Randi-Sue Deckard 🔬

GTM Leader -Sales/Marketing/CS/Revops🔹Strategy 🔹$1-$100M B2B🔹SaaS & Services🔹Influenced $100M+ in Revenue🔹GirlzWhoSell Mentor & Advisor🔹Pavilion-Co-Chair DFW Chapter🔹Speaker 🔹Advisor🔹Future Author 📚☕️🐾

Why does a Scientist make an awesome Customer Obsessed Revenue Growth Leader? #TheLabMindset

I was literally trained to experiment. Be extremely curious. Test, Refine and iterate! 

Research like a boss and use system level thinking!

It builds resilience (failure = reiterative process to get the desired outcome).

Document like a boss - I was trained if it wasn't written in black ink it didn't happen. 

Data driven decision making. Look for patterns to determine the best "lever" to change.

Embrace Change - always looking for ways to improve productivity/efficiency which help me look at the end-to-end CX (hello, bowtie) and find ways to reduce cost to serve for sustained profitability. 

Process/Frameworks are critical - how else do you design an experiment? (for business =GTM- Revenue Architecture model)

Communication -lots of papers written and one of my ninja skills is simplifying the complex so anyone could understand!

Present my findings and get grilled - Objection & Rejection proofed because I proactively prepared and expected this to occur.

Here's a little bit more about the Professional Me:

Leadership Style 
-Servant Leader
-People first

Strategic & Data Driven Decision Leader
--work with executives & board
--cross functional collaborator
--manage and execute projects

Embrace Change and Being a Change Agent

Trusted Advisor both internally and externally. Love creating raving fans throughout the whole ecosystem.

Great communicator and ninja rapport builder from board - peers- team - customers

Builder
--Teams
--Startups
--New Business Units
--GTM 

Revenue Growth
 --new logo
-- customer expansion
--strategic partnerships
--M&A

Financial Acumen 
--Profitability through retention and sustainable repeatable processes (understand the business unit economics)
--P&L Ownership

Experience with professional services & software solutions

Optimizer and Fine Tuner with Iterative Process improvement mindset 
--applied to GTM, Revenue Architecture and Customer Relationship Management

Growth Mindset
--lifelong learner who's obsessively curious
--personal and professional books & courses
--active in professional communities like Pavilion

High EQ - great mentor/coach

Thought Leader
-podcasts, panels and speaker
-writer & future author

Strategic Advisor for GTM - obsessed about sustainable growth!
-$1-$60M in ARR

Ssh don't tell but I might have an espresso & chocolate addiction according to my hounds who are currently giving me sideye. ;-)

2025 Sprouts "25 Women in GTM" to watch 2024 & SalesIntel "Top 100 & 300 Women" Making an Impact in B2B SaaS

Executive Member and Co-Chair of DFW Chapter

Pavilion, formally Revenue Collective, is a private membership organization for commercial growth operators. Our community is designed to support the professional development of revenue leaders at high growth companies, facilitate the sharing of best practices, and serve as a trusted private community.

Elizabeth McCalley.eth 🦋

CEO @StartStak | Strategy & GTM | Advisor | TED Speaker | Pavilion Executive + Chief Member I AI Artist & Practitioner

Hello! I’m Elizabeth McCalley 🦋, CEO of StartStak, an AI-Native company focused on early stage companies. With a passion for enterprise software, emerging tech, and services, I have dedicated my career to driving revenue for organizations. 

My approach is grounded in making non-obvious connections and staying steps ahead of market trends. I synthesize complexity and provide a clear, big-picture perspective to guide organizations into the future. I thrive on the challenges and opportunities that emerging tech solutions present.

StartStak is pioneering how companies utilize AI to get to market with precision. We are in the business of enabling the art and science of revenue and to help companies to stop pivoting.

