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Bowery Capital Startup Sales Podcast

Bowery Capital is an early stage venture capital fund that focuses solely on helping portfolio companies with sales related challenges. This podcast is a discussion between the Bowery Capital team and experienced industry friends in an effort to help a younger generation of startups better understand the issues and pain points they will face when thinking about early revenue generation.
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Bowery Capital Startup Sales Podcast
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Now displaying: August, 2017
Aug 17, 2017

This week, the Bowery Capital team hosted Trenton Truitt, SVP of Worldwide Sales and Customer Success at Wizeline to discuss “Coaching Your Employees Through Their Career Path." Wizeline transforms how teams build technology. Its customers accelerate the delivery of innovative products with proven solutions, which combine Wizeline’s intelligent product strategy and road mapping software with full-stack, agile development services. With decades of experience building disruptive technology in the heart of Silicon Valley, Wizeline’s team shares a proven track record of enabling companies to achieve breakthrough results with software and services. Customers of Wizeline include some of the fastest-growing software companies, as well as many of the world’s most established brands, including News Corp, Yahoo!, Sparkcentral, Nuance and many others. In today’s episode, Trenton joins us to discuss how to find, nurture, and value a mentor relationship. Trenton kicked off the topic by explaining why mentoring and coaching are important to him. He emphasized the need to engage mentors and follow through on their advice. He uses anecdotes from his own life and draws from past experiences with both mentors and mentees. He also talked about the differences of formal and informal mentoring. For Trenton, informal mentorships are key. This led to a more in-depth conversation on how Trenton mentors and coaches his own people. First, Trenton reviewed the process by which he coaches his employees and then discussed how he operationalizes that experience. He also described that many of his meetings with mentors are informal ranging from lunches to one-on-ones. As Trenton’s gains more mentors, he described how he thinks through allocating time to each individual and how he adjusts his style depending on the person. With that, he provided a few examples that allow listeners to visualize the process. Next, Trenton mentioned the importance of holding mentees accountable to their metrics and goals. As the program continued, Trenton described how he provides curbside coaching and keeps his team on track to reach goals. He also touched on how mentoring and formal training for salespeople tie together and how this was set up at Wizeline. To close out the session, Trenton discussed training and tools to help coach teams.

Aug 10, 2017

In today's episode, we host Promise Phelon, CEO of TapInfluence, to discuss "Transitioning From Services To SaaS." TapInfluence was founded in 2009 with a singular purpose – to facilitate real conversations between people and brands by tapping into the power of digital influencers and their authentic, trusted content – allowing consumers, influencers, and brands to get heard. Using TapInfluence’s leading-edge SaaS platform, marketers can automate the time-consuming process of identifying and engaging with relevant digital influencers, as well as collaborating with them to create compelling content that motivates consumers to take action. TapInfluence’s customers include a who’s who of leading brands, such as Kraft, Horizon Organics and P&G, and agencies such as Golin, RhythmOne and Ignite Social Media. Through Instagram, Facebook, Pinterest, Twitter, YouTube, Vine and blogs, TapInfluence reaches over 1 billion consumers. In today's episode, Promise joins us to discuss transitioning from services to SaaS. She starts by explaining that TapInfluence initially started as an agency that underwent a transition to become the software company they are today. Promise touches on the challenges faced during this type of transition and explains the four different phases she and the business went through. She talks about how to deal with the difficult task of telling happy customers your business is changing and how to keep these customers. Retrospectively, she says she would have waited a little longer to scale TapInfluence after its pivot and she gives us a few trends to look at that may help indicate when the time is right to scale. Promise talks about how to identify power users in a newly-pivoted software business and explains the important role that product and customer success teams play during this period. She talks about the customer advisory boards that TapInfluence created and urges listeners who create these types of boards to make sure they include prospective customers, along with current ones. She says having board members who challenge certain decisions, serve as a sounding board and give honest feedback are key. Finally, Promise wrapped up by saying speed and having board and investor alignment is crucial during a transition from services to SaaS.

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