The Silicon Valley Podcast

Ep123 Sales is King with Adrian Rivodeaux

Adrian Rivodeaux Bio:
I once took a course in astrophysics at MIT because I wanted to understand how binary star systems work. In this process of discovery I learned that Jupiter has a molten metal core entirely made of hydrogen. How fascinating.In spite of never becoming an astrophysicist, this unexpected discovery prompted me to start looking at the world differently and ask myself about what other unexpected things are hidden below the surface. What else isn’t obvious about how the world works?After many years of negotiating through the world of startups, I stumbled upon a complex communication problem; even when we’re telling the truth, we’re not always being believed.In the pursuit of being a better deal-maker, I decided to once again look underneath the surface. I went on a journey to discover more about the mind. What are the things that allow us to be believed when we’re selling?After 6 years as a fund manager, which gave me deep understanding of what investors expect, and 4 years of research into behavioral and cognitive psychology, I developed a knack for teaming up with tenacious people to solve complex revenue problems in an evolved and scalable way. I created GetTractionTools in 2019 with the goal of re-thinking the foundation of the sales process and steering it towards a function of shared value instead of a sole function of profit. I speculated that by merging the mechanics of building revenue operations with a deep understanding of the complexities of human behavior, we could create pathways to finding shared value; building value not just for our clients, but also for our clients' customers. Over the past 2 years we’ve pioneered a more intuitive and customer-centric approach to revenue operations that has created more than $100 million in value for our clients.
 
 
We talk about
Diplomacy vs negotiation? What are sales?
Should a company be product driven, or sales driven? Or what’s the right combo?
What is a sales process?  What are the components of one?
How should a company implement a new sales strategy?
How is AIM/ML being used in Tele sales during the sales process?
 
And much more...
 
 
Connect with Adrian
https://www.linkedin.com/in/adrian-rivodeaux/
Email adrian@gettractiontools.com
Phone 213-785-7292 (Work)

Ep 122 Your #1 Business Selling Tool with CJ Gilbert

CJ Gilbert
CJ Gilbert lives with his wife and 3 kids in La Mesa, CA. He first started in web design in 1995 and has been the CEO of GilbertStudios since founding it in 2004.
CJ has helped hundreds of entrepreneurs and business owners in San Diego and beyond with their websites and marketing needs. And he is constantly studying and learning more about social media, business, its operations, sales, and marketing.
 
 
On today Show we Talk about:
How does one go about finding a developer for their site?
What are the metrics that should be tracked and who at the company should know what?
How are websites evolving or what are the next trends that people should be aware of or thinking about?
What is the number one problem you see companies make with their website?
And much more...
 
Connect with CJ
https://www.mywebsitesafari.com/
619-512-3210
(call or text ok)
hello@gilbertstudios.com

121 Intel’s importance to Silicon Valley with James Cape

James Cape
 
James has worked in the Silicon Valley high technology industry since 1983. During his first eighteen years he worked at Intel Corporation where he gained broad experience in a variety of sales, marketing, and venture capital positions.
 
 
On today Show we Talk about:
What are some critical competitive advantages that Silicon Valley has?
Who coined the term “Silicon Valley”?
How has life in Silicon Valley changed in the last 60 years?
What the Intel Alumni Network is and what is the group working to accomplish?
 
 
Connect with James Cape
https://www.linkedin.com/in/james-cape-692110/
jamescape122@gmail.com

