Florin Tatulea

Common Room

Building outbound & pipeline generation systems with the very platform we are selling. 

Year 1: 500%+ pipeline growth

Head of Sales Development

Sales Flo

Building meaningful pipeline for GTM brands by engaging their audience through content creation across 80,000+ followers on LinkedIn, Substack & X. 

salesflo.substack.com
x.com/FlorinTatulea

I also do Sales Workshops and GTM Advising for some of the best B2B companies in the world: Shopify, LivePerson, Zendesk, Docebo, and Vendr.

Founder

pclub.io

Best Selling Course - Copywriting, Cold Email and Sequencing: https://go.pclub.io/florin

Course Author

Barley

Acquired by Workleap

Helping People/HR teams make smarter compensation decisions to stay competitive:

-Global Salary Benchmarking Data 
-Comp Planning Workflows & Reporting 
-Pay Equity Analysis 
-Total Rewards Communication

Director of Sales

Plato 

Acquired by Coda

Built the BDR/SDR function from scratch. 

Plato helps Engineering & Product teams build their skillset by providing access to the top mentors in the world from orgs like Google, Meta, Netflix, Spotify etc.

Director, Sales Development

Loopio

Acquired by PE

First sales hire at Loopio and part of an elite sales team as an SDR, AE & SDR Leader that grew revenues by 65x in 6 years leading to a high 9-Figure valuation.

As an SDR Leader, I helped scale the Inbound & Outbound function to a team of ~25 across Commercial, Mid-Market & Enterprise segments.

Senior Manager, Sales Development

Manager, Sales Development

Closed 100+ deals across Commercial, Mid-Market & Enterprise segments.

Notable deals include: Square, Ceridian, Mcdonalds (Dynamic Yield), Databricks, TripActions, Carbon Black, Bentley, Gainsight, Grammarly + many more.

Senior Account Executive

Team Lead, Sales Development

Founding SDR

PenPal Technologies

Business Development Manager

Banking Associate

STS Capital Partners

STS Capital Partners is an international investment banking firm specializing in mergers, acquisitions, divestitures, strategic consulting and advisory services for mid-market businesses. 

Worked on five $10MM - $100MM transactions within the real estate, airport logistics, IT & security and healthcare industries.

Analyst Intern, M&A

Sales Leader | LinkedIn Top Voice 2023 | GTM Advisor | Focusing on Seed → Series B

I'm a passionate leader that lives and breathes all things sales.

I was lucky enough to be the first sales hire at Loopio and have had the opportunity to be a part of and contribute to the exponential growth that had led us to a sales team of ~50 strong. In my 6.5 years at Loopio we grew revenue by 65x. 

I am now doing it all over again at Common Room

Whether it's been as an SDR, AE, Manager or Director, I'm constantly looking for ways to reinvent myself and my team.

I'm a people-first leader that understands that leading a team is not about me. It's about lifting others up and seeing them succeed. My success is simply a bi-product of my team's success. 

As a sales leader, I'm curious about scaling sales teams, generating pipeline, increasing win rates and lowering ramp times in a remote world.

As an individual, I'm passionate about copywriting, sequence/cadence building, leveraging social selling and the future of sales technology.

There are two metrics that not enough SDR teams are tracking.

It’s crazy to think about, but the reality is that most SDR teams are still largely ONLY tracked on volume, meetings and pipeline.

Don’t get me wrong ALL of those are still important. 

But you MUST be tracking SDR efficiency to really unlock and ultimately improve an outbound program.

Two metrics that are still extremely overlooked and tell you A LOT about your reps and business:

→ Contacts touched per qualified opp (S2)

Most teams (including ours) are not going wide enough into accounts...depending on who your ICP is. 

As an example: we sell to 4 Personas…. Sales, SDR, Marketing & Rev Ops.

Yet in our growth segment, our average contacts touched per account is 3. That needs to be fixed.

→ Penetration Rate: How many accounts to S2?

It quite literally tells you how many accounts you need to touch or assign to your reps in order to hit your number.

Let’s say you have an S2 quota of 24 per quarter. If each rep has 300 accounts and your avg. penetration rate is 6%, all else the same… your avg. rep will be hitting 18. 

You either need to increase the accounts they own/touch or need to figure out how to increase efficiency.

Otherwise you don't even stand a chance.

This is a great way to counter a top-down approach to quotas that are often unrealistic.