🔹 StartStak specializes in: 🔹
- Market Strategy & Insights 
- Product Marketing
- Content Marketing
- Digital Marketing 

🔹 Principal Executive Skills🔹
- Enterprise Software and Services Sales Leadership
- Market Strategy & Business Development
- Alliance Management
- Executive-Level Presentations
- CXO Relationships & Negotiation
- Team Building
- Strategic Planning
- Market Research & Analysis
- Product & Portfolio (Re)Positioning
- Understanding of Emerging and Startup Technology Markets
- Analyst Engagement
- Web3 Fluent & Crypto Native

#StartStak #AINative #analytics #AI #StartUps #entrepreneurs #Strategy #Innovation #SaaS #Growth

elizabeth.mccalley@startstak.ai

Executive Member

Stealth Founders…..the ones still working in corporate, we love them. 🥷🏻

For the last few months, three founders have been finishing their corporate chapters. While they were doing that, StartStak.ai was building out their company. Really.

We are becoming a black ops go-to-market team. I have stealth founders in pipeline, who all still work in corporate. What they fear, is wasted time and money.

That's a healthy fear. 

Most startups launch and then try to figure it out. They piece together branding, hire outbound help, marketing freelancers, experiment with tools, rewrite their messaging three times, buy clay tables, pivot twice, and call it “iteration”…”lean startup”. 🙄

That isn’t iteration. It’s fragmentation and it’s expensive when you have one shot. The entire objective of navigating the “messy middle” of product market fit, is to get through it as fast as possible. That’s it.

There is one company designed for exactly that. #StartStak.

We don’t launch fragmented companies. We engineer cohesiveness BEFORE day one.
→ Brand architecture, the voice, the visual system
→ The markets they operate in and how the GTM is segmented by priority
→ Product narrative, messaging, strategic positioning, competition
→ The ideal customer, discrete personas, why they buy and why they “do nothing” 
→ Economic logic, acquisition motion, the data, system and processes

All aligned before the first announcement, because product-market fit isn’t luck. It’s architecture.

We are engineering coherence into new company business plans and that gets operationalized in the entire go-to-market. And, we are getting faster at this.

What we have come to understand is the reason StartStak companies have pipeline the day they launch is because we are experts in systems, data, process and execute with precision.

No, we are not a marketing company. We are a Product Market Fit company.

This week, we have a new company going live and it won’t look like a startup trying to find itself. This company will look deliberate. Calibrated and established. 

That’s the difference between “just launching” and “product market fit engineering”.

We don’t play startup. We design outcomes.

Why does this matter? Because time is money. 

#Launch #Startup #BreakingRules
https://lnkd.in/gw9JmA26

Founder & CEO @StartStak.ai | Strategy & GTM | TED Speaker | AI Practitioner & Artist | Chief Member

"If you are the smartest person in the room, you are in the wrong room." 

This quote stays with me from an executive that influenced my early career journey. The point was to be mindful of the rooms you are in and who is there with you. "The company you keep matters", he said.

Does that room and the people in it help move things forward? 👀 

People who help move the ball forward aren’t only smart, they:
🔹 Act with purpose
🔹 Say the quiet part out loud
🔹 Challenge conventional thinking
🔹 They open doors
🔹 When they are "helping", its not about them, the use of power is selfless

There are so many people I have interacted with who talk about help, versus actually help. Real leaders unlock what's possible, daily and for others.

I am grateful to be in the C-Suite room with my fellow Chiefs. The discussions in these rooms are honest, no nonsense, void of fluff so we can help each other move our business forward. 

Business takes a village. 💚 

If you want to join our growing network in Dallas, ping Kim. Thank you 🔺Dee Maddox, MBA, for your awesome wisdom in this session last week.

#leadership #breakthough #FireHorse #Chief

It took me one hour to fire a vendor yesterday and switch platforms...because their AI sucked a lot and got in the way of our business.

This is the fastest way to get fired as a vendor.

This is how it went down.
8:45 am- I got a notification our account was frozen for an unknown reason on the day we deliver client newsletters....hours before our deadline.