120 The Future of Crypto with Monty Metzger

120 The Future of Crypto with Monty Metzger
CEO and Founder at LCX - Liechtenstein Cryptoassets Exchange. Monty C. M. Metzger is an internet veteran and acclaimed thought leader on the future of digital. LCX is a new category leader in blockchain - establishing an ecosystem for the new financial world one step at a time. Enabling professional investors to trade, invest and manage crypto assets: Trading Platform for Digital Assets, building an Exchange for Security Tokens and other crypto assets. LCX is proud member of the World Economic Forum (WEF). Monty found his first Internet company back in 1998, since then he co-founded several tech companies, co-founded a future technology consultancy with offices in Beijing, Tokyo, Munich and New York, then founded a registered Venture Capital Fund in Luxembourg as General Partner and invested in outstanding technology companies globally. Acclaimed Keynote Speaker and Futurist: http://blog.monty.de/keynote-speaker. Author of Mobile Future 2020 (published 2009) and Digital Future 2030. Speaker and Delegate at Conferences such as World Economic Forum WEF Davos, Abu Dhabi Media Forum, Blockchain Symposium Oman, Digital Leadership Forum Hong Kong, DLD Conference, Mobile World Toronto, Monaco Media Forum, Risk Minds International, Skoll World Forum Oxford, Spark Conference Montenegro, FIA Mobility Conference Tokyo and others.Founding Partner at Digital Leaders Ventures (DLV) - investing in technology companies globally. Founder at Digital Leaders, a network of some of the most influential leaders hosting executive programs, learning journeys and immersion tours to Silicon Valley, Tel Aviv, Beijing, Bangalore, Seoul or Tokyo.
 
On today Show we Talk about:
What is the web 3.0?
What is “Internet of Value”?
Which Assets will be Tokenizable?
How important are crypto exchanges?
Why is Liechtenstein so open and progressive with its views towards Fintech?
And much more....
 
 
Connect with Monty
LinkedIn https://www.linkedin.com/in/montymetzger/
Twitter @montymetzger or @LCX Web www.LCX.com

119 What the Financial Industry Doesn’t Tell You with Patrick Geddes

Patrick Geddes
From early in his career in the investment industry, Geddes was eager to look out for consumer interests above the industry's motivations. That passion led him to serve as Research Director and CFO at the financial services firm, Morningstar; teaching graduate-level portfolio theory at UC Berkeley Extension; co-founding Aperio Group, a $42 billion investment management firm (as of the end of 2020) with a consumer-first, honesty-based mission; and retiring in 2021 to work on a lifelong goal—penning Transparent Investing. Patrick is known for taking the dry and often difficult to understand topic of investing and turning it into one that’s easily understood with plenty of his signature humor along the way. And over the last few decades, he’s done exactly that, sharing his insight, stories, and humor to both consumer and professional audiences in the world of investing.If you’re interested in inviting Patrick to speak at your next investment-related event, inquire here: https://patrickgeddes.co/speaking/
 
We talk about
How did Aperio scale from 0-42 billion under management?
What is a company’s 3-hat rule?
How often do you think a CEO should be reviewed?
What are the differences with negative screening vs positive screening for ESG when it comes to investing?
 
 
Connect with Patrick Geddes
https://www.linkedin.com/in/patrick-geddes-929b15213/
Email pgeddes@patrickgeddes.co

A Lawyer’s insights into Mergers and Acquisitions with Jerome Fogel

Jerome Fogel is the co-founder of Fogel & Potamianos LLP. He is known as a dealmaker and innovator in the legal community. He represents successful entrepreneurs, small and lower middle market companies, and high-profile sports and entertainment leaders. He also serves as the go-to offsite general counsel for a number of organizations. ​He has participated in over 100 corporate, non-profit, and entertainment transactions including company formations, mergers & acquisitions, equity financing, high-profile partnerships, talent agreements, digital music distribution, television distribution, publishing, licensing, and commercial transactions. ​
 
On today Show we Talk about:
How should a buyer plan for post closer to maximize the value of what has been acquired?
Is it common for attorneys to try to take over deals?
“Time kills all deals” or “A window can open as fast as they can close” do you think these common sayings are true, why or why not?
The attorney and seller risk tolerance. How well should they be in alignment? 
 