GTM Leader | LinkedIn Top Voice | Advisor

It's been pretty hilarious to see what some of the younger SDRs on our team that are more "AI-Native" use ChatGPT for. 

I had an SDR the other day making an argument for an opportunity that he believed should be marked as "qualified". 

He ran the full Gong transcript through GPT, input our qualification criteria and sent me a 3-page report explaining how it was in fact qualified. 

Fair enough Mr. SDR. Fair enough 🤣 🤣 🤣 

(It was still a no). 

Jking. 

I thought it was funny. Not something I would have thought of myself.

Shoutout to all the cold callers out there 😭 😭 😭 

We ran FullEnrich across our own contact database recently…  the results speak for themselves:

30% coverage in USA -> 80% coverage!!!

10% coverage in EMEA - 70% coverage

How?

They run a waterfall against 30 providers.

For the last decade, mobile numbers have been a constant battle for me. 

People are SLEEPING on FullEnrich.  

I met Benjamin Douablin earlier this year… after seeing the quality of what they built, we knew we had to integrate FullEnrich data into Common Room. 

Our customers now have access to premium phone number data as well.

One of my main goals for this year is partnering with a smaller number of brands that I actually use and find value in every day. 

FullEnrich is one of them. 

Fantastic product.

Brand partnership • GTM Leader | LinkedIn Top Voice | Advisor

There are two types of sales reps going into Thanksgiving week:

1. You convince yourself that it's the holidays and you let your foot off the gas

2. You bust your ass for the next 3 days, before a well deserved 4-day weekend and set yourself up for success come December. 

Which one are you? 

...If you are going to work. Why not be the second? 

Otherwise, just take the week off.

SDRs & AEs - here are 5 things that will help you finish strong in Q4 going into the Thanksgiving/Holiday Season (it's coming fast..)

1. Stop telling yourself that everybody is off and that you won’t book meetings.

There is always going to be an excuse any time of year. Talk to your prospects or somebody else will.
 
2. Understand that budgets for 2026 are being made right now. Executives are actively thinking about spend + what solutions they need to hit their 2026 goals as we speak.

3. Closed Lost/Not Now reports in your CRM are going to be your best friend right now. Make a list of everyone who told you that “next year” was a better time to talk. HIT THEM UP NOW!

We've actually completely automated this play in Common Room. We built a workflow that automatically finds and enriches every contact that's been on a Gong call with us in the last year and use our RoomieAI agent to go through the calls and write emails based on the context of the transcript. 

We've found 3600 contacts we can hit up. 

4. Your biggest objection right now is going to be "Not Now / Let’s talk in the new year"

ADDRESS THE OBJECTION UP FRONT BEFORE YOUR PROSPECT DOES:

Here is a template:

“I can appreciate that the holidays are coming up and things are going to be crazy.

Would you be opposed to taking a peek at how we can help with X, before everything gets crazy with the holidays / Q1?

From there, if it’s not something that makes sense, I won't waste either of our time in the new year."

5. Plan - There are 4 full non-holiday weeks left until end of year. Figure out your daily game plan. What do you need to do every day to hit your goals? 

Focus there.

LinkedIn’s inbox is still stuck in 2015. 

What’s up with that?

I literally don’t think it’s changed since I started posting on LinkedIn that year.

It’s the wild west and makes it incredibly difficult to prospect properly as a salesperson. 

A few frustrations of mine: 

1. There is no way to label or tag conversations
2. I don’t have a way to set automatic reminders for follow up
3. There is no clear way for me to know who actually accepted my connection requests when I drop people into a sequence
4. Also… why can’t I send a voice note from my laptop?
5. Answering a basic question about my network like “how many VP, Sales am I connected with” is more difficult than it should be. 

Mitchell and team just built my fav tool of the year. 

Kondo: Superhuman for LinkedIn DMs

It does every SINGLE one of those 5 things, in one of the most clean UIs I’ve had the pleasure of working in. 

I’m never going back.

If you use LinkedIn to prospect. Do yourself a favor and try it out. TRUST ME. 

They have an awesome “Black Friday” promo ending in 2 days...

2 months for free 👉 https://lnkd.in/dsYeYi8v

Report back and let me know what you think. 

#kondopartner

Here’s an insane hack to rank your brand #1 in ChatGPT that’s worth millions of $$$ in pipeline.

Steal this exact play if you sell to the Forbes ☁️ Cloud 100.

