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The goal of Uncharted Podcast is to allow a space for some of the most brilliant individuals in the business to tell their stories. I’ve found that many of these great people got where they are by diving into the unknowns, or the uncharted. Support this podcast: https://podcasters.spotify.com/pod/show/uncharted1/support
209 Episodes
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Amir Orad, a seasoned CEO/entrepreneur in AI/analytics, Cyber, and FinTech, has a proven track record of scaling tech companies, including Sisense, Actimize, and Cyota, achieving 9-figure revenues, profitability, and market leadership.
As CEO & Chairman of Sisense, revenue grew 17X over eight years to $150M, transitioning to native cloud SaaS and achieving profitability. Sisense serves thousands of customers, recognized as a Visionary/Leader by Gartner, G2 Crowd, and Forrester.
Previously, as CEO of NICE Actimize, revenue grew 10x to $200M with over 25% operating income, transitioning to a SaaS/Subscription model. Orad co-founded Cyota, growing it to $100M in bookings in six years before its acquisition by RSA Security.
With expertise in mergers and acquisitions, Orad successfully integrated four acquisitions into his companies over 20 years. He's also chaired/boarded companies like AnyWord, Yotpo, SecuriThings, Ava, and BillGuard.
Starting his career as a techie, Orad holds patents and is recognized as an industry thought leader in publications like the Wall Street Journal and CNBC. Based in New York, he holds an MBA from Columbia University and a B.Sc in Computer Science and Management from Tel Aviv University, receiving accolades like EY Entrepreneur of the Year and Goldman Sachs' 100 Most Intriguing Entrepreneurs.
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This week's guest is Karel Callens
Karel Callens is the CEO and founder of Cumul.io, and is based in Leuven, Belgium. He has worked in the field of big data and analytics for over 10 + years and has an education from Katholieke Universiteit Leuven.
This is brought to you with support from Netsuite.com/scale
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This week's episode is brought to you with support from DuploCloud.
This week's speaker is Aaron McReynolds. With over nine years of experience in sales and sales management, Aaron is currently the Co-Founder and CEO of Alysio, a software company that helps sales teams optimize their performance and efficiency via AI. Aaron has a proven track record of leading and growing sales teams in various markets, such as enterprise, corporate, and international. He has also successfully sold and managed accounts for some of the leading software companies in the industry, such as Lacework, Okta, and Qualtrics. Aaron began his career at Goldman Sachs within the Asset Management Division. He is a Brigham Young University alumni.
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This week, we have an engaging discussion with Pete Ryan, co-founder of Hifive. While SaaS fundamentals like MVPs and growth are on the table, the real focus here is the founder's mindset—a make-or-break factor on the path from zero to one. Take a listen to uncover the valuable insights that can set your startup on the right track.
Peter Ryan, the co-founder of Hifive (formerly CoSell), has a wealth of experience in SaaS and B2B sales. His journey is a testament to the transformation possible in the startup realm, making him a valuable figure for SaaS founders and investors.
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This week's episode features Ashley Montgomery, who runs Montgomery Entertainment and is experienced in event productions, discuss event partnerships with Poya Osgouei.
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This week's guest is Brent Chudoba.
Brent lives in Charleston, SC and has been the CEO of Biteable since February 2020. Prior to Biteable, he was COO at Calendly, COO/CFO at Thrive Global, COO at PicMonkey, Board Director at Schoology, and CRO at SurveyMonkey where he joined at as an early employee. Before his operating career, Brent was an investor at Spectrum Equity investors and an investment banking and hedge fund analyst. Brent attended Columbia University. When he’s not working on software businesses, he spends his time chasing around his three young boys on the beach or the soccer field.
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This week's guest is Dan O'Connell, Dan serves as Chief Strategy Officer at Dialpad and is also a member of the Board of Directors. Prior to Dialpad, Dan was the CEO and President of TalkIQ, real-time speech recognition and NLP start-up backed by Salesforce Ventures and Scale Venture Partners. He was AdRoll's Vice President of Sales and also spent 8 years at Google where he handled key sales positions.
