Kleiner Perkins
This episode was edited by Eric Johnson from LightningPod.fm

#126 CRO Gem, Lesley Young: Hard Yards

20 februari 2023 | 70 min

Guest: Lesley Young, CRO of Gem

Lesley Young’s favorite book is “The Obstacle Is The Way,” in which Ryan Holiday argues that the process of working hard to achieve something is more important than the achievement itself. When you find yourself in a position of leadership, the Gem CRO says, “you realize there’s a lot of wisdom that you’ve gained in those experiences that you’ve had.” One of her passions is helping other people develop in the careers, which includes convincing them that “that hard yards are going to be the ones that are gonna grow them the most.”

In this episode, Lesley and Joubin discuss speaking vs. observing, meeting your heroes, the Great Depression mindset, developing people, Workplace by Facebook, the power of discontent, choosing to show up, controlling the controllable, repeatable success, being “open for business,” getting fired up, remote work, “only the paranoid survive,” and hard feedback.

In this episode, we cover:

Prepping for public presentations (00:59)
Meeting Salesforce CEO Marc Benioff and working with Snowflake CRO Chris Degnan (04:44)
Fear of everything evaporating, and becoming resourceful (09:28)
The “purpose statement” Lesley wrote for her career, and why she loves to learn (14:16)
Choosing to not be *the* leader all the time, and taking a risk on Facebook (20:35)
Her relationship with her parents and being motivated by unfinished work (25:45)
Ryan Holiday’s “The Obstacle Is The Way” and the journey to the achievement (29:32)
How to work with founders such as Box CEO Aaron Levie (35:58)
Former Segment CEO Peter Reinhardt and asking the right question (41:03)
Why Lesley joined Gem on the eve of a hiring downturn: The long-term play (47:26)
Why Gem CEO Steve Bartel is an “amazing recruiter,” and the return of in-person collaboration (52:14)
The toughest feedback Lesley has ever gotten about herself (59:42)
Why delivering tough feedback is harder than receiving it (01:03:49)

Links:

Connect with Lesley
- LinkedIn
Connect with Joubin
- Twitter
- LinkedIn
- Email: [email protected]
Learn more about Kleiner Perkins
This episode was edited by Eric Johnson from LightningPod.fm

#125 CRO Starburst, Javier Molina: Reading Cues

13 februari 2023 | 71 min

Guest: Javier Molina, CRO of Starburst

Starburst CRO Javier Molina’s peers, former colleagues, and even his wife often tell him the same thing: He’s difficult to read. That doesn’t mean he’s not listening, though. In fact, he’s focusing on many different things such as speech patterns, the words being used, and the priority of those words while simultaneously keeping a pulse on social cues as well. This uncontrolled habit he describes as both a superpower and his achilles heel. “It allows me to interview really well and assess talent,” says Javier, who describes himself as a social introvert. “It allows me to read situations … understand room dynamics… It helps me understand my customers [but] I think a lot of people like extroverts because of how they’re so expressive and flashy ... and that’s not me.”

In this episode, Javier and Joubin discuss Austin culture, making eye contact, social introverts, living in the future, self-awareness, betting on yourself, workhorse culture, reverse job interviews, short-term wins, in-car WiFi, great partners, and world-class interviewing.

In this episode, we cover:

San Francisco vs. Austin and the flood of techies moving to Texas (01:08)
The “movie that you can’t turn off” and assessing people quickly (05:49)
Patience, focus, and being present (14:10)
“What is a common misconception of you?” (19:53)
Self-awareness as a proxy for potential, and feeling different from the crowd (25:04)
Buying houses, and betting on yourself (32:00)
Being hired as an executive, and the culture of teams at bootstrapped companies (39:00)
What Starburst does and turning the tables on CEO Justin Borgman (45:44)
Being intentional, celebrating wins, and “enjoying the climb” (50:31)
Getting away from work, and the strength of entrepreneurs’ relationships (57:22)
The little things in interviews, and why “a problem well stated is half solved” (01:02:50)
How to screen for grit (01:07:41)

Links:

Connect with Javier
- Twitter
- LinkedIn
Connect with Joubin
- Twitter
- LinkedIn
- Email: [email protected]
Learn more about Kleiner Perkins
This episode was edited by Eric Johnson from LightningPod.fm

#124 Founding CRO at Procore, Dennis Lyandres: Defining "Winning"

6 februari 2023 | 81 min

All of Dennis Lyandres’ mentors — and even his parents — thought he was making a mistake when he joined Procore in 2014. At the time, he was working at the “it” company in Silicon Valley, Cloudera, and the startup was more than 10 years old without any major wins under its belt. But he knew someone “was gonna build a massive company” in construction software, and he found out that Procore’s team was uniquely obsessive about making its customers successful: “It felt like a culture that wouldn’t lose,” he says.

In this episode, Dennis and Joubin discuss the power of food, being a “prep maniac,” finding satisfaction, the potential for greatness, the tickle of urgency, imposter syndrome, construction software, magical CEOs, internal pep talks, learning from failure, the wisdom of others, strong relationships, the Procore IPO, and life partners.

In this episode, we cover:

The Procore campus and employee experience (01:03)
How Dennis prepped for this podcast and lifelong learning (05:00)
“Have I plateaued? Is this it?” (11:31)
Channeling energy into your work, and knowing what you can change (17:42)
Dennis’ parents and how he thought about work for most of his career (22:30)
His first jobs and why he left Cloudera for Procore (27:11)
The first “oh shit” moment and the 10-year success story (34:25)
The winning culture and what Dennis would do with a second chance (39:47)
Scaling to nine-figure revenue and personal growth through failure (43:20)
Great vs. terrible leadership and finding the right mentors (48:21)
Procore CEO Tooey Courtemanche and relationships built on trust (55:08)
Fixing the technology in construction (58:19)
Powerful advice about ethics and interpersonal relationships (01:02:49)
Thoughtful gifts and making space for another person in your life (01:08:58)

Links:

Connect with Dennis
- Twitter
- LinkedIn
Connect with Joubin
- Twitter
- LinkedIn
- Email: [email protected]
Learn more about Kleiner Perkins
This episode was edited by Eric Johnson from LightningPod.fm

#123 CEO GitHub, Thomas Dohmke: Open-Source Values

30 januari 2023 | 71 min

In the middle of the Great Recession, Thomas Dohmke quit a stable job at a good company because “I wanted to build stuff again.” Specifically, he was inspired by the release of the first software development kit for iOS, and wanted to be part of the mobile revolution. Two companies later and halfway around the world, he is the CEO of software development powerhouse Github and on the precipice of another revolution — that of AI tools such as Github Copilot. Up to 40 percent of Copilot users’ code is already being autocompleted by AI, and Thomas predicts that number could get to 80 percent in the next five years. “We are heading into a world where developers are much more architecture and system designers,” he says.

In this episode, Thomas and Joubin discuss staying excited, A/B tests for life, triggering emails, “the toys you can’t have,” self-driving car sensors, the first iPhone SDK, app testing, US work visas, life-changing money, Xamarin, is Github a social network?, being ultra-transparent, ghost text, ChatGPT and Midjourney, generating passion, rehearsing forever, Mittelstand companies, and the zen of LEGO.

In this episode, we cover:

Titles at Microsoft and working with CEO Satya Nadella (00:58)
Being “85% happy” and the temptation to leave big companies for a startup (05:33)
How Thomas went from early user to CEO of GitHub (09:22)
Growing up in East Germany and the fall of the Berlin Wall (13:19)
Why Thomas quit his job at the height of the financial crisis: “I wanna build stuff again” (22:28)
Being acquired by Microsoft and coming to America (27:26)
The startup mindset and “open-source” values (34:09)
How Github’s “AI programmer,” Copilot, will change everything for developers (40:32)
When will generative AI have its “iPhone moment?” (45:44)
Exponential change and preparing your kids for the unknown future (50:57)
Communicating in English, and whether Thomas’ family would ever go back to Germany (57:21)
Tech culture in Europe vs. Silicon Valley and the pressure of “more” (01:01:19)
The “LEGO room” in Thomas’ house (01:07:18)

Links:

Connect with Thomas
- Twitter
- LinkedIn
Connect with Joubin
- Twitter
- LinkedIn
- Email: [email protected]
Learn more about Kleiner Perkins
This episode was edited by Eric Johnson from LightningPod.fm

#122 President & Board Member at Freshworks, Dennis Woodside: What If This Goes Really Well?

23 januari 2023 | 65 min

Freshworks president Dennis Woodside copes with stress by running as often as he can, a habit that began when he was CEO of Motorola Mobility. So far, he has run “16 to 17” Ironman triathlons. He’s also continually challenging himself in his professional life, leaving Motorola in 2014 to advise the founder-CEOs: Dropbox’s Drew Houston, Impossible Foods’ Pat Brown, and now Freshworks’ Girish Mathrubootham. Dennis’ advice for anyone working with founders is to “have empathy” for what they’re going through, and to understand what motivates them. Without that understanding, he says, you won’t be able to arrive at a shared vision for the company.

In this episode, Dennis and Joubin discuss mega-acquisitions, the smartphone paradigm shift, triathlons and competitiveness, winning every category, “softening up,” global cities, Google interview questions, spreading Silicon Valley culture, the “chrome panda moment,” hiring the right people, “Where do you want to be in five years?”, evaluating new opportunities, and building trust with founders.

In this episode, we cover:

Google’s acquisition of Motorola and how Dennis went from ad exec to first-time CEO (02:00)
Did Dennis like being the CEO of Motorola? (08:04)
The stress of the new job and dealing with it through exercise (13:02)
Dennis’ impressive résumé and what dinner conversation was like growing up (18:37)
Going to Korea and choosing the harder path (23:00)
Joining Google in 2003 as a general problem-solver (26:23)
Hiring “scouts” all around the world to better understand the internet (30:41)
Leaving Motorola to mentor Dropbox CEO Drew Houston (39:12)
Checking your ego and the listening tour that wasn’t (42:20)
Dropbox’s IPO and why the stock has been relatively flat (48:38)
Changing jobs without breaks, and spotting new opportunities like Freshworks (52:19)
Tips for working with founders and interrogating the status quo (58:02)
Dennis’ most unique OKR at Dropbox (01:02:39)

Links:

Connect with Dennis
- LinkedIn
Connect with Joubin
- Twitter
- LinkedIn
- Email: [email protected]
Learn more about Kleiner Perkins
This episode was edited by Eric Johnson from LightningPod.fm

#121 Founder & Co-CEO Brex, Henrique Dubugras: Pivot or Else

16 januari 2023 | 55 min

#120 Chairman & CEO ServiceNow, Bill McDermott: Full Speed Ahead

9 januari 2023 | 64 min

#119 Co-founder & CEO Gong, Amit Bendov: No Royalty

2 januari 2023 | 62 min

#118 Dean of Stanford GSB, Jonathan Levin: Innovation Engines

26 december 2022 | 54 min

Jon Levin has been teaching at Stanford for more than 20 years, and has been the dean of the famous Graduate School of Business since 2016. Although teaching at Stanford puts him in contact with some of the most promising future entrepreneurs in tech, he says he hasn’t yet been tempted to leave academia for a startup because “I actually love being part of an institution that’s gonna be around for hundreds of years.” As public trust in institutions has eroded in recent years, Jon and his colleagues have had to make changes. For example: Proactively challenging GSB students to think about “What does it mean to be a leader of an organization in today’s world?”

In this episode, Jon and Joubin discuss honorific names, applying research in the real world, matching med school students, the “endless frontier,” the globalization of innovation, the entrepreneurial “itch,” the erosion of trust in institutions, US-China relations, students from Ukraine and Russia, what the GSB admissions staff looks for, self-awareness, the “Touchy Feely” class, and the serendipity of in-person classes.

In this episode, we cover:

The John Bates Clark Medal, and researching economic topics like auction design (01:56)
Nobel Prize winners at the Stanford GSB and the uniqueness of the US university system (10:15)
Teaching entrepreneurial students and the value of institutions (16:30)
Being affirmative vs. reactive and how Jon measures success (23:07)
International MBA students and the importance of geographic diversity (27:27)
Growing up in an academic family and how Jon’s theory of teaching (34:47)
The qualities that “great” GSB alumni have in common, and the gradual changes to business school cohorts (39:12)
The qualities of “great” faculty and what was lost when classes moved to Zoom during COVID (47:06)

Links:

Connect with Jon
- LinkedIn
Connect with Joubin
- Twitter
- LinkedIn
- Email: [email protected]
Learn more about Kleiner Perkins
This episode was edited by Eric Johnson from LightningPod.fm

#117 Co-founder & COO Cloudflare, Michelle Zatlyn: A Better Internet

19 december 2022 | 77 min

“Think about the pandemic without the internet,” says Cloudflare co-founder and COO Michelle Zatlyn. The world’s sudden shift to doing almost everything online only worked because network engineers, IT administrators, and internet infrastructure companies like Cloudflare had done the work. Michelle says that, both personally and professionally, she’s fine being under the radar because she doesn’t need to be publicly reminded of the importance of her job: “It's like all the roads, the tunnels, the bridges ... when it works, it's magic. Really, you don't even know we exist.”

In this episode, Michelle and Joubin discuss the pressure of success, advice for founders, low-drama startups, the power of the Cloudflare blog, internet security, the cross-country U-Haul trip, sweating the details, San Francisco as a “power center,” helping the next generation of founders, “the airplane effect,” injecting tension, why learning is a superpower, and choosing to feel the bumps in the road.

In this episode, we cover:

Carrying the torch for women in infrastructure and “just getting started” (01:15)
Being under the radar and the over-glamorization of founders (07:19)
Why it’s so hard to hire & empower a great team (15:35)
How Cloudflare is building a better internet (22:08)
How Michelle, Matthew Prince, and Lee Holloway met and why they started Cloudflare (28:23)
“Losing” at TechCrunch Disrupt’s Startup Battlefield — and turning it into a win (34:10)
Building remote vs. choosing to be in the SF Bay Area (40:54)
“I don’t understand why anyone starts companies” (46:28)
How to run the best board meeting ever (55:31)
Why Michelle brought her kids to the New York Stock Exchange for “Mom’s Special Day” (01:00:51)
The skill that sets good founders apart from great ones (01:02:34)
How a back injury took away a year of Michelle’s life (01:10:16)

Links:

Connect with Michelle
- Twitter
- LinkedIn
Connect with Joubin
- Twitter
- LinkedIn
- Email: [email protected]
Learn more about Kleiner Perkins
This episode was edited by Eric Johnson from LightningPod.fm

#116 Grit Recap: 9 Intersections of Personal and Professional

12 december 2022 | 65 min

#115 Executive Board Member at SAP, Scott Russell: Chief Optimist Officer

5 december 2022 | 62 min

SAP Executive Board Member Scott Russell used to avoid talking about his personal life with coworkers. But “we want to understand and relate to each other,” he says, and being more open has made people more willing to trust and follow him. “Authenticity, you cannot manufacture that,” Scott says. “When you’re only showing a part of who you are to your team, you’re not showing your true, authentic self.”

In this episode, Scott and Joubin discuss European business structures, three-year contracts, creating a positive impact, informed feedback loops, maintaining a good emotional quotient, too much optimism, tough phone calls, playing the movie forward, helping your community, life balance, implicit trust and authenticity, finding new opportunities, considering other points of view, and speedboats vs. load-bearers.

In this episode, we cover:

Living around the world and away from HQ (01:05)
Signing a three-year contract with yourself (08:09)
The responsibility of delivering $1 billion in revenue every week (11:55)
Getting to the truth when you’re near the top of a huge organization (14:07)
The unintended consequences of optimism (17:11)
Missing earnings and “what’s the worst thing that could happen?” (20:11)
Scott’s childhood in Australia and his lifelong passion for basketball (26:21)
Why the “work version” of Scott isn’t the best version (30:15)
Being authentic with coworkers and how to drive outcomes in your personal life (33:53)
The one place Scott’s family hasn’t been able to relocate happily (38:47)
Loyalty to your work and your family (42:42)
How competition drives better performance and keeps you honest (47:45)
Finding discipline in your schedule and forcing yourself to relax (54:46)
Where SAP is hiring, and Scott’s view of potential M&A or strategic partnerships (57:08)

Links:

Connect with Scott
- Twitter
- LinkedIn
Connect with Joubin
- Twitter
- LinkedIn
- Email: [email protected]
Learn more about Kleiner Perkins
This episode was edited by Eric Johnson from LightningPod.fm

#114 CMO GE, Linda Boff: Play ‘Til the Whistle

28 november 2022 | 47 min

#113 CEO PagerDuty, Jennifer Tejada: The Re-Finder

21 november 2022 | 72 min

PagerDuty CEO Jennifer Tejada has mixed feelings about how she is often portrayed in the press, as a “badass woman CEO.” The scarcity of female executives in enterprise means that it’s often the first thing anyone wants to talk about — not her performance leading a $2 billion company, or her team. She has specifically designed that team to include more under-represented people like her, so that she is not “the only one in the room” — but one executive team isn’t enough. “In my peer group, there’s still not enough Hayden Browns, there’s not enough Yamini Rangans, there’s not enough Safra Katzes,” Jennifer says. “And that is a failing of the industry.”

In this episode, Jennifer and Joubin discuss IPO chasers, the P&G Mafia, reward-centered leadership, participation trophies, serving others in a crisis, working women, plate spinning, perfect girl syndrome, unconscious bias, competitive offshore yacht racing, disconnecting from work, “re-finders,” interrupt work, consistent high standards, beginner’s mind, talent identification, weird but beloved brand names, and dealing with grief.

In this episode, we cover:

The good side of market corrections, and investing in people (00:58)
Learning how to fail and where Jennifer’s work ethic came from (05:28)
Her father’s death and how she adjusts “when shit hits the fan” (13:03)
Recognizing your own limits and working for your family (17:43)
The double-edged sword of being a visible female CEO (23:13)
Taking a break from your career to work on yourself (28:42)
Identity in Silicon Valley and getting put in a box (35:09)
How Jennifer got to PagerDuty and delivering value to customers (40:17)
PagerDuty’s IPO in the middle of a major pivot (45:23)
Responsibility overload and self-criticism (49:36)
Founder-led companies and the advantages of being a “re-finder” (52:55)
PagerDuty’s transition from one product to many (57:56)
The “unfathomable loss” of Phylicia “PJ” Jones and being vulnerable with coworkers (1:00:36)
Why grit is a requirement for success (01:06:52)

Links:

Connect with Jennifer
- Twitter
- LinkedIn
- Email: [email protected]
Connect with Joubin
- Twitter
- LinkedIn
- Email: [email protected]
Learn more about Kleiner Perkins
This episode was edited by Eric Johnson from LightningPod.fm

#112 Former President at Tesla / CEO of DVx Ventures, Jon McNeill: First-Principles

14 november 2022 | 75 min

When DVx Ventures co-founder Jon McNeill joined Tesla in 2015, he told his new boss Elon Musk: “You won’t see me at least a day a week.” That’s because Jon believes the job of any leader is to make time to talk to front-line workers who know things executives don’t. While he was at Tesla he spent 20% of his time in service centers, support centers, or in retail stores, asking the people who worked there the same question: “If you had had my job for a day, what are the two things you would do to make this place better?”

In this episode, Jon and Joubin discuss serial entrepreneurship, growing up without money, road trips, horizontal and vertical mentors, “our generation’s Da Vinci,” first-principles thinking, sleeping in the factory, solving problems together, accelerometers, sharing bad news, the similarities between Lululemon and Tesla, “perfect product,” cash-incinerating businesses, transitioning legacy companies, and the Sutter Hill method.