We don't miss deadlines at StartStak.ai. Ever.

10 min later while chatting with support, the support AI thought it was "GREAT, our account was suspended and said, 'we don't do compliance tickets, that's someone else'...in a happy chipper tone. I was PISSED. 🤬 

I asked them to call me....so I can talk to a live person. Nope.....just and AI professing to be a person. 

15 min later we are researching a different platform and started a free account. We grabbed our audience data.....and started onboarding making backup plans.

30 min later I got an email from the compliance team saying, "oh sorry, this was an error" with no explanation, no phone call. 

Meanwhile their support AI is asking if I want a discount. ☠️ 

NO. I AM GONE. Churned just like that after being a loyal paying customer for years. Scott said, "ya no, I built what we need in an hour, let's bounce".

You will hear a lot about Jack Dorsey cutting jobs because AI is awesome and replaces people. I think the worst place you can implement AI is in customer facing functions. 

I predict, CHURN is going to go way up for companies who use AI to interact with the their customers, prospects and customer facing suport.

Mark my words. Good news is we have new software to play with. 

We hit our deadline. 💪

How can we engage a community on what people are doing in AI? 🤔 

no like…where the rubber meets the road with your mind, your machine and your actual work? 

AI Show and Tell. Yep. 😃 

Like kindergarten, but BETTER because it is in a room full of Chiefs, where power meets purpose and we find our center focused on our individual missions.

You are probably reading everywhere that AI projects fail and “AI isn’t valuable” etc. Well, thats probably because there is a real problem in people understanding how to apply AI to their daily work. 

AI is not a search engine or a question and answer system- at all. AI is a system of engagement and play. These systems are fuzzy. Using AI is a skill, it takes practice and we are ALL learning.

Start with one. You. One use case and a problem YOU can solve.

A practical framework for AI and just about anything:
👉 What is the problem?
👉 How were you hoping to solve it?
👉 What was the AI tool, model, prompt and process used?
👉 What were the inputs?
👉 How was it applied?
👉 What was the outcome and why did it matter?

So, this is what we will be doing this Thursday at Industrious in Plano at 4 PM. 
📣 Calling ALL Dallas Chiefs, come learn with us in #AI so you can Lead On. Check the portal and sign up. Link in the comments.👇

Anyone in Dallas who wants to join this incredible community contact Kim Carpenter, PCC. The Dallas Ft. Worth community is in a race to have the HIGHEST engagement across all cities. We are just a little competitive. 😜 💚 

We got some Texas pride showin’ here ya’ll. 🤠

My CFO gets it.....

Not just the money, the math, taxes and the numbers....the actual journey.

The brutal truth of what this founder journey actually is. 

I sent her a text a few days ago..."I am struggling very much...is this normal?"

She sends a text back in very clear language. "This is absolutely expected and normal. You are carrying an enormous load." 

....then she writes the 7 burdens of the founder.
👉 Time
👉 Capital
👉 Responsibility
👉 Uncertainty
👉 Exhaustion
👉 Self-Doubt
👉 Failure

These words define the battle of the heart, mind, body and soul of the founder. 

When you choose to build a company, just know, no one is coming to save you.

I am VERY protective of StartStak.ai, like a momma bear. My team, our clients, what we do and how we work together. I protect our house from bad actors and ride alongs. ....all the #startup "helpers".

I don't apologize for my decisions. I don't need consensus. 

There is ZERO room for grifters. We don't have that kind of patience or time. 

Our clients don't either because they are building companies too. We work at the speed of light, we follow the sun because time is money. 

We operate in a high performance, low trust, few mistakes kind of environment, because we are building and operating cross domain sensitive systems.

I have unreasonable conviction in this company, the work, the journey and WHY we are a business at all. I really don't care if people don't understand.

By design, I do not take calls from advisors or startup executives who have not done this actual journey.

Unless you have built a company from nothing, your investment, your sweat, retained a team, made hard decisions, built and shipped product, I am not listening to anything you have to say. 

