GTM 76: 0 to $100M: You Need to Reinvent Yourself at Every Phase with Mike Molinet

Mike Molinet is the Co-Founder of Branch (branch.io), where he was COO and President, leading the company to $100M in ARR. He oversaw all things GTM there, including G&A and Product. Now, he is the Co-Founder of Thena (thena.ai), a seed-stage startup backed by Lightspeed and First Round, where they’re helping companies service and engage their customers in Slack. After taking Branch to $100M, he’s doing it all over again, this time with a lot of learnings.

What You Will Learn:

  • The different micro-phases within each stage of growth (0-1M ARR, 1-10M ARR, etc) and how leaders need to level up and adapt through each one.
  • Hiring the right roles at the right time – AES vs leaders.
  • Maintaining an open and learning mindset even with growing success.
  • Relinquishing control as you scale while still providing oversight.
  • Balancing product requests from large customers vs your overall roadmap.

Highlights:

(7:21) How your success comes from the people you hire and retain. 

(9:10) Evolving through micro phases through rapid growth. 

(15:50) Threading the needle on when to ask design partners for money in the early 0 to $1M stage. 

(23:11) Heuristic framework of evaluation for taking on bespoke build requests. 

(31:29) How hiring great people makes you feel excited to relinquish control.

(43:20) One thing revenue leaders believe to be true that Mike thinks is bull$***.

Guest Speaker Link:
LinkedIn: www.linkedin.com/in/mikemolinet/
Website: www.thena.ai

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

Sponsor:
Common Room enables you to turn any buyer activity into pipeline. It ingests all of your product usage data, intent data, social activity, community conversations, and CRM insights to automatically surface high-intent leads and timely, relevant context so your sales reps can convert more customers and hit revenue targets faster. You can try it for free today, or book a demo to go deeper at www.commonroom.io.

The GTM Podcast
Don’t miss The GTM Podcast dropping every Tuesday discussing true stories and experiences including trials and tribulations in the Go-To-Market world.

Before helping found GTMfund, Scott spent 4 years at Outreach as Director of Strategic Engagement. He was in charge of aligning key relationships with VCs, BoDs, ecosystem partners and community members to drive revenue and strategic initiatives across Outreach. Scott initially ran revenue/partnerships for Sales Hacker (which was acquired by Outreach in 2018). Prior to Sales Hacker, he led and built outbound Business Development teams at Payfirma and MediaValet. Scott also advises for a number of high growth start-ups and is the host/author of The GTM Podcast and The GTM Newsletter. At GTMfund, Scott leads all fundraising efforts and runs the media arm of the firm. He’s also responsible for assessing investments, team management, LP/community relationships and GTM support for founders.

Join Us Today

Insider access to the GTM network and the best minds in tech.

Join Us Today

Insider access to the GTM network and the best minds in tech.

Trending Now

You may also like...