Dan holds an MBA from the University of California Berkeley and a degree in Communications from Santa Clara University.
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This week's guest is Jack Klingbiel.
Jack Klingbiel lives in Denver CO and is highly experienced at scaling GTM operations via Sales Development. He's built out BDR teams and GTM processes from scratch at three different companies. He set up foundations at AgentSync and scaled the business from $4m in ARR to $28m ARR, Red Canary from $10m in ARR to $80m ARR and is currently at Cortex.io with the same assignment. When not at work, find him at the gym, on the golf course or playing with his soon to-be "step-dog", Bille.
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Ian Hutchinson is currently leading the sales team for DuploCloud. Previously Ian worked at Salesforce and was the first sales rep at Vidyard. When not working, Ian's most likely hanging out with family and friends or enjoying great food and the outdoors.
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Billy Robins lives in San Francisco and is a 20 year plus veteran of Silicon Valley. Currently he is building out Business Development & Partnerships for Jellyfish.co; previously Billy did the same role at Productboard and worked at Zendesk, Wells Fargo and PayNearMe. When not training in Golden Gate Park or catching live music, he's most likely to be hanging out with family and friends.
You can connect with Billy Robins at https://www.linkedin.com/in/billyrobins/
This episode is sponsored by Netsuite -- learn more at netsuite.com/scale
Show notes:
Two essays by Billy:
https://open.substack.com/pub/akashbajwa/p/the-channel-is-a-chapter-in-the-book?r=iyfy&utm_campaign=post&utm_medium=web
https://open.substack.com/pub/shomik/p/how-to-sell-in-a-tough-macro-environment?r=iyfy&utm_medium=ios&utm_campaign=post
And the Proprietary distribution that was mentioned in conversation - Tren Griffin
https://25iq.com/2018/06/02/proprietary-product-distribution-is-better-than-sliced-bread/amp/
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This week's episode features Kevin Mulrane.
Kevin Mulrane has 15 years of sales experience and over a decade of sales leadership. 4X VP of Sales, 1X CRO, and a succesful exit. Proven track record of building and scaling sales teams focused on GTM Strategy, consistent coaching, and hire top tier talent. Building and scaling sales teams is his jam.
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This week's episode features Patrick Hudgins. Patrick is the former CEO of a RevOps company that he helped bootstrap and was formerly a sales leader at companies such as Talkdesk. You can connect with Patrick at https://www.linkedin.com/in/patrickhudgins
This episode is brought to you with the support of Netsuite and Montpac.
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Today's guest is Ankit who is a cofounder and CEO of dev-productivity startup Aviator Technologies and also leads the ex-Google alumni network (Xoogler.co). Previously he led engineering teams at Sunshine, Homejoy and Shippo. Prior to that, Ankit was also an EIR at Unshackled Ventures and an engineer at Google and Adobe.
This episode is sponsored by DuploCloud and Montpac. Visit Duplocloud.com/uncharted for seamless DevOps automation and Montpac.com for your finance and accounting needs.
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Today's guest is Firaas Rashid, CEO and Founder of Hook. Hook is the B2B SaaS platform focused on predictable revenue growth from existing customers. Backed by Lightspeed and LocalGlobe, Hook is revolutionising the way companies forecast their revenue growth using product usage and customer data. He is passionate about changing the way Customer Success is run and building the leading workplace for ambitious people who want to be part of a team. Before founding Hook, Firaas was CTO and Head of Customer Success (EMEA) at AppDynamics, scaling from $170m to $550m Annual Recurring Revenue in 2 years. He led a rapid journey of rebuilding Customer Success to focus on data-driven prioritisation and scale. Prior to that he was a Director of IT at Credit Suisse.
This week's episode is brought to you by DuploCloud and Montpac. Checkout Duplocloud.com/uncharted to learn how they help automate tedious DevOps tasks and Montpac.com for all your finance and accounting needs.
