CRO Cloudflare, Chris Merritt: Creating an Authentic Content-driven Strategy

Sometimes social media works and sometimes it doesn’t. For Matt Epstein, Chief Marketing Officer at Rippling, it is a little bit of both. In 2011, Matt went viral after uploading a Youtube video detailing why Google should hire him. It was also accompanied by a propeller plane with his URL attached, flying over the Google campus. Apparently, Google was not impressed, however, this bold decision ultimately worked in his favor. The video attracted many companies, which eventually led to the beginning of a fast-paced and fulfilling marketing career.In this episode, Matt discusses his unconventional way of attracting Google’s attention and what it was like to pass on other companies in lieu. He talks about how his brashness, which as he puts it, is just a “chip on his shoulder”, attracted the attention of Rippling founder, Parker Conrad. Now, he is along for the ride as he surrounds himself with other like-minded “crazy ones.” Matt also shares his take on why generalists and marketing ops should be “first hires” in SMB and SaaS, and how when you’ve got something to prove in that space it only increases your ambition. In this episode, we cover: How Matt’s plea to work for Google went viral - and why he hates social media. (01:48)Matt’s professional evolution from SigFig to employee #1 at Zenefits and his role in garnering the first customers. (08:04)Why Matt recommends generalists and marketing ops as the first hires in the SMB SaaS space - and a deep dive into how a “chip on your shoulder” and insecurity are powerful motivators for success. (17:00)Matt’s decision-making process from applying to Google to passing up on job offers from major tech companies - and Matt reflects on lessons learned at Zenefits. (24:16)How Rippling founder, Parker Conrad, convinced Matt to join the company - and Matt explores the next phase of Rippling’s app ecosystem. (34:26)Matt’s thoughts on Rippling’s recent product launch, marketing their catalog of products, and the challenges of scaling up at a startup. (44:32)A discussion about coping with pressure, why Matt looks for “the crazy ones” when hiring, and why he has no interest in being a founder. (53:26)Links:Connect with MattLinkedInEmail: mepstein@rippling.comRipplingConnect with JoubinTwitterLinkedInEmail: gtmg@kleinerperkins.com Learn more about Kleiner Perkins

20 Joulu 20211h 7min

There is a litany of analogies for marketing. An art, a technique, a skill. Yet few strive to combine a multitude of approaches. For Meagen Eisenberg, Chief Marketing Officer at TripActions, she synthesizes a combination of art, science, and the essential ingredient–joy–to form a unique marketing strategy. Meagen is a no BS go-getter who demonstrates an encompassing approach to how she conducts business. She hones in on her own efficiency and ability to think quickly and adapt, and expresses how cultivating that skill has made her a fast decision-maker. To reinforce that speed is a desire to always learn, which is the underlying motivation for her own professional progress. Meagen offers her perspectives on organizational structure, the highly valuable takeaways from mistakes and failures, and how her work at TripActions has adapted, through her own love and joy of the flux of marketing, to the changes of COVID-19. Meagen’s straightforward approach carries a lot of weight and is a force we all can consider. In this episode, we cover: Why TripActions’ CRO, Carlos Delatorre, calls Meagen a superhuman - and why she believes in treating her sales team as a customer. (03:56)‘The key for executives is to keep learning’: Meagen discusses her favorite mediums for learning, her love of books, and the various ways she stays on the pulse. (11:58)A discussion about preparing for and executing board meetings - and a look at PG Tuesday. (19:31)Meagen’s perspective on company alignment from the top down and how it sets the stage for success. (25:44)The silver lining in failure and Meagen’s attitude towards not giving up - and what it means to “live in awkward.” (34:55)The art and science of marketing - and the impact of COVID-19 on TripActions and how that differed from its competitors. (44:46)Meagen reflects on the worst day in her career during the pandemic. (55:14)A walkthrough of Meagen’s hiring process during her first six weeks at TripActions, her take on hiring people who solve problems, and why she loves marketing. (01:01:52)Links:Connect with MeagenLinkedInTripActionsConnect with JoubinTwitterLinkedInEmail: gtmg@kleinerperkins.com Learn more about Kleiner PerkinsLinks Referenced:Dan DrukerPlay Bigger: How Pirates, Dreamers, and Innovators Create and Dominate MarketsMOVE: The 4-question Go-to-Market FrameworkThe Hard Thing About Hard Things: Building a Business When There Are No Easy AnswersThe Ride of a Lifetime: Lessons Learned from 15 Years as CEO of the Walt Disney CompanyShoe Dog: A Memoir by the Creator of NikeAndre Agassi: Open: An AutobiographyElon Musk: Tesla, SpaceX, and the Quest for a Fantastic Future