Connect with Jerome Fogel
https://www.linkedin.com/in/jeromefogel/
Website https://fpgeneralcounsel.com/
Email jfogel@fpgeneralcounsel.com
 
 

Impact Investing with Elizabeth Funk

 
Elizabeth Funk
I work at the intersection of profit and purpose: harnessing the power of capitalism to solve the world’s most pressing problems. I believe that capitalism and entrepreneurial spirit are incredibly powerful forces that can be harnessed to create impact with magnitude. I was there at the very beginning of the impact investing movement. In 2004 I started the Dignity Fund, one of the first for-profit funds investing in high potential microfinance institutions. With very small loans of $500 or $1000, we enabled over 35,000 aspiring poor entrepreneurs in developing countries to start businesses and build their own way out of poverty.  The Dignity Fund was revolutionary at the time: people didn’t think it was possible to make money while doing good. I am now a frequent public speaker and avid evangelist for changing that thinking. I love to inspire investors to think consciously about the impact their money can have, people with good ideas to structure them for profit so they can be sustainable, and corporate leaders to integrate their values into their business strategies. After business school I joined a tiny start-up called Yahoo! where I had the honor of playing an early hand in designing how the world would experience and use the internet. I helped create and grow several of Yahoo!’s products but my favorite was Yahoo! Shopping, a pioneer in shaping e-commerce. I am currently the Senior General Partner of Dev Equity, an impact fund focused on low-income housing, urban revitalization, and sustainable agriculture in Latin America. I serve on the boards of portfolio companies ranging from a hot chili pepper company in Ecuador (with a female CEO) to a cacao-based snack company in Costa Rica and Peru.I have recently turned my attention closer to home and the enormous crisis of homelessness in California. I have started a social enterprise, DignityMoves, to build innovative interim housing for the tens of thousands individuals and families facing homelessness.
 
On today Show we Talk about:
What is the difference between Environmental, Social, & Governance (ESG) investing vs Impact investing?
Where are the greatest opportunities for microlending?
What are the pros and cons of a venture being for profit or nonprofit?
What are typical questions that an impact board asks themselves?
 
 
 
Connect with Elizabeth Funk
https://www.linkedin.com/in/elizabeth-funk/
Website dignitymoves.com       
Email elizabeth@dignityfund.com

116 How to achieve Exponential Growth with Peter Cannone

Peter Cannone
Peter is the current Chairman and CEO at Demand Science . He is a senior executive with proven experience as a strategic leader of large and mid-market public and private technology companies in both growth and turnaround modes. Between his CEO roles and his service on numerous corporate and nonprofit boards, he has been privileged to work alongside some of the top people in the best venture and private equity firms.Throughout his career, he has been a consistent creator of business scale, value, and superior returns for investors and shareholders.Peter’s proudest career accomplishments, however, are related to building and developing high-performance teams and executives. Presently there are 14 executives who worked on Peter’s teams who now hold the title of CEO or President.Peter has also has been honored to have been associated for many years with the GreenLight Charitable Foundation. GreenLight raises and invests funds to transform lives in high-poverty urban areas. The GreenLight Golf For Good charitable golf tournament, of which I’m an organizer, raises over $250 thousand annually to help in these efforts.
 
On today Show we Talk about:
What’s it like for a company to have completed seven acquisitions in the global market without institutional capital?
How does one go about creating a synergistic acquisition strategy among companies they don’t even own yet?
Who does more due diligence on a company, a Venture Capitalist, a Private Equity group, or an outside person about to join a company as a new CEO? 
What are the key features should one look for in assembling a board for a company that has ambitions to go public?
 
 
Connect with Peter Cannone
Peter Cannone | LinkedIn
Website https://demandscience.com/

115 How does a strategic buyer look at a company with Gustavo Netto

Gustavo Netto 
#merger #acquisition #startups #entreprenuer #business
✓ Award-winning Digital Strategist who unites business and IT teams to develop and deploy cutting-edge digital technologies that accelerate growth and profitability.✓ Experienced digital sales professional with a reputation for building trusted relationships and delivering quality customer experience.✓ Accomplished Team Builder known for leveraging technical proficiency and business acumen to helm cohesive internal teams to deliver top performance.✓ Inspirational Leader who honed collaborative style and exceptional work ethic as an NCAA Division 1 soccer player in the US and Brazil. Fluent in English, Portuguese, and Spanish.
 
