20Sales: How to Build Vertical Sales Teams, Why No Customer Success is BS and Everyone Needs it, How to Hire, Train and Retain the First Reps and Lessons Scaling to $2.1BN Revenue and 1,300 People with Larry Schurtz, CRO @ Genesys

Mitchell Green is the Founder and Managing Partner of Lead Edge Capital. Mitchell has led or co-led investments in companies including Alibaba, Asana, Benchling, ByteDance, Duo Security, Grafana, Mindbody, and Xamarin, among several others. In Today’s Episode We Discuss: 04:31 How Bessemer Taught Me The One Golden Rule of Investing 06:48 Why AI Infrastrcture is the Worst Investment to Make 08:51 Why it is Comical to think there will be $BN one person companies? 09:26 WTF Happens To The Cohort of SaaS Companies With Slow Growth, Not Yet Profitable and $50M-$200M in Revenue 16:12 What is the Biggest Problem with the IPO Market 23:24 When is the Right Time to Sell in VC and How a Generation F******* it Up 27:37 Biggest Advice to Smaller Emerging Managers 40:13 The One Question That Tells You if a Business is Good 43:01 Why LPs are More Important than Founders 45:03 One Question Every LP Should Ask Their VCs 46:03 Why TikTok Does Not Matter to ByteDance and It Is a Screaming Buy 51:30 Why We Drastically Underestimate the Power of Chinese AI? 55:18 Why Social Media is the Most Dangerous Thing in Society 01:00:07 Quick Fire Questions

28 Mars 1h 19min

Niklas Östberg is the Founder and CEO of Delivery Hero, a global juggernaut now present in over 70 countries across four continents. In Q4 2024, the company announced GMV of $49BN with $12.8BN in revenue and $750M in EBITDA. They have made an astonishing 35+ acquisitions including $2BN for Glovo. Before launching Delivery Hero, Niklas co-founded Pizza.nu, leading its expansion across Sweden, Poland, Finland, and Austria. In Today’s Episode We Discuss: 04:09 How Skiing Prepared Me For Life As An Entrepreneur 10:12 Losing $200M on Gorillas Investment 17:58 Quick Commerce: Does the Business Model Work? 25:09 How to Master M&A: Lessons from 35 Acquisitions 31:45 Evaluating Acquisitions: The Glovo Example 32:39 Cohort Analysis: Lessons from $49BN in GMV 34:35 Growth Strategies: What Worked? What Did Not Work? 38:27 Competing Against Uber and Doordash 41:40 Is Cash a Weapon in the War for Food Delivery 44:29 Why Are Emerging Markets a Good Investment? 48:21 Why Are European Markets Broken? Are Regulators Killing Europe? 51:57 Quickfire Round: Insights and Reflections

27 Mars 1h 1min

Andrew Feldman is the Co-Founder and CEO @ Cerebras, the fastest AI inference + training platform in the world. In Sept 2024 the company filed to go public off the back of a rumoured $1BN deal with G42 in the UAE. Andrew is the leading expert for all things inference.  In Today’s Episode We Discuss: 04:23 Where Was AI Landscape in 2015 When Cerebras Founded 05:57 NVIDIA’s Biggest Strength Has Become Their Biggest Weakness 07:09 What Happens to the Cost of Inference? 08:55 Why Are AI Algorithms So Inefficient? 20:30 Why is it Total BS That We Have Hit Scaling Laws? 23:07 What Will Be the Ratio of Synthetic to Human Data Used in 5 Years? 31:37 What Specifically Was So Impressive About Deepseek? 31:51 Why is Distillation Not Wrong and OpenAI Need to Look in the Mirror? 32:34 Where Will Value Accrue in a World of AI? 34:08 How Will NVIDIA’s Market Position Change Over the Next Five Years? 39:59 Why is the CUDA Lockin for NVIDIA BS? What is Their Weakness? 40:46 Why is Trump Better for Business than Biden? 49:41 Do We Underestimate China in a World of AI? 52:33 What is the Most Underappreciated Segment of AI? 54:00 Quickfire Round

24 Mars 1h 3min

Elias Torres is the Co-Founder and CEO of Agency, the AI agent for customer success teams. Prior to Agency, Elias was the Co-Founder of Drift, a company he sold to Vista for $1.2BN Before that he started Performable, which he sold to Hubspot.  In Today’s Episode We Discuss: 03:50 Do Rich Founders Make Better Founders: How Backgrounds Shape You 06:23 Speed: Why are Incumbents Slower than Ever 10:00 Quality: Why are Incumbents Worse than Ever 25:34 Why Was Selling Drift For $1.2BN a Massive Failure 33:30 How Did a Cushy Culture Kill Drift 37:01 What They Never Tell You About Selling for $1.2BN 41:08 How to Hire F******* Rockstars 46:52 The Biggest Mistakes Founders Make in Hiring 54:52 Everything You Think You Know About Working Parents is Wrong 01:02:00 Quickfire