In this episode, we cover:

Why Elon Musk bought Twitter and how he’s running it, two weeks in (03:46)
How Jon’s father nudged him into an entrepreneurial mindset (06:12)
Building an intentional, present relationship with your family (10:15)
What Jon learned from Intuit co-founder Scott Cook (15:55)
How he got to Tesla, and learned how to work with Elon (18:55)
The east Asia trip that birthed Neuralink and The Boring Company (24:56)
Ramping up demand for the Tesla Model S and the “manufacturing hell” of the Model X (29:54)
Solving problems under pressure and Jon’s hack for staying sane (35:57)
Recruiting world-class talent (41:05)
What Jon asked Elon before joining Tesla (45:37)
“Make them talk about you at dinner” (50:47)
Simplifying things is an unfair advantage (54:27)
What frontline workers know, and Jon’s 20% rule (57:08)
Lyft’s “arms race” with Uber and what DVx’s companies do differently (1:00:36)
How Jon got to be on the board of GM (1:08:00)

Links:

Connect with Jon
- Twitter
- LinkedIn
Connect with Joubin
- Twitter
- LinkedIn
- Email: [email protected]
Learn more about Kleiner Perkins
This episode was edited by Eric Johnson from LightningPod.fm

#111 Founder and CEO Whoop, Will Ahmed: Unlocking Optimal Human Performance

7 november 2022 | 69 min

Health monitoring company Whoop, founded and led by CEO Will Ahmed, hid a secret message on the circuitboard of its latest wearable device. “It says, ‘Don’t bother copying us, we will win,’” Will says. “And it also has every engineer who worked on Whoop 4.0’s initials.” For more than 10 years, Whoop has attracted fans from world-famous athletes to everyday consumers, and its deep-pocketed rivals have noticed. After financing talks with Amazon fell apart, “they just directly ripped us off” and made a copycat product called the Amazon Halo. “We were energized by it and we were kinda like, ‘OK, bring it on,’” Will says.

In this episode, Will and Joubin discuss sounding relatable, only children, Persian taarof, Michael Jordan’s birthday party, why measuring sleep is more important than measuring steps, overcoming doubt, understanding sleep, 24/7 wearables, the sleep leaderboard, LeBron James, Will’s wearable “hit list,” getting ripped off by Amazon, detecting COVID-19, cold showers, disassociating yourself from your business, and the misguided “Zoom craze."

In this episode, we cover:

Simple, clear communication (04:31)
What Will has learned from his unique parents, and his Persian wife (08:35)
Checking people’s wrists and why Joubin doesn’t have a Whoop yet (15:28)
Hanging out with sports idols (20:08)
How Whoop got started (23:07)
Staying confident in the face of doubters (27:59)
How Whoop decided what to measure, and why it’s not a smartwatch (31:44)
The $100 sleep bonus and “red recoveries" (38:07)
Competing against Nike, Under Armour, Apple, and more (42:21)
Pivoting to a subscription model and the impact of COVID (45:04)
Getting ripped off by Amazon (49:11)
How Whoop got started on COVID research early (51:29)
Will’s everyday habits, including cold showers and meditation (57:21)
What Whoop is hiring for, and why they are largely in-office (01:01:16)

Links:

Connect with Will
- Twitter
- LinkedIn
Connect with Joubin
- Twitter
- LinkedIn
- Email: [email protected]
Learn more about Kleiner Perkins
This episode was edited by Eric Johnson from LightningPod.fm

#110 Former CRO / Advisor at Notion, Olivia Nottebohm: Grow Fast or Die Slow

31 oktober 2022 | 67 min

As a veteran of several high-powered organizations — including McKinsey, Google, Dropbox — Notion advisor Olivia Nottebohm has learned the importance of respecting her teams’ personal journeys. She believes none of the 10 most important milestones in any person’s life will be career-related, and it’s important for leaders like her to strike a balance between accountability and empathy. “Before I need to have a tough conversation,” she says, “I try to put myself in their situation and think, ‘OK, how would I best receive something? ... [And] how is this person different from me?’”

In this episode, Olivia and Joubin discuss immigrant assimilation, the joy of learning, college vs. startups, stepping away from work, growth vs. profits vs. product, steep learning curves, working through a restructuring, collaborative creativity, what CEOs care about, community-led growth, screening for Grit, finding focus, and the only things people will remember about us when we’re gone.

In this episode, we cover:

Olivia’s parents and how she became a grammar stickler (01:00)
Small-town ice hockey and playing with the boys (03:54)
Why her parents didn’t want Olivia to go to Harvard, and what she wants for her own kids (08:49)
Choosing to go into business instead of science (15:32)
What changed for Olivia when her brother passed away unexpectedly (18:42)
“Grow Fast or Die Slow” (24:29)
Who doesn’t believe in growth in 2022? (31:37)
Leaving McKinsey after making partner (35:32)
Six years at Google and one year at Dropbox — starting right before COVID (39:34)
How Olivia got to Notion, the crowded “all-in-one” space, and its enormous addressable market (42:36)
The evolution of go-to-market strategies (49:43)
Accountability, empathy, and the biggest milestones in everyone’s life (58:36)

Links:

Connect with Olivia
- Twitter
- LinkedIn
Connect with Joubin
- Twitter
- LinkedIn
- Email: [email protected]
Learn more about Kleiner Perkins
This episode was edited by Eric Johnson from LightningPod.fm

#109 Co-founder & CEO, Databricks Ali Ghodsi: The Difference Between Truth and Data

24 oktober 2022 | 64 min

“I literally thought to myself, I probably made the biggest mistake of my life taking this job.” That’s what Ali Ghodsi recalls about his decision step up the CEO role at Databricks, which would mean leaving a desirable post at UC Berkeley. He wasn’t sure if the company would make it, and some of Databricks’ board agreed that as an academic, he wasn’t right for the job. But they all wound up being wrong: Ali has led the company from $3 million ARR to $800 million, and the data-analytics company was valued at $38 billion after raising $2.5 billion last year.

In this episode, Ali and Joubin discuss fleeing Iran in the 1980s, immigrating to Sweden, coding as an escape, order out of chaos, learning how to value work, right place right time, Ben Horowitz, whole genome sequencing, Turing Tests, academics as CEOs, leveling up executives, what great leaders look like, the communication needed to raise, and the problem with “data-driven” cultures.

In this episode, we cover:

What Ali remembers from before his family left Iran (01:00)
Moving to Sweden and Ali’s first jobs (04:00)
What if your wealth and privilege suddenly disappeared? (10:01)
Finding time for family and oneself while working insane hours (14:04)
Over-working, panic attacks, and PTSD (18:08)
Researching cloud computing at UC Berkeley, and the start of Databricks (26:06)
What Databricks does for companies with lots of data (31:22)
The anxiety of competing against an incumbent as a 10-person team (36:03)
The concerns of the Databricks board — and Ali himself — about him becoming the CEO (42:42)
Learning from more experienced CEOs and other executives (48:27)
Approving new hires and what Ali looks for when grilling job candidates (52:02)
Deposits, withdrawals and how much time he spends on hiring (56:08)
What it means to have a culture of “truth-seeking” (01:00:03)

Links:

Connect with Ali
- Twitter
- LinkedIn
Connect with Joubin
- Twitter
- LinkedIn
- Email: [email protected]
Learn more about Kleiner Perkins
This episode was edited by Eric Johnson from LightningPod.fm

#108 COO Zscaler, Dali Rajic: If You’re Not Always Learning, You’ll Get Wiped Out

17 oktober 2022 | 77 min

Before Zscaler’s Dali Rajic arrived at his current company, he helped grow AppDynamics from $7 million in annual recurring revenue to nearly $1 billion — and for his next move, he knew he had to do something even bigger. That’s why he was excited to transition to Zscaler’s COO in February after more than two years as its CRO: “It was a job worth taking because it stretched me and it made me uncomfortable.”

In this episode, Dali and Joubin discuss the state of tech M&A, the meaning of wealth and comfort, the value of hard work, being perceived as intense, going into business instead of science, inspiring your kids, bucketing how your spend your time, integrity and self-awareness, how to recognize your teammates’ contributions, injecting tension, cutting through the noise, demanding excellence of yourself, celebrating the moment, and allowing yourself to unwind.

In this episode, we cover:

Adobe’s $20 billion acquisition of Figma, compared to Cisco’s 2017 acquisition of AppDynamics (01:18)
What AppDynamics could have become if it hadn’t sold (08:17)
Remembering your roots when you get a life-changing amount of money (12:26)
Growing up in Germany, and why Dali came to the US when he was 16 (18:56)
Living to work and finding fulfillment (23:16)
The old-school sales style vs. the new generation’s (26:10)
The unusual way Dali got hired at AppDynamics, and how he thinks about the arc of his career (30:15)
Asking for the things you want and prioritizing your responsibilities (35:59)
Hiring mistakes and what traits Dali looks for in candidates (45:36)
How to turn big wins into learning moments (50:28)
The benefits of making people “uncomfortable” in their jobs (55:23)
Maximizing yield for individuals vs. organizations (01:01:39)
Why Dali schedules his time off as strictly as his time on (01:08:35)

Links:

Connect with Dali
- LinkedIn
Connect with Joubin
- Twitter
- LinkedIn
- Email: [email protected]
Learn more about Kleiner Perkins
This episode was edited by Eric Johnson from LightningPod.fm

#107 Founding CRO at Flexport, Ben Braverman: The Power of Genuine Curiosity

10 oktober 2022 | 79 min

“Everyone excellent at their craft starts from a place of deep insecurity,” says Flexport’s founding CRO Ben Braverman. People are “slow-burning fireworks,” he explains, and we need time to learn how to do anything well. If you lie to yourself, you won’t ever improve; but if you admit the truth and approach people who know more with genuine curiosity and enthusiasm, Ben says, you’ll be able to level up faster and do things you never could before.

In this episode, Ben and Joubin discuss giving speeches without prep, soliciting negative feedback, genuine curiosity, dropping out of college, valuing your experience, embracing Buddhism, outside dogs vs. inside dogs, hiring with enthusiasm, “Goldilocks companies,” the secondary sales paradox, the value of exercise, building an outbound sales machine, “natural” sellers vs. fast learners, and the warning signs that 2021 venture funding was “off.”

In this episode, we cover:

Being yourself and the pressure to be someone else in business (08:23)
What Flexport does and how it cracked a low-tech industry (15:36)
The advice Ben would give to his younger self: Enjoy the ride (21:09)
How he became the founding CRO of Flexport (26:43)
Turning on sales and hiring Justin Schafer (31:25)
Growing from thousands in revenue to $3.3 billion (36:59)
The trade-offs of always being on the road (40:41)
Personal growth in the face of exponential product growth (45:30)
Product-led growth and the magic of list construction (50:36)
The unique way Flexport sales managers earn equity (53:29)
How to spot the next Ben Braverman (57:26)
The connection between excellence and insecurity (01:03:00)
Going from operating to investing and the long window of venture (01:05:43)
How and why both Ben and Flexport’s founding CEO Ryan Petersen stepped aside and passed the baton (01:12:08)

Links:

Connect with Ben
- Twitter
- LinkedIn
Connect with Joubin
- Twitter
- LinkedIn
- Email: [email protected]
Learn more about Kleiner Perkins
This episode was edited by Eric Johnson from LightningPod.fm

#106 Co-founder & CEO Sweetgreen, Jonathan Neman: The Restaurant Company of the Future

3 oktober 2022 | 67 min

When Sweetgreen CEO Jonathan Neman and his co-founders opened their second-ever store, it was a “complete mess.” Located in Washington D.C.’s Dupont Circle and opening in the middle of the Great Recession, it was clearing less than $1000 per day at first. But Neman & co turned that crisis into opportunity the only way three 23-year-olds knew how: They bought a big speaker, started blasting music in the park, and turned their sleepy storefront into a party. That desperate play underscored one of Sweetgreen’s core values that they still work towards today: Healthy living can be fun.

In this episode, Jonathan and Joubin discuss Sweetgreen’s new office, its new tofu, avocado volatility, frozen yogurt, Persian families, the power of capitalism, the “House of Equilibrium,” the problem with franchising, healthy music festivals, scalable brands, people-driven companies, giving workers equity, “Behind the Greens,” overachievers, building a better McDonalds, and “conscious achievers.”

In this episode, we cover:

Where the name Sweetgreen came from (05:42)
Online ordering and the “second line” (08:34)
Jonathan’s family and post-COVID attitudes about work (11:30)
Returning to the office (17:20)
Jonathan’s brief detour to Bain & Company, and the difference between entrepreneurs and consultants (20:58)
The unusual way Sweetgreen raised its first several rounds, and scaling sustainably (27:00)
Turning crisis into opportunity, and the Sweetlife Festival (33:10)
Winning your category vs. becoming a lifestyle brand (37:40)
Why Sweetgreen calls the general managers of its stores “head coaches,” and gives them equity (44:20)
The health journeys of Sweetgreen’s staff, and the importance of the fundamentals (47:24)
Shifting Sweetgreen’s strategic focus to build the restaurant company of the future (53:09)
COVID-19 and “getting your ass kicked” (55:05)
Letting go as a founder (59:51)

Links:

Connect with Jonathan
- LinkedIn
Connect with Joubin
- Twitter
- LinkedIn
- Email: [email protected]
Learn more about Kleiner Perkins
This episode was edited by Eric Johnson from LightningPod.fm

#105 AOL Founder & CEO Revolution, Steve Case: The Rise of the Rest

26 september 2022 | 73 min

For more than 10 years, AOL co-founder and Revolution Chairman Steve Case has been investing in startups in all corners of the US — and urging others to do the same. His new book about this movement, The Rise of the Rest, explains why: The next wave of the tech industry, he argues, is not going to be anchored to physical offices in Silicon Valley alone. “The pandemic has created more attention on that,” he says. “That dispersion that started a decade ago accelerated over the last couple years ... people will be intrigued by the level of innovation happening in these cities.”

In this episode, Steve and Joubin discuss changing attitudes toward young CEOs, the future of entrepreneurship across the US, the benefits of not being headquartered in Silicon Valley, investing in startups around the world, integrating technology into other systems, revolutions as evolutions, delegating paranoia, shifting one’s mindset as CEO, the missing killer app for blockchain, the commercialization of the internet, the 50th anniversary of communism in China, “the worst merger of all time,” and how AOL almost bought eBay.

In this episode, we cover:

Why Steve got demoted as CEO of AOL before it went public (04:55)
His new book, The Rise of the Rest, and his previous book, The Third Wave (11:08)
Democratizing capital for startups across America — and flying on Air Force One (18:43)
America’s entrepreneurial success “didn’t happen by accident” (22:36)
AOL’s early market motions and the resurgence of the “business person” in tech (25:16)
The earliest days of online computer services pre-AOL (29:13)
Steve’s entrepreneurial origins and believing in the potential of the internet (35:20)
A short-lived Apple partnership in the 1980s, and the invention of “America Online” (39:49)
Being a shock absorber for the rest of the company (44:28)
The difficulty of scaling AOL and betting big on community over content (48:54)
AOL and Time Warner’s notorious merger, and Steve’s tactical decision to step down as CEO (56:08)
The aftermath of his resignation: “It was frustrating to go from leading to watching” (01:03:25)
Managing a family in tandem with a fast-scaling startup (01:07:54)

Links:

Connect with Steve
Connect with Joubin
- Twitter
- LinkedIn
- Email: [email protected]
Learn more about Kleiner Perkins
This episode was edited by Eric Johnson from LightningPod.fm

#104 Co-founder of Intuit, Scott Cook: The Power of Paradigms

19 september 2022 | 79 min

Intuit co-founder Scott Cook still remembers the first line of an email he received in 1994 from [email protected]: “This really is Bill Gates.” Intuit’s personal finance product Quicken had survived being crushed by Microsoft Money, and its new accounting software Quickbooks was thriving as well; instead of competing, Gates wanted to buy Intuit for $1.5 billion and take it worldwide. A deal was struck, hands were shook, but there was just one problem: The U.S. Department of Justice.

In this episode, Scott and Joubin discuss finding happiness in your career, who Scott aspired to emulate when he was a young CEO, recruiting for excellence, the radical decision to make Quicken easy to use, the power of paradigms, pulling out of the death spiral, the “oncoming train” of Microsoft, United States v. Microsoft Corp., stepping back from a leadership role, what Scott learned from his successor Bill Campbell, and investing in Snapchat.

In this episode, we cover:

Allocating your time for both family and work (07:05)
Working with Meg Whitman, Steve Ballmer, and other future stars (11:11)
How Scott recruited his co-founder Tom Proulx, and other key figures at Intuit (15:32)
Why more than two dozen venture capital firms refused to invest in Intuit (24:03)
How Wells Fargo kept Intuit alive at its most desperate hour (33:00)
The impact of Intuit’s struggle on Scott’s personal life, and going direct to consumers (37:45)
Scott’s history with Kleiner Perkins chairman John Doerr (42:34)
Quicken vs. Microsoft Money in an era when Microsoft crushed every competitor (45:31)
Microsoft’s attempt to buy Intuit, and the antitrust lawsuit that sunk it all (54:32)
Stepping down as CEO of Intuit and recruiting the “trillion-dollar coach,” Bill Campbell (01:02:00)
How Scott met Snapchat founder Evan Spiegel and became one of his first investors (01:12:30)

Links:

Connect with Joubin
- Twitter
- LinkedIn
- Email: [email protected]
Learn more about Kleiner Perkins
This episode was edited by Eric Johnson from LightningPod.fm

#103 Founder & CEO Productboard, Hubert Palan w/ Ilya Fushman: Chasing Perfection

12 september 2022 | 66 min

#102 CEO Qualcomm, Cristiano Amon: We’re In a Hurry to Get to the Future

5 september 2022 | 47 min

#101 CEO Google Cloud, Thomas Kurian: Competitor-Aware and Customer-Obsessed

29 augusti 2022 | 52 min

#100 Chairman of Kleiner Perkins, John Doerr: Getting Into Trouble with Disruptors

22 augusti 2022 | 66 min

After Kleiner Perkins chairman John Doerr first invested in Google — $12.8 million for 13 percent of the company — he told co-founders Larry Page and Sergey Brin that they needed to hire a CEO to help them build the business. After they took meetings with a variety of successful tech execs, they came back to Doerr and told him “We’ve got some good news and some bad news.” The good news was that they agreed on the need for a CEO; the bad news, Doerr recalls, is that they believed there was only one person qualified for the role: The then-CEO of Pixar and interim CEO of Apple, Steve Jobs.

In the 100th episode of Grit, John and Joubin discuss the urgent need to act on the climate crisis, getting turned down by Kleiner Perkins, CEOs as sales leaders, the microprocessor revolution, balancing between work and family, the opportunity of AI and sustainability, what makes Jeff Bezos special, Bing Gordon and the invention of Amazon Prime, the Google CEO search, how the iPhone nearly killed Apple, Steve Jobs’ greatest gift, Bill Gates’ philanthropy, and how Doerr divides his time.

In this episode, we cover:

John’s two books — Measure What Matters and Speed & Scale — and applying OKRs to the climate crisis (02:45)
How John got to Silicon Valley and what he learned from his entrepreneurial father, Lou (09:00)
“I didn’t want to be in venture capital” (16:28)
Joining Kleiner Perkins at the dawn of personal computing (20:05)
The internet, cloud computing, smartphones, and the next big tech wave: AI (24:53)
How John met Amazon founder Jeff Bezos (29:48)
Google co-founders Larry Page and Sergey Brin, and teaming up with Mike Moritz from Sequoia (38:29)
John’s friendship with Steve Jobs and the creation of the $100 million iFund for iPhone apps (45:20)
“Family first” and setting personal OKRs (50:14)
Working with Bill Gates outside of Kleiner Perkins (52:53)
Brian Roberts, Comcast, and hustling to make at-home broadband nationwide (59:30)

Links:

Connect with John
- Twitter
- LinkedIn
Connect with Joubin
- Twitter
- LinkedIn
- Email: [email protected]
Learn more about Kleiner Perkins
This episode was edited by Eric Johnson from LightningPod.fm

CEO Touch the Top, Erik Weihenmayer: Climbing Everest Blind

15 augusti 2022 | 71 min

Co-founder and CEO G2, Godard Abel: Finding Opportunity in Challenging Times

8 augusti 2022 | 60 min

Founding CRO @HubSpot / Prof @HBS / CoFounder @Stage 2 Capital Mark Roberge: The Science and Psychology of Scaling

1 augusti 2022 | 70 min

Mark Roberge’s first anxiety attack hit him six months after 9/11, and his second hit him in the middle of a big speech while he was an executive at HubSpot. And Roberge, who now lectures at Harvard Business School and co-founded the venture firm Stage 2 Capital, says it’s important to include that anxiety in his entrepreneurial story. “I talk about it because there is a stigma associated with it,” he says. “Society values some of the things I’ve accomplished, but when I admit to everyone that I have severe anxiety, it gives other people comfort.”

