Pablo discusses the role of operating partners, sales orgs, and his book What a Unicorn Knows.BIOPablo Dominguez focuses on partnering with Insight’ Partners' portfolio companies to build and scale effective commercial teams through the application of proven and repeatable go-to-market and operational best practices. He brings over 20 years of experience working on Salesforce effectiveness engagements across startups and various global 2000 companies.Prior to joining Insight, Pablo was the Vice President of Global Business Operations and Customer Experience at NYC-based startup AppNexus. AppNexus is a leading independent ad tech company which was acquired by Xandr (division of AT&T) in 2018 for approximately $2B. Pablo joined AppNexus in 2014 and was responsible for building a Business Operations organization which provided support for Sales, Services, Marketing, and Product Line teams as well as driving annual strategic planning and key initiatives across AppNexus.TIMESTAMPS01:15 Intro06:05 Main issues Pablo sees post-acquisition07:55 Dynamics between Operating Partners and Management09:45 Go-to-Market Fit12:15 KPIs based on the company stage13:15 Coming up with a quota18:35 Failures: Leadership or Talent fault?22:55 Industry Changes over the past 5 years25:15 Sales Teams Going Through Layoffs28:00 Product disruption29:15 What a Unicorn Knows31:15 Strategic Speed33:55 Pablo’s tech stackSupport this podcast at — https://redcircle.com/saashimi/donations

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