Ranked #33 Most Influential Australian Entrepreneur

Thanks to the infamous folks at Richtopia, I managed to appear on a list of top Australian entrepreneurs.

Now, I think the ranking algorithm may be a little suspect, but I’m happy to join the ranks of the Atlassian fellows (Michael and Scott, true world-class entrepreneurs), and also the likes of Murdoch.

Edit: Let’s put the list in perspective. According to the Australia Small Businss Audit of 2017, there are 3% of households with a start-up founder (“founder of a nascent firm”). And there are approximately 8M households in Australia, representing about 240,000 entrepreneurs in this market. #33 ain’t bad!

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Yours truly on Sales Qualia podcast

I recently had the chance to sit down with Scott Sambucci from SalesQualia on his Startup Selling Podcast to chat a bit about how startup founders be more effective and intentional in their sales approach, not to mention how to avoid some of the mistakes that I’ve made and seen countless others make over the years.

We talked about:

  • Negotiation tactics – how to get your prospects to tell you what needs to happen to get the deal done
  • Designing a pricing strategy that means no churn
  • How much Startup CEO’s need to sell before they should even consider hiring their first sales person

We also discuss some highlights from my career including: starting my own companies, raising a $100M+ in capital, what I’ve learned from interviewing over 1,000 sales people and how to manage sales teams with large targets. #nopressure

This was a fun conversation and there’s are a ton of value shared throughout the episode – so if you’re a sales oriented founder – or if you’re not – hopefully this episode will convince you of the importance of putting as much effort into your selling as you do into building you product.

You can listen to the podcast on the SalesQualia website here.

You can also follow The Startup Selling Podcast on iTunes where you can find our episode, along with a lot of other episodes that offer great sales advice:

https://itunes.apple.com/us/podcast/the-sales-podcast/id1044359904?mt=2

Check it out and let me know what you learned and what kind of questions it brought up for you so we can start our own discussion…

Live, Personalized Advice for 100 Entrepreneurs – How can I help?

I have decided that one of my 2018 goals is to help 100 entrepreneurs.

I’ll try to make myself available for any entrepreneur, even internationally. That being said, my priority is to focus on minority and women entrepreneurs, as they are generally underrepresented in the startup community and are likely in a position to benefit the most from helpful advice.

The types of companies I am probably in a position best to assist are B2B (business to business) software companies. These are companies that sell their software, typically on a subscription basis, to other businesses. My specialty is more around mid-market and Fortune 1000 types of target customer profiles, and less so on no-touch/self-serve types of customers.

My qualifications include:

  • Formally advised multiple companies in the past on go-to-market strategies, including Palantir, RelateIQ (acquired by Salesforce.com), Addepar, and others
  • Started two venture backed companies that have raised around $100M in combined capital
  • Ran the worldwide sales function for multiple organizations including carrying a $25M team sales quota
  • Personally met with 50% of the Fortune 1000
  • Interviewed about 1,000 sales people in the last 20 years
  • Hired 15 senior executives in the last 10 years

Topics I can usually help with include:

  • Getting your first 10 customers
  • Growing from 10 to 100 customers
  • Ideal customer profiles
  • Pricing and packaging
  • Deal negotiation
  • Hiring your first few sales people
  • Selling methodology and process
  • Venture capital strategies and tactics
  • Building your executive team
  • Executive compensation
  • Scaling your company from 10 to 100 employees
  • Building company brand and thought leadership
  • Goals and metrics
  • Company culture and values
  • Board communication

I think the best format for this work will be a 45 minute call, where we dive right into problem areas or issues you are dealing with. I will try to be as helpful as possible.

This “service” if you can call it that is entirely free. I am not looking for advising roles or anything beyond our initial call, as I unfortunately do not have time to do that. Now, they do say advice is worth what you pay for it. So keep that in mind…

I realize that starting a company is extraordinarily hard, and if I can even provide a little bit of help, even as a sounding board, it may ease some of the challenge in building your own business. That is not to say that I have all the answers, in fact, I am still learning every single day myself.

The only thing I ask for in return is that you comment on this page after I’ve provided my time and advice, and ideally mention the 1-2 areas that we focused on, so that I can keep track of hitting my goal of 100 conversations this year.

Withdrawn and Dismissed – Kris Duggan

In July 2017, a former female employee of BetterWorks filed a harassment lawsuit against me and BetterWorks, the company I founded. At the time, it was highly publicized in the press as another example of Silicon Valley bad behavior towards women. This was the first time for me experiencing something like this in over 20 years of my professional life.

During this process, the board of directors hired a third-party independent investigator to investigate the claim.

The findings of the investigator were that “no harassment, no sexual harassment, nor any assault or sexual assault occurred”, “no discrimination occurred”, and “no company policies were violated.” Upwards of fifteen witnesses participated in the investigation.

I am relieved to say that after a very disruptive eight months, the lawsuit has been withdrawn and ultimately dismissed.

People that know me know that I care deeply about women’s issues, and that I advocate for supporting as diverse and rich an environment for driving business results as possible. I spent many years, most recently at BetterWorks, creating an open, collaborative, diverse, inclusive, respectful, considerate, and flat organization. I am proud of so many aspects of BetterWorks, including the fact that 46% of our managers are female. This is roughly double the industry average. I deeply respect women, including my wife Leah. Leah and I have committed to raising our two sons to be inclusive and respectful of all people. We are proud to see them grow up in an age where equality and sensitivity to others is paramount.

Thank you to my friends and family that supported me during this difficult time. And thank you to the numerous and wonderful female leaders with whom I’ve had the extraordinary honor to work alongside.

I have decided to move on from BetterWorks as of late 2017, in order to allow the company to flourish with new leadership and eliminate any distractions. We have hired a fantastic new CEO that will be announcing soon, whom I am very excited about.

I currently continue to serve on the company’s board of directors. I am excited about the next phase of BetterWorks 2.0…