Pivoting and verticalization has the potential to be a game-changer for many companies. A case in point is the story of Seismic.
On the podcast today is Ed Calnan, the founder and former CRO of Seismic, a company he led through the pandemic. In this episode, you will learn how Ed, as the company’s first BDR, grew the company to 1,500 people, 2,000 customers, and $300 million in ARR through successful pivoting and verticalization to financial services.
What You Will Learn:
The power of pivoting and verticalization and how to do it successfully.
The value of vacation, rest, and relaxation.
The importance of analyzing and sharing team successes.
Highlights:
(3:00) Ed’s reflection on founding Seismic and taking a long break after 11 years.
(9:30) The value of sales enablement.
(13:00) How to pivot and verticalize successfully: Case study of Seismic.
(32:20) The benefits of being a specialist and an expert.
(35:50) Why you need to analyze and share team successes.
(48:42) Discussion on consistent communication, being open and authentic.
(49:42) Strategies for growing a company and harnessing customer stories.
(52:20) A strategy founders and revenue leaders should implement to move the needle.
(55:30) One common misbelief held by revenue leaders.
(57:03) The challenges of being a revenue leader: How to identify and address core issues.
Guest Speaker Link:
LinkedIn: https://www.linkedin.com/in/edcalnan/
Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/
The GTM Podcast
Features conversations with well-known tech executive, VC, and founders - the expert operators in the trenches who have ‘been there, done that’ to build some of the fastest-growing software companies. Every week, a guest joins Scott Barker to dissect their stories, revealing expert insights around what worked, what didn’t, and how things actually went down.
This podcast is produced by GTMnow, the media brand of VC firm GTMfund - sharing insight on go-to-market from working with hundreds of portfolio companies backed by over 350 of the best go-to-market executives.
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