13 Joulu 20211h 12min

For some, expanding their horizons is something that they, as individuals, strive to do. Fortunately, Philip Lacor, CRO at Unqork, takes those expansions to another level. Philip thrives as a cross-functional leader and leaves his own stamp by creating challenging and diverse environments for a wide variety of people. From his philosophy on building global teams, to how he rears his own children, diversity is the center of how Philip builds his approaches. Join the conversation as Philip takes us through his multifaceted career path. Coming from the Netherlands, but with a drive to develop a global vision, he offers unique comparisons between how Europeans and Americans work. Language is also a central priority for Philip, and his perspective on the importance of learning new languages and his implementation of that learning in his own life are paramount. We also explore how Philip shapes and values diverse teams, and the ways in which he enacts this conviction. He has a personal passion to see more women in leadership roles, and we learn how he honors his late wife and her amazing contribution to the world through The Lideke Wery Foundation.In this episode, we cover:The moment Philip realized that he wanted to experience the world outside of the Netherlands and start a global career - and his thoughts about the similarities between Europeans and Americans. (05:46)Philip’s personal tricks for mastering public speaking and how that plays into his conversations with customers. (08:49)A discussion about learning new languages and how Philip teaches his children to adapt to new environments. (15:51)Why Philip enjoys working cross-functionally and closely with customers - and a walkthrough of Philip’s process for building customer-centric teams. (21:10)A look at Philip’s short, yet successful time at Envoy and his transition into his role as Unqork’s CRO. (29:01)Four traits that successful reps should cultivate in an early-stage company. (38:23)Defining active mental recovery and how it contributes to long-term success - and why it’s important to embrace and enjoy where you are. (43:40)Philip reflects on his role as a leader and discusses time management on a global team and his passion for hiring diverse talent. (50:30)The Lideke Wery Foundation: In honor of Philip’s late wife, The Lideke Wery Foundation transforms the lives of students in Sri Lanka through learning English and computer education. (59:56)Links:Connect with PhilipLinkedInEmail: philip.lacor@unqork.comUnqorkLideke Wery FoundationConnect with JoubinTwitterLinkedInEmail: gtmg@kleinerperkins.com Learn more about Kleiner Perkins

6 Joulu 20211h 8min

Language is without doubt the single most valuable tool we use, and in its use, it ironically builds barriers. Fortunately in recent years with the rise of companies like Duolingo, those barriers are becoming more opaque. In this episode, Bob Meese, Chief Business Officer at Duolingo, joins the show to discuss all the innovative ways that Duolingo is making language learning a more feasible aspect of our lives.Bob started at Google with a solid 8-year stretch that served as a proving ground for his own professional philosophy. An integral component of that philosophy is to be employee-centric in his vision and execution. In his move to Duolingo, Bob carried that thinking forward. Firmly established at Duolingo, Bob shares with us the impact that the company has on their customers, and even with his own family— namely in making language learning just plain fun. Bob also explores the importance of language, and how Duolingo is striking a firm balance between creating revenue and profit while providing such an altruistic product. In this episode, we cover: A quick look at Bob’s time at Google -  and how his philosophy on professional inertia played into his decision to move on to Duolingo. (02:47)Why Bob encourages his star employees to shine, even if it results in their decision to seek opportunities beyond their role and the company. (07:28)A risk worth taking: The journey that led Bob and his family back to Pittsburgh to begin his career at Duolingo. (10:57)An overview of Duolingo including current stats, its evolution, and what is on the horizon. (16:20)A discussion about the monetization of Duolingo, what the company looked like when Bob joined as CRO, and how Duolingo established its identity. (22:51)Bob reflects on his experience with changing company culture - and shares why he would do it all over again as he looks back on his years at Duolingo. (35:14)Duolingo’s revenue growth, the timing of the IPO, and why operating as a private company still works after recently going public. (41:05)Joubin and Bob discuss the impact of language and how it is a core part of human identity - and why Duolingo strives to make learning languages more accessible. (47:28)Links:Connect with BobTwitterDuolingoConnect with JoubinTwitterLinkedInEmail: gtmg@kleinerperkins.com Learn more about Kleiner Perkins