In this episode, Mark and Joubin discuss the connections between HBS and KPCB, taking the long way around to get to MIT, Mark’s first company PawSpot, the meteoric rise of HubSpot, why it decided to zag when all the competition was moving upstream, being pigeonholed inside of big companies, what to say to reps who are trying to leave, extreme anxiety attacks, escaping to the gym, whether Mark would encourage his sons to work in tech, why customer retention matters more than revenue growth, becoming a VC, and why the best plan can be not having a plan.

In this episode, we cover:

Mark’s first sales job — selling $2000 vacuum cleaners — and what he learned from his sales coach father (06:45)
How he met and started working with HubSpot co-founder Dharmesh Shah (10:24)
Should you hire more sales reps, or incentivize existing reps to work harder? (19:40)
Why established players can’t embrace product-led growth as quickly as smaller competitors (27:19)
The stress of chasing a number and why “it’s always a grind” (36:03)
Struggling with — and talking about — anxiety (41:01)
Making time exercise and family dinners during the HubSpot journey (46:29)
The reasons why someone might not want to join a startup (50:25)
Ex-Shopify exec Loren Padelford’s big question for Mark (55:28)
Do MBA programs “get” what’s happening in the tech sector? (59:54)
Why Mark decided to get into venture capital with Stage 2 Capital (01:02:40)

Links:

Connect with Mark
- Twitter
- LinkedIn
Connect with Joubin
- Twitter
- LinkedIn
- Email: [email protected]
Learn more about Kleiner Perkins
This episode was edited by Eric Johnson from LightningPod.fm

CMO Canva, Zach Kitschke: From Employee Number 5 To $40 Billion Valuation

25 juli 2022 | 65 min

Founder & CEO Freshworks, Girish Mathrubootham: Success Is In the Big Things, Happiness Is In the Small Things

18 juli 2022 | 73 min

Girish Mathrubootham is the founder and CEO of Freshworks, the first Indian SaaS company to be listed in NASDAQ — and when he’s in his home country, he gets the celebrity treatment. Freshworks’ 2021 IPO was a milestone for the country’s tech sector, and Mathrubootham has also attracted a “take a selfie with me!” level of fame for trying to change the conversation about entrepreneurship there. “You can be successful in business without doing bad things,” he says. “Being a good person and winning is not mutually exclusive.”

In this episode, Girish and Joubin discuss the silver lining of COVID lockdown; learning how to make mistakes and fight for what you want; why Girish started Freshworks after finding success at Zoho; the challenges of starting a small business in Chennai in the early 2010s; the “modern jail” of being a CEO; immediate job offers; “Indian cowboys”; why multi-product startups should hire in India; why moving to the US was like competing in the Olympics; and why the IPO is not the endgame.

In this episode, we cover:

Growing up in a “tier-two town” and social norms in India (06:03)
Why entrepreneurial people don’t always fit in at big companies (13:00)
Being a celebrity businessman in India, breaking up biases, and the pressure of being an idol (20:49)
500 crorepatis and generating wealth for employees (24:27)
Why Girish started Freshworks, originally known as Freshdesk (28:09)
Keeping up morale & being scrappy when Freshworks didn’t have much funding (36:35)
Nostalgia for the early days and the luxury of time (39:44)
“Ripoff or not” and doing battle with a respected analyst (45:29)
Growing from one product to many, and the support needed to do that (49:58)
Deciding to build a billion-dollar company, and moving from India to the US (58:43)
Why Girish has re-committed himself to Freshworks for at least seven more years (01:04:24)
Finding happiness in small things and not letting others control your feelings (01:07:57)

Links:

Connect with Girish
- Twitter
- LinkedIn
Connect with Joubin
- Twitter
- LinkedIn
- Email: [email protected]
Learn more about Kleiner Perkins
This episode was edited by Eric Johnson from LightningPod.fm

CMO Riot Games, Jason Bunge: Change Is Inevitable, Get Used To It

11 juli 2022 | 63 min

Co-Founder & CEO Charm Industrial, Peter Reinhardt: “All That Matters Is What the Customers Are Telling You”

4 juli 2022 | 70 min

Before Peter Reinhardt started his current company, Charm Industrial, he was the CEO and co-founder of the customer data platform Segment, which almost died in its first year. Why? He was afraid to ask customers to pay more than $10 per month for it. A savvy sales advisor pressured him to raise the price by 1000x, which worked wonders. By early 2022, Segment — now owned by Twilio — was commanding seven-figure contracts.

In this episode, Peter and Joubin discuss the hierarchy of majors at MIT, building telescope arrays, the disastrous first demo of Segment, why founders sometimes forget to eat, the problem with the straight-A student mentality, playing ping-pong with the security guard, evaluating a potential acquisition partner, shedding anti-sales bias, the shortcomings of nature-based carbon offsets, and starting a “reverse oil company.”

In this episode, we cover:

The thing that makes Peter happiest: Solving all kinds of problems, from accounting to noise to carbon dioxide (08:50)
How leading a startup has narrowed his emotional band (13:58)
“Freewheeling curiosity” and the breakthrough idea that led to Charm Industrial’s existence (15:47)
Segment’s origins as a classroom lecture tool and an analytics tool (19:18)
The disagreement that almost broke up Segment’s founding team, and unlocked the company’s potential (26:36)
“You have to raise your price by a factor of a thousand” (31:31)
The packaging issue that nearly derailed Segment’s growth, and Peter’s initial problematic mindset (35:15)
Why Peter sold Segment to Twilio: “All that matters is what the customers are telling you” (43:32)
Why great sales looks like great problem solving (47:41)
Being vulnerable and honest about hard things (53:19)
The power of Charm Industrial’s mission & finding a better carbon capture solution (57:15)
The “massive profit engine” that needs to turn over to avert climate disaster (01:03:35)

Links:

Connect with Peter
- Twitter
- LinkedIn
Connect with Joubin
- Twitter
- LinkedIn
- Email: [email protected]
Learn more about Kleiner Perkins
This episode was edited by Eric Johnson from LightningPod.fm

Co-Founder & CEO Clari, Andy Byrne: Machine Learning and Human Feeling

27 juni 2022 | 63 min

Co-Founder & COO Okta, Frederic Kerrest: Zero to IPO

20 juni 2022 | 79 min

In the early days of Okta, co-founder Frederic Kerrest was courting a 3,000-person company in Louisiana, which was considering Okta and one other vendor. When he learned who he was up against, he said, “We love competing with them ‘cause we beat them every time.” That arrogant boast lost him the deal, and taught him a humbling lesson: Your confidence is not superior to your customer’s needs.

In this episode, Frederic and Joubin discuss literally walking down memory lane in San Francisco, who his new book “Zero to IPO” is for, the value of time, the happiest nations on Earth, why Frederic prioritizes writing personal thank-you notes, why it’s better to be lucky than good, pivoting to an upmarket strategy, the letdown of being at the top, the problem with “product-led growth” in enterprise, “sharpening the contradictions,” and staying present.

In this episode, we cover:

Why Frederic wrote “Zero to IPO,” and why he leads it with a story about failure (08:23)
Entrepreneurship is a pie-eating contest (13:07)
Frederic’s direct communication style and the dichotomy between time and money (15:19)
His passion for hockey, and why he used to park his car around the corner (24:35)
Getting thrown out of two Okta board meetings in a row (29:03)
Surviving awful quarters and service outages (36:10)
How Frederic’s arrogance lost him a huge early deal (42:20)
Would he build a company from scratch all over again? (45:39)
Why Frederic doesn’t take phone calls on the weekends and the “oxygen mask rule” (54:06)
“Nothing happens until somebody sells something” (57:20)
Is Frederic personally affected by Okta’s stock price? (01:02:09)
The key players who receive a “ball bearing award” at Okta (01:07:22)
How taking on additional projects and working with a professional coach has extended Frederic’s time at Okta (01:11:48)

Links:

Connect with Frederic
- Twitter
- LinkedIn
Connect with Joubin
- Twitter
- LinkedIn
- Email: [email protected]
Learn more about Kleiner Perkins
This episode was edited by Eric Johnson from LightningPod.fm

Founder & CEO Flock Safety, Garrett Langley: Tech That Makes Everyone Safer

13 juni 2022 | 69 min

COO Ironclad, Leyla Seka: More Equal Is Always Better

6 juni 2022 | 73 min

Chief Freemium Business Officer at Spotify, Alex Norstrom: The Power of Setting Impossible Goals

30 maj 2022 | 83 min

When Alex Norstrom started working at Spotify in 2011, CEO Daniel Ek told him there were three goals: Growth, growth, and growth. But Alex — now the Chief Freemium Business Officer — argued that his team would be better motivated by an “impossible goal,” something like reaching 100 million users. To which Daniel replied: “Let’s do it. Your goal is to get us to 100 million users. Please begin.”

In this episode, Alex and Joubin convene at Spotify’s brand-new Stockholm studio to discuss his first job, the “shadow” mentorship program Alex runs, how Facebook changed everything for the gaming company King, thinking about the “bigger picture,” the tremendous effort happening behind the scenes before Spotify launched in each new country, “optimizing for surprises,” Joubin’s embarrassing Spotify playlists, why we’re still in the early innings of podcasting, Alex’s lowest point at Spotify, partnering with FC Barcelona, and culture as currency.

In this episode, we cover:

The surprising lack of media coverage of Alex despite his prominence at Spotify (05:56)
Working at his mother’s Chinese restaurant and his relationship with food (12:21)
The early “fiascos” in Alex’s career, and how he came to work at Candy Crush Saga creator King (18:01)
How Spotify CEO Daniel Ek convinced Alex to work for him (25:38)
Why Alex has tried to set “impossible goals” since his first day at Spotify (28:40)
Why the freemium business model works (34:21)
Spotify’s hardest and biggest market: The USA (38:39)
Pivoting to a mobile-first strategy and the pricing trick that turned conversion numbers around (42:59)
The invention of Discover Weekly, and Spotify’s deep bench of other features (51:21)
How Spotify got interested in podcasts, and the decision to put them in the same app with music (57:50)
The odd but crucial lesson Alex learned early in his career: Stay near the laughter (01:06:46)
Being ubiquitous on many platforms, and the art of pitching big & partnering smart (01:09:05)
The end of free growth on the internet, and the power of Spotify Wrapped (01:15:07)

Links:

Connect with Alex
- Twitter
- LinkedIn
Connect with Joubin
- Twitter
- LinkedIn
- Email: [email protected]
Learn more about Kleiner Perkins
This episode was edited by Eric Johnson from LightningPod.fm

#87 Founder & CEO Thrive, Arianna Huffington: Life Is About More Than Money and Power

23 maj 2022 | 61 min

Thrive CEO Arianna Huffington is best known for the pioneering online publication she founded, the Huffington Post, which she left in 2016. The experience of running the site awakened her to the most important problem she would tackle in her career: The intersecting crises of stress, burnout, poor sleep, and lack of focus, which Thrive teaches businesses how to manage.

In this episode, Arianna and Joubin discuss how she went from a poor family in Greece to president of the elite Cambridge Union debate society; what she learned from both her parents, and the big lessons she has tried to impart to her own daughters; the hardships she faced professionally and personally before starting the Huffington Post; how she fell in love with online media, and how running the Huffington Post awakened her to the burnout epidemic; how Thrive is changing the conversation around stress; and the need for resilience-plus and the “obnoxious roommate in your head.”

In this episode, we cover:

Being present in every interaction is “one of the greatest gifts we can give each other” (02:23)
Arianna’s parents, and abundance as a function of your attitude to life (08:08)
How she became the first foreign-born president of the Cambridge Union, which led to her first book (18:00)
An “incredible gift”: Discovering at a young age that money and fame aren’t always fulfilling (25:12)
Running in the California recall election against Arnold Schwarzenegger, and a digital media epiphany (31:10)
Burning out en route to Huffington Post’s $300 million acquisition by AOL (36:53)
Why Arianna launched a second startup in her 60s, and the mainstreaming of stress relief (41:35)
The meaning of her 2022 word of the year, “resilience-plus” (48:22)
How she has constantly re-invented herself, and metabolizing new experiences (55:04)

Links:

Connect with Arianna
- Twitter
- LinkedIn
- Email Thrive’s head of recruiting, Keith Pescosolido: [email protected]
Connect with Joubin
- Twitter
- LinkedIn
- Email: [email protected]
Learn more about Kleiner Perkins
This episode was edited by Eric Johnson from LightningPod.fm

CMO Airtable, Archana Agrawal: Success Is Not a Formula

16 maj 2022 | 63 min

CMO Square, Lauren Weinberg: Self-made boss

9 maj 2022 | 61 min

Co-Founder & CEO Handshake, Garrett Lord: The Billion-Dollar Question That Changed College Recruiting

2 maj 2022 | 53 min

Handshake CEO and co-founder Garrett Lord was amazed when he first learned that Silicon Valley firms like Google recruited on college campuses ... just not his, Michigan Technical University. But after excelling in the competitive Palantir internship program, he started asking himself, “How come they can’t reach us?” That question led him to found the job placement platform Handshake, which has raised $434 million in funding and is used by 100 percent of the Fortune 500.

In this episode, Garrett and Joubin discuss growing up in an “achievement-focused household”; how Garrett went from struggling to be noticed by Palantir’s recruiters to Handshake CEO; how his $1 billion-plus-valued company started with a broken-down Jeep; working without a safety net; why Garrett has changed his mind about hustle culture; “fortune favors the bold” and “no shave til you raise”; the relief of raising VC funding; how money condenses or extends time; and transitioning from scrappy to scaled CEO.

In this episode, we cover:

The impostor syndrome — and crucial epiphany — that Garrett had while interning at Palantir (05:46)
Starting the IT Oxygen club, and Trojan Horsing other college recruiters in Michigan (11:34)
Does having a chip on your shoulder make you more powerful? (17:08)
Living in the car, sleeping in McDonald’s parking lots, and showering at university pools (22:25)
Hard work and the importance of luck to Handshake’s success (27:08)
The difficult VC fundraising process, and finding a crucial ally: Former assistant dean of the Stanford GSB Andy Chan (30:55)
Handshake’s first office: A Palo Alto mansion owned by one of LinkedIn’s co-founders (37:55)
Growing fast and hiring a COO, Jonathan Stull (41:45)
Is Handshake the next LinkedIn? “Why not LinkedIn plus Indeed?” (47:16)

Links:

Connect with Garrett
- Twitter
- LinkedIn
- Email: [email protected]
Connect with Joubin
- Twitter
- LinkedIn
- Email: [email protected]
Learn more about Kleiner Perkins
This episode was edited by Eric Johnson from LightningPod.fm

CMO Thoughtspot, Scott Holden: Tactics, Strategy, and Downhill Skiing

25 april 2022 | 57 min

Co-founder & CEO ZoomInfo, Henry Schuck: This Job Is Not Supposed to Be Fun

18 april 2022 | 66 min

Every year, ZoomInfo CEO Henry Schuck writes a memo to his executive team, which is made to look like a letter to the board of directors. Even though he founded DiscoverOrg — the company that bought and became ZoomInfo in 2019 — Henry pretends in the memo to be a new CEO who has just been hired to clean up the old guy’s mess. The reason, he explains, is simple: It gets everyone focused on the problems that have to be fixed.

In this episode, Henry and Joubin discuss the difference between wearing a hoodie and a suit; the nuances of Henry’s background that aren’t obvious from LinkedIn; how he has encouraged his employees and shown them (and their families) his appreciation; The CEO’s biggest fear: “Is this it?”; injecting tension in an organization; the gap between monetary and professional validation; ZoomInfo’s COVID IPO; and why the work of a founder-CEO is not supposed to be fun.

In this episode, we cover:

Being emotionally vulnerable as a leader, and the limits of Henry’s openness (02:46)
What his single immigrant mother taught him about hard work (08:54)
The competitor to which Henry tried to sell DiscoverOrg — before beating and buying them instead (16:10)
The relief of taking ZoomInfo public after years of making promises to employees (19:42)
Getting passed over by venture capitalists, and why Henry sold half of the business to a private equity firm (27:40)
Learning how to work with a board of directors, and Henry’s overwhelming desire to not lose (32:11)
The “existential threat” to the business that gave Henry a panic attack (41:27)
Going public during the darkest days of COVID (48:34)
Why Henry writes a memo to his executive team every year, pretending to be a new CEO (55:29)
Being happy, present, and maintaining discipline between work and personal life (58:31)

Links:

Connect with Henry
- Twitter
- LinkedIn
- Email: [email protected]
Connect with Joubin
- Twitter
- LinkedIn
- Email: [email protected]
Learn more about Kleiner Perkins
This episode was edited by Eric Johnson from LightningPod.fm

CRO Articulate, Jaimie Buss: A Problem Solver That Happens to be Good at Sales

11 april 2022 | 62 min

CMO Tinder, George Felix: Trusting Your Gut, ‘Smelling Like a Man,’ and Swiping Right

4 april 2022 | 59 min

George Felix, now the CMO of Tinder, was marketing Old Spice body wash at a time when the brand was circling the drain. His team at Procter & Gamble almost let their big break slip away when initially passing on the “Hello ladies” campaign - an ad that would later go viral on Facebook and YouTube. George recalls how the agency pitching the idea stood their ground and pressed on with conviction, an experience that taught him a lot about trusting your gut and standing up for what you believe in.

In this episode, George and Joubin talk about his close relationship with his father, who passed away in 2006; the unusual way he, as an intern at Procter & Gamble, started a lifelong friendship with his then-boss Kevin Hochman; behind-the-scenes stories making ads for Old Spice and KFC; and the unusual truth about Tinder’s brand that attracted George to the company last year.

In this episode, we cover:

George’s education-focused Indian-American parents, and how they wound up in Toledo, Ohio (05:52)
If they could talk one more time, what would he ask his late father? (12:17)
What startups can learn about brand-building from older firms like Procter & Gamble (16:28)
How not having a real desk at P&G helped George network with his colleagues (20:30)
Executing the Old Spice “smell like a man” campaign — and the award-winning TV ad that completely revitalized the brand (25:10)
The crippling fear of ambiguity, and the importance of being “a little uncomfortable” (33:35)
Reviving KFC’s brand with another viral ad, starring Darrell Hammond as Colonel Sanders (37:58)
Why George went to Tinder, and the potential he saw to reshape its brand (44:02)
Spontaneity in dating, and overcoming the stigma against meeting people online (47:29)
The “Tinder Swindler” and why Tinder isn’t just one thing (52:55)

Links:

Connect with George
- LinkedIn
Connect with Joubin
- Twitter
- LinkedIn
- Email: [email protected]
Learn more about Kleiner Perkins
This episode was edited by Eric Johnson from LightningPod.fm

VP of Sales at Hopin, Javier Ortega Estrada: Ingredients for High Growth and a Good Paella

28 mars 2022 | 54 min

President at Confluent, Erica Schultz: Cashing in on Your Currency

21 mars 2022 | 67 min

When Confluent’s President of Field Ops Erica Schultz was 23, she was working at Oracle and cold-emailed the manager of the Argentina office, asking to work for him. This experience would open the door to opportunities in Buenos Aires and Miami, a time in Erica’s life she does not take for granted. As a leader today, she hopes to pass on this sentiment, constantly looking for individuals worth taking a chance on: “As I look around my organization, I think, OK, who’s the undiscovered not-yet-fully-realized talent that we should think about for this role?”

