90: Harini Gokul - How to keep things "simple" at scale

The evolution of sales models, the critical role of customer success in driving revenue, and the responsibilities of C-level executives in fostering cross-functional collaboration with Harini Gokul, CCO @ Entrust, from a first principle perspective.

The challenges of implementing product-led sales strategies and the importance of simplifying metrics for effective decision-making. Why traditional customer metrics don’t work that well anymore and why it’s all about two things in business, no matter the scale:

Securing and growing customers.

Takeaways

• C-level roles require a focus on company-wide outcomes, not just departmental interests.
• Cross-functional problems often feel dangerous with little upside.
• Sales teams often lack the skills to interpret data effectively.
• Transforming organizations requires a willingness to challenge the status quo.

Sound Bites

• "Revenue happens everywhere."
• "What does good look like?"

Chapters

00:00 Rethinking Sales Models for Modern Business

12:04 The Role of Customer Success in Revenue Generation

24:06 Understanding C-Level Responsibilities and Cross-Functional Collaboration

28:19 Bridging Data Silos in Organizations

32:34 The Challenge of Product-Led Sales

36:47 Simplifying Metrics for Better Decision Making

39:11 Rethinking NPS and Customer Success Metrics

42:56 Time to Value: A Key Metric for Success

46:48 External Benchmarks and Customer Perspectives

49:40 Transforming Organizations for Modern Business

55:50 Closing Thoughts and Future Connections

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