The Enterprise Monetization Podcast

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July 8, 2021

Episode 7: Chris De Vylder, Global Head of SMB Sales Strategy and Operations, Atlassian

On this episode of the Enterprise Monetization Podcast, we sat down with Chris De Vylder, the Global Head of SMB Sales, Sales Strategy, and Operations at Atlassian. Chris offered insights into product-led growth and some of the myths around it.
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  • Chris has spent most of his career either in traditional enterprise sales, or building software to support sales
  • Over the past 5 years, Atlassian has acquired 4 companies and combined elements of Product Led Growth with the sales support model that enterprise customers desire
  • Atlassian sells through 3 channels: Self-service, through product-led growth motions, and a direct sales team
  • Discussed some of the challenges Atlassian faces with their homegrown quoting infrastructure, particularly around the challenges of integrating new acquisitions into this system
  • They have several thousand SKU's and transact in USD, AUD, and JPY
  • Atlassian's internal systems need to be able to blend the capabilities typically associated with B2C systems, with the capabilities of more traditional B2B sales motions
  • One of the challenges large companies face these days is trying to negotiate across multiple stovepipes within one company which can slow down how fast a company can respond to market changes

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May 21, 2021

Episode 6: Martin Gontovnikas, Co-Founder and GP, Hypergrowth Partners

In this episode of the Enterprise Monetization Podcast, our host Sandeep Jain sits down with Martin Gontovnikas to discuss how product lead growth led to the massive growth of auth0. In this episode they discuss how auth0’s monetization systems were able to scale with this growth and some advice for startups looking to follow a similar path.
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  • Martin shared that he did standup comedy in Argentina in high school to make himself more comfortable with socializing
  • One of the first challenges for auth0 was around acquisition and awareness. They wanted developers to know about them and achieved this by hosting workshops and building a community
  • auth0 was able to obtain $1million ARR just by inbound sales and building a community around their product
  • Some of the main issues they dealt with were self service with credit cards and those cards expiring
  • Offered tips around developer evangelism, auth0’s strategy was content marketing and how to guides

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May 14, 2021

Episode 5: Arvind Sathyamoorthy, Sr Director of Product Management, 8x8

8x8 is a leading provider of SaaS solutions around voice, video, chat, and contact center, all in one global cloud communications platform. Sandeep Jain is joined by Arvind Sathyamoorthy who is their Sr Director of product management. In this episode, they discuss how 8x8 is able to handle subscription-based revenue on such a global scale. -Arvind argues that subscription products are not something that came around ~20 years ago, but rather have been around for 4 thousand years.
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  • They wanted to make sure that every customer goes through the same Q2C flow Order management is a mix of custom stuff built on top of their CPQ platform, as well as some manual processes
  • One problem with some modern solutions is that in the e-commerce space, you want everything to be extremely fast but this is not necessarily the case with some of these solutions.
  • When you’re looking at quote to cash, you’re really looking at an entire monetization ecosystem
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April 30, 2021

Episode 4: Ruchi Kasliwal, Head of Revenue, Telenav

Telenav are experts at navigation platforms, helping people get from point A to point B every day. But how do they get from point A to point B within their quote to cash systems? Join our host Sandeep Jain as he sits down with Ruchi Kasliwal, the Head of Revenue at Telenav, as they discuss their unique revenue model and how a company like Telenav leverages monetization systems.
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  • One of Ruchi's favorite things to do is to go out at night or during holidays and look at all the lights.
  • Discussing Ruchi’s previous work experience at MongoDB, Confluent, and Klarity.
  • Revenue and monetization platforms go hand in hand so Sandeep and Ruchi discussed how different platforms can be leveraged to make revenue operations easier.
  • What Telenav's product does and how it supports car navigation systems worldwide.
  • How Telenav has a unique revenue model where almost all of the revenue comes from royalties and they handle those royalties similar to usage in their monetization systems.
  • What Telenav’s quote to cash stack looks like and what processes they do manually vs automated.
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