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PODCAST

Startup Hypeman: The GOAT to Market Show

Startup Hypeman

Become the GOAT To Market! This is the go-to show for founders to learn go-to-market strategy from other Founders, CXOs, VCs, and Creatives. Every episode our guest unpacks a specific and tactical strategy they"ve deployed to grow and scale their venture (and sometimes they share what didn"t work so you don"t make the same mistake!). Hosted by Startup Hypeman founder & Chief Pitch Artist, RajNATION. New episodes on Sundays.Want to go behind-the-scenes and get 1-on-1 time with our guests? Every

business marketing

All Episodes

52:44

Best of Season 12: S12E8 - Winning One Side Of The...

Startup Hypeman: The GOAT to Market Show ·

2021/07/28

We are gearing up for Season 17, but in the meantime, enjoy one of our favorites from Season 12!As marketplace startups become more and more popular, the strategy to capture the market becomes increasingly important, AND nuanced.After raising a $400k angel round to begin 2019, Melbourne-based wellbeing marketplace Avaana focused the year on owning the B2B side first -- to the tune of over 1,200 practitioners now onboard.Avaana is a Startup Hypeman client and in my conversation with Rohan, we talk

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1:01:04

S16E12 (Season Finale!): Building Successful...

Startup Hypeman: The GOAT to Market Show ·

2021/07/18

You've heard it before: A Founder talks about the great idea they are building, and then when you ask them how it will work they reply with zeal, "MARKETPLACE!" Now, I'm not saying that's inherently a bad idea, but many companies are inherently misguided in their building of a marketplace. We're seeing the long-term business model viability of companies like ClassPass, DoorDash, and others get tested after years where it seemed like these companies were invincible. Shelly Patel has spent her career

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41:12

S16E11: Introducing New Technology To A Market with...

Startup Hypeman: The GOAT to Market Show ·

2021/07/11

There's a distinct difference between selling a product that everyone and their mother has heard of (think SEO or payroll software) versus selling a product that virtually no one has heard of. The former starts with a baseline understanding of what the product offers, how it typically behaves, what the pricing guardrails are, etc. The latter there is no baseline understanding — of anything. So what do you do? StoryFit CEO Monica Landers is working to bring Artificial Intelligence to the scrip

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59:49

S16E10: Building A Winning Proposal with Grow Up...

Startup Hypeman: The GOAT to Market Show ·

2021/06/20

Most people believe deals are won or lost at the proposal stage. But that's only true if you've done a poor job managing your sales process. In reality, deals are confirmed or revised at the proposal stage. This is something I fundamentally didn't understand when I was a rookie salesperson. Then I hired Joe Micallef, President of GrowUp Sales, as my first sales coach to teach me how it should be done. When he broke down the why, how, and what I was a brand new salesperson my close rates increased,

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43:25

S16E9: Driving Expansion Revenue From Your CS Team...

Startup Hypeman: The GOAT to Market Show ·

2021/06/13

After you win a customer, do you let them run wild with your product and never speak to them again? If you actually care about your customer's success, then you not only don't let them run wild, but you also make their success a part of your overall business strategy. Part of helping ensure success is to have a CSM team that knows how to spot the right opportunities for expansion revenue, because they realize that's the best way to be in service to the customer. Appen's Global CS Director Shali Reed

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56:40

S16E8: Pitching A Market That "Doesn't Have Any...

Startup Hypeman: The GOAT to Market Show ·

2021/06/06

Pop quiz - if you heard that someone started a business when the pandemic hit, and the customers of said business were RESTAURANTS, would you say that business would still be around a year later? We've all heard before that you shouldn't enter certain markets because they don't have budget. Or maybe even in your own 1-on-1 selling, you've chalked up a lost deal to 'no budget'. But are we letting 'no budget' become an excuse for not trying? Science is that company from the pop quiz. Not only did they

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52:39

S16E7: REJECTING a $30 Million Investment with...

Startup Hypeman: The GOAT to Market Show ·

2021/05/23

Yes, you read that right. lemlist had a $30 million investment offer waiting to be signed, and they turned it down. There isn't much else to say other than listen in as their CEO G. Mobeche explains how it all went down, why they said no, and what advice he has for companies raising capital.Find G online:LinkedIn: https://www.linkedin.com/in/-g-/Find lemlist online:https://www.lemlist.com/Plus: Hear the elevator pitch of Startup Hypeman portfolio client Engagedly, using the Que PASA Elevator

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58:51

S16E6: Making BRAND Your Competitive Advantage with...

Startup Hypeman: The GOAT to Market Show ·

2021/05/15

Most companies fight to win on product. The best companies win on brand. Sure, your product has to be good, but to become a truly successful company, there must be more you bring to the table than an interchangeable piece of technology. Your brand is the image you portray, the value system you project, the community you build, and more. And when you have a solid brand, you don't just get customers — you get raving fans who become your CHAMPIONS. Few companies know this better than Lessonly. With

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57:40

S16E5: Turning an SDR into a Successful AE with Sales...

Startup Hypeman: The GOAT to Market Show ·

2021/05/07

The generally accepted practice in revenue department at scaling organizations is a career roadmap of SDR > Account Executive > Senior Account Executive, etc. But why then do so many SDRs fail to succeed when they become AEs? And what role do companies play in setting them up for success? Christina Brady has seen the good, the bad, and the ugly as a former Head of Sales at Groupon and Glassdoor. In her role of President at Sales Assembly, one of her focuses is making sure companies

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52:02

S16E4: Managing Turnover During A Growth Phase with...

