CRO DataStax, Harry Ault: The Three Steps to a Successful Tech Company Turnaround
Grit14 Kesä 2021

CRO DataStax, Harry Ault: The Three Steps to a Successful Tech Company Turnaround

Growing up in a farm town in Pennsylvania with a population of just 183 people, Harry Ault had big career aspirations.


After working for CitiGroup in management positions, Harry built a successful career as a sales leader in the tech industry. As a go-to-market guru, Harry now serves as the Chief Revenue Officer of DataStax, a data management company.


On this episode of Go to Market Grit, Joubin and Harry talk about Harry’s three steps to a technology company turnaround, transitioning from legacy revenue to SaaS subscription revenue, and the importance for salespeople to demonstrate their product.


In this episode, we cover:

  • Harry's experience moving to Australia for a job in his early 20s — and the importance of seeking out new learning opportunities. (3:49)
  • Adapting to change: The relationship between curiosity, taking ownership, and grit. (8:18)
  • Learning from failure and the galvanizing impact of company cultures. (12:10)
  • Changing company strategy, go-to-market, and external perception: Harry's three steps for a tech company turnaround. (17:46)
  • 'Make change in hours': The benefits of fostering a non-hierarchical, mission-oriented company culture — and the importance of listening to customer feedback. (21:31)
  • Transitioning from legacy to SaaS: Why DataStax separated its SaaS sales team from the organization that works with its legacy customers. (26:38)
  • 'Elevating our sales capability': Growing a successful SaaS go-to-market strategy by focusing on product demonstration and partnering with customers. (31:07)
  • Communicating a product's value to a customer by personalizing a hands-on demonstration as a salesperson. (38:22)
  • How Harry defines the word grit. (42:41)


Links:

Jaksot(282)

How Imprint Is Reinventing Credit Cards for Modern Brands | Daragh Murphy

How Imprint Is Reinventing Credit Cards for Modern Brands | Daragh Murphy

Daragh Murphy is giving brands their own credit-card platform—no legacy bank required.On this week’s Grit, the Imprint co-founder and CEO traces the leap from being a junior lawyer to closing nine-fig...

30 Kesä 202555min

GitLab’s CEO on Why the Next Great Developer Might Not Write Code | Bill Staples

GitLab’s CEO on Why the Next Great Developer Might Not Write Code | Bill Staples

Bill Staples has spent 30 years redefining how the world writes, ships, and secures code.On this week’s Grit, the GitLab CEO shares what it takes to lead a public, all-remote DevSecOps company trusted...

23 Kesä 20251h 5min

Stord’s Plan to Take on Amazon’s Logistics Advantage | Sean Henry

Stord’s Plan to Take on Amazon’s Logistics Advantage | Sean Henry

What does it take to build the logistics backbone for the next generation of commerce?Sean Henry, founder and CEO of Stord, joins Kleiner Perkins partner Ilya Fushman and Grit host Joubin Mirzadegan t...

16 Kesä 202558min

Family, Focus, and 350M Users: Inside Zoom with Eric Yuan

Family, Focus, and 350M Users: Inside Zoom with Eric Yuan

Eric Yuan turned a simple belief into Zoom, the platform that kept the world moving through a once-in-a-century shutdown and redefined modern work. On this episode of Grit, the Zoom CEO shares why vel...

9 Kesä 20251h 14min

Bret Taylor’s Journey Leading Salesforce, Sierra & OpenAI

Bret Taylor’s Journey Leading Salesforce, Sierra & OpenAI

Over the past two decades, Bret Taylor has quietly helped shape the arc of Silicon Valley.From co-creating Google Maps to steering Facebook, Salesforce, and OpenAI, he’s been behind some of the most c...

2 Kesä 20251h 29min

Inside Aurora’s Push to Make Autonomous Trucking Real | Chris Urmson

Inside Aurora’s Push to Make Autonomous Trucking Real | Chris Urmson

Chris Urmson has spent the last 20 years pushing the limits of autonomous driving—first at Carnegie Mellon’s DARPA Grand Challenge team, then as co-founder of Google’s self-driving car project, now Wa...

26 Touko 20251h 30min

From Scaling Cisco to Seeding AI: John T. Chambers on Speed, Strategy, and Reinvention

From Scaling Cisco to Seeding AI: John T. Chambers on Speed, Strategy, and Reinvention

John Chambers led Cisco through the rise of the internet—transforming it into the world’s most valuable company at its peak.On this week’s Grit, the former Cisco CEO unpacks how he scaled the business...

19 Touko 20251h 27min

How Matt Murphy Made Marvell Essential to AI and Cloud

How Matt Murphy Made Marvell Essential to AI and Cloud

Matt Murphy transformed Marvell from a broad-based chip supplier into a $100B data infrastructure leader—powering the rise of AI, cloud, 5G, and custom silicon.On this week’s Grit, the Marvell CEO sha...

12 Touko 20251h 25min

Suosittua kategoriassa Liike-elämä ja talous

sijotuskasti
mimmit-sijoittaa
rss-rahapodi
psykopodiaa-podcast
rss-rahamania
herrasmieshakkerit
ostan-asuntoja-podcast
rss-seuraava-potilas
rss-20-30-40-podcast
rahapuhetta
rss-inderes-femme
rss-paasipodi
rss-myynnilla-on-asiaa-kert-kenner
taloudellinen-mielenrauha
rss-sami-miettinen-neuvottelija
yrittaja
raksapodi
rss-lahtijat
rss-startup-ministerio
rss-sisalto-kuntoon