E37: Scaling from $5M to $38M: The Unreasonable Path to Startup Success with Russell Evans
Description
Russell Evans, former CRO at Dubber, discussed his transition from large corporations to startups, highlighting Dubber's growth from $5 million to $38 million ARR in five years. Key drivers included partnerships with Cisco and Microsoft, the unified communications as a service (UCaaS) market's 18-22% annual growth, and a partner-only go-to-market strategy. Evans emphasised the importance of cultural fit, data-driven decision-making, and maintaining a high-energy, partner-centric approach. Challenges included building a global team and ensuring partners were genuinely aligned with Dubba's vision. Evans also stressed the need for unreasonable expectations and clear communication to manage stakeholder and investor expectations.
Episode Highlights:
- Why Russell Left the Corporate Giants for a Startup Rollercoaster
- Scaling from $5M to $38M ARR in Five Years
- Partner-Centric Models are Not for the Faint-Hearted
- Building a Global Team is Harder Than You Think
- The Importance of Repeating Yourself—Endlessly
- Why Hiring for Attitude is the Key to Success
- The Secret Sauce to Partner Success
- The FOLAD Factor: Fear of Looking Like a Dick
- Building a Culture of Trust and Accountability
- The Unreasonable Person Drives Change
- Unreasonable Expectations are Key to Growth
- Managing Investor Expectations is a Delicate Balancing Act
Connect with Russell Evans:
LinkedIn:https://www.linkedin.com/in/russell-evans/
Connect with The High Performance Sales Leader Host:
LinkedIn: https://www.linkedin.com/in/preesarkar/
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