29 Marras 202155min

To make the leap from HR to sales may seem like a significant obstacle to surmount. For Jennifer Brannigan, CRO at Pendo, it was an easy choice to make. Her decision to pursue her own interests and passion over a high salary set her on a path toward where she is today. And for her, the journey still continues. As she puts it, her professional roadmap is much like a jungle gym, as it is varied and intriguing. In this episode, Jennifer shares why she transitioned to sales in the midst of an accelerating HR career, and what she learned from her time at NBC Universal and LinkedIn. She also brings a refreshing take as she explains her unconventional subscription to JOMO (the joy of missing out) and provides insight on why she focuses on cultivating potential over check-the-box skillsets.In this episode, we cover:Jennifer’s exciting summer job in Ireland - and why she aspires to embrace JOMO (the joy of missing out). (03:18)A look into the neighborhood Jennifer grew up in, located in South Side, Chicago - and why Joubin thinks she would make a great podcast host. (09:07)How Jennifer’s experience at NBC Universal transferred into her next role - and what she learned from the challenges that came with her position at LinkedIn. (12:56)Jennifer’s perspective on leading LinkedIn’s large-scale layoff and how her HR experience prepared her for that difficult task. (17:54)From LinkedIn to Pendo: Jennifer’s journey towards her role as CRO - and her thoughts on her career trajectory. (21:55)Joubin and Jennifer explore the positive effect that running and exercise have on their mental health. (30:14)More on Jennifer’s path to Pendo: what she looked for in her search and how she spent her first 6 months. (35:15)Pendo’s cross-organizational hiring rubric - and Jennifer’s viewpoint on hiring potential vs success. (43:48)Jennifer uses her own experiences to rank career, money, company, and manager - and she shares her favorite simple habit and one she’d like to develop. (56:44)Links:Connect with JenniferEmail: jen.brannigan@pendo.ioPendoConnect with JoubinTwitterLinkedInEmail: gtmg@kleinerperkins.com Learn more about Kleiner Perkins

22 Marras 20211h 7min

Integrity and humility barely begin to describe Brian McCarthy, CRO at Rubrik. Brian’s story is one of hard-won progress that is bound to inspire anyone who listens. Coming from a blue-collar household, Brian has always viewed work as a gift and now takes advantage of what it has afforded him and turns it back to building strong communities.Brian’s humble beginnings set the stage for his inspiring life story. What his family did not have in money, they made up for in an abundance of love. For that, Brian never felt like he was without and carries that with him in his life and work. In this episode, Brian talks about his upbringing and explores his professional journey. He also provides insight into why he strives to drive those around him to be the best version of themselves each day. Brian’s criteria for a good sales leader are also invaluable and worth deep consideration!In this episode, we cover:Brian’s journey towards his first job as an adult - and why selling life insurance felt natural to him. (03:59)All in the family: Brian’s early years growing up in a blue-collar household, the legacy his father left behind, and how his family came together after his passing. (07:16)How Brian and his wife navigated their lives and careers as a young married couple - and the moment he realized he could build wealth to make a positive impact on the lives of others. (16:36)How Brian’s unique and humble mindset as a young VP contributed to his success at Qlik. (25:11)A discussion about the fear of losing and impostor syndrome - and why Brian's short time at AppDynamics had a positive influence on his professional trajectory. (31:33)Feeding the beast: Brian talks about finding creative outlets in and outside of work - and delves into the two buckets that first-line sales leaders fall into. (39:55)How the words “I love you” translate into “I desire what’s best for you” and how Brian embodies those words at his core and incorporates that into Rubrik’s company culture. (51:08)Why Brian loves his role as CRO - and his perspective on why grit and gratitude go hand in hand. (59:16)Links:Connect with BrianLinkedInRubrikConnect with JoubinTwitterLinkedInEmail: gtmg@kleinerperkins.com Learn more about Kleiner Perkins