It requires some orchestration between the Growth and SDR team and was a play that Josh Lind and Matteo Tittarelli ⚡️(legends!) help us build:

Background: 

 ✅ The Forbes Cloud 100 are key target accounts for us… and also for our top prospects and customers.

 ✅ One of the value props of our RoomieAI agents is that it can generate full contextual account plans in seconds based on your internal data (i.e. CRM, Call Transcripts, Signals) and external data. 

—--

The idea: 

-Generate account plans for the Forbes Cloud 100 list and turn that output into SEO and GEO (generative engine optimized) pages for LLMs to rank. 

-Reps are using LLMs and searching for things like “[strategic account] + business model” as they conduct account research. 

-This allowed us to highlight the value prop of our product in a unique way and also drove LLM-based search traffic to our website. 

-----

The Execution of the Play: 

1. Generate 100 account plans for each company using our RoomieAI agent

2. Created 100 landing pages for each account plan and used an AirOps workflow to expand and format the account plans into LLM optimized pages that brought in traffic. 

AirOps is particularly good to rank in ChatGPT/Perplexity etc, where most search traffic is going.

3. Use our website de-anonymization functionality to identify key stakeholders on these pages and have our SDR team hit them up with tailored messaging.

4. Repurpose the account plan pages and send them as value adds to accounts that likely have the Cloud 100 as key accounts.

AirOps made a free tool that shows you exactly how often ChatGPT, Claude, and Perplexity mention your brand vs competitors.

Comment "RANK" and I'll send you the link to run your AI Search Audit.

(Takes 30 seconds and it’s FREE)

Engineer (GTM/AI) @ Common Room

B2B positioning, websites, launches & content | Duolingo streak keeper 🇯🇵

AirOps

Vibe coding is HOT.

It quietly wipes out 80+ hours of manual RevOps work every month. But most people are thinking about it the wrong way…

There’s a massive opportunity for GTM & Ops leaders to change how they operate.

The general narrative around vibe coding platforms is that they’re meant for coders and entrepreneurs to kick off new businesses…

At least that’s how I interpreted it.

BUT after digging deeper, I came across a ton of use cases to vibe code your own internal solutions, the ones that remove the painful, repetitive, 80-hour problems your team keeps dealing with every month.

Here are 3 examples:

--> Territory planning & account router

Apply your own custom rules (industry, ARR band, geo, partner involvement)
to generate territory splits and account assignments automatically.

--> Lead routing & SLA monitoring

Build a small app that connects to your CRM via API and: 

-Applies your routing logic (segment, intent, previous owner)
-Flags SLA risks in real time and alerts in Slack
-Produces a live dashboard with time-to-first-touch, SLA breach counts, and chronic slow responders

--> Pipeline hygiene & forecast assistant

-Pulls open opportunities
-Flags issues (no next step, stale stages, pushed close dates, missing contacts)
-Uses your rules + LLM scoring to highlight risk

Do I believe you can “vibe code” a new BI tool, CRM, or forecasting platform?

No.

But for targeted use cases, especially for orgs without unlimited budgets and insane complexity... it’s a fantastic way to eliminate massive manual effort.

Want the breakdown of how to do this?

👉 Comment “VIBING” and I’ll send it to you.

Happy Thanksgiving to all of our American friends down south! 

Grateful for you all. 

Enjoy the long weekend :)

Here’s a question that I think most of these outbound AI agencies with the “I’ve booked 1000 meetings in the last week with this AI workflow” would be hesitant to answer: 

1. How many of the meetings you booked for your clients showed?
2. How many were qualified? 
3. How many were closed won?

A booked meeting doesn't mean anything in itself. 

Don't always believe the hype.

The data speaks for itself. 

We found images in emails work 3x better. Here’s why…

We recently ran an A/B test and found that images in cold emails outperform plain emails (when done right).

“An image is worth a thousand words” 

Obviously it depends what the image is about. For us, relevant memes work extremely well at breaking through the noise (it’s not something AI has done well at scale yet).

The problem has been that traditionally this would hurt your email deliverability. 

That’s why we always saved the links and assets for the follow up email after you hit the inbox. 

The rules of the game have changed though. 

Maildoso recently launched Custom Domain Tracking that allows you to safely add links straight from your FIRST email without hurting deliverability. 

