Kyle Norton
speaker
290 appearances
1 recordings
1 series
first heard Aug 2024
last heard Aug 2024
Kyle Norton’s voice in public audio — every appearance, attributed to the second.
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Appearances
First off, I'm Kyle Norton.
I'm the chief revenue officer at a vertical SaaS company called Owner.com.
Series B, about 20 million ARR.
Sales and sales leadership for a long time.
Post sales for most of the last five or six years.
And previous to this, I was at Shopify where I ran a quarter billion dollar go-to-market unit there.
And so what we're going to talk about today is building unreasonable efficiency in SMB go-to-market, but a lot of the lessons learned are widely applicable.
Let me go back to the slide.
Oh, I'm clicking the wrong thing here.
Okay, so over the next 20 minutes, we're going to talk about building efficiency.
We're going to stay focused on three main topics.
One is the importance of staying focused and how to say no to lots of stuff.
We're going to talk about, as we're growing, how to stay efficient as we hit the gas while scaling headcount.
That's scale smart.
And then we're going to talk about building operational excellence when...
You got a million things to do as an early stage SaaS leader, but operating with some rigor and what are the sort of Pareto principles there to get the most bang for our buck.
I'm mostly speaking to companies right now that have product market fit, that have some repeatability in their motion.
Your deals don't have to be massively repeatable, but they need to rhyme.
You can't be winning friends of the founder deals and think that we're going to slam the gas on headcount and spend.
So that's really the audience here.
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