Time to get Productiv
Ian Spandow
I train and enable revenue professionals so I can rescue dogs in need. Ex Oracle, MongoDB, Riverbed, WalkMe,
Why I left the wildly successful WalkMe to join a firm I hadn’t heard of before.
My wife Amy really is the most understanding (read: long-suffering) person you could ever meet.
Two years ago, I left a wonderful team and a great role at Riverbed to join a smaller start-up. It took some serious explaining. I was drawn to WalkMe by the technology - I knew how big it was going to get. Sure enough, WalkMe added several hundred staff during my 2 years, innovated faster than expected or imagined and took off like a rocket. I predict WalkMe will become a house-hold name shortly.
So I was a little edgy when I told Amy, yet again, that I was leaving a great role in a terrific firm and going to an even smaller company. I had my value proposition well-defined (and some practice from last time). Why would I join Productiv?
I put it down to the 3P’s - People, Product, & Process.
1. People -
Head of Sales, Neej Parikh, is one of those people you just know is going to do something extraordinary in their career. He wasn’t just the top salesperson when we worked together at Oracle a decade ago, he was the top by a margin so wide it typically took reps #2 and #3 combined to equal his results. So I wasn’t surprised one bit to see him a VP at Zuora just a few years later, and when I saw his move to Productiv, I knew it had to be something special. Neej introduced me to pretty much everyone on his team, and then the CEO, COO, and so on. I’ve seldom enjoyed interviews, but this was different, I really did enjoy these. These are smart, focused, passionate, and highly driven people that are building a mission driven company to change an entire market.
2. Product -
As an enablement guy, I typically only have to worry about 3 or 4 renewals a year. But even that takes a lot of time and meetings. And if my CFO wants to see an ROI case for renewal, that takes even longer. Productiv is a SaaS management solution that is devilishly clever. It uniquely solves a problem that never goes away, namely how do you know if your tech investments are paying off? API-based connections to your chosen tools measures employee engagement so you can see exactly what is being used, how and by whom. A dashboard shows you all your contracts, renewal timelines, T&Cs, and even relevant usage & pricing benchmarks. This ‘puppy dog’ product is so good that the company has 100% customer retention, or ‘zero churn’. Read that again, ZERO churn!
3. Process
That’s where I come in. COVID 19 really shone a light on enablement, most of my peers report an increase in the amount of recruiters contacting them, and all of them have had to pivot. Most start-ups struggle with process, and many leave it too late resulting in poor customer experience and high churn. The Productiv team is thinking ahead. Creating scalable and repeatable processes in a humane fashion is now even more necessary and something I greatly enjoy.
Productiv are hiring in most areas. Contact me if you’d like to learn more.
www.productiv.com/
#productiv #salesenablement #operationexcellence #SAAS #onboarding #Riverbed #Walkme
Empowering SDRs and AE's to exceed their potential
3 年Congrats sir! Love the genuine post btw.
Congratulations Ian! I am sure it's going to be great!!
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3 年Iain - Is tu as motha!
Director, Customer Marketing & Advocacy | B2B AI Marketing Leader | Generating Revenue with Expert Relationship Marketing and Deep Sales
3 年Congrats and much success in the new role!
Senior Sales Coach @ Qlik | Sales Excellence and Consultative Selling Expert. Driving Revenue Growth through Sales Enablement.
3 年Good luck and interesting reading... when l first joined Oracle as an ISR you were an inspiration to me. I thought, how can someone manage to do a job like this? Several years after it I got myself a similar role which l really enjoy. Good to know what could be ahead. ??