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Steve Murphy is a tech professional known for his prowess in building meaningful relationships. Originally from the vibrant city of Chicago, Steve has been on a westward journey, carving out his career path while embracing new opportunities.
With a customer-centric approach, Steve believes in simplifying the intricacies of business by prioritizing the needs and satisfaction of clients. This philosophy forms the core of his work, where doing right by the customer is the key to success.
Steve's journey in the tech industry took him to Silicon Valley, where he navigated the realm of HR Tech with wide-eyed enthusiasm. Subsequently, he found his true calling in the cybersecurity landscape while soaking in the vibrant vibes of San Francisco.
Currently a free agent, Steve Murphy continues to bring his unique blend of relationship-building skills and tech expertise to the forefront of the industry. With a heart for genuine connections and a commitment to customer satisfaction, Steve stands out as a dynamic and passionate professional in the ever-evolving world of technology
This week's episode is brought to you by Netsuite, learn more at netsuite.com/scale
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Our speaker this week is Monty Montgomery. Monty has over 27 years of experience in financial management and business process outsourcing (BPO) services. Prior to becoming CEO of MontPac, Monty was CEO of Startup Financial Management Inc, CFO of TechFarm Ventures and CEO of Montgomery Financial Services Corp. Monty was also the acting CFO of Metacloud and he helped guide the company through its successful acquisition by Cisco. Monty has a passion for accounting and for providing services that help business owners become better informed enabling better business decisions.
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Today's Guest is Peter Molnar, Founding Principal at SaaSPartners.
With 30 years of experience, Peter's led GTM Strategies & Execution across diverse B2B Ecosystems, including Salesforce, Adobe, Microsoft, Workday, Zendesk, and ISVs/SIs. Successfully generating revenue from SMBs to Global Enterprises, and Horizontal to Industry-focused markets. Originated Strategy & GTM with numerous partners for Adobe Document Cloud, proving success in revenue creation through C-Level engagement.
Today's episode is brought to you with the support of Oracle Netsuite. Check them out at Netsuite.com/scale
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This week's guest is Mark Dembitz, General Manager of APAC at Lark.
Mark is a seasoned and innovative leader with 18 years of international B2B experience in business development, sales, and key account management. As General Manager of Lark's APAC division, he leads a team of go-to-market professionals and is responsible for the growth and strategy of a leading communication and collaboration tool. Mark's diverse background includes a start in finance, 13 years in the startup and scale-up world, and expertise in utilizing cutting-edge technology to drive change in energy, commodities, and maritime sectors.
With a passion for connecting people and companies, he is a strong believer in using technology to enhance productivity, collaboration, and mobility. Mark holds a B.A. in East Asian Studies from Brown University and an MBA from INSEAD, is fluent in 5 languages, and has lived and worked across Asia since 2006. He has traveled to over 90 countries and is always eager to experience new cultures and places.
You can find Mark Dembitz on LinkedIn
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This week, we are highlighting our most downloaded episode from 2023 featuring Tobias Dawes.
Tobias has more than 15 years' experience working in cloud and systems architecture for some of the most respected FTSE 100 institutions including IBM, Barclays and the Bank of England. With a decade spent working in the Salesforce ecosystem, working for a range of technology start-ups, Dawes went on to ServiceWare as its director of solutions architecture, where he led its expansion across EMEA.
Based on his own experience across the financial services and technology sector, he realised there was a need to automate and streamline pre-sales documents (RFPs, RFIs, DDQs). It is this that led him to launch Avnio, an ambitious software company that accelerates business to closed won. Dawes believes that new technology presents an opportunity to explore new ways of working and doing business, however, leaders must be willing to embrace change and innovation.
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Dive into the excitement of one of our earlier episodes, showered with a plethora of positive feedback, shining the spotlight on the incredible Greenhouse CMO, Carin Van Vuuren where she talks about belonging and inclusion, after growing up in South Africa. One key part of Greenhouse is helping to eliminate bias in the hiring process.
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