Startup Hypeman: The GOAT to Market Show ·

2021/05/02

Everyone wants to grow and scale, but not everyone is necessarily ready or prepared to do so. Growth tends to happen before you realize it, and before you've had a chance to put real processes or structure in place. It requires vision, direction, and buy-in. The collateral damage? Losing team members along the way. Jackie Hermes has grown the SaaS growth marketing agency Accelity from her taking clients as a solo consultant, to having a freelance team, all the way to a full-time team of nearly 20

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57:57

S16E3: Channel Partners as a G2M Strategy with...

Startup Hypeman: The GOAT to Market Show ·

2021/04/25

One of the best things your company can do to grow is hedge your growth levers against one another. Otherwise known as "Don't put all your eggs in one basket". That's why you never see successful companies rely on just one marketing channel. But what about on the sales side? Sure, you can have a team of salespeople, and even divide teams by region or account type, but isn't it still ultimately a one-prong effort? Enter: Channel partners. Companies like Dell and Microsoft make literally billions

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59:42

S16E2: Maximizing Results with Minimal Inputs with...

Startup Hypeman: The GOAT to Market Show ·

2021/04/18

There's this weird obsession with hustle culture, where you're made to feel that if you're not working 70 hour weeks, putting in time on weekends, and skipping holidays that you must be doing something wrong. But that lifestyle simply isn't sustainable and you either end up burning out or making really bad personal decisions. What if there was another way? And not just from a mindset perspective, but from an operations perspective? Jim Vaselopulos, host of The Leadership Podcast, has been in the

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58:22

S16E1: Owning Product-Market Fit with Dolr CEO Naveed...

Startup Hypeman: The GOAT to Market Show ·

2021/04/11

The journey to product-market fit is just that — a journey. Many companies think they have it, when in fact they don't. Others struggle to really break through. Naveed Iqbal's startup Dolr helps people to get $0 student loan debt faster. They operate as both a B2C and B2B model, targeting organizations to offer Dolr as an employee benefit. With multiple target audiences they've had to make sure they have PM-fit at both the end user and the economic buyer levels. And on their path towards owning it

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49:45

S15E12- Identifying Your Highest Value Customers with...

Startup Hypeman: The GOAT to Market Show ·

2021/02/21

Not all customers are created equal.Not all revenue is created equal.This fundamental understanding determines whether you’re chasing distractions or chasing growth.Indifit CEO Cheryl Kemp realized as the company gained traction that even though its customers could all be categorized within the fitness industry, they needed deeper segmentation to improve their offering, focusing on a specific sub-niche in order to turn these customers into raving fans.She steps to the mic in our season finale to

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48:02

S15E11: Empowering Your Team To Be Their Best with...

Startup Hypeman: The GOAT to Market Show ·

2021/02/14

Every leader has a job to not only make decisions for the company, but enable employees to make decisions for themselves. To pave the way but avoid getting in the way. To handhold but not handcuffed. Many leaders struggle with this, especially as more and more responsibilities get delegated. So how do you empower your team to perform their best every single day? Teamworks Sales Director Larry Long steps to the mic this week, bringing his infectious energy with him to talk through his experience and

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48:55

S15E10: How To Combat Zoom Fatigue With Volley CEO...

Startup Hypeman: The GOAT to Market Show ·

2021/02/06

After almost a year of doing seemingly everything virtually, I think it's safe to say that many of us have Zoom Fatigue. Zoom and other video conferencing went from a tool to hold business meetings to how we celebrate birthdays, holidays, happy hours, and hangouts with friends. For me personally, I feel like my eyeballs are about to fall out. That's why I was excited to speak with Volley CEO Josh Little in this week's episode. If Starbucks is the 3rd space between work and home, Volley is the 3rd

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57:06

S15E9: Pivoting from Agency to SaaS with Jellyvision...

Startup Hypeman: The GOAT to Market Show ·

2021/01/31

Nearly every company faces a critical moment early on where they realize what they originally came up with isn't exactly what's best for the market or for their own growth, and as a result, they pivot. Usually, this is a slight product change. In Jellyvision's case, it was an entire overhaul of an already-successful business model. After years of doing well as an agency, they realized if they really wanted to fulfill their mission they had to pivot from agency to a SaaS company. Their CEO Amanda

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1:05:25

S15E8: Quantifying Value When Value is Hard to...

Startup Hypeman: The GOAT to Market Show ·

2021/01/25

You know that part of the conversation asks, "What kind of results should I expect?" How do you respond? Especially if what you sell doesn't have a clear ROI. Tom Pisello has dedicated most of his career to cracking the value equation in modern selling, to the extent that he's known as 'The ROI Guy'. He also might actually be The Most Interesting Man In The World. Not just because he looks like the Dos XX character, but because his past includes radio, playing in a wedding band, and being a Porsche

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1:06:26

S15E7: 4 Women-Owned Companies Gaining Traction In...

Startup Hypeman: The GOAT to Market Show ·

2021/01/17

2020 certainly rocked all of us, and as we begin 2021 we're still in the thick of the COVID-19 pandemic. And whether your business closed, lost revenue, or experienced growth, I think we can all agree as entrepreneurs that the pandemic forced changes in our respective companies. If you're a company that's been through Alex Batdorf's women-only Get Shit Done! accelerator, then you didn't fall victim to change, you actually made the change happen yourself in the form of traction. Alex steps to the mic

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44:45

S15E6 - How To Drive Pre-Launch Interest with Buddhi...

Startup Hypeman: The GOAT to Market Show ·

2021/01/10

One of the most naive mistakes entrepreneurs make is thinking that they can just 'go live' and all of a sudden people will know their product exists and start using it. That strategy works 0% of the time. Just like when going out to party, first you 'pre-game', when putting a product in market you have to drive interest during pre-launch. Buddhi Founder Kathleen Brown figured out a way, in the midst of the COVID-19 Pandemic, to pivot to the moment, drive interest, and build community all before

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