21 Mars 1h 7min

Peter Singlehurst is the Head of Private Companies at Baillie Gifford. He has led research on a wide range of private investments including Epic Games, Bending Spoons, Anduril, Solugen, Scopely, and Grammarly, as well as a number of private holdings that have since transitioned to the public markets such as Airbnb, Affirm, Warby Parker, Wise and Tempus AI.  In Today’s Episode with Peter We Discuss: 04:24 How I Accidentally Came to Manage One of the Largest Private Investment Firms in the World 07:29 What I Learned Losing 100s of $Ms  10:22 The 10 Questions Baillie Gifford Needs to Answer to Make an Investment 15:53 Why We Did Not Double Down in Stripe and Turned Down Coinbase 33:10 The ByteDance Investment Case 36:33 Why Would Any Good Company Go Public Today 39:19 Growth Stage Investing Trends 40:46 How Anduril Becomes a $200BN Company 45:39 Is 2024 Different to the Madness of 2021 and 2022 47:18 The Decision-Making Process Inside a $217BN Firm 49:00 How Does Re-Investment Decision-Making Differ from Original Investments 55:56 Future of Growth Equity Investing 58:12 Quick Fire Questions

19 Mars 1h 11min

Yamini Rangan is the CEO at HubSpot. The $32BN juggernaut that has revenues of $2.6BN, over 247,000 customers and 8,200 employees. Prior to Hubspot, Yamini served as Chief Customer Officer at Dropbox, and before Dropbox, she was VP of Sales Strategy and Operations at Workday.  In Today’s Episode We Discuss: 04:16 Taking Over the CEO Role from the Founders 07:58 Wartime vs Peacetime CEOship 11:18 How to Scale Into Enterprise: What Everyone Gets Wrong 22:20 Why is B2B Not Winner Take All 29:33 How Does HubSpot Compete Against Salesforce 33:26 Where Does Value Accrue in a World of AI 37:40 How Does Yamini Use AI Everyday 41:17 What Does HubSpot Do When It’s Core SEO Channel Dies 44:10 Quickfire Round: Satya Nadella, Parenting Advice, Biggest Concern 51:35 Closing Thoughts and Reflections

18 Mars 55min

Matt Biilmann is the Co-Founder and CEO @ Netlify. Under his leadership, Netlify has become one of the fastest-growing platforms for modern web development. Matt recently introduced agent experience (AX), a new way of thinking about how software is built and experienced in the AI era. Matt is also known for coining Jamstack, a concept that redefined how developers build for the web.  In Today’s Episode We Discuss:  03:43 How Does the Design Process Change When Designing For Agents 06:27 How Does the Product Building Process Change When Building for Agents 12:52 Will AI Kill SaaS Tools 16:12 If Prototyping Becomes Phase 1: Does Figma Survive? 17:35 Is Chat the Best Interface for a World of AI 21:52 Why AI Services Will Be One of the Biggest Economies 27:24 Open vs. Closed Platforms in an Agent-First World 31:09 Specialization of Large Language Models 35:13 Shifting Labor Costs to Agent Spend 36:28 The Future of Stripe and What Happens with 100M Developers in the World 38:39 Quickfire Round: Insights and Predictions

14 Mars 49min

Jake Saper is a General Partner @ Emergence Capital, one of the leading venture firms of the last 20 years. Their many wins include being early investors in Salesforce, Zoom, Veeva and more. In total, the firm has invested $2BN and returned an astonishing $8BN in cash with much more to come.  In Today’s Episode We Discuss: 04:45 The Zoom Investment Story 10:21 Founder, Market, Traction: Rank Them 26:37 Why Market Pull is the Most Important Thing and How to Know 27:23 Are the Best Deals Always Expensive? 28:25 What is the One Framework Emergence Use for Every Investment 29:08 Lessons from the 16x DPI Zoom Fund 30:44 Why Does Every Partner Do Reference Calls on Every Deal? 35:16 We Have Lied to SaaS Founders: The Revenue Rules Changed 37:53 Where Will Value Accrue in a World of AI?  41:37 Three Reasons Why AI Will Not Replace Vertical SaaS 46:38 Who Wins in AI: Startups or Incumbents? 50:09 Why Should Every Company Aim to Be a “Board Discussion” 55:12 Why is Jake Worried About AI’s FTX Moment? 56:00 What Losing Billions on Salesforce Taught Us About Selling 01:00:07 Why Most VC Partnerships are Broken 01:03:07 Grok vs Anthropic vs OpenAI: Buy and Sell? 01:14:25 Quickfire Round: Insights and Reflections Please read the offering circular and related risks at invest.modemobile.com. This is a paid advertisement for Mode Mobile’s Regulation A+ Offering. Past performance is no guarantee of future results. Investing in private company securities is not suitable for all investors because it is highly speculative and involves a high degree of risk. It should only be considered a long-term investment. You must be prepared to withstand a total loss of your investment. Private company securities are also highly illiquid, and there is no guarantee that a market will develop for such securities. DealMaker Securities LLC, a registered broker-dealer, and member of FINRA | SIPC, located at 105 Maxess Road, Suite 124, Melville, NY 11747, is the Intermediary for this offering and is not an affiliate of or connected with the Issuer. Please check our background on FINRA's BrokerCheck.

10 Mars 1h 28min