This means you can finally:

-Embed direct booking links
-Drop videos right away
-Add images to paint a better picture 

Check it out for yourself: maildoso.com

X is soon releasing “Hiring” and “Jobs”. 

As a matter of fact, it’s already here: 

Is LinkedIn cooked? 

Doubt it. 

It’s one thing to have job posts up. 

LinkedIn is still the best database for real-time information on where people work. 

That data is invaluable and there are network effects that make it difficult to switch. 

Many have tried to replace it. Only time will tell. 

What do you all think?

graphical user interface, text, application, chat or text message, Teams

Konnor Andersen

Zluri

Responsible for Sales, Marketing, Account Management, Channel Partnerships, Sales Development, and Revenue Operations teams/functions. 

Zluri is a Next-Gen Identity Governance and Administration (IGA) platform that enables IT and security teams to discover identities and applications, streamline access management, and automate access reviews—all from a single, intuitive interface. With Zluri, organizations automate compliance readiness for SOX, HIPAA, SOC 2, and more—ensuring the right people have the right access to the right applications at the right time, with minimal time and manual effort. IAM, IGA, SMP, SSPM.

Joined at the Series B, backed by Lightspeed, MassMutual, Endiya, Kalaari Capital.

Recognized as a Leader in the 2024 Gartner® Magic Quadrant™ for SaaS Management Platforms.

G2 "Category Leader" in 2024.

“Emerging SaaS Startup of the Year” Award at SaaSBoomi Annual 2024.

IT-Harvest and Richard Stiennon's Cyber 150 List in 2024.

Identified as a "Strong Performer" in Forrester’s SSPM (SaaS Security Posture Management) Report in 2023.

Recognized in the GigaOm Radar for SaaS Management Platforms. 

G2 "High Performer" in 2023.

Nasscom 'Emerge 50' Award in the SaaS Category in 2022.

Awarded ITAM Review Certification for Enterprise SaaS Management in 2022.

Vice President, Worldwide Sales & Channels

Various Startups

Investor:
- Wander - Luxury Vacation Rentals, Series A Investor, 2024

Advisory Board Member:
- Neumont College of Computer Science, Advisory Board, 2025
- Aironworks - AI-Powered Security Awareness Training, GTM Advisor, 2024-2025

Angel Investor & Advisory Board Member

Vectra AI

Performance/Impact:
- Grew ARR 30%+ Y/Y while focusing on profitability. 

Vectra AI is the leader in AI-driven threat detection and response for hybrid and multi-cloud enterprises. The Vectra AI Platform delivers the integrated signal powering XDR, SIEM, SOAR —  whatever your pane of glass. This powerful platform equips SOC teams with hybrid attack surface coverage and real-time Attack Signal Intelligence, along with integrated, automated and co-managed response. Companies can choose the modules they need to achieve full coverage across identity, public cloud, SaaS and data center networks.

Vice President, Global Go To Market (GTM)

Darktrace

Performance/Impact:
- FY23 Team Quota Attainment - 125% (39% YoY Growth)
- FY22 Team Quota Attainment - 112% (52% YoY Growth)
- FY21 Team Quota Attainment - 139% (71% YoY Growth)
- 1 Promotion (VP Sales/GTM, GM Email & App Security Business Unit)
- Grew Global ARR from $200M to $700M.

Darktrace's (LSE:DARK) mission is to free the world from cyber disruption. Its AI technology is relied on by over 9,000 customers worldwide to prevent, detect, and respond to cyber-attacks. Headquartered in Cambridge, UK and San Francisco, CA , the company has 3.000 employees and over 30 offices worldwide. Darktrace was named one of TIME magazine’s ‘Most Influential Companies’ for 2021.

Global Vice President of Growth Sales (IPO: 2021)

Vice President of Sales, Email & SaaS App Security

Proofpoint

Performance/Impact:
- 2020 Team Quota Attainment - 109% (Only Team to Hit Quota During the Pandemic)
- 2021 Team Quota Attainment - 186%
- #1 Enterprise Sales Segment in 2020 and 2021 (Out of 24). 
- #1 Net New Enterprise Team in Q3'20, Q4'20, Q1'21, Q2'21 (Out of 24).
- 1 Promotion (RD, Enterprise West)

Proofpoint Inc. (NASDAQ:PFPT) is a leading next-generation security and compliance company that provides cloud-based solutions to protect the way people work today. Proofpoint solutions enable organizations to protect their users from advanced attacks delivered via email, cloud, social media, and mobile apps, protect the information their users create from advanced attacks and compliance risks, and respond quickly when incidents occur.