In this episode, Erica and Joubin talk about why Buenos Aires, Argentina is the best city in the world; the lessons she learned from her father and what changed for her after he died of a rare form of cancer at age 54; her stints at Oracle, LivePerson, and New Relic; the importance of earning responsibility as you advance in your career; staying both humble and paranoid; and the importance of what Confluent is doing in the ever-changing digital infrastructure business.

In this episode, we cover:

The incredible influence of Erica’s namesake, her father, who passed away as her career was taking off (09:28)
“The impact we leave is the impact we have on people” (15:21)
How Erica became the captain of the Dartmouth rowing team after being cut from the swim team (18:03)
Developing leaders from within a high-growth organization, and earning responsibility (31:36)
Why Erica left a CRO role at LivePerson to work for the CRO of New Relic (37:03)
Why she had her team at New Relic read “The Boys in the Boat” by Daniel James Brown, and loves the story of runner Roger Bannister (41:34)
Being humbled by a changing competitive landscape, and the transformation of the digital infrastructure world (44:17)
Real-time data and why both businesses and consumers increasingly need companies like Confluent (49:19)
What Erica thought when she first met Confluent’s founder CEO Jay Kreps (56:03)
How to transition from operator to executive to board member (59:14)

Links:

Connect with Erica
- LinkedIn
Connect with Joubin
- Twitter
- LinkedIn
- Email: [email protected]
Learn more about Kleiner Perkins
This episode was edited by Eric Johnson from LightningPod.fm

CRO Zoom, Ryan Azus: It’s Not Zoom Fatigue, It’s Work Fatigue

14 mars 2022 | 69 min

Ryan Azus, CRO of Zoom, has been selling all his life, from baseball cards as a kid to ads in the school newspaper to — crucially — books every summer in college. Every year, he and and thousands of other young people would be dispersed around the country to sell books door-to-door as part of an entrepreneurial program called Southwestern Advantage. That experience taught him valuable lessons about his own strengths and weaknesses as a salesperson, the diversity of people’s needs, and the joys of hard-earned time off.

In this episode, Ryan and Joubin talk about the silver lining of growing up with divorced parents; what Ryan learned from his epic first job as a book salesman; how he talked his way into a job at WebEx after being screened by HR; the big thing a lot of people on the outside get wrong about working at a successful fast-growing company; joining Zoom in August 2019, right before COVID changed everything; what it feels like when your job is to keep the world connected; and why success is not created in a “sunny meadow.”

In this episode, we cover:

The biggest difference between Ryan’s childhood and that of his own kids (04:18)
Why selling books every summer in college was a lucrative, life-changing adventure (10:45)
Where his competitiveness comes from, and being a “student of business” (22:01)
The early days of teleconferencing at WebEx, and how Ryan started working there (27:17)
Building RingCentral from zero to a billion-dollar run rate, and being a “headquarters person” (33:54)
“Falling forward” and the myth of instant success in business (39:00)
Zoom fatigue and virtual backgrounds (44:37)
Keeping up with the explosive growth in demand for Zoom, and the intense pressure of the job (48:23)
The most important traits Ryan looks for when hiring (55:05)
Zoom’s stock price and the “belief barrier” (01:00:05)

Links:

Connect with Ryan
- LinkedIn
Connect with Joubin
- Twitter
- LinkedIn
- Email: [email protected]
Learn more about Kleiner Perkins
This episode was edited by Eric Johnson from LightningPod.fm

CCO Instabase, Ozge Ozcan: Rising and Falling - Like a Phoenix

7 mars 2022 | 55 min

CMO Samsara, Sarah Patterson: What You Do vs. Why It Matters

28 februari 2022 | 60 min

CRO Calendly, Kate Ahlering: Embracing Leadership - On and Off the Basketball Court

21 februari 2022 | 54 min

Kate Ahlering might be the perfect guest for this podcast. She eventually worked her way up to Chief Sales Officer of Glassdoor, but when she joined in 2013, she helped define the company’s leadership framework as GRIT: Growth, Results, Integrity, and Team. Glassdoor has continued using those values since her departure in 2020, and now as the CRO of Calendly, she is applying a similar framework to another fast-growing enterprise.

In this episode, Kate and Joubin discuss her first leadership experience, captaining her college basketball team before ever playing a game; the wild ride of working at Glassdoor when it was doubling every year; the perspective and confidence that comes from working experience; brokering consensus when deciding a company’s values; the increasingly complex use cases for Calendly; and a ridiculous Twitter feud over “Calendly etiquette.”

In this episode, we cover:

Kate and Joubin’s past interactions, including a disagreement over San Diego cuisine (03:02)
How being raised by two salespeople and playing basketball at the University of Virginia shaped Kate’s worldview (06:01)
Working at Glassdoor “never felt easy,” but she later realized it was a once-in-a-lifetime experience (14:47)
Her big legacy at Glassdoor, defining its values as GRIT: Growth, Results, Integrity, and Team (20:38)
Building trust with a team in a rapidly-changing environment, and working alongside Indeed — a former competitor now owned by Glassdoor’s parent company (26:16)
Calendly’s interview process and the dangers of offering a thorough plan before you’re inside the company (32:08)
The surprising depths of Calendly’s complexity in enterprise, and why founder Tope Awotona (accidentally) made the business model freemium (36:15)
Kate could have gone almost anywhere after Glassdoor — why she chose Calendly, and what motivated her to achieve? (42:36)
When she’s going to bed every night, what does Kate wish she was spending more time on? (48:14)

Links:

Connect with Kate
- LinkedIn
- The profile of Kate as a UVA basketball captain
Connect with Joubin
- Twitter
- LinkedIn
- Email: [email protected]
Learn more about Kleiner Perkins
This episode was edited by Eric Johnson from LightningPod.fm

CEO Loom, Joe Thomas: Communication, the Mother of All Skills

14 februari 2022 | 75 min

When Rippling CEO Parker Conrad was raising a massive $250 million round last year, he didn’t start by presenting his deck to venture capitalists in person. Instead, he sent a 39-minute demo of his product, recorded on the video app Loom. And, Loom’s CEO Joe Thomas says, “That was the most pleasant surprise.”

In this episode, Joe and Joubin discuss how Loom “stands on the shoulders of giants” like Google, Instagram, and Snap; Joe’s preparations to become a father for the first time; Loom’s overnight success and why the first six months after its Series A were the hardest; what Joe has learned about recruiting and building teams that can trust each other; and how Loom markets and recruits — including how it uses its own product internally.

In this episode, we cover:

Joe’s grandfather Wally — a proud business owner, a “man of the people,” and his personal hero (03:17)
How Snap, the first company to validate Silicon Beach as a real hub for tech innovation, pushed the boundaries of design and subconsciously influenced Loom (05:29)
The consumerization of enterprise and why Loom has experienced such rapid growth (13:30)
Why starting a company is just like having a kid: “You’re never really ready for either” (18:45)
The stock market downturn, managing risk, and the most important thing founders can do in the face of uncertainty (25:57)
The first indications that Loom was going to be huge, and its humble origins as a Google Chrome extension (32:45)
Why the time AFTER Loom’s Series A fundraise was the “hardest window” of Joe’s CEO career, and a discussion about the people who helped him survive it (39:43)
How to recruit people to do jobs you can’t do yourself, and the core characteristics that make for good startup employees (48:10)
Why working remotely won’t kill company culture (53:00)
Paid user acquisition and how Joe thinks about go to market strategy (01:03:43)
How Loom uses its own product internally as a creative resource for recruitment (01:07:34)
The other CEOs Joe admires most, what Grit means to him, and the key roles he’s hiring for right now (01:10:32)

Links:

Connect with Joe
- Twitter
- LinkedIn
- Email: [email protected]
Connect with Joubin
- Twitter
- LinkedIn
- Email: [email protected]
Learn more about Kleiner Perkins
This episode was edited by Eric Johnson from LightningPod.fm

President at Databricks, Andy Kofoid: Reinvention at Any Stage

7 februari 2022 | 74 min

When Andy Kofoid was growing up in the working-class town of Joliet, Illinois, he dreamed of getting to college and — like a lot of his relatives — worked in construction. Today, Andy is laying digital foundations at Databricks, a data analytics and AI company that works with enterprise brands including Adobe, NBCUniversal, and Starbucks. Previously the COO of ExactTarget, which Salesforce acquired for $2.6 billion in 2013, Andy thought his career might end there. “I wasn’t looking” for another gig after Salesforce, he recalls, “but I knew I had another run in me.”

In this episode, Andy and Joubin talk about the Chicago tech scene; the trade-offs between fully remote work and physical offices; walking away from success to build something new; reinventing yourself as a new kind of leader in a complex, unstructured environment; and separating your self-worth from your professional accomplishments. Andy also discusses the people and culture at Databricks and how he balances his demanding career with “what really matters” — being a good husband, father, friend, and person.

In this episode, we cover:

Andy’s first job, his family, and his favorite baseball team: The Chicago Cubs (04:56)
Transitioning among different types of roles within a company (10:11)
The physical office as a representation of your company’s culture, and the difference between Chicago and San Francisco’s post-COVID tech scenes (13:07)
Why Andy left Salesforce for Databricks, and how he knew he had another run in him (19:40)
Becoming a better leader and accepting “A huge dose of humility” (23:41)
How leaders are perceived by the people underneath them on the org chart, vs. how they perceive themselves (30:51)
The interview process at Databricks and overcoming the “industry domain hurdle,” to speak AI and data fluently (40:10)
How Andy creates balance in his life, and the correlation between pressure and responsibility (44:05)
The most difficult, sleepless nights in Andy’s career and how he recovers when things aren’t going his way (01:02:01)
What Grit means to him, and the sort of person who should apply for open roles at Databricks (01:10:54)

Links:

Connect with Andy
- Twitter
- LinkedIn
Connect with Joubin
- Twitter
- LinkedIn
- Email: [email protected]
Learn more about Kleiner Perkins
This episode was edited by Eric Johnson from LightningPod.fm

Former CEO Splunk, Doug Merritt: Creating 360° Order in Chaos

31 januari 2022 | 83 min

Doug Merritt joins this episode on the tail end of his impressive run as Splunk’s CEO. With decades of leadership in what can be described as an “exploratory career,” Doug breaks down his professional roadmap and provides insight on how he was able to transform companies and the cultures that hold them together.

In this episode, Doug shares his perspective on the new wave of innovation as a seasoned executive and how he stays relevant in a “world of teenagers.” He talks about his 8-year evolution at Splunk and the incredible companies he’s helped grow. Doug discusses founding his first company, Icarian, and why he has always wanted to be an entrepreneur. Through his endeavors, Doug has always stayed balanced and expounds on how he masters his personal and professional habits. Doug also shares his take on the influence of technology and the future of web 3.0.

In this episode, we cover:

3 habits Doug formed as a child to cope with his frequent moves to new locations—all before he reached the 8th grade. (5:32)
The story behind Doug’s bike ride up Mount Aspen during the Kleiner Perkins CEO Summit. (15:07)
A discussion about connectivity and how COVID has affected Doug and Joubin’s attachment to their physical location. (18:30)
Doug’s time at Oracle and his journey into sales - Doug defines the important qualities of a good sales rep. (28:00)
The history of Icarian and why Doug was inspired to found the startup - and a look at Doug’s transition to PeopleSoft. (38:46)
Doug’s evolution at Splunk, from SVP to CEO, and the board pitch that got him there. (49:03)
How Doug inspired confidence after taking the CEO position, an exploration of Splunk’s revenue valley of death, and how Doug cultivates positive self-talk. (57:29)
Doug reflects on previous chapters of his career and gives perspective on what’s to come - plus his overview of web 1.0 to 3.0. (01:08:03)

Links:

Connect with Doug
- LinkedIn
- Splunk
Connect with Joubin
- Twitter
- LinkedIn
- Email: [email protected]
Learn more about Kleiner Perkins

CEO Stord, Sean Henry: Supply Chains... Are Fun?

24 januari 2022 | 61 min

Stord, a Kleiner portfolio company, and its co-founder/CEO, Sean Henry, are defying a multitude of limits. While Sean is ranked as the youngest unicorn founder, he refuses to let his age define him. Demonstrating an entrepreneurial spirit from a very young age, he’s always angling for the advantage. Sean has undoubtedly found a crucial advantage with Stord, as it continues to rise as a leading cloud supply chain platform and pioneer in the industry.

In this episode, Sean discusses his Stord journey–from building the company to its massive scale–and Stord’s groundbreaking concept that has feet in two worlds. He provides valuable insight on the “first-time founder mindset” and the competitive advantages that come with founding a hyper-growth company. Sean also offers a perspective for anyone who has doubts about their own ability to be an innovator and founder.

In this episode, we cover:

How Sean's first business of selling electronics on eBay came into being - and what he loves about supply chain. (05:04)
A look at Stord’s cloud supply chain platform - and why Sean does not want to be defined by his age as a young founder. (13:23)
Sean’s thoughts on the impostor syndrome that founders of hyper-growth startups experience - and a discussion about correlating professional credibility with age. (19:58)
The Steve Jobs quote that changed Sean’s life as an entrepreneur - and why Atlanta, Georgia is the perfect location for Stord. (24:40)
The tension between living in your current state, your desired future state, and the delta in between - and a look at Stord’s growth into a billion-dollar business. (30:26)
Sean’s unique, yet successful series A pitch to Kleiner Perkins - and a look at the supply chain industry and Stord’s impact on the 1.3 trillion dollar global market. (41:34)
Sean’s Medium article about the “first-time founder mindset” and why it’s important to “learn how to learn.” (54:26)
Why it’s a great time to join Stord. (58:39)

Links:

Connect with Sean
- LinkedIn
- Email: [email protected]
- Stord
Connect with Joubin
- Twitter
- LinkedIn
- Email: [email protected]
Learn more about Kleiner Perkins

Links Referenced:

Former President at NetApp, Tom Mendoza: Sustaining Urgency and Injecting Tension

17 januari 2022 | 81 min

Tom Mendoza, former President at NetApp, knows that there is a way to do business while bringing out the good in it. Tom has embedded this throughout his career and continues to make it a philosophical and practical focus. While Tom’s incredible journey may speak for itself, we take a deeper look at his core leadership values, how it has inspired his generosity and resilience, and the impact it continues to have on others.

In this episode, Tom discusses his humble beginnings in Long Island during the post-WWII era and the namesake for the Mendoza Business School and scholarship program. He expounds on important quotes that he still lives by, and why trust is critical when building a successful company. Tom also shares insight on his massive success at NetApp and how he grew the company from zero to a billion.

In this episode, we cover:

Tom’s childhood, beginning with his parent’s journey to Long Island, NY after World War II, and his first job as an usher at a movie theater. (03:06)
“Bring out the good in business”: Tom shares the touching story behind his Notre Dame scholarship program and the Mendoza Business School. (07:11)
How the phrase, “catch someone doing something right” came about - and a deep dive into Tom’s core leadership mantra. (14:53)
A look back on the day Tom played a round of golf with Tiger Woods with Warren Buffett as his caddy. (27:01)
NetApp–from zero to a billion: How Tom leveraged his passion for building companies to accelerate NetApp’s outstanding revenue growth - and the effect of the dotcom bubble on NetApp and its impact on company culture. (32:38)
Why Tom almost retired from NetApp before accepting the role as President - and how NetApp encourages employees to give back to the world. (47:46)
Tom’s perspective on customer trust and support, and why companies without a sustained sense of urgency fail. (56:43)
How Tom combats complacency through injecting tension. (01:08:47)

Links:

Connect with Tom
- LinkedIn
- NetApp
Connect with Joubin
- Twitter
- LinkedIn
- Email: [email protected]
Learn more about Kleiner Perkins

President, Global Strategic Customers at Salesforce, Jim Steele: Measuring Your Facetime

10 januari 2022 | 80 min

Jim Steele, President of Global Strategic Customers at Salesforce, is the man, the myth, and the legend who helped increase Salesforce’s revenue from $22 million to over $5 billion. Working since he was 10 years old to support his family, Jim’s drive and ambition are still just as strong today as he views new challenges and opportunities with a “beginner’s mindset.” As Jim puts it, his 43-year career in sales is a series of stories–in this episode, he reflects on poignant moments that helped shape who he is as a leader in the industry.

Jim offers anecdotes from his early days at IBM and paints a vivid picture of Wall Street in the ‘80s. Through his stories, Jim emphasizes an important theme—building authentic relationships—and explores the value of remembering people’s names and faces. Jim also discusses the incredible growth of Salesforce, offers takeaways from his 12-year experience, and opens up about his return to the company.

In this episode, we cover:

Chateau de Steele: the story behind Jim’s Beaver Bar. (01:30)
How Jim became the first Chief Customer Officer, ever - and he describes the lasting effect of his first job at 10 years old. (04:46)
Jim’s perspective on humility and sincerity - and what he says to people who are not motivated at their job. (09:16)
“IBM was the boot camp of sales training”: A key takeaway from Jim’s experience at IBM’s sales school and how it set the stage for success on Wall Street. (13:59)
Through the “three-martini lunches” story, Jim explores Wall Street in the ’80s and the value of building trusted relationships. (21:47)
Jim’s insight on developing personal connections and the value of remembering names and faces. (28:15)
A look at Jim’s unconventional Salesforce interview experience - and why the Salesforce culture doesn’t accept “armchair quarterbacks.” (38:29)
Jim reflects on the positive impact of his sabbatical and how COVID-19 gave him a new perspective on work/life balance. (48:09)
How Jim adapts Marc Benioff's LVI methodology (listen, validate, and inspire) to his work - and a conversation about cultivating genuine relationships and active listening as a seller. (53:08)
Jim’s perspective on empowering salespeople - and why Salesforce’s unique offering has everything to do with its customers. (01:04:31)
What led Jim back to Salesforce, why he loves what he does, and what’s next. (01:13:28)

Links:

Connect with Jim
- LinkedIn
- Salesforce
Connect with Joubin
- Twitter
- LinkedIn
- Email: [email protected]
Learn more about Kleiner Perkins

CMO Attentive, Sara Varni: Cold Beer and Cheeseburgers

3 januari 2022 | 69 min

B2B marketing powerhouse, Sara Varni joins this episode on her final day at Twilio to discuss her journey and what lies ahead as she steps into her new role as Chief Marketing Officer at Attentive. Sara demonstrates a stellar track record of marketing know-how and creativity and has a refreshing take on the ever-changing marketing landscape.

In this episode, Sara shares insight on what it means to speak to your audience and uses an example from her Twitter to show how products can market themselves. She reflects on her time at Salesforce and Twilio, discusses why it’s important for marketers to recharge, and explores how her disciplined mindset contributes to her success. Sara and Joubin also discuss their shared love of bowling and Sara shares her thoughts on joining Attentive at the beginning of its next phase of growth.