On today Show we Talk about:
 
How does a strategic buyer look at a company...from what angels?
What is the additional value of a product if it has IP attached to it?
Why do acquisitions fail?
If your company has only been around a few years, how should you prepare your company to get the maximum value for an acquisition?
 
 
Connect with Gustavo Netto
Linkedin https://www.linkedin.com/in/gnetto/
http://www.gustavonetto.com
 
CONNECT WITH SHAWN
https://linktr.ee/ShawnflynnSV
Shawn Flynn’s LinkedInAccount
Silicon Valley LinkedInGroup Account
Shawn Flynn’s FacebookAccount
Email Shawn@thesiliconvalleypodcast.com
 

114 Disrupting the Current Venture Capital Model with Kyle York

114 Disrupting the Current Venture Capital Model with Kyle York
Kyle York is co-founder, CEO and managing partner at York IE™ where he sets the vision and leads the vertically integrated strategic growth and investment firm helping reshape the way companies are built, scaled and monetized. Kyle works closely with entrepreneurs, operators and investors to help them realize their shared ambition to build good companies, create new jobs, grow generational wealth and impact the world. Advising and investing in over 100 startups this past decade, Kyle is an active board member for Blustream, CloudApp, Lytica, TorchPro, Voyage SMS & chairperson for Canvs AI. Kyle is a co-founder of 3rd generation family business, YORK Athletics MFG., an ecommerce footwear brand in Boston. Kyle’s most successful startup engagement to date is Fastly ($FSLY) who IPO’d in 2019 and peaked at nearly $13B. Current York IE portfolio highlights include Cyberhaven, Metadata, WEVO and Vetro.Previously, Kyle was the vice president of product strategy for Oracle Cloud Infrastructure and general manager for Oracle’s Dyn Global Business Unit, focused on growing Oracle’s cloud market position and leading Dyn operations. Founders and talent from Oracle acquisitions StackEngine, Wercker, DataScience.com and Zenedge reported into Kyle’s strategy and marketing organization. Prior to joining Oracle, Kyle was an executive with Dyn since 2008, primarily as Chief Revenue Officer. During his years there he spearheaded corporate strategy, growth, and go-to-market, scaling to $100M annual recurring revenue, 5000 enterprise customers, one million paid users, $100M fundraised, 500 global employees, and 11 executed M&A transactions, which led to its strategic acquisition by Oracle in 2016. Kyle past served as an independent board member for Datanyze (ZoomInfo), Assent Compliance (Warburg Pincus) and Flowtraq (Riverbed).As an expert in the global internet, cloud, SaaS, IaaS, and technology markets and trends, Kyle has been featured in publications including the Wall Street Journal, Entrepreneur, the New York Times, TechCrunch, USA Today, and Wired, and on broadcasts such as NPR’s All Tech Considered, NBC’s Today Show and PBS’s Frontline. He has been a guest speaker at many conferences worldwide educating and inspiring audiences.Kyle has spent his entire career working in the internet and enterprise software industries driving growth for subscription business models. Prior to joining Dyn, he spent six years at vertical SaaS company WhippleHill Communications (EdTech), which was acquired by Blackbaud in 2014. Kyle has a BS in marketing from Bentley University.
 
 
On today Show we Talk about:
How has the market for B2B Saas Changed over the years?
How will the current VC model be disrupted?
How do new investors break into the coveted space of talking to the best companies?
Advice or wisdom do you have for early-stage companies for 2022?
 
 
Connect with Kyle York
https://www.linkedin.com/in/kyork20/
Website york.ie  
 
CONNECT WITH SHAWN
https://linktr.ee/ShawnflynnSV
Shawn Flynn’s LinkedInAccount
Silicon Valley LinkedInGroup Account
Shawn Flynn’s FacebookAccount
Email Shawn@thesiliconvalleypodcast.com