Regional Director of Enterprise Sales, West & Central (Exited: Thoma Bravo Acquisition)

Regional Director of Enterprise Sales, West

Stealth Startup

Performance/Impact:
- Grew Revenues from <$1M to $3M ARR
- 169% Growth in Qualified Opportunities

Joined Pre-Seed (Employee #9.) Led Sales, Sales Development, and Sales Operations.

Head of Sales, Strategy & Development (Exited: Acquisition)

Podium

Performance/Impact:
- 2019 Quota Attainment - 124%
- #1 AE in New Business Award (Out of 120)

Podium (Series B) is a leading communication and payment platform for small businesses. 
Backed by Accel, Album VC, Summit Partners, and Sorenson Capital.

Regional Director of Sales, International Accounts

Adobe Workfront

Performance/Impact:
- 2018 Quota Attainment - 171%
- 2019 Quota Attainment - 167%
- #1 Net New Rep 2018 and 2019 (Out of 60)
- 3 Promotions (AE, Sr AE, Team Lead)
- Acquired by Adobe for $1.5B.

Workfront is the first modern work management application that connects enterprise work, collaboration, and digital content into an Operational System of Record (OSR).

Team Lead | Enterprise Account Executive

Enterprise Account Executive

Associate Account Executive

University of Utah Athletics

Managed $70M Annual Budget and Department RFP Process

Associate Director Business Operations / Accounting

Hi! I’m Konnor 👋 

I am currently the Vice President of Worldwide Sales & Partnerships at Zluri. Zluri is an identity security platform that helps IT/Security teams identify, manage, review, and secure the countless SaaS applications that we use on a daily basis to do our jobs. We have physical offices in the San Francisco Bay Area(CA), Salt Lake City(UT), and Bangalore(India).

I’ve spent the better part of the past decade in tech sales and sales leadership roles.  From seed stage start ups as employee #9, to large $10B+ publicly traded tech companies, multiple acquisitions, unicorn IPOs and everything in between. It’s been a wild ride!

I feel extremely lucky to have worked side by side with some of the best operators and investors of today’s generation!

One thing I know for sure is that the best companies and businesses are built by great leaders, great teams, and great operators!

I share my experience on what I’ve seen, lessons I’ve learned, the mistakes I’ve made, and other perspectives on leadership and team building in the modern generation of work.

Would love to have you join the conversation so we can all learn from each other! Follow along for the ups and downs of the journey👆


*All thoughts are my own, not those of my past, current, or future employers*

Global Vice President of Sales & GTM | GM of Email / Cloud Apps Business

Darktrace (LSE:DARK), a global leader in cyber security AI, delivers world-class technology that protects over 7,400 customers worldwide from advanced threats, including ransomware and cloud and SaaS attacks. The company’s fundamentally different approach applies Self-Learning AI to enable machines to understand the business in order to autonomously defend it.  Headquartered in Cambridge, UK and San Francisco, CA, the company has over 2,100 employees and in 44 offices worldwide.  Darktrace was named one of TIME magazine’s ‘Most Influential Companies’ for 2021.

Global Head / GM of the Email and Cloud Applications Business Units:
 - Sales & Marketing
 - Go To Market Strategy & Operations
 - Channel/Partner Sales & Business Development
 - Product Management
 - Customer Success & Support Services
 - Sales Programs & Enablement

🔔 Cyber Market Monday Update - Headlines from last week 👇 

▪️After a yearlong legal battle the US Security and Exchange Commission (SEC) have officially dismissed the case and remaining claims against SolarWinds and their security chief following the 2020 cyberattack!

▪️Zscaler released FY26 Q1 earnings last week beating both earnings and revenue forecasts. Quarterly revenue came in at $788M up 26% YoY with ARR at $3.2B. Unfortunately the stock dropped 11% on the news of rising operating losses and billings for the quarter. Both negative signs for future revenue profitability. 

Fairly quiet week with the US Thanksgiving holiday but I hope everyone was able to spend time with their family and friends!

Fingers crossed for a better month for public cyber stocks to wrap up the year!

Hoping all of your Q4 deals come across smoothly!

See you all at AWS re:Invent!