In this episode, we cover:

“The full slice of life at the bowling alley”: Sara and Joubin connect over their love for bowling. (04:26)
How Sara learned from her father’s disciplined mentality - and what it means to create a home for her children. (07:17)
Sara follows up on her tweet about product marketing - and she shares why her 10 years at Salesforce was “the best marketing training.” (15:14)
A look back at the marketing structural changes at Salesforce and Sara’s role as CMO - and a conversation about writing memorable copy and earning “the right to speak to your audience.” (26:14)
Sara’s insight on why managers play a key role in cultivating a motivated team - and her take on the balancing act of working remotely. (35:39)
Why it’s important for marketers to recharge and how that mindset led Sara from Salesforce to Twilio. (39:53)
Twilio’s aggressive customer-centric values and go-to-market approach - how Sara navigated her son’s autism diagnosis during that stressful time of her career and what gives her peace of mind. (48:31)
Advice Sara received from her career coach and the benefits of a consistent feedback loop for people at any stage in their career. (56:16)
Reflecting on Sara’s last day at Twilio and why she loves being a CMO. (01:02:49)

Links:

Connect with Sara
Connect with Joubin
- Twitter
- LinkedIn
- Email: [email protected]
Learn more about Kleiner Perkins

CRO Nextdoor, Heidi Andersen: Nurturing an Elastic Mind

27 december 2021 | 73 min

Many people run from uncomfortable situations. Heidi Andersen, CRO at Nextdoor, isn’t like most, as she embraces new challenges and makes mental toughness a centrality to her approach. From the very beginning of her story, Heidi has been rooted in hard work and the personal gratification of earning her success. Known as a corporate athlete, Heidi stands out from the pack and proudly holds the torch for women in tech.

In this episode, Heidi shares her perspective on leaving Denmark to join Google in California and we explore the fundamental beliefs she inherited from her family before she embarked on that journey. Heidi also shares insight on the fascinating role Nextdoor plays in building supportive communities in neighborhoods across the globe, why she loves to inspire others, her previous side hustle as an Equinox instructor, and more.

In this episode, we cover:

The greatest gift Heidi’s parents have given her. (02:53)
How Heidi navigated her transition from Denmark to Google’s Silicon Valley - and why she calls herself “half introvert, half extrovert.” (06:11)
Heidi reflects on her time as an Equinox fitness instructor - and a deep dive on the impact that exercise can have on one’s sense of belonging. (11:15)
Why Heidi prioritizes pursuing what brings her joy - and her perspective on taking on uncomfortable challenges to build mental toughness. (20:59)
Heidi’s views on her position as a leading woman in the industry and why she focuses on helping women move into successful careers. (27:51)
From LinkedIn to Nextdoor: The criteria that Heidi used to evaluate her new opportunity - and an overview of Nextdoor. (35:40)
Heidi shares her perspective on Nextdoor going public and how she approaches this new milestone - and a look at how Nextdoor aims to connect neighbors through acts of kindness. (45:13)
A discussion about Nextdoor’s monetization and growth strategy - and more on Nextdoor’s impact on communities. (54:40)
Heidi shares insight on her recruiting superpowers. (01:03:50)

Links:

Connect with Heidi
Connect with Joubin
- Twitter
- LinkedIn
- Email: [email protected]
Learn more about Kleiner Perkins

CMO Rippling, Matt Epstein: Building the Supermarket of SaaS

20 december 2021 | 67 min

Sometimes social media works and sometimes it doesn’t. For Matt Epstein, Chief Marketing Officer at Rippling, it is a little bit of both. In 2011, Matt went viral after uploading a Youtube video detailing why Google should hire him. It was also accompanied by a propeller plane with his URL attached, flying over the Google campus. Apparently, Google was not impressed, however, this bold decision ultimately worked in his favor. The video attracted many companies, which eventually led to the beginning of a fast-paced and fulfilling marketing career.

In this episode, Matt discusses his unconventional way of attracting Google’s attention and what it was like to pass on other companies in lieu. He talks about how his brashness, which as he puts it, is just a “chip on his shoulder”, attracted the attention of Rippling founder, Parker Conrad. Now, he is along for the ride as he surrounds himself with other like-minded “crazy ones.” Matt also shares his take on why generalists and marketing ops should be “first hires” in SMB and SaaS, and how when you’ve got something to prove in that space it only increases your ambition.

In this episode, we cover:

How Matt’s plea to work for Google went viral - and why he hates social media. (01:48)
Matt’s professional evolution from SigFig to employee #1 at Zenefits and his role in garnering the first customers. (08:04)
Why Matt recommends generalists and marketing ops as the first hires in the SMB SaaS space - and a deep dive into how a “chip on your shoulder” and insecurity are powerful motivators for success. (17:00)
Matt’s decision-making process from applying to Google to passing up on job offers from major tech companies - and Matt reflects on lessons learned at Zenefits. (24:16)
How Rippling founder, Parker Conrad, convinced Matt to join the company - and Matt explores the next phase of Rippling’s app ecosystem. (34:26)
Matt’s thoughts on Rippling’s recent product launch, marketing their catalog of products, and the challenges of scaling up at a startup. (44:32)
A discussion about coping with pressure, why Matt looks for “the crazy ones” when hiring, and why he has no interest in being a founder. (53:26)

Links:

Connect with Matt
- LinkedIn
- Email: [email protected]
- Rippling
Connect with Joubin
- Twitter
- LinkedIn
- Email: [email protected]
Learn more about Kleiner Perkins

CMO TripActions, Meagen Eisenberg: The Joy of Living in Awkward

13 december 2021 | 73 min

There is a litany of analogies for marketing. An art, a technique, a skill. Yet few strive to combine a multitude of approaches. For Meagen Eisenberg, Chief Marketing Officer at TripActions, she synthesizes a combination of art, science, and the essential ingredient–joy–to form a unique marketing strategy.

Meagen is a no BS go-getter who demonstrates an encompassing approach to how she conducts business. She hones in on her own efficiency and ability to think quickly and adapt, and expresses how cultivating that skill has made her a fast decision-maker. To reinforce that speed is a desire to always learn, which is the underlying motivation for her own professional progress. Meagen offers her perspectives on organizational structure, the highly valuable takeaways from mistakes and failures, and how her work at TripActions has adapted, through her own love and joy of the flux of marketing, to the changes of COVID-19. Meagen’s straightforward approach carries a lot of weight and is a force we all can consider.

In this episode, we cover:

Why TripActions’ CRO, Carlos Delatorre, calls Meagen a superhuman - and why she believes in treating her sales team as a customer. (03:56)
‘The key for executives is to keep learning’: Meagen discusses her favorite mediums for learning, her love of books, and the various ways she stays on the pulse. (11:58)
A discussion about preparing for and executing board meetings - and a look at PG Tuesday. (19:31)
Meagen’s perspective on company alignment from the top down and how it sets the stage for success. (25:44)
The silver lining in failure and Meagen’s attitude towards not giving up - and what it means to “live in awkward.” (34:55)
The art and science of marketing - and the impact of COVID-19 on TripActions and how that differed from its competitors. (44:46)
Meagen reflects on the worst day in her career during the pandemic. (55:14)
A walkthrough of Meagen’s hiring process during her first six weeks at TripActions, her take on hiring people who solve problems, and why she loves marketing. (01:01:52)

Links:

Connect with Meagen
- LinkedIn
- TripActions
Connect with Joubin
- Twitter
- LinkedIn
- Email: [email protected]
Learn more about Kleiner Perkins

Links Referenced:

CRO Unqork, Philip Lacor: Playing the Infinite Game

6 december 2021 | 68 min

For some, expanding their horizons is something that they, as individuals, strive to do. Fortunately, Philip Lacor, CRO at Unqork, takes those expansions to another level. Philip thrives as a cross-functional leader and leaves his own stamp by creating challenging and diverse environments for a wide variety of people. From his philosophy on building global teams, to how he rears his own children, diversity is the center of how Philip builds his approaches.

Join the conversation as Philip takes us through his multifaceted career path. Coming from the Netherlands, but with a drive to develop a global vision, he offers unique comparisons between how Europeans and Americans work. Language is also a central priority for Philip, and his perspective on the importance of learning new languages and his implementation of that learning in his own life are paramount. We also explore how Philip shapes and values diverse teams, and the ways in which he enacts this conviction. He has a personal passion to see more women in leadership roles, and we learn how he honors his late wife and her amazing contribution to the world through The Lideke Wery Foundation.

In this episode, we cover:

The moment Philip realized that he wanted to experience the world outside of the Netherlands and start a global career - and his thoughts about the similarities between Europeans and Americans. (05:46)
Philip’s personal tricks for mastering public speaking and how that plays into his conversations with customers. (08:49)
A discussion about learning new languages and how Philip teaches his children to adapt to new environments. (15:51)
Why Philip enjoys working cross-functionally and closely with customers - and a walkthrough of Philip’s process for building customer-centric teams. (21:10)
A look at Philip’s short, yet successful time at Envoy and his transition into his role as Unqork’s CRO. (29:01)
Four traits that successful reps should cultivate in an early-stage company. (38:23)
Defining active mental recovery and how it contributes to long-term success - and why it’s important to embrace and enjoy where you are. (43:40)
Philip reflects on his role as a leader and discusses time management on a global team and his passion for hiring diverse talent. (50:30)
The Lideke Wery Foundation: In honor of Philip’s late wife, The Lideke Wery Foundation transforms the lives of students in Sri Lanka through learning English and computer education. (59:56)

Links:

Connect with Philip
- LinkedIn
- Email: [email protected]
- Unqork
- Lideke Wery Foundation
Connect with Joubin
- Twitter
- LinkedIn
- Email: [email protected]
Learn more about Kleiner Perkins

CBO Duolingo, Bob Meese: Carrying Culture Through Language

29 november 2021 | 56 min

Language is without doubt the single most valuable tool we use, and in its use, it ironically builds barriers. Fortunately in recent years with the rise of companies like Duolingo, those barriers are becoming more opaque. In this episode, Bob Meese, Chief Business Officer at Duolingo, joins the show to discuss all the innovative ways that Duolingo is making language learning a more feasible aspect of our lives.

Bob started at Google with a solid 8-year stretch that served as a proving ground for his own professional philosophy. An integral component of that philosophy is to be employee-centric in his vision and execution. In his move to Duolingo, Bob carried that thinking forward. Firmly established at Duolingo, Bob shares with us the impact that the company has on their customers, and even with his own family— namely in making language learning just plain fun. Bob also explores the importance of language, and how Duolingo is striking a firm balance between creating revenue and profit while providing such an altruistic product.

In this episode, we cover:

A quick look at Bob’s time at Google - and how his philosophy on professional inertia played into his decision to move on to Duolingo. (02:47)
Why Bob encourages his star employees to shine, even if it results in their decision to seek opportunities beyond their role and the company. (07:28)
A risk worth taking: The journey that led Bob and his family back to Pittsburgh to begin his career at Duolingo. (10:57)
An overview of Duolingo including current stats, its evolution, and what is on the horizon. (16:20)
A discussion about the monetization of Duolingo, what the company looked like when Bob joined as CRO, and how Duolingo established its identity. (22:51)
Bob reflects on his experience with changing company culture - and shares why he would do it all over again as he looks back on his years at Duolingo. (35:14)
Duolingo’s revenue growth, the timing of the IPO, and why operating as a private company still works after recently going public. (41:05)
Joubin and Bob discuss the impact of language and how it is a core part of human identity - and why Duolingo strives to make learning languages more accessible. (47:28)

Links:

Connect with Bob
- Twitter
- Duolingo
Connect with Joubin
- Twitter
- LinkedIn
- Email: [email protected]
Learn more about Kleiner Perkins

CRO Pendo, Jennifer Brannigan: Un-designing Your Leadership Path

22 november 2021 | 67 min

To make the leap from HR to sales may seem like a significant obstacle to surmount. For Jennifer Brannigan, CRO at Pendo, it was an easy choice to make. Her decision to pursue her own interests and passion over a high salary set her on a path toward where she is today. And for her, the journey still continues.

As she puts it, her professional roadmap is much like a jungle gym, as it is varied and intriguing. In this episode, Jennifer shares why she transitioned to sales in the midst of an accelerating HR career, and what she learned from her time at NBC Universal and LinkedIn. She also brings a refreshing take as she explains her unconventional subscription to JOMO (the joy of missing out) and provides insight on why she focuses on cultivating potential over check-the-box skillsets.

In this episode, we cover:

Jennifer’s exciting summer job in Ireland - and why she aspires to embrace JOMO (the joy of missing out). (03:18)
A look into the neighborhood Jennifer grew up in, located in South Side, Chicago - and why Joubin thinks she would make a great podcast host. (09:07)
How Jennifer’s experience at NBC Universal transferred into her next role - and what she learned from the challenges that came with her position at LinkedIn. (12:56)
Jennifer’s perspective on leading LinkedIn’s large-scale layoff and how her HR experience prepared her for that difficult task. (17:54)
From LinkedIn to Pendo: Jennifer’s journey towards her role as CRO - and her thoughts on her career trajectory. (21:55)
Joubin and Jennifer explore the positive effect that running and exercise have on their mental health. (30:14)
More on Jennifer’s path to Pendo: what she looked for in her search and how she spent her first 6 months. (35:15)
Pendo’s cross-organizational hiring rubric - and Jennifer’s viewpoint on hiring potential vs success. (43:48)
Jennifer uses her own experiences to rank career, money, company, and manager - and she shares her favorite simple habit and one she’d like to develop. (56:44)

Links:

Connect with Jennifer
- Email: [email protected]
- Pendo
Connect with Joubin
- Twitter
- LinkedIn
- Email: [email protected]
Learn more about Kleiner Perkins

CRO Rubrik, Brian McCarthy: Embedding Missionary Values Into Company Culture

15 november 2021 | 67 min

Integrity and humility barely begin to describe Brian McCarthy, CRO at Rubrik. Brian’s story is one of hard-won progress that is bound to inspire anyone who listens. Coming from a blue-collar household, Brian has always viewed work as a gift and now takes advantage of what it has afforded him and turns it back to building strong communities.

Brian’s humble beginnings set the stage for his inspiring life story. What his family did not have in money, they made up for in an abundance of love. For that, Brian never felt like he was without and carries that with him in his life and work. In this episode, Brian talks about his upbringing and explores his professional journey. He also provides insight into why he strives to drive those around him to be the best version of themselves each day. Brian’s criteria for a good sales leader are also invaluable and worth deep consideration!

In this episode, we cover:

Brian’s journey towards his first job as an adult - and why selling life insurance felt natural to him. (03:59)
All in the family: Brian’s early years growing up in a blue-collar household, the legacy his father left behind, and how his family came together after his passing. (07:16)
How Brian and his wife navigated their lives and careers as a young married couple - and the moment he realized he could build wealth to make a positive impact on the lives of others. (16:36)
How Brian’s unique and humble mindset as a young VP contributed to his success at Qlik. (25:11)
A discussion about the fear of losing and impostor syndrome - and why Brian's short time at AppDynamics had a positive influence on his professional trajectory. (31:33)
Feeding the beast: Brian talks about finding creative outlets in and outside of work - and delves into the two buckets that first-line sales leaders fall into. (39:55)
How the words “I love you” translate into “I desire what’s best for you” and how Brian embodies those words at his core and incorporates that into Rubrik’s company culture. (51:08)
Why Brian loves his role as CRO - and his perspective on why grit and gratitude go hand in hand. (59:16)

Links:

Connect with Brian
- LinkedIn
- Rubrik
Connect with Joubin
- Twitter
- LinkedIn
- Email: [email protected]
Learn more about Kleiner Perkins

President and COO Coinbase, Emilie Choi: Rising Through the Crypto Ranks

8 november 2021 | 64 min

"Crypto" is a term that has recently re-shaped the way the world thinks about money. For Emilie Choi, President and COO at Coinbase, it has been at the forefront of her work and mind for quite some time. Emilie is a true workplace warrior and that is reflected in her leadership at Coinbase as she has cultivated an ethos that endears her entire organization and those she works alongside.

In this episode, Emilie doesn’t pull the punches as she divulges her own strengths and weaknesses and how she strives to make them both equal assets. She also expounds on fostering connections in the workplace, her mission-oriented mindset, and how it is a mindset she likes to see in entrepreneurs. Emilie also offers essential insight into the current shape of cryptocurrency and the exciting direction that it is headed.

In this episode, we cover:

Emilie’s competitive advantage and how she transformed her weakness into an asset. (3:35)
Sensitivity in the workplace: Emilie opens up about a time when she showed her vulnerability in her “top of mind” email to the organization and how that cultivated a connection across the teams. (7:34)
Building out LinkedIn’s Corp Dev team in its early stages and how entrepreneurs successfully ran LinkedIn’s three business lines. (9:21)
Missionary vs mercenary: Emilie shares why it’s refreshing to work with crypto entrepreneurs who are mission-oriented - and Joubin taps into his recent experience with hiring a candidate. (13:00)
Why Emilie admires Amazon’s core business strategy - and her opinion on companies she would hypothetically buy. (17:36)
How Emilie’s desire to continue learning led her to make a lateral move from LinkedIn to Coinbase - and how she navigated the recruitment process of her team. (22:10)
An overview of Coinbase: assets, revenue, long-term trajectory, and their three main focuses - and Emilie breaks down Coinbase’s innovation by comparing it to the evolution of mobile phones. (31:10)
‘Volatility is a feature, not a bug’: What volatility means for Coinbase - and why Amazon and Adobe serve as an influence for Coinbase as they invest in their future acts. (38:38)
Weathering the crypto winter: How Emilie frames investing in crypto to potential buyers - and how she integrates grit and resilience into her role and across the organization. (43:47)
Emilie shares her thoughts on Coinbase’s %5 employee departure after their pledge to be apolitical - and what she admires about the Coinbase CEO, Brian Armstrong. (49:09)
Emilie reflects on what she has learned as she grew into COO and President - and how Coinbase grew to be the number one regulated crypto custodian in the world. (56:22)

Links:

Connect with Emilie
- LinkedIn
- Coinbase
Connect with Joubin
- Twitter
- LinkedIn
- Email: [email protected]
Learn more about Kleiner Perkins

COO Bloomreach, Christy Augustine: Thin Mints and Company Building

1 november 2021 | 59 min

Carving her own path is certainly one way to describe how Christina Augustine, COO at Bloomreach, has chosen to do her work. With a distinct set of experiences, beginning with a unique college thesis, to owning her own patent, and eventually leading Bloomreach through successful product launches, Christina has held her own over the course of her career. And her fortitude is now paying off.

Christina’s natural competitiveness has not only helped her shape her own leadership abilities, but she continues to carry these skills forward. While her decision to leave Bain & Company was a difficult one, that decision has returned its value tenfold. From her role as an individual contributor to the now COO at Bloomreach, Christina has brought a tenacity that deserves attention. Check out this episode to learn how she has honed her abilities to evaluate and consciously decide where she wants to be, and how she applies her own grit to the workplace.

In this episode, we cover:

Christina’s college thesis on the Julia set, her experience at HBS, and a look at her patent. (2:20)
More on Christina’s background and the “gnarly” aspect of her role at Bain & Company - and why she loves volunteering at Girl Scouts. (06:18)
Why competitiveness is a great leadership trait and how Christina puts it into practice - and why she chose to make the difficult decision to leave Bain and join Bloomreach as an individual contributor. (15:13)
‘It’s an every year decision’: Christina explains why she rewrites her resume and reflects on her contributions on an annual basis. (21:51)
Powered by Bloomreach: Christina provides an overview of Bloomreach and shares her perspective on their high valuation and what it indicates as they focus on building long-term products. (26:17)
The evolution of Christina’s roles at Bloomreach, from individual contributor to COO - and how the ‘“north star product vision” impacted the team’s decision to build a second product. (35:15)
Christina reflects on her early days at Bloomreach and explores their product development journey - and she talks about the impact of Google’s SEO algorithm change. (45:09)
What Christina’s mentors helped her prepare for as she transitioned into her COO position - and why it is important to know when to “do nothing.” (54:18)

Links:

Connect with Christina
- LinkedIn
- Bloomreach
Connect with Joubin
- Twitter
- LinkedIn
- Email: [email protected]
Learn more about Kleiner Perkins

CEO Alteryx, Mark Anderson: Transformation Starts with Leadership

25 oktober 2021 | 53 min

Mark Anderson, CEO at Alteryx, joins Joubin to talk about how he crafted his leadership ethos, which he often compares to a great game of golf. While Mark is currently at Alteryx, it is his foundation at Palo Alto Networks that serves as the bedrock for how he approaches his work.