15 Marras 20211h 7min

"Crypto" is a term that has recently re-shaped the way the world thinks about money. For Emilie Choi, President and COO at Coinbase, it has been at the forefront of her work and mind for quite some time. Emilie is a true workplace warrior and that is reflected in her leadership at Coinbase as she has cultivated an ethos that endears her entire organization and those she works alongside.In this episode, Emilie doesn’t pull the punches as she divulges her own strengths and weaknesses and how she strives to make them both equal assets. She also expounds on fostering connections in the workplace, her mission-oriented mindset, and how it is a mindset she likes to see in entrepreneurs. Emilie also offers essential insight into the current shape of cryptocurrency and the exciting direction that it is headed.      In this episode, we cover:Emilie’s competitive advantage and how she transformed her weakness into an asset. (3:35)Sensitivity in the workplace: Emilie opens up about a time when she showed her vulnerability in her “top of mind” email to the organization and how that cultivated a connection across the teams. (7:34)Building out LinkedIn’s Corp Dev team in its early stages and how entrepreneurs successfully ran LinkedIn’s three business lines. (9:21)Missionary vs mercenary: Emilie shares why it’s refreshing to work with crypto entrepreneurs who are mission-oriented - and Joubin taps into his recent experience with hiring a candidate. (13:00)Why Emilie admires Amazon’s core business strategy - and her opinion on companies she would hypothetically buy. (17:36)How Emilie’s desire to continue learning led her to make a lateral move from LinkedIn to Coinbase - and how she navigated the recruitment process of her team. (22:10)An overview of Coinbase: assets, revenue, long-term trajectory, and their three main focuses - and Emilie breaks down Coinbase’s innovation by comparing it to the evolution of mobile phones. (31:10)‘Volatility is a feature, not a bug’: What volatility means for Coinbase - and why Amazon and Adobe serve as an influence for Coinbase as they invest in their future acts. (38:38)Weathering the crypto winter: How Emilie frames investing in crypto to potential buyers - and how she integrates grit and resilience into her role and across the organization. (43:47)Emilie shares her thoughts on Coinbase’s %5 employee departure after their pledge to be apolitical - and what she admires about the Coinbase CEO, Brian Armstrong. (49:09)Emilie reflects on what she has learned as she grew into COO and President - and how Coinbase grew to be the number one regulated crypto custodian in the world. (56:22)Links:Connect with EmilieLinkedInCoinbaseConnect with JoubinTwitterLinkedInEmail: gtmg@kleinerperkins.com Learn more about Kleiner Perkins

8 Marras 20211h 4min

Carving her own path is certainly one way to describe how Christina Augustine, COO at Bloomreach, has chosen to do her work. With a distinct set of experiences, beginning with a unique college thesis, to owning her own patent, and eventually leading Bloomreach through successful product launches, Christina has held her own over the course of her career. And her fortitude is now paying off. Christina’s natural competitiveness has not only helped her shape her own leadership abilities, but she continues to carry these skills forward. While her decision to leave Bain & Company was a difficult one, that decision has returned its value tenfold. From her role as an individual contributor to the now COO at Bloomreach, Christina has brought a tenacity that deserves attention. Check out this episode to learn how she has honed her abilities to evaluate and consciously decide where she wants to be, and how she applies her own grit to the workplace.In this episode, we cover:Christina’s college thesis on the Julia set, her experience at HBS, and a look at her patent. (2:20)More on Christina’s background and the “gnarly” aspect of her role at Bain & Company - and why she loves volunteering at Girl Scouts. (06:18)Why competitiveness is a great leadership trait and how Christina puts it into practice - and why she chose to make the difficult decision to leave Bain and join Bloomreach as an individual contributor. (15:13)‘It’s an every year decision’: Christina explains why she rewrites her resume and reflects on her contributions on an annual basis. (21:51)Powered by Bloomreach: Christina provides an overview of Bloomreach and shares her perspective on their high valuation and what it indicates as they focus on building long-term products. (26:17)The evolution of Christina’s roles at Bloomreach, from individual contributor to COO - and how the ‘“north star product vision” impacted the team’s decision to build a second product. (35:15)Christina reflects on her early days at Bloomreach and explores their product development journey - and she talks about the impact of Google’s SEO algorithm change. (45:09)What Christina’s mentors helped her prepare for as she transitioned into her COO position - and why it is important to know when to “do nothing.” (54:18)Links:Connect with ChristinaLinkedInBloomreachConnect with JoubinTwitterLinkedInEmail: gtmg@kleinerperkins.com Learn more about Kleiner Perkins

1 Marras 202159min