#publicmarkets #cybersecurity #investing #stocks 
——————————————————————
♻️ Repost to share with other cybersecurity industry professionals
🔔 Follow Konnor Andersen for more tips on cybersecurity GTM
——————————————————————

Building Acuvity AI | Sharing lessons from building GTM teams at the intersection of Cybersecurity & Gen AI! Follow Along 👇

🔔 Cyber Market Monday Update - Headlines from last week 👇 

▪️Doppel, a social engineering defense startup, raised a $70M Series C led by Bessemer Venture Partners. A handful of unique investors also joined the cap table with George Kurtz, Aurum Partners (Affiliated with the San Francisco 49ers), and a handful of WNBA players Nneka Ogwumike, Breanna Stewart, and Kelsey Plum!

▪️Nudge Security raised $22.5M to expand their SaaS Security platform. They called out adding 200 customers and more than 3x’ing ARR in each of the last two years! Unclear on what revenue scale but either way tripling is solid!

▪️Palo Alto Networks announced a huge acquisition of Chronosphere for $3.3B. Revenue was reported at $160M and growing over 100% YoY. For those companies looking for a benchmark!

▪️Apono raised $34M Series B led by U.S. Venture Partners to continue their growth disrupting the privileged access management space!

▪️Guardio raised $80M from ION Crossover Partners, as a more unique B2C cybersecurity platform securing over 500,000 individuals!

▪️Safe Security acquires Balbix for an undisclosed sum. Balbix had raised $100M in venture prior to the acquisition. 

Busy busy week in both venture and M&A as companies try to wrap up deals before the holiday period!

Free cash flow is an important metric for public companies when looking at potential acquisition potential! 

Yes stock for stock is always an option as well. 

#publicmarkets #cybersecurity #investing #stocks 
——————————————————————
♻️ Repost to share with other cybersecurity industry professionals
🔔 Follow Konnor Andersen for more tips on cybersecurity GTM
——————————————————————

3 mistakes you are making when trying to build a cybersecurity channel sales motion: 

1️⃣ Treating the Channel like an extension of direct sales

Channel partners can sell dozens of different vendors, expecting them to understand and pitch your product with the same urgency, depth and expertise of your internal sales and SE teams is unrealistic

2️⃣ Overcomplicating onboarding, enablement, and incentives

YOU DON’T NEED TIERS DAY 1! It’s a hill I’ll die on. Too many startups waste so much time on complex MDF rules and tiering logic and then it falls flat! Keeping it super simple while you are standing up your partner program is crucial!

3️⃣ Picking the wrong partners 

Picking your “dream” partners is not the best way to get initial traction! Finding partners that match your current (not future) ICP is the best move! Nothing kills partner confidence and momentum faster than bringing you into deals outside your ICP and seeing you lose those opportunities! Less is more, especially early on!

PS - Don’t skip out on the MSP channel as a great opportunity early on! Too many go straight for F500 VAR/GSIs and miss a huge section of the market!

Starting in January I’m going to share more details about building cybersecurity GTM motions through a weekly newsletter, Check it out here: https://lnkd.in/gj9K6THx

1 startup mistake I’ll never repeat:

When making any business decision, put yourself in the other persons shoes!

This is my main takeaway from the various lessons shared by Dean Sysman from building 2 different cyber startups.

Seems simple but often in cyber we put ourselves in the shoes of the attacker and are like “Wow this would make it harder for me to hack in so customers must love it!”

Only to find out customer's aren't thinking that way and it really adds hurdles to your GTM motion!

Dean shared how his first startup, Cymmetria, stumbled even after YC because they were thinking like an offensive security professional because that was their background, and instead the needed to think like the customer trying to defend their network. The honeypot was brilliant from a hacker's perspective. But defenders? They needed something different.

This lesson applies everywhere:

▪️Building product? 

Think as your customer, not just as the builder. Building “cool” stuff that never sells is pointless.

▪️Trying to raise venture? 

Understand what your VC needs from the investment based on their fund thesis and timing of the investment! The best VC’s are advisors and really help point you in the right direction. 

▪️Leading a team with multiple management layers? 

See the work through the eyes of the front line, not only through your spreadsheet and models! Yes this means you need to sit down and speak with them, go visit customers together, and do the work side by side!

Too many incredible businesses struggle because they build from the wrong lens!

Thank you Dean for sharing your experience!

And as always Mahendra, Ross, Sid - Thank you for hosting Inside the Network!

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