In this episode, Mark reflects on his time at Palo Alto and offers insight that anyone would be wise to pay close attention to; close attention being an essential part of Mark’s ethos, as he says the “absence of a plan” is not part of his DNA. With this mindset, Mark breaks down the deep value of his meticulous planning and how it allows time for each important focus in his life, ranging from work, family, golf, or crucially as salient, when to leave some things by the wayside. Mark and Joubin also discuss their experiences during Palo Alto’s acquisition of Evident.io, how it has impacted Mark’s approach to the gritty specifics of acquisitions as a whole, and more.

In this episode, we cover:

How Mark used his grit to put himself through college - and the parallel between sales and the game of golf. (3:22)
Why “the absence of plan” is not part of Mark’s DNA - and why he is intentional about the time he puts into work, family, and friends. (7:15)
Palo Alto Networks: factors Mark considered as he evaluated the company, a look at his recruitment experience, and his 3 non-negotiables for hiring. (12:55)
Mark reflects on some of Palo Alto’s wins, including their major stock increase in 2014 and the acquisition of Evident.io. (20:46)
More on Palo Alto: Mark talks about Palo Alto’s change management approach and some of the challenges of the acquisition process. (26:08)
Mark provides an overview of Alteryx and talks about the joys of being on the Alteryx team - and shares why 2021 became “the year of transformation.” (31:55)
Why good leaders should help their teams learn from failures. (42:28)
Mark’s advice to the aspiring CEO and his takeaways from his journey thus far. (47:26)

Links:

Connect with Mark
- LinkedIn
- Alteryx
Connect with Joubin
- Twitter
- LinkedIn
- Email: [email protected]
Learn more about Kleiner Perkins

CEO Relativity, Mike Gamson: Fueling the Next Technology Ecosystems

18 oktober 2021 | 57 min

Mike Gamson, CEO of Relativity, has joined the show this week to provide his take on leadership, sales, and the evolution of his career leading up to Relativity. Mike’s path into becoming a CEO is a varied one and his diverse range of experiences has helped him hone in on essential insights, which he very humbly shares.

With a background in liberal arts, Mike has an interesting story about how he became a leader in the world of sales and technology. It all began when he made the decision to move to Costa Rica after an epic surfing trip along the coasts of South America. At one point, he faced a crossroads and had to decide between staying in Costa Rica or going back home. He chose the former and opened his own burrito shop. Afterward, Mike served as Advent’s head of product development, which set the stage for the rest of his career.

In this episode, Mike walks through the transitions in his career and shares why he was initially hesitant to join LinkedIn. He also talks about the crucial leadership skills and values he gained at LinkedIn under Jeff Weiner’s tutelage and dives into Relativity, Chicago’s “best-kept secret,” and the exciting innovations that Relativity is bringing on board.

In this episode, we cover:

Mike’s fascinating professional journey leading up to LinkedIn; from turning down Goldman Sachs to opening his own burrito shop in Costa Rica - and he and Joubin discover some of the striking similarities they share. (02:03)
The evolution of Mike's role at LinkedIn - and what factored into his decision to come on as an individual contributor. (9:47)
The challenges LinkedIn faced in its early stages, as leadership navigated the company’s identity - and how the question, “what kind of leader do you aspire to be?” helped Mike tap into his core leadership principles. (15:37)
Mike recounts moments when he was challenged to make decisions to preserve LinkedIn’s values as he grew into his sales leadership role - and how Jeff Weiner’s coaching gave him a more compassionate understanding of how to do business more broadly. (21:17)
Why Relativity was the “best-kept secret in Chicago” - and why Mike feels passionate about leveraging tech companies to build ecosystems within their communities. (28:04)
Mike’s views on investing in companies full-time and how his love for learning plays a role in his decision - and more on his transition to CEO of Relativity and how he gained his footing. (33:37)
A look at Mike’s life as CEO: what he factors into his daily decisions, lessons learned, and his advice to those who are thinking of the next layer up job. (40:34)
Mike elaborates on philosophies that he lives by, including his stance on hiring talent, why “yet” is the most powerful word in the English language, the power of being here by choice, and more. (45:21)
Joubin and Mike discuss three important leadership traits - and the importance of asserting agency over your time to create a personal life harmony. (50:33)

Links:

Connect with Mike
- LinkedIn
- Relativity
Connect with Joubin
- Twitter
- LinkedIn
- Email: [email protected]
Learn more about Kleiner Perkins

CRO Stripe, Mike Clayville: Building Tornado Companies

11 oktober 2021 | 72 min

Mike Clayville, CRO at Stripe, joins this week’s conversation to discuss what it's like to turn companies into forces of nature, using Mike’s chosen metaphor, the tornado. While Mike might be the first guest to compare company growth to a natural phenomenon, his insight is invaluable.

Mike comes from a small town outside of Declo, Idaho, and grew up working on the family farm and ranch. It was there that Mike gained the hard work ethic that has catapulted him into the worlds of engineering and then finance. All along the way, he made himself known as “the guy in the cowboy hat” - be it in board meetings, or on business trips to Paris or Japan.

In this episode, Mike and Joubin discuss the cultural significance of Mike’s hat and the importance of not forgetting where you came from. They also discuss Mike’s tenure at IBM when it was in decline, and how Mike shifted things there into an upward trajectory. Mike also explains his idea of first principles as a means to leading tornado companies, the innovation of Amazon, The Clayville Foundation and their fight against cancer, and more.

In this episode, we cover:

Mike’s early life in Declo, Idaho, where he worked on his family farm - and the symbolism behind his cowboy hat. (3:11)
The reason behind Mike’s switch from engineering to finance - and a look at his tenure at IBM, the tremendous challenge he faced during its decline, and how he turned it around. (7:06)
Mike’s philosophy on uncovering the first principle mindset and the qualities of a tornado. (13:44)
The early days of Amazon and public cloud - and how Mike used first principles to lead some of the largest enterprises into a new world of technology. (18:33)
An overview of Stripe: How Stripe helps companies understand their customers and how it compares to AWS in today’s internet economy. (26:42)
Why you should fail as an innovator and be willing to be misunderstood- and how Amazon’s innovation model contains the secret sauce of success. (32:56)
Selling as a muscle memory sport: Why Mike refers to prospecting as the calisthenics of sales - and a dive into the stages of prospecting. (39:42)
More on the importance of prospecting and why cold-calling is the best way to start a sales career. (43:15)
Mike talks about his detailed briefing process and how it helps maintain efficiency when getting to the heart of their customer’s needs. (48:50)
How Mike’s daily runs inspire some of his best ideas - and an in-depth look at his effective decision-making process. (53:51)
The Clayville Foundation: How The Clayville Foundation honors his late wife and seeks to find cures for cancer through technology and science. (01:03:00)

Links:

Connect with Mike
- LinkedIn
- Stripe
Connect with Joubin
- Twitter
- LinkedIn
- Email: [email protected]
Learn more about Kleiner Perkins

Chief Business Officer at Compass, Rob Lehman: Leadership by Fire

4 oktober 2021 | 52 min

Rob Lehman, Chief Business Officer at Compass, has an entrepreneurial spirit that has already set him forward in a burgeoning and exciting career at a young age. Rob’s path has come by no accident. His determination to be at the innovative edge and his unconventional approach to finding his bearing at Compass speak to Rob’s unique take.

Rob’s business-focused mindset developed early on in his childhood. In the fourth grade, Rob started a basketball camp with an all too original name. As Rob advances his career, he continues to cultivate that mentality and brings a unique offering to the world of real estate.

In this episode, learn more about Rob’s highly unconventional job search and why he makes the case for the value of the real estate agent as a deeply underappreciated asset to any business. Rob and Joubin also talk about what it is like to be the young guns at their respective companies and how they push to make the more senior members around them see their value, strengths, and much more.

In this episode, we cover:

An overview of Rob’s background - and his earliest memory as an entrepreneur beginning in the fourth grade. (1:22)
Searching for Compass: Rob details his methodical research and what he turned down as he sought opportunities to work for an early-stage company. (3:43)
Rob’s pivot from finance to strategy and operations - and why the real estate agent is a profoundly misunderstood professional. (10:15)
Rob reflects on his first signs of product market fit - and the power of momentum when building a company. (16:09)
A deep dive on finding the best talent - and why real estate agents are a powerful business entity. (21:39)
Rob explains why it is crucial to think in the future and be comfortable with rapidly adapting your business. (31:40)
Understanding the diversity of the real estate industry - and Rob’s mindset as a younger person surrounded by veterans in the field. (37:01)
Creating Space: Joubin and Rob discuss the impact of effective time management and how your calendar can be your strategy. (42:09)
Looking back on Rob’s earlier days at Compass and some key takeaways. (46:22)

Links:

Connect with Rob
- Email: [email protected]
Connect with Joubin
- Twitter
- LinkedIn
- Email: [email protected]
Learn more about Kleiner Perkins

COO Cameo, Brian Frank: From Professional Networks to Celebrity Networks

27 september 2021 | 64 min

To say that Brian Frank, Chief Operating Officer of Cameo, comes from a non-traditional background into the career field of sales might be an understatement. Brain’s career began in law and he spent nearly a full career there before transitioning to sales in 2008, where he has been exceedingly active.

Brian’s multifaceted background has given him a wide range of skillsets and a deep wisdom that has become invaluable to the organizations where Brian has worked. His focus on constantly learning through experience, as well as an emphasis on transparency has led him to the hard won successes that allow him to gain these perspectives.

In this episode, Brain and Joubin talk about Brian’s shift from law, his tenure at LinkedIn, and how experiential learning led to the inspiring story behind Brian’s decision to take up the guitar. Brian also goes into the details on Cameo and their meteoric rise, his influence there, and more.

In this episode, we cover:

Brian talks about his shift from law, to finance, and finally to sales. (1:09)
Brian’s colorful employment history (which began at age 13) prior to graduating from UC San Diego. (6:41)
How Brian approaches outbound opportunities - and how a quick LinkedIn message led to a business partnership. (10:37)
What Brian’s LinkedIn colleagues have to say about him - and his inspiring anecdote about how he met his guitar instructor, Marty Schwartz. (13:34)
The story behind Brian’s ban from LinkedIn - and why his experiential learning style works for him. (17:15)
All things sales ops: From defining the role to hiring and developing talent. (21:53)
‘What do you value most?’: Joubin and Brian rank and discuss career, money, company and manager. (32:17)
The lowest points of Brian’s LinkedIn ride - and what led him to be more transparent and open with his team. (36:37)
What is Cameo? Breaking down Cameo and its fascinating growth. (45:34)
How Brian assessed Cameo to determine if he was a fit - and his mindset when joining the company. (51:06)
Why most businesses are demand constrained - and more on Cameo’s B2B expansion. (54:16)

Links:

Connect with Brian
- LinkedIn
- Cameo
Connect with Joubin
- Twitter
- LinkedIn
- Email: [email protected]
Learn more about Kleiner Perkins

President of Field Operations at BetterUp, Marc Maloy: Building Better Organizations by Building Successful People

20 september 2021 | 59 min

Marc Maloy’s storied career with IPOs and acquisitions has helped him develop essential insights into career success, leading him to become President of Field Ops at BetterUp.

While Marc’s history is steeped with successful transitions, at each step he never failed to stay focused on the people. Marc remains focused on empathy, developing leaders first, and helping everyone in an organization reach their objectives.

In this episode of Go to Market Grit Marc and Joubin go into the details on Marc’s offerings to RVPs and the importance of forecasting, lessons and takeaways from Marc’s acquisitions, notes on leadership, and what he brings to BetterUp.

In this episode, we cover:

With two IPOs and an acquisition under his belt, Marc shares why an IPO is a milestone and not just the end goal. (3:04)
Why mentorship and building a formal career development plan helps avoid distraction and encourages pipeline generation. (4:32)
Career planning with Marc: The importance of helping people reach their personal and professional goals. (9:06)
The concept of your 50 50: Why RVPs should understand the process behind forecasting. (14:16)
What Dan Shapero (Linkedin COO) and Marc have in common - and the most important quality of a leader. (17:27)
From Glint to LinkedIn: Marc shares what he would have done differently during the acquisition - and what he’s learned. (23:27)
What is BetterUp? The vision of BetterUp - and how it helps people thrive through the whole person assessment. (29:17)
Permission to languish: The impact of top-performing athletes, like Naomi Osaka and Simone Biles, as the lines between our mental, physical, personal and professional lives continue to blur. (31:50)
Leading with empathy: What it means to help your team drive flourishment in their personal lives. (37:26)
Why authenticity is an effective leadership style - and why Marc signed up to be a Lyft Driver. (42:01)
Seek to serve others before you seek to serve yourself: How this mindset enhances performance. (46:08)
Hiring employees who embody BetterUp's value of "zest" - and Marc’s favorite interview question. (50:22)
President of Field Operations: The meaning and importance of Marc’s role at BetterUp. (53:00)
KPIs, metrics, and the health of your business: Marc's answer to the question he has asked many CEOs. (55:46)

Links:

Connect with Marc
- Email: [email protected]
Connect with Joubin
- Twitter
- LinkedIn
- Email: [email protected]
Learn more about Kleiner Perkins

CEO Incorta, Scott Jones: From Running Sales to Running a Company, and Everything in Between

13 september 2021 | 48 min

Since the 1990s, Scott Jones has had a successful career working in sales at technology companies including SAP, Tableau, and Alteryx.

In early 2021, Scott took a job that had never before appeared on his resume — the role of Chief Executive Officer at Incorta, a company creating direct data analytics software.

On this episode of Go to Market Grit, Joubin and Scott talk about Scott’s career, the value of making relationships with others in business, and the questions Scott had as he settled into his new role as CEO of Incorta.

In this episode, we cover:

Scott's career up until his current role as CEO at Incorta and the story of his very first job. (1:42)
A more prominent role at a smaller company: The factors behind Scott's decision to leave SAP to work at Alteryx in 2017. (5:37)
'A relationship business': The value of making connections and building a professional network. (9:01)
The responsibilities of a CEO, the common qualities of successful leaders. and the conversation that put Scott on the path to eventually running a company. (12:41)
Imposter syndrome: Dealing with self-doubt and insecurity, why failure is part of success, and the importance of taking risks. (16:27)
How Scott's current company, Incorta, is streamlining data delivery to business users through a data and analytics platform — and why Scott wanted to work at Incorta. (22:59)
Fundraising and dealing with a board and investors: Questions Scott had when he took his first CEO job — and keeping a company's co-founders around as a new CEO. (26:42)
Problem-solving, selling, and messaging: Scott's first fundraise as CEO. (33:59)
How the responsibilities of a CEO differ from that of a CRO — and the importance of being self-reflective when preparing for a CEO role. (37:07)
The "prep homework" Scott gives to salespeople and sales engineers when they start work at Incorta. (44:24)
What the word grit means to Scott. (46:44)

Links:

Connect with Scott
- LinkedIn
Connect with Joubin
- Twitter
- LinkedIn
- Email: [email protected]
Learn more about Kleiner Perkins

Head of eSports at Activision Blizzard, Brandon Snow: Building 'Generational Fandom' of Professional Video Game Teams

6 september 2021 | 55 min

Ever wonder how McDonald’s came up with its famous “I’m Lovin’ It” tagline? Brandon Snow knows all about it — in fact, he worked for the German advertising agency Heye & Partner when it pitched the winning slogan years ago.

With an impressive career that took him to live in Poland, Germany and China, Brandon has worked for not only Heye & Partner, but also the NBA as a senior marketing leader. Now, Brandon works as head of Activision Blizzard Esports — where he leads the effort to leverage the company’s popular video games such as Overwatch and Call of Duty to create city-based global franchise esports leagues.

On this episode of Go to Market Grit, Joubin and Brandon talk about the importance of creativity and charisma in the advertising industry, Brandon’s experience working for the NBA in China, and Activision Blizzard’s vision to build “generational fandom” around its esports leagues over time.

In this episode, we cover:

'I'm lovin' it': Brandon's experience of working at marketing firm Heye & Partner as it first pitched McDonald's now-famous worldwide tagline. (3:03)
Why Brandon left the NBA to transition from marketing to sales — and his eventual return to the NBA to work in sales. (7:02)
'Managing an orchestra': The incredibly long hours spent working on pitches as head of new business of an advertising agency — and the chances a pitch will succeed. (10:55)
The importance of creativity and charisma in the advertising business — and how sports sponsorship has evolved over time. (13:50)
Brandon's experience working for the NBA in Beijing, China — and the importance of embracing how different cultures conduct business. (18:38)
China, Hong Kong, and the NBA: The politics of running a global business. (24:04)
How Activision Blizzard is creating professional, NFL-like global esports leagues with its existing video game IPs. (28:01)
Activision Blizzard's vision to build 'generational fandom' in its professional, global, and city-based esports leagues over time. (35:06)
Ticket sales, sponsors, and digital goods: The revenue models behind the 'Overwatch' and 'Call of Duty' esports leagues. (39:55)
Activision Blizzard's franchise model for esports leagues — and why the esports industry must mature past sponsorship as its main revenue source. (43:16)
What other entertainment industries can learn from the video games business — and why Activision Blizzard continues to invest in its already popular video game franchises. (49:17)
What the word grit means to Brandon. (53:53)

Links:

Connect with Joubin
- Twitter
- LinkedIn
- Email: [email protected]
Learn more about Kleiner Perkins

Head of Revenue and BD at Asana, Oliver Jay: The Cutting Edge of Product-Led Growth

30 augusti 2021 | 46 min

When Oliver Jay worked for venture capital firm New Enterprise Associates in the late 2000s, he found that the most rewarding aspect for him was working with portfolio companies and watching the beginnings of sales operations.

“But as an associate, let’s be honest, I was there to crunch numbers, and write memos, and source deals,” Oliver said. “That’s why I decided to leave. Even though I loved the job intellectually, I just wanted a piece of the action.”

Soon after, Oliver earned an MBA from Harvard Business School, and flexed his sales knowledge at companies like Dropbox. Now, Oliver works as Head of Global Revenue and Business Development at Asana, a company developing a work management platform.

On this episode of Go to Market Grit, Joubin and Oliver talk about Oliver’s upbringing, the benefits of implementing “checks and balances” into the hiring process, and how to blend product-led growth and value enterprise sales.

In this episode, we cover:

How Oliver educated himself about go-to-market operations by embarking on a 'campaign' to meet and learn from successful sales leaders. (3:03)
'I learned a ton': Oliver's thoughts on the value of business school. (9:04)
Oliver's experience as an immigrant in the United States — and how he wants to teach authenticity and grit to his children. (12:18)
How Oliver learned that he had an eye for identifying talent — and how he motivates and inspires teams with long term goals. (17:31)
Building 'checks and balances' into the hiring process. (21:56)
Uber vs. Grab: Oliver's firsthand experience on the board of Grab as it competed with Uber for the Asian rideshare market. (24:19)
'Seed, land, and expand': What Oliver's experience working at Dropbox taught him about structuring sales organizations at product-led companies. (28:06)
Oliver's current business, Asana, its work management platform — and building a ‘balanced’ company culture. (38:28)
Uncovering whether a job candidate understands excellence during an interview — and the value of helping people grow and develop. (41:28)
What the word grit means to Oliver. (44:41)

Links:

Connect with Oliver
- https://asana.com
Connect with Joubin
- Twitter
- LinkedIn
- Email: [email protected]
Learn more about Kleiner Perkins

SVP Sales at Affirm, Eric Morse: Exploring The Partnership Between Engineering and Sales

23 augusti 2021 | 49 min

CRO Front, LB Harvey: Moving Up-Market + Operational Excellence

16 augusti 2021 | 45 min

CRO/CSO Dialpad, Dan O’Connell: Taking Risks and Running a Company

9 augusti 2021 | 53 min

Dan O’Connell’s career is an impressive display of how hard work can catapult a person from the bottom of the sales hierarchy to the very top of business leadership.

