Playing to Win! Lessons in Building Pendo Well Past $100M ARR

In this episode of the SaaS Revolution Show our host Alex Theuma is
joined by Todd Olson, founder & CEO of Pendo, who shares his
lessons in building Pendo well past $100M ARR. "I would say we're
more aggressive than the average company. First off, there's rules.
We are not a custom software shop, I do not build things for one
customer. However, if there's something on our roadmap anyway and
it's, I don't know, let's say, 12 months from now, and this
prospect needs it now or sooner, I am willing to rearrange things.
As I tell my prod teams "don't get married to your roadmap",
married means you have emotional attachment to it and that you
can't move things around, because what better proxy for
prioritisation than speaking with the customer and them saying "I
will buy now if you have it now"." Todd shares: - Pendo's founding
story - The greatest signal of prioritisation a business can have -
His philosophy of 'hiring for pain' - The impact active coaching
had on his team - Their two year journey from $1M-$10M ARR:
tripling growth rates and a high percentage of inbound demand - The
three strategic anchors Pendo uses to make decisions, incl. being
'bold by choice' - How they've dealt with company growth often
outpacing human and professional growth and more!   
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