The Demand Efficiency Podcast

Podcast

Audio

Demand Generation

Growth

Andrew Ettinger took Pivotal from $0-$500M+ and now is the CRO at BigID

In this episode, Elias Rubel is joined by Andrew Ettinger, an entrepreneurial and truly elite level sales executive helping best of breed technology companies scale, grow and succeed in the marketplace.

Andrew is a true, born and bred modern executive sales leader who leverages an astute business mind to deliver systems to organizations such that significant business outcomes are realized by the customer. He implements and firmly believes in the modern approach of measuring the Key Moments. They are pain, conversations (not pitch!), diagnose, trade, orchestrate, impact, and grow. A 10% improvement in this simple process over these 7 moments can deliver a 2x increase in ARR and a 10x increase in realized impact for the customer.

Episode Outline

[02:39] Andrew’s background

[04:16] Flexibility in mindset and not getting stuck in your ways

[08:13] Understanding that there's no problem with making mistakes. Learn and apply the lessons learned as you go forward.

[10:22] List of regulations from California

[11:18] On developing self awareness, self reflection, and deep introspection

[12:04] Technical evangelism and doing deep workshops that benefit the organization

[14:34] Privacy as a first class citizen and why that matters

[16:35] What works to instrument the workflows into production processes

[17:04] Navigating the turbulent waters of the enterprise

Andrew's Inspirations

Scott Yara

Jo Otto

Jill Rowley

Mark Roberge


Connect with Andrew

LinkedIn

Twitter

The Demand Efficiency Podcast

Podcast

Audio

Growth

Episode Outline

[04:39] Danielle’s background

[07:16] How the whole petition process of a charter school is funded with public money. So you have to petition the state to let you do what you want to do in the district.  

[10:13] Why starting a charter school in some ways is very much like starting a startup

[11:18] Understand that we're firefighters and we're all here to do whatever needs to get done because our building is constantly on fire especially in the first year of operations

[12:04] The most success metrics in venture are different than when you're trying to champion alternative education and giving

[14:34] Standard return metrics in venture and whether or not you're able to build something viable. The importance in keeping balance of those things

[16:35] Knowing that there's something really fascinating and kind of a Zen mindset about decision-making theory. You have to separate the outcome of your decision from the decision you make at the time

[19:22] Uncover why they're just not using the product that much, and what really want to see is that those pilot customers are insatiable

[20:19] What to do if something goes awry or they get fickle, when you're not sure who else to service in the market, it's hard to get that company to grow

[24:30] Getting the feedback loop between the founder, the engineering team, especially if they're using sort of like a dev group and the customers it's too disconnected


Danielle's Inspirations:

Shea Tate-Di Donna

Alex Iskold

Charles Hudson

Sydney Thomas


Connect with Danielle

LinkedIn

Twitter

Ready to drive efficient demand?

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