Having started as an account coordinator at Google AdWords in 2003, Dan has climbed the corporate ladder — eventually becoming the CEO and President of TalkIQ in 2017. Now, Dan serves as the Chief Strategy Officer, Chief Revenue Officer and as a board member at Dialpad, a company creating an AI-powered cloud communication suite.

On this episode of Go to Market Grit, Joubin and Dan discuss Dan’s experience selling online advertisements for Google in the early to mid 2000s, Dan’s experience of becoming a CEO, and the importance for senior leaders to make an effort to connect with employees.

In this episode, we cover:

'Shooting fish in a barrel': Dan's experience working for Google and selling online advertisements in the early 2000s. (5:00)
'I wanted to do more': Taking risks and avoiding career complacency. (7:36)
Identifying skilled salespeople when demand is insanely high — and the moment when Dan realized Google was a big deal. (12:45)
The key character traits of people hired on Google's go-to-market team — and how to identify ‘coachability’ in a job candidate. (22:31)
Why Dan decided to become CEO and president of TalkIQ in 2017 after working in sales — and how his father’s example motivated him.
Humility, ambition and optimism: The qualities Dan would want his children to have — and the role of parents in encouraging new opportunities and growth. (34:10)
'An awesome experience': The complexities and fun of being a tech CEO. (37:02)
Dan's current company, Dialpad, and its AI-powered cloud communication suite — and how he deals with the transition from CEO to a lower senior position. (43:47)
The skills and qualities of a successful business manager. (47:48)
What the word grit means to Dan. (51:35)

Links:

Connect with Dan
- LinkedIn
Connect with Joubin
- Twitter
- LinkedIn
- Email: [email protected]
Learn more about Kleiner Perkins

CCO Figma, Amanda Kleha: The Strategies Behind Figma’s $10 Billion Valuation

2 augusti 2021 | 65 min

CRO Okta, Steve Rowland: Identifying and Developing Future Business Leaders

26 juli 2021 | 47 min

CRO Thrive, Renu Gupta: Building Positive Personal and Professional Habits

19 juli 2021 | 42 min

SVP Sales at Iterable, Jan Zeman: Hiring and Coaching Successful Sales Talent

12 juli 2021 | 48 min

When Jan Zeman was hired as a sales development representative in the early 2000s, he had a unique background in management consulting and venture capital.

Jan has since risen through the sales ranks, having helped his previous company, Responsys, grow from $25 million in ARR to $200 million, among other successes. Now, he serves as SVP Sales, America at Iterable, a company creating a cross-channel marketing platform.

On this episode of Go to Market Grit, Joubin and Jan talk about Jan’s career working at Responsys, how Jan determines his personal and professional priorities, and tips for identifying successful sales talent.

In this episode, we cover:

From venture capital to cold-calling: How Jan started his sales career. (2:17)
Jan's nine-year run working in sales and sales leadership at Responsys — and why he never chose to leave. (5:37)
The personal and organizational challenges Jan faced while working at Responsys — and why Jan wanted to become a sales leader. (10:23)
'I was very open-minded': How Oracle's purchase of Responsys helped Jan learn how to lead larger teams. (14:05)
How Jan's current company, Iterable, uses data to personalize communications between a company and a customer. (16:35)
'Lean into the change': The importance of learning new business and life skills. (18:50)
The importance of finding balance between work and life — and how Jan uses weekly journaling to help determine his personal and professional priorities. (24:22)
How Jan evaluates curiosity in job candidates. (31:32)
The value of listening, collaboration, and recruiting known and undiscovered talent as a sales leader. (36:43)
The three segments of Iterable's business and how the company goes to market. (40:30)
The benefits of having a product with a unique and changing differentiation — as well as how Jan teaches enablement to his team. (42:27)
What the word grit means to Jan. (46:16)

Guest: Jan Zeman, SVP Sales, America at Iterable

Links:

Connect with Jan
- LinkedIn
Connect with Joubin
- Twitter
- LinkedIn
- Email: [email protected]
Learn more about Kleiner Perkins

Chief Customer Officer at Xero, Rachael Powell: The Power of Positive Psychology: Creating Authentic Company Cultures

5 juli 2021 | 52 min

Not many people can say they’ve held leadership positions in marketing, sales, and HR during their business career. Well, maybe except for Rachael Powell, who has done all three and says it’s just her “natural curiosity” that brought her on such a path.

Having worked for over 25 years at digital and technology companies, Rachael now serves as Chief Customer Officer at Xero, a company creating cloud-based accounting software for small businesses.

On this episode of Go to Market Grit, Joubin and Rachael discuss ways to apply positive psychology within an organization in order to improve customer experience, as well as how Rachael recruits for talent.

In this episode, we cover:

How Rachael's current company, Xero, is focused on improving lives across the globe through its cloud-based accounting software for small businesses. (4:59)
How Rachael's 'natural curiosity' helped her build a broad skill set. (7:55)
‘I'm definitely a builder': The apprehension Rachael felt before taking the Chief People Officer role at Xero — and why she took the job. (10:44)
This is absolutely a vocation for me': Why Rachael loves her job and is invested in Xero's purpose. (16:32)
'Don’t ask, show': Why Rachael believes that results come from ‘showing what you’re capable of’ and not by asking for them. (20:26)
‘The human ripple effect’: How enthusiasm for a company can transfer from employees to customers — and the benefit of putting all elements of the customer journey under one executive. (23:33)
Recruiting talent: Why Xero focuses on having a conversation with job candidates to gauge their values, passions, and strengths. (27:17)
How to develop new talent and build a strong foundation of wellbeing within an organization with ‘positive psychology.’ (30:40)
Why Rachael hired communication, recruiting and diversity roles when she became Chief People Officer at Xero — and how the company tries to foster an authentic workplace environment. (34:07)
Why putting 'play' into an organization is crucial for innovation. (38:58)
'It is an enormous opportunity': Xero's strategy for bringing their product to market in the Northern Hemisphere. (44:10)
How Rachael defines the word grit. (51:21)

Guest: Rachael Powell, Chief Customer Officer at Xero

Links:

Connect with Rachael
- Xero
Connect with Joubin
- Twitter
- LinkedIn
- Email: [email protected]
Learn more about Kleiner Perkins

President of Sprout Social, Ryan Barretto: Establishing a Compelling Company Vision

28 juni 2021 | 48 min

Ryan Barretto knows all about what it takes to successfully scale a business.

After an impressive 10-year career in sales leadership roles at Salesforce, Ryan took a role as SVP of Global Sales at Sprout Social — a business creating social media management tools — where he helped grow the company from $30 million in revenue to $170 million.

Now, one IPO later, Ryan is President of Sprout Social — and, also, today’s guest on Go To Market Grit! On this episode, Joubin and Ryan discuss Sprout Social’s content-led inbound lead generation engine, as well as the importance of delivering a compelling company vision as a leader.

In this episode, we cover:

How Ryan's company, Sprout Social, is streamlining and improving social media management for businesses. (5:31)
Early stages and IPO: The most stressful aspects of growing and scaling Sprout Social sales operation from $30 million to $170 million of revenue. (8:27)
Leveraging content-driven marketing to support an inbound lead model. (13:55)
How Sprout Social's product-led trial model makes account executives focus more on 'customer success' — and the evolution of the 'enterprise rep.' (16:19)
The importance of asking for and taking feedback from colleagues as a leader. (19:59)
Self-critical learners: Characteristics of successful new hires at Sprout Social — and how Ryan identifies learners during job interviews. (22:49)
Why Ryan cares so deeply about learning and self-improvement — and how his upbringing as a first-generation Canadian informed his work ethic. (26:23)
Instilling and supporting a culture of learning within an organization. (33:31)
Fostering trust and rapport: Using collaboration with various business departments to communicate and build an inspiring company vision. (37:10)
Learning and building credibility as a leader through being hands-on in all areas of a business. (41:08)
'Nailing the why': The importance of clear internal communication during periods of change. (43:01)
What does the word grit mean to you? (46:27)

Links:

Connect with Ryan
- LinkedIn
Connect with Joubin
- Twitter
- LinkedIn
- Email: [email protected]
Learn more about Kleiner Perkins

SVP Revenue at GitHub, Erica Anderson: Combining Top-Down and Bottom-Up Sales Motions

21 juni 2021 | 43 min

Erica Anderson had never carried a bag before she was promoted to Vice President of Worldwide Sales at GitHub in 2019.

With a successful career as a sales operations leader under her belt, Erica has since been promoted twice at GitHub — most recently to Senior Vice President of Revenue.

On this week’s episode of Go to Market Grit, Joubin and Erica talk about the lessons Erica has learned about leadership throughout her career and the combined bottom-up and top-down selling approach of GitHub.

In this episode, we cover:

'The Home of Open-Source Software': How GitHub is used for software development and when Erica joined the company. (3:12)
How Erica was promoted to VP of Worldwide Sales at GitHub despite never having been a quota-carrying salesperson herself. (5:35)
The Value of Partnerships: What a successful relationship between sales operations and a sales leader looks like. (8:51)
'Listening and learning': The methods Erica used to develop a new skill set for the sales leadership job she had never done before. (10:47)
Hiring too soon: The 'very painful lesson' Erica learned at GitHub about hiring and expanding before fully understanding product-market fit. (15:43)
Finding what fuels 'internal drive' — and the differences between external and internal competitiveness in sales. (19:18)
How Erica's overall focus changed when promoted to a sales leadership role from a sales operations position — and the importance of individual forecasting for sales reps. (23:36)
Sales motions: The 'internal selling' Erica did to convince GitHub to embrace top-down selling in addition to its existing bottom-up sales structure. (27:41)
'Aggregating customer feedback': How GitHub decides which product feature requests to prioritize. (34:01)
The counterarguments made when Erica and her team advocated for a top-down selling motion to enterprise clients at GitHub. (38:03)
How Erica defines grit. (41:37)

Links:

Connect with Erica
- GitHub
- Email: mailto: [email protected]
Connect with Joubin
- Twitter
- LinkedIn
- Email: [email protected]
Learn more about Kleiner Perkins

CRO DataStax, Harry Ault: The Three Steps to a Successful Tech Company Turnaround

14 juni 2021 | 45 min

VP Unity Technologies, Laura Palmer: Going The Extra Mile: Forging Meaningful Customer Connections

7 juni 2021 | 45 min

Laura Palmer will never forget the first big technology sales deal she ever closed.

Having only worked professionally as an inside sales rep, Laura took a leap of faith early in her business career and negotiated a half-a-million deal with a customer while “kind of knowing what I was doing and kind of not knowing what I was doing,” she says.

So when Laura stood up for herself by telling the CEO of her company that she believed she should be promoted to a field rep, it’s no surprise she was given the job on the spot.

Since then, Laura — who now serves as Vice President of Sales, Americas & EMEA at Unity Technologies — has built an extremely successful career in sales and sales leadership. On this episode of Go to Market Grit, Joubin and Laura talk about returning to the office in a post-COVID world, as well as the importance of building relationships with customers by physically showing up.

In this episode, we cover:

From inside sales to top field rep: How Laura 'demanded the ball', closed a large sales deal, and earned a promotion. (0:52)
Career changes: Laura's story of leaving Google — and what her decision making process looked like. (8:02)
Unity Technologies: Unity's successful video game engine — and the applications this technology has outside of gaming. (16:19)
Create and operate: The 'two sides' to Unity Technologies' business operation — and the company's 'complicated' go-to-market model. (18:55)
Finding a balance: The framework through which Laura is making decisions on how to run her sales team post-COVID — and the importance of community building within an organization. (23:42)
People buy from people': Why Laura believes that field sales is not 'dead' — and redefining 'inside sales' to 'strategic sales.' (29:51)
Joubin and Laura share stories about the value of building relationships with business customers by physically showing up. (32:59)
Gaining satisfaction as a leader by helping people grow and learn — and how women can help other women succeed in business. (38:24)
How Laura defines grit. (43:19)

Links:

Connect with Laura
- LinkedIn
- Email: [email protected]
Connect with Joubin
- Twitter
- LinkedIn
- Email: [email protected]
Learn more about Kleiner Perkins

President and COO Golden State Warriors, Brandon Schneider: Building One of the NBA’s Most Valuable Teams

31 maj 2021 | 44 min

CRO RealReal, Kayti Sullivan: Setting Priorities in Work and in Life

24 maj 2021 | 54 min

CRO UiPath, Thomas Hansen: Balancing the Art and Science of Sales

17 maj 2021 | 43 min

VP of Global Professional Services at PayPal, Marcy Campbell: Risk and Reward: Creating Successful Sales Organizations

10 maj 2021 | 46 min

CRO Gong, Ryan Longfield: Finding Comfort in the Uncomfortable: Redefining Failure

3 maj 2021 | 54 min

CEO Cassidy Ventures, Brendon Cassidy: LinkedIn, Echosign + Talkdesk: Building Successful Startup Sales Teams

26 april 2021 | 51 min

CRO Box, Mark Wayland: Forging Positive Sales Cultures

19 april 2021 | 50 min

VP Sales Impossible Foods, Dana Worth: From Gourmet to Fast-Food: How He Built Impossible Foods’ Go-To-Market

12 april 2021 | 47 min

CRO Cloudflare, Chris Merritt: Creating an Authentic Content-driven Strategy

5 april 2021 | 53 min

SVP Salesforce, Mike Wolff: Tips for Becoming a More Effective Sales Leader

29 mars 2021 | 51 min

CSO Relativity, Peter Kim: The Values of a People-Centric Leader

22 mars 2021 | 48 min

CRO PagerDuty, Dave Justice: The Principles of Successful Crisis Leadership

15 mars 2021 | 51 min

CRO Amplitude, Matt Heinz: Exploring The Mindset of a Successful Sales Leader

8 mars 2021 | 47 min

SVP Global Strategic Services at UiPath, Jay Snyder: Driving Customer Engagement Through Value-Based Selling

1 mars 2021 | 41 min

CRO Clari, Kevin Knieriem: Exploring the Benefits of Data-Driven Sales

22 februari 2021 | 48 min

CRO ServiceTitan, Ross Biestman: ‘Team Before Self’: Motivating High-Performing Salespeople

15 februari 2021 | 52 min

CRO Snowflake, Chris Degnan: Building Snowflake’s Successful Sales Organization from the Ground Up

8 februari 2021 | 66 min

CRO Flexport, Will Urban: Streamlining Global Trade With Revolutionary Technology

1 februari 2021 | 51 min

Founder and CEO of Applied Intuition, Qasar Younis: Creating Customer-Oriented Company Cultures

25 januari 2021 | 56 min

When it comes to building a company from the ground up, Qasar Younis has done it all.

A mechanical engineer by trade and entrepreneur at heart, Qasar transitioned from working on cars to building startups, eventually selling his second business venture TalkBin to Google in 2011. Qasar has also helped fund and advise early-stage companies as a partner at Y Combinator. Now, Qasar is the founder and CEO of Applied Intuition, a company valued at $1.25 billion that develops simulation software that engineers use to create self-driving systems.

In this episode of Go to Market Grit, Joubin and Qasar discuss what patterns Qasar has noticed about go-to-market strategies while working in startups and how he’s built two massively successful businesses.

In this episode, we cover:

Why Qasar decided to enroll in Harvard Business School after working as a mechanical engineer. (4:20)
How one of Qasar’s early startups, Camessa, failed — and what Qasar learned from this failure. (8:50)
What Y Combinator does and how it has grown in scale. (11:11)
How Qasar and others analyzed the retail market and the emergence of new technology to come up with the idea for TalkBin. (12:15)
How Qasar’s “boots-on-the-ground” sales experience helps create a more balanced environment at Applied Intuition and how he learned about developing early sales motions while working at Y Combinator. (15:39)
Qasar’s take on why centering a company around the customer can dismantle engineering-oriented cultures and unite a business around a common goal. (18:58)
The divide between engineers and business people and why leaders need to have a diversity of skills. (21:40)
‘Market risk’: Why cultivating a deep understanding of the market and its demands can make or break a business. (24:43)
Reasons why some businesses fail to listen to its customers. (30:53)
What Qasar’s current business, Applied Intuition, does. (32:15)
The present and future of autonomous cars. (34:21)
How Applied Intuition penetrated the autonomous car market by creating software that manufacturers want. (37:50)
Why Applied Intuition doesn’t only focus on selling to car manufacturers — and how its technology can save a business money. (45:24)
Qasar’s thoughts on how long it will take for autonomous driving features to come standard in cars. (47:52)
The cultural challenges of taking a company international and the importance of focusing on hiring the right people who can carry company values. (49:10)
How Qasar defines grit. (53:22)

Board Director at Fastly, Kelly Wright: How She Went from Selling Door to Door to Board Director

11 januari 2021 | 49 min

CRO Auth0, Dave Wilner: Discussing Growth and Leadership

28 december 2020 | 38 min

CRO Atlassian, Cameron Deatsch: Exploring Atlassian’s Unorthodox Strategy

14 december 2020 | 55 min

Atlassian is one of the most unorthodox technology companies in the world. Almost everything the company does is completely different than what you would expect. And yet, the organization has been massively successful and efficient in achieving growth.

In this episode of Go to Market Grit, Joubin and Cameron discuss how Cameron built a $44 billion business without a sales team, and some of the company’s key growth levers.

In this episode of Go to Market Grit, we cover:

Cameron’s role as CRO of Atlassian, and what he does on a daily basis.
Some of the factors that make Atlassian unique. For example, the company spends more on R&D than sales and marketing.
Why price transparency plays a key role in Atlassian
The various positions that Greg has held at Atlassian, and how they influence his current role as CRO.
The difference between customer advocacy and sales at Atlassian.
How Atlassian defines success across various roles.
Why Atlassian has one of the most efficient go to market strategies in the history of go to market enterprise software.
Atlassian’s workflow, and how the company drives customers forward.
Cameron’s thoughts on product-led growth models, and why it works for Atlassian.
Atlassian’s strategic approach to managing around target numbers — and why the company is firm about not giving discounts to drive deals.
How geographic location tends to impact software purchasing.
How Atlassian manages to navigate and manage risk, and operate with a very unorthodox business model — and how their leadership helps ensure success. Cameron also talks about how the company maintains this model as a publicly traded organization.
Atlassian’s primary growth levers — and why there will most likely never be another Atlassian.
Some key failures that Cameron and his team have worked through — including how they turned a massive failure into one of their biggest successes.
The ethos that exists in Silicon Valley around building products from within, and how Atlassian has bucked that trend through M&A.
The characteristics that have made Cameron so successful.
How Cameron defines grit.

Links:

Connect with Cameron Deatsch
- LinkedIn
Connect with Joubin
- Twitter
- LinkedIn
- Email: [email protected]
Learn more about Kleiner Perkins

CRO Twilio, Marc Boroditsky: A Behind the Scenes Look at Twilio’s Go to Market Strategy

30 november 2020 | 52 min

Marc Boroditisky brings a unique perspective to the table as CRO of Twilio, as a founder and builder who has led several companies.

In this episode of Go to Market, Joubin and Marc discuss his unique background and journey that led him to Twilio, and how his experience and passions — like his love of startups and discovering product-market fit — have shaped his revenue leadership strategy. Joubin and Marc also discuss Twilio’s go to market motion, and their approach to customer service.