Imagine me as a 5 year old with my fingers in my ears.

It is hard, for reasons unexplainable, but now I have 7 words I can anchor to. This is the work, and the demons to slay every single day. 🐉 

If you are in the arena, we see you. We are in it too. 

Fight the good fight. 🙌

This feels like a full circle for me. 🔥 

I always loved my time at #Workday. The people there are top notch, professional and excellent. I met Steven years ago in the Dallas office.

He called last fall and said, "Liz, help me launch my company." I said, "Yep, that's what we do at StartStak.ai". 🥷🏻

StartStak + Porterhouse SLED became an integrated team to get that job done. Launch the company, while the team wraps up their jobs, do it fast, excellent with no mistakes! GO! 🏃‍♀️‍➡️ 

We have been in a dead sprint for the last months designing and operationalizing the company strategy, brand identity, product messaging, content, site, unique data and launching 6 campaigns simultaneously to hit the Workday SKO deadline. 🤯 

It has been awesome half crazy and a demonstration of our skills as a team who designs companies that are cohesive, Day 1. They already have pipeline!!

Porterhouse SLED is about to take the Workday public sector market by storm, with StartStak in their corner! 💜 

#Startup #Launch #NoPivots

Today, Porterhouse SLED, a Workday Adaptive Planning Services Partner, announced today its official launch. 🚀 

By introducing a new model for public sector finance modernization, they aim to dramatically reduce the time, disruption, and risk traditionally associated with budgeting and planning transformations.

Built exclusively for state and local government, higher education institutions, and water districts, Porterhouse SLED combines deep public sector domain expertise aligned to industry standards with AI-assisted implementation accelerators, to deliver solutions that address industry specific challenges.

The firm enters the market at a critical time. 
👉 Public sector finance teams are facing tighter budgets, 
👉 Heightened scrutiny from auditors and governing boards, 
👉 Workforce shortages
👉 Increasing compliance complexity

Most budgeting and planning solutions were designed for private-sector enterprises with far larger budgets and staffing capacity. 

This is where industry accelerators and AI-assisted delivery can drive efficiency and consistency to establish a new standard for the SLED industry.

Porterhouse’s leadership team is widely recognized for helping establish and scale Workday across public sector institutions nationwide.

Get in touch bids@porterhouse.ai or https://porterhouse.ai/

Workday Partners #PublicSector #HigherEducation
https://lnkd.in/gHYH53FW

🚀 AI-Native isn’t a buzzword, this is a profound shift in how companies are created and operate....dare I say culture is critical.

Last week on the DataCamp podcast, "Break Into The AI 1%", I shared my direct experience on what it means to build an AI-Native company. 

Here are my observations from doing the work the last three years:
👉 First AI-Natives, the product that a company is building and ALSO how the company operates utilizes AI throughout; people, process and technology.
👉  There’s no "bolt-on AI". Their AI architecture is the company architecture.
👉  You can’t scale down architecture, only up. Large companies will have a  hard time "becoming AI-Native". Too much debt; tech, politics and cultural.

It’s not just about the tech. It's also about creating a fearless, curious culture:
StartStak.ai is a company of people who are intensely curious. We’re not afraid to experiment and fail. We like to learn together as part of a process.

Trust, collaboration, and critical thinking are the skills that will set companies apart.

True AI-Native companies build AI into everything from the ground up, blending people, process, and technology—and unleashing a workforce that’s comfortable with ambiguity and obsessed with learning.

Ready to disrupt? Start with culture, not just code.

If you missed the session on Building an AI-Native Enterprise along with Tadas Jucikas, PhD and Serge Gershkovich, the link is here. https://lnkd.in/gCUqueD3

Thank you Richard! 🙌 

#AINative #StartupCulture #AITransformation #Leadership #FutureofWork

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Randi-Sue Deckard 🔬

Elizabeth McCalley.eth 🦋

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