The High Performance Sales Leader
"Actionable Insights from Inspiring Tech CROs & VPs" dives deep into the world of sales leadership within the dynamic technology sector.
Join us for 20-30 minute candid conversations with distinguished sales leaders—from nimble startups to global powerhouses—as they share their personal journeys, strategies, and secrets behind their remarkable results.
Whether you're an aspiring sales leader or a seasoned expert looking for fresh insights, this podcast offers a treasure trove of real-world wisdom, actionable takeaways, and lessons learned from the front lines of tech sales.
The High Performance Sales Leader
E37: Scaling from $5M to $38M: The Unreasonable Path to Startup Success with Russell Evans
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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