The Survival to Thrival Podcast

CEO Unlearning: The Struggles and Challenges

Bob Tinker and Tae Hea Nahm dig into how a CEO must change as a company grows. With growth comes role change, and navigating this requires self awareness and critical honest reflection. They share their own and others' experiences and struggles of the growth journey. 

 

How the Sales Leader of Arista and Rubrik Un-learned from $1M to $2B of revenue

Bob Tinker and Tae Hea Nahm speak to Mark Smith, a rare breed of B2B sales leader who has led teams of less than $1M of revenue all the way up to mega-scale growth of billions of dollars. He opens up about the challenges of those transitions and how he had to unlearn his skillset and roles.

How do you not get fired as a startup founder? Change or be Changed

You've started to unlock growth. Awesome!  Now you're terrified.  How do you keep up with your startup as it grows? And not get fired?

Hosts Tae Hea Nahm and Bob Tinker explain how 'unlearning' is key. And, it applies to everyone in a startup.

Demystifying sales comp for early Go To Market teams

For an early stage founder or CEO in search of product market fit, when do you need to set up sales compensation, and how does this tie into the overall business plan?

Hosts Tae Hea Nahm and Bob Tinker discuss and relay experiences on the fundamentals of sales comp.

Go-To-Market Metrics: What's important and what they tell you

What are the metrics that tell whether a startup has found Go To Market Fit, and how can you use these metrics to run the business and unlock growth.

Co-authors Tae Hea Nahm and Bob Tinker discuss the magic numbers for SaaS businesses that will accurately predict an increase or decrease in recurring revenue and how you can change them.

Identifying Urgent Pain and Finding your Wow

Finding 'Urgent Pain' and your 'Wow' are two vital ingredients in building your Go-To-Market Playbook to unlock growth. How do you find them, or even know when you have? In this episode Tae Hea Nahm and Bob Tinker use real world examples from startups they've worked with of how the founding teams found these two things before going on to scale.

Getting Your Company Behind the GTM Playbook

How does a startup operationalize the GTM Playbook? How do you get the whole team aligned with it? How do you know when you need to evolve your GTM playbook or create a totally new one? Where are the handoffs and who owns the project? These are the questions that co-authors Tae Hea Nahm and Bob Tinker answer in another episode packed with real world advice from entrepreneur and investor.

Building and Leading Fully Remote Teams

How do you create a playbook and manage a sales team while working remotely? How do you build company culture from home? In this episode, co-authors Tae Hea Nahm and Bob Tinker talk to Chad Malchow, VP of Sales at Honeycomb, about his experiences of growing and scaling a fully distributed company.

Step by Step Guide to Building your Go To Market Playbook and unlocking growth

How do you create a playbook to find Go-To-Market (GTM) Fit? A GTM playbook is a repeatable map for finding and winning customers over and over again. But what does it look like? Who builds it? What are the common challenges startups might face when creating one? These are the questions addressed by co-authors Tae Hea Nahm and Bob Tinker.

Re-finding GTM Fit in an economic downturn

How does an economic downturn affect your Go-To-Market Fit (GTM Fit). Last episode we broke down how to find GTM Fit - the key to unlocking growth. Now we look at how to adapt it when the whole world changes. Co-authors Tae Hea Nahm and Bob Tinker cover re-finding the 'urgent pain' of your customers and re-defining your ideal customer profile (ICP).