In this episode of Go to Market Grit, we cover:

Marc’s winding career path, which has largely centered around authentication and identity/ access — and how that helped him land at Twilio.
Marc’s pay it forward mindset in business, and why he likes to give back and help other organizations grow. Marc also explains why he loves working with smaller companies.
Marc’s thoughts on Oracle’s acquisition of PassLogix, and why the experience was a positive one for him.
Marc’s 15 year run at PassLogix, and what it was like running a company independently for that long — including how they made it through the .com bubble burst, the mortgage meltdown, and intense contraction.
A key lesson that Marc and his team at PassLogix learned during the mortgage crisis, which was discovering the place that they filled in the market. Marc explains how this lesson has shaped his outlook on business today.
The key factors that led Twilio to buy Authy.
What Twilio does, and some common use cases.
The functions that roll up to Marc as CRO of Twilio.
What it’s like going to market with a product like Twilio, that’s relatively simple and lacks an extreme focus.
The strategy of having specialization across different product lines. Marc explains how Twilio uses specialization.
How Marc enabled Twilio to sell to large enterprise accounts.
The biggest challenge that Marc has faced since joining Twilio four years ago.
Why Twilio prioritizes hiring the best and brightest talent in the industry. Marc also talks about why the company is looking for people with grit, how he defines grit, and why grit is necessary for building a strong customer-centric culture.

Links:

Connect with Marc Boroditsky
- LinkedIn
Connect with Joubin
- Twitter
- LinkedIn
- Email: [email protected]
Learn more about Kleiner Perkins

SVP and Head of Sales at AppsFlyer, Mar Brandt: Leadership Insights

16 november 2020 | 45 min

COO of LinkedIn, Dan Shapero: Discussing Go to Market Leadership

2 november 2020 | 51 min

B2B General Manager of Calm, Jim Herbold: Describing ‘Unicorn Meat’

19 oktober 2020 | 70 min

VP and GM at Shopify, Loren Padelford: Breaking the Rules in Sales

5 oktober 2020 | 53 min

SVP Sales Modern Health, Hannah Willson: Overcoming the Stigma of Mental Health in Sales

21 september 2020 | 40 min

In this episode of Go to Market Grit, Modern Health VP of Sales Hannah Willson explains how Modern Health is working to normalize and de-stigmatize cognitive wellbeing health in the workplace.

According to the CDC, depression interferes with a person’s ability to complete physical job tasks about 20 percent of the time, and reduces cognitive performance about 35 percent of the time. What’s more, only 57 percent of employees who report moderate depression, while 40 percent of those who report severe depression receive treatment to control their symptoms.

Of course, depression is just one type of mental obstacle that workers struggle with on a daily basis. Anxiety, chronic stress, substance abuse, and family issues are all common as well. Up until recently, the topic of mental health has been somewhat of a taboo in the workplace. Yet, this is starting to change thanks to the work of Modern Health, which offers an innovative mental well-being platform for workers. Thanks to Modern Health, companies now have a framework for guiding employees through their personal challenges.

In this episode of Go to Market Grit, we cover:

Modern Health’s mission to normalize and de-stigmatize mental health.
Why there is still a stigma about mental health in sales, due to a lack of resources and understanding — and how Modern Health is working to change it.
How addressing and prioritizing mental health can lead to direct productivity gains, and lower turnover.
Viewing sales as a marathon and not a sprint, and why it’s important to have mental resilience and stamina. Hannah also talks about remembering to monitor your mental health during busy and challenging times.
The challenges and rewards of selling for a startup versus selling for an established enterprise, and why thriving in a startup role requires having a different mindset and approach.
Taking time to prioritize the foundational aspects of mental health, like getting enough sleep and exercising.
Advice for maintaining mental stability and balance during especially stressful times, such as the end of quarter sales crunch.
The power of gratitude, even during challenging times, and how it can be energizing.
Why it’s better to achieve work-life harmony, instead of work-life balance. Hannah also explains her perspective on balance, and adapting to remote work.
The process of talking about work with family members, and why it can be both healthy and rewarding. Hannah also talks about the pressure and demands that come with being a female sales leader, and how she has adapted.

Links:

Modern Health
Connect with Hannah on LinkedIn
Connect with Joubin
- Twitter
- LinkedIn
- Email: [email protected]
Learn more about Kleiner Perkins

Chief Sales Officer at Brex, Sam Blond: Recruiting Talent

8 september 2020 | 51 min

If there’s one person who knows a thing or two about sales growth, it’s Brex Chief Sales Officer Sam Blond, who has been a part of some legendary sales runs during his career. Sam joined Zenefits in 2013, and helped transform the company into the fastest SaaS business of all time. Then, he left and joined Brex, and was part of a team that scaled from 46 to 455 employees in just two years.

Was it luck that led Sam to these companies, or is Sam naturally gifted in discovering opportunities? In this episode, Sam explains his approach to sales and growth, while also explaining how to scale effectively from the inside.

In this episode of Go to Market Grit, we cover:

Sorting through the noise, and recognizing greatness when interviewing.
Sam’s advice for advancing and bettering yourself at a company, and capitalizing on luck when it happens.
Sam’s thoughts on determining good reps versus good leaders.
How companies like Brex are using the pandemic to refocus and rebuild, while planning to scale again in 2021.
The importance of trying to hire the best possible people for sales roles.
Sam’s thoughts on why he is a strong recruiter, and why he has been so successful in building high performance sales teams.
The strategy of using above market compensation to attract and retain top talent.
Sam’s philosophy on quota, and why he likes 70 percent of his team to be over 100 percent of quota.
Creating a winning sales culture, and why it’s one of the most important things to strive for.
The challenge of scaling a sales team without chopping up territories or lowering quotas, and how businesses can avoid this pitfall.
Why company leaders need to temper growth expectations.
How Sam goes about setting future growth targets.
Earning respect through performance and taking on leadership roles.
Why it’s everyone’s job to recruit. Sam talks about the strategy of using internal recruiting, and only bringing aboard new team members who can be vouched for — and why this helps mitigate risk.

Links

Connect with Sam
- Linkedin
- Twitter
Brex
Connect with Joubin
- Twitter
- LinkedIn
- Email: [email protected]
Learn more about Kleiner Perkins

CRO Cockroach Labs, Jeff Miller: Building an Effective Open Source Go to Market Strategy

24 augusti 2020 | 36 min

In a study from Red Hat, 95 percent of respondents said open source was strategically important to their organization, while 77 percent agreed that open source will continue to grow. Yet, that doesn’t guarantee an easy sell. Selling open source software at the enterprise level requires an entirely different strategy than traditional software. For insight, we turned to open source sales expert Jeff Miller.

Joubin and Jeff discuss two topics, including Jeff’s career journey, and how open source sales teams can build and execute effective go to market strategies.

This conversation covers:

Jeff’s early experiences in sales, where he cut his teeth selling long distance service door to door — learning how to handle rejection and building an aggressive work ethic.
How Jeff made the leap into software sales, where he learned the meaning of software and how to approach customers and sell them solutions that help solve problems. Jeff also explains what motivated him to move into enterprise software.
The value of having a strong mentor, and how it can open doors to greater opportunities.
The key difference between open source and open core computing, and how it changes the sales process.
The challenge of building an open source go to market strategy, when there is virtually no control over the sales cycle.
Why open source software requires a tight marriage between marketing and sales.
The critical role that education and documentation play in the sales process, in addition to having an inside SDR/ LDR team to work with the customer, identify new use cases, and guide the customer in their journey.
How good, qualified leads can make all the difference, and make sales associates far more effective.
Viewing developers are influencers, not decision makers when making open source sales.
WhyJeff loves working with early stage startups, where you can make a huge impact fast without dealing with a lot of the red tape that comes with larger organizations.
Key metrics that Jeff looks for when qualifying early stage startup opportunities, where there is a lot of risk

Links

Connect with Jeff on LinkedIn:
- LinkedIn
Cockroach Labs
Connect with Joubin
- Twitter
- LinkedIn
- Email: [email protected]
Host Twitter
- https://twitter.com/Joubinmir
Learn more about Kleiner Perkins

VP Sales at Mixpanel, Meka Asonye: Exploring Analytics, High Velocity Sales, and Stigmas

10 augusti 2020 | 53 min

Topics:

Is there a stigma around intelligence in sales?
How to enable high velocity sales

Many organizations today are struggling to strike a balance between being data-driven and gut-driven. For pointers, we turned to Meka Asonye who has deployed data at the highest level in sports doing statistical analysis for the Cleveland Indians. Meka provides tips about using data to discover opportunities and gain a market advantage. Meka also talks about his transition into sales, touching on important issues related to the stigma of the profession (and how that’s changing) and enabling high velocity growth.

In this episode of Go to Market Grit, we cover:

Meka’s atypical career journey, including a four year run advising the GM of the Cleveland Indians on Major League roster and payroll allocation using statistical analysis.
The Indians’ strategy of trying to gather every data point possible when scouting, to gain an on-field advantage and assist with scouting.
Analyzing someone’s level of grit, or resilience, and whether that can be accomplished with data alone.
Striking a balance between being data-driven and being gut-driven.
Competitive balance, and learning how to operate in an imperfect or imbalanced system.
Meka’s slow but successful transition into technology sales — including why he made the jump into technology.
The stigma of sales, especially with smart individuals, and why it’s starting to change as the profession is getting more difficult and requiring more personalized experiences.
How the role of the modern sales leader has evolved over the last decade or so, as it now involves working with product, finance, customer service, and marketing teams.
Enabling a high velocity sales engine. According to Meka, the most important thing is to join a company with an amazing product, and a product-led growth strategy.
The role that people, processes, and tools play in enabling a high velocity sales engine.
Meka’s definition of high velocity sales, which is being able to close a significant number of deals in 30 days.

Links:

Connect with Meka on Linkedin
Mixpanel
Connect with Joubin
- Twitter
- LinkedIn
- Email: [email protected]
Learn more about Kleiner Perkins

CRO CircleCI, Jane Kim: Leading with Vulnerability and Making Mistakes

27 juli 2020 | 46 min

In this episode of Go to Market Grit, CircleCI CRO Jane Kim shares valuable insight about her experiences growing a global organization, and trying to build an effective team and strategy. Joubin and Jane discuss and debate two key topics, including leading with vulnerability, and five common mistakes that first time managers make.

“Vulnerability is not knowing victory or defeat, it’s understanding the necessity of both; it’s engaging. It’s being all in.” - Brene Brown

Leading with vulnerability, and doing it well, is arguably one of the most difficult things to do in business. Yet, mastering this strategy can be incredibly empowering both for yourself and your team, as it can build authenticity and trust.

One person who actively practices leading with vulnerability is Jane Kim, who has helped drive explosive global growth at CircleCI. Jane explains what it means to truly lead with vulnerability, while offering sage advice on building sales teams.

In this episode of Go to Market Grit, we cover:

How a company’s playbook can differ from region to region, and why it’s important to be open to new ideas when stepping into new markets.
How purchasing is flowing down, and leading to more technical buyers who are empowered to not only test products but also to recommend solutions to decision makers.
The importance of leading with vulnerability, and how it can create authenticity and trust with workers.
How being vulnerable can make you impenetrable to criticism. In other words, by being open about your strengths and weaknesses, you don’t have to be defensive about other people coming after your insecurities.
Why it’s important to be considerate about the type of information that you share when practicing vulnerability, as well as when you share it and how you share it.
A debate about the five mistakes that first time managers make, including micromanaging, hiring the wrong person, falling into the likability trap, giving bad advice to the team, and pursuing the wrong strategy. Jane also mentions leadership principles, including empowerment and accountability.
Why Jane prefers to fail fast, and to use failure as a learning opportunity.
Giving people the confidence to be themselves, while coaching them to be better.
Understanding that you will make mistakes in your management career, and thinking about how you will recover from them.

Links:

Connect with Jane on Linkedin
CircleCI
Connect with Joubin
- Twitter
- LinkedIn
- Email: [email protected]
Learn more about Kleiner Perkins

CRO TripActions, Carlos Delatorre: The Science of Sales

13 juli 2020 | 55 min

In this episode of Go to Market Grit, TripActions CRO and Silicon Valley sales legend Carlos Delatorre opens up about what it takes to build powerful and effective sales teams and strategies. Joubin and Carlos discuss two key topics, including the value of relationship building, and making your go-to-market strategy a competitive differentiator.

In this episode of Go to Market Grit, we cover:

Carlos’s criteria when vetting new opportunities including the size of the market, whether the solution has genuine differentiation that delivers real value to customers, and the quality of the team.
How a healthy market and great sales execution can make up for a mediocre product.
Why people and execution are the most important aspects in sales, even more than product and market size.
The importance of relying on trusted experts when qualifying new technologies.
Analyzing differentiation at the architectural level versus the feature level.
An inside scoop on how TripActions has been dealing with the lack of travel during the pandemic, and why Carlos views the travel freeze as both a challenge and an opportunity.
Why Carlos places limited value on relationships when selling differentiated products — and why skilled and curious salespeople tend to be much more successful than people who rely on relationships. Carlos also discusses the value of internal relationships, and why working from home can be a challenge for productivity.
The impact that an optimized go-to-market strategy can have on sales, and the magic that can happen when a sales team is given a differentiated product that delivers real value, are expert at demand creation, and can convert demand into revenue.
Viewing the sales process as a science, as opposed to an art, and ensuring that the science is applied consistently — and why ideas should flow up and down between management and sales teams.
Carlos’s key go-to-market differentiators: Being able to recruit star talent, having a solid enablement program, and having a solid execution strategy.

Links:

Connect with Carlos on LinkedIn:
- LinkedIn
TripActions
Connect with Joubin
- Twitter
- LinkedIn
- Email: [email protected]
Learn more about Kleiner Perkins

CRO Obsidian Security, Bob Kruse: Building a Winning Sales Culture

29 juni 2020 | 47 min

VP of Sales at Palo Alto Networks, Jeff StClair : Discovering, Recruiting, and Coaching Sales Talent

22 juni 2020 | 34 min

Chief Sales and Success Officer at Slack, Bob Frati: Exploring Slack’s Key Growth Levers and Competition

16 juni 2020 | 51 min

In Episode #1 of Go to Market Grit, Slack’s SVP of Sales and Customer Success, Bob Frati, gives the inside scoop about the company’s sales and go-to-market strategy, and why they have been able to scale their go to market so quickly and effectively over the last few years. Bob and Joubin discuss two key topics in detail, outlining the next four years for Slack and key growth levers they can pull, along with growing competition in Slack’s market and what that means for their future.

In this episode of Go to Market Grit, we cover:

Key growth levers for Slack, and why the company is positioned for continued market dominance.
Slack’s response to growing market competition, and why it’s ultimately better for the consumer and for the company.
How Slack identified a business need and strong product market fit, and then worked to expand the solution to a broader audience.
The importance of having a strong and developed customer-facing team to navigate complexities in large enterprises, and push business forward to completion.
How Slack grew its sales team from 300 to 2,000 people — quickly, and effectively.
Some of the factors that Slack looks for when hiring customer-facing sales staff, and why they value these characteristics.
Why hiring should be a mutual fit for both the candidate and the employer.
Identifying motivated individuals, and finding ways to tap into their motivation that will drive them to be successful.
Bob’s career journey from sales rep to manager — including why and how he executed the leap.
Why much of Slack’s success can be attributed to tight collaboration between its engineering, product, sales, and success teams.
Slack’s ability to not only deploy a solution in an organization, but to help manage through the change and ensure success — and why this is a game-changer.
Slack’s role in ushering a new way of working, and why it transcends the tired and overused digital transformation narrative in business.

Links

Host company: https://www.kleinerperkins.com/
Loom: https://www.loom.com/
Guest LinkedIn: https://www.linkedin.com/in/rfrati/
Host Twitter: https://twitter.com/Joubinmir
Host Email: [email protected]

Grit Trailer

20 april 2020 | 1 min

Grit

Grit explores what it takes to create, build, and scale world-class organizations.

Om podden

Avsnitt

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#230 Co-founder & CEO, Wolt & Head of DoorDash International, Miki Kuusi: The Next Mountain

#229 Former CEO Activision Blizzard, Bobby Kotick w/ Bing Gordon: Change the Game

#228 Co-Founder Alinea & Tock: Selling Experience

#227: CEO & Founder Axon, Rick Smith: Push Risk

#226 President & COO Coinbase, Emilie Choi: Through the Storm

#225 CEO Lattice, Sarah Franklin: Trailblazer

#224 CTO & Co-Owner 37signals, David Heinemeier Hansson: Perfect Flow

#223 Great Stories and Gritty Advice for 2025

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#221 CEO & Chairman Sony Pictures, Tony Vinciquerra: Into the Fire

#220 Former CEO Amazon Worldwide Consumer, Jeff Wilke: Exponential

#219 CEO Tanium, Dan Streetman: Critical Responsibility

#218 CEO Etsy, Josh Silverman: Second Acts

#217 CEO & Co-Founder Codeium, Varun Mohan w/ Leigh Marie Braswell: Limitless

#216 Founder Khan Academy, Sal Khan: Dangerously Curious

#215 COO Rippling Matt MacInnis: Learn the Engine

#214 Former CEO Hulu & WarnerMedia Jason Kilar: No Labels

#213 CEO & Co-Founder Loom Joe Thomas w/ Ilya Fushman: After the Exit

#212 Founder Magic Leap & SynthBee Rony Abovitz: Underdog

#211 CEO & Co-Founder Klarna, Sebastian Siemiatkowski: Country Cousin

#210 CEO & Co-Founder Huntress Kyle Hanslovan w/ Ev Randle: Deep Roots

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#206 CEO & Founder Rivian, RJ Scaringe: Electrified

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#204 Founder & Former CEO Blue Bottle, James Freeman: After the Exit

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#202 Chairman of Qualcomm, Mark McLaughlin: The Right Pitch

#201 CEO Lyft, David Risher: The Ride

#200 CEO & Co-Founder Together AI, Vipul Ved Prakash w/ Bucky Moore: Super Cycle

#199 CEO & Co-Founder Klaviyo, Andrew Bialecki: High Slope

#198 CEO & Co-Founder Wayfair, Niraj Shah: Homeward

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#195 CEO Salesforce AI, Clara Shih: Above the Clouds

#194 CEO & Founder Sunshine, Marissa Mayer: Innovative Instincts

#193 Former CEO Nextdoor, Sarah Friar: Four Circles

#192 CTO & Co-Founder Discord, Stanislav Vishnevskiy: Ship It

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#190 Co-Founder Cost Plus Drugs, Mark Cuban: Mavs to Meds

#189 Co-Founder Watershed, Taylor Francis: Worthy Missions

#188 CEO & Co-Founder Synthesia, Victor Riparbelli w/ Josh Coyne: Gorilla in the Room

#187 President & COO of AG1, Kat Cole: Wings to Supplements

#186 COO Asana, Anne Raimondi: Recovering Perfectionist

#185 CEO & Founder Netskope, Sanjay Beri: The Trenches

#184 Former CEO & Co-Founder Sun, Scott McNealy: In the Piñata

#183 CEO & Co-Founder Harness, Jyoti Bansal: Three-Layered Cake

#182 CEO & Co-Founder Cribl, Clint Sharp: Finding Traction

#181 CEO Transcarent, Glen Tullman: Problem Solving

#180 CEO & Co-Founder Verkada, Filip Kaliszan: Outlier

#179 CEO & Co-Founder Zapier, Wade Foster: Missouri’s Connector

#178 Author of “Radical Candor,” Kim Scott: Uncommon Sense

#177 President & Co-Founder Anthropic, Daniela Amodei: AI Hurricane

#176 CEO MongoDB, Dev Ittycheria: Edge

#175 CEO Snowflake, Frank Slootman: Amped

#174 CEO & Co-Founder Ginkgo Bioworks, Jason Kelly: Life Finds a Way

#173 Author of “The Qualified Sales Leader,” John McMahon: The Five-Time CRO

#172 Professor at UPenn & Author, Angela Duckworth: Grit

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#159 CEO 1Password, Jeff Shiner: Chief Eliminator of Obstacles

#158 CRO Anduril Industries, Matt Steckman: On Defense

#157 CEO Udemy, Greg Brown: The Plunge

#156 CRO Snowflake, Chris Degnan: Part 2