In this inaugural episode of Second Acts, Krish sits down with Gainsight’s CEO, Nick Mehta, to arrive at the very heart of this “mission-critical," post-PMF stage of scaling a SaaS business.
Nick: “If you’re not careful and you don’t watch that bookings growth and drive it, you’re going to hit a wall. Some markets don’t hit a wall quickly. For example, Salesforce kept going for a long time because the CRM market was so big. However…the reason Salesforce is worth a couple of hundred billion dollars and not 20/50 is Service cloud. They said, act one is Sales Cloud. Act two is Service Cloud. Then act three was Marketing Cloud and some other things.”
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Chapters:
0:38: An introduction to Nick
1:57: Premise of this podcast series
6:10: Why most companies need a second act (way) sooner than they think
8:38: How to figure out when you need the second act (mathematically)
14:01: Two factors that dictate this transition: cycle time and org charts
15:52: The M&A patch
18:13: Why a top-down motion can prove incredibly advantageous
21:28: How to approach different rights-to-win/product adjacencies
28:38: The art of layering S-curves
33:50: The four things scale-ups need to be good at
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Mentioned:
So You’ve Raised a SaaS Mega Round: Now What?
My Top 10 Mistakes In 10 Years: Gainsight CEO Nick Mehta
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Connect with Nick:
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Connect with Krish:
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About Chargebee:
Chargebee is a Revenue Growth Management platform that helps thousands of subscription businesses unlock second acts of scale. Learn more.
