Miro’s CEO Andrey Khusid on navigating explosive growth
In an in-depth conversation with our Managing Partner, Carlos Eduardo Espinal, Miro’s co-founder and CEO, Andrey Khusid shares his incredible founder journey, from starting Realtime Board, his simple idea of bringing whiteboards into browsers, to Miro, now a global organization valued at nearly $20 billion. He reflects on the company’s explosive growth from 200 to 1800 people in just 18 months during 2020-21, the importance of hiring for mindset over experience, and the transition from a product-led growth model to incorporating sales-led strategies.
Andrey highlights key moments, cultural shifts, and the impact of leadership on the company’s trajectory. Additionally, he offers insights into maintaining team cohesion, learning from failures, and adapting to the ever-changing business landscape, especially with the advent of AI.
Tune into this insightful episode providing an in-depth look at scaling a tech startup globally and the lessons learned along the way.
Show Notes:
Andrey Khusid - linkedin.com/in/khusid
Carlos Eduardo Espinal - linkedin.com/in/carloseduardoespinal
Miro - miro.com
Seedcamp - seedcamp.com
Overview:
00:00 Explosive Growth and Leadership Challenges
00:35 Welcome to the Seed Camp Podcast
01:18 The Origin Story of Realtime Board
03:06 Rebranding to Miro
05:49 Balancing Customer Feedback and Product Vision
12:20 The Power of Product-Led Growth
17:26 Transitioning to a Sales-Led Growth Model
22:29 Navigating Enterprise Expansion Challenges
22:45 Shifting to an Innovation Workspace
23:17 Adapting to Market Changes and Bundling
26:03 Embracing AI and Future Prospects
27:22 Building a Strong Company Culture
30:09 Scaling Challenges and Leadership Insights
32:28 Reflecting on Leadership and Growth
42:15 The Importance of Founder-Led Companies
43:16 Conclusion and Final Thoughts
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43:29
Path to Market: Adapting Sales Strategies for Startups and Enterprise with Fanny Talagrand of Stripe
In the latest episode of “Path to Market,” Natasha and Micah are joined by Fanny Talagrand, Head of EMEA sales for startups and SMBs at Stripe to discuss key sales strategies from startups to enterprises. Drawing from her extensive experience in global tech companies like Google Cloud and Stripe, Fanny emphasizes the importance of understanding user needs and journeys, leveraging user feedback, and the different dynamics between selling to startups versus enterprises.
She also provides advice for hiring the first sales reps, highlighting the need for candidates to be smart, driven, and coachable. She stresses the significance of onboarding processes and embedding new hires with users early on. Additionally, she explores how to balance product-led growth with enterprise sales and shares metrics to optimize sales performance.
Tune in to learn about:
- how to align sales strategies with the needs and journeys of different types of users;
- how PLG and enterprise motions can coexist with careful planning and differentiation in user journeys;
- why as companies grow, including a sales team becomes vital to extend market reach and support users who require more comprehensive solutions;
- and more practical strategies for founders looking to enhance their sales operations and build successful teams.
Show Notes:
Fanny Talagrand - linkedin.com/in/fanny-talagrand-a51a81b
Natasha Lytton – linkedin.com/in/natasha-lytton
Micah Smurthwaite – linkedin.com/in/micah-smurthwaite-2283b49
Overview:
00:00 Introduction to Path to Market
01:17 Meet Fannie Talegrand, Head of EMEA Sales for Startups and SMBs at Stripe
02:13 Fannie's Career Journey
04:29 Comparing Sales at Google Cloud and Stripe
06:58 The Importance of Product and User Feedback
13:31 Sales Metrics and Funnel Optimization
16:32 Differences in Selling to SMBs vs. Enterprises
24:07 Hiring the Right Sales Leader
34:29 Onboarding New Sales Hires
40:09 Conclusion and Final Thoughts
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40:39
Decoding Modern Challenges: AI, Cyber Policy, and Global Politics with Dr. Melanie Garson
In a new episode of This Much I Know, Carlos’s guest is Dr Melanie Garson, an associate professor at UCL and expert in cyber policy and geopolitics. Together they discuss critical issues in the current geopolitical and defence systems, including the evisceration of the US civil service, reactive politics, and the role of technology companies as geopolitical actors.
Dr Garson emphasizes the importance of interdisciplinary approaches, stress-tested technology rollouts, and the holistic view of future defence strategies. She highlights the information domain as another critical area, where misinformation and disinformation can proliferate and destabilize, underpinning the need for robust measures to counteract these threats.
The conversation explores the strategic role of tech in geopolitics, the evolving nature of warfare, and the potential for innovation and international cooperation within the defence industry. Dr Garson also shares her views on the importance of building secure digital economies and engaging meaningfully with emerging technologies for long-term future defence capabilities.
Looking to the future, Dr Garson predicts the emergence of new industry players and the potential for existing companies to re-engage with defence manufacturing. She remains optimistic that the industry will recognize the value of entrepreneurs and facilitate environments where innovation can thrive alongside traditional primes.
Show Notes:
Dr Melanie Garson linkedin.com/in/melaniegarson/
Carlos Espinal linkedin.com/in/carloseduardoespinal/
Dr Melanie Garson - profiles.ucl.ac.uk/25481-melanie-garson
institute.global/experts/melanie-garson
Seedcamp - seedcamp.com
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42:53
Path to Market: From Zero to Market Leader, A CRO’s GTM Playbook
Our “Path to Market” series continues with a new episode in which our Director Natasha Lytton and her co-host Micah Smurthwaite, Partner at Pipeline Ventures, delve into the intricacies of go-to-market strategies with seasoned CRO, Tim Bertrand.
Tim shares his extensive experience scaling organisations like Acquia, Project 44, and HAProxy, offering actionable insights for founders and sales leaders on building sales teams, effective onboarding practices, the fundamentals of discovery and qualification in sales, and the nuances of pricing strategies for early-stage companies.
Tim also discusses the significance of deal reviews and the evolving landscape of sales tactics, emphasizing the value of compelling events and robust qualification processes.
The discussion also covers:
- the dynamics of building sales teams;
- identifying customer pain points;
- the significance of practical sales methodologies like MEDDICC and BANT;
- fostering cross-functional collaboration;
- the role of open-source communities;
- and more.
Key takeaways:
- Understand product intricacies;
- Leverage economic buyers in sales cycles;
- Align organizational culture with company values for success;
- Make the right hire according to the company’s growth stage.
Show notes:
Tim Bertrand – linkedin.com/in/timbertrand
Natasha Lytton – linkedin.com/in/natasha-lytton
Micah Smurthwaite – linkedin.com/in/micah-smurthwaite-2283b49
Overview:
00:00 Understanding Customer Pain Points
00:22 Introduction to Path to Market Podcast
01:00 Interview with Tim Bertrand: Scaling Startups
01:39 Tim Bertrand's Journey: Acquia to HAProxy
05:07 Advice for Founders on Sales Playbooks
08:11 Hiring the Right Sales Team
16:29 Onboarding Sales Reps: Best Practices
18:31 Effective Sales Execution and Discovery
23:29 Creating Urgency in Sales
23:34 The Role of Compelling Events
25:18 Evolving Sales Tactics
28:53 Effective Deal Reviews
31:03 Pricing Strategies for Startups
32:59 Building a Strong Sales Culture
35:58 Cross-Functional Collaboration
39:17 Open Source Business Models
43:05 Sales Methodologies for Founders
44:30 Hiring the Right CRO
45:47 Conclusion and Key Takeaways
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Path to Market: How to Build Highly Effective Go-To-Market Teams
In the latest episode of our “Path to Market” series, our Director Natasha Lytton and her co-host Micah Smurthwaite, Partner at Pipeline Ventures, speak with Gia Scinto, a partner at Cole Group, specializing in go-to-market executive hires for renowned startups like Airbnb and Stripe. Gia shares her extensive experience in building go-to-market teams for top startups across her different roles, including as the first talent leader at Y Combinator and as an executive talent partner at Andreessen Horowitz.
She emphasizes the importance of metrics in recruitment, the founder's role in hiring, and key considerations for early-stage companies hiring their first sales leaders. Gia also provides actionable advice on running an effective recruiting process, including aligning on job requirements, conducting thorough interviews, and ensuring a successful onboarding process.
Key takeaways:
- Set a minimum experience threshold for the role
- In the first interviewing rounds, assess the candidate against the main goals of their roles
- Set clear expectations and establish attainable goals in the initial months to facilitate a seamless onboarding into the company.
Show notes:
Gia Scinto – linkedin.com/in/giascinto
Natasha Lytton – linkedin.com/in/natasha-lytton
Micah Smurthwaite – linkedin.com/in/micah-smurthwaite-2283b49
Overview:
00:00 Introduction to Gia and Her Extensive Experience
00:54 Working with founders at Andreessen Horowitz and Y Combinator
08:13 Advice for Early-Stage Sales Hiring
12:25 Running a Successful Recruiting Process
20:35 Interview Questions for Sales Leaders
24:35 Assessing Culture Fit in Early-Stage Companies
26:31 Hiring Challenges and Lessons Learned
28:17 Pitching to Senior Candidates in Startups
29:09 Importance of Product Differentiation
30:03 Segmentation and Market Strategy
34:09 Onboarding and Setting Expectations
38:03 Back-channeling and Reference Checks
41:16 Onboarding Best Practices for Success
43:17 Common Pitfalls in Hiring
46:40 Building Go-to-Market Systems
50:41 Advice for Go-to-Market Candidates
À propos de This Much I Know - The Seedcamp Podcast
This Much I Know is the podcast from Seedcamp, Europe’s seed fund.
Tune into hear the inside story from startup founders, investors and leading tech voices: the people who’ve built businesses, scaled globally, failed fantastically and learnt massively.
Seedcamp invests early in world-class founders attacking large, global markets and solving real problems using technology. Seedcamp provides the infrastructure to fast-track a founder’s vision and create value through immediate access to smart capital, a lifelong community of support and a global network built upon a decade’s experience backing exceptional talent.
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