The Thread Podcast

In this episode of the Thread Podcast, host Justin Vandehey speaks with Karan Singh, SVP of Go-to-Market Strategy and Operations at LaunchDarkly. They discuss Karan's extensive background in various tech companies, the evolving role of AI in sales, and the importance of human connection in go-to-market strategies.  Karan emphasizes the need for productivity over leanness in sales organizations and highlights the challenges of training and developing sellers in a fast-paced environment. He also shares insights for new revenue operations professionals, stressing the importance of seller readiness and effective onboarding processes. Takeaways * Karan Singh has a diverse background in tech, having worked in cybersecurity, data warehousing, and vertical SaaS. * AI tools should enhance human connections rather than replace them in sales processes. * Productivity is more important than leanness in sales organizations. * The average tenure of a seller is around 18 months, highlighting the need for effective training. * Investing in seller readiness early can lead to long-term success in sales organizations. * Automation can help sellers focus on meaningful human interactions. * Sales training should be consistent and comprehensive to ensure seller success. * Understanding customer needs is crucial for effective sales conversations. * Karan emphasizes the importance of developing B sellers into A sellers. The role of Rev Ops is multifaceted, requiring a focus on strategy, systems, and seller enablement. * Chapters 02:26 Karan Singh's Journey in Go-to-Market Strategy 07:15 The Role of AI in Sales and Human Connection 10:36 Productivity vs. Leanness in Sales Organizations 14:13 Challenges in Seller Training and Development 18:53 Key Insights for New Rev Ops Hires

In this episode of the Thread Podcast, host Justin Vandehey introduces his co-founders Jeremy Vandehey and Samuel Kenney as they discuss their journey in building Thread, a company focused on enhancing the go-to-market strategy for sales teams. The conversation explores the challenges of acquiring the first customer, aligning sales operations, and the importance of technology in sales. They delve into the future of sales technology, the role of AI in augmenting seller efficiency, and the competitive landscape of the sales industry. The episode concludes with insights on lessons learned from their experiences and the official launch of Thread. Takeaways * The consistent challenge for founders is acquiring the first customer. * Empathy for the seller's experience is crucial in product development. * Sales is a critical function for every startup, not just a separate department. * Technology is rapidly changing the sales landscape, making it essential to innovate. * AI can significantly enhance seller efficiency and effectiveness. * Understanding the competitive landscape is vital for product positioning. * Building a product that meets the needs of sellers is key to success. * The rate of technology adoption is increasing, requiring quick adaptation. * Founders must navigate noise and chaos in the current market environment. * Feedback from users is essential for continuous improvement of the product. Chapters 00:00 Introduction to Thread Podcast and Founders' Journey 05:36 The Importance of Sales Operations and Customer Understanding 08:24 Innovating in the Go-to-Market Space 11:07 Building a Product for Sellers 14:00 Challenges and Rewards of Founding Thread 16:47 The Future of Sales Technology and AI 19:45 Augmenting Seller Efficiency with Technology 22:41 Navigating the Competitive Landscape 24:41 Lessons Learned from Building Thread 27:15 Closing Thoughts and Call to Action 35:51 Introduction and Excitement for the Journey 36:48 Invitation to Join and Future Guests 37:17 Gratitude and Encouragement for Listeners

In this episode of The Bridge, Justin sits down with Jessica Collier, CEO of Spot [https://www.talktospot.com], and founding partner of All Turtles, to explore her journey from academia to building one of the most thoughtful AI-driven tools in the HR tech space. Jessica was the first UX writer at Evernote, where she helped shape user experiences through words before it was a recognized craft. She later went on to co-found All Turtles, alongside Phil Libin (former Evernote CEO) and Jon Cifuentes, with a mission to build practical AI applications — long before the current hype cycle. In this conversation, Jessica shares: * The early days of bringing AI into product workflows before it was cool * How Spot is reshaping the case management and incident reporting category with anonymous, AI-powered reporting tools for any case type * Why “trust” is the foundation of any product solving sensitive problems * The build vs. partner decision framework when enhancing core functionality * Lessons from scaling multiple ventures rooted in ethical product design Whether you're an operator building with AI, a founder evaluating product scope, or someone navigating tough conversations in the workplace — this episode offers tactical insights and big-picture clarity.

Brett Beveridge [https://www.linkedin.com/in/brettbeveridge/], Founder & CEO of T-ROC [https://trocglobal.com/], joins the show to share his journey from bouncer and bartender to building one of the largest retail operators in the U.S. We dive into: * How he started selling cell phones out of a van and took Let's Talk Cellular public before selling to Nextel * What’s fueled his 20+ year run building T-ROC * His take on when to expand product lines — and when to stay focused * How to think about funding: bootstrapping vs. venture capital

Tessa Brown, Co-Founder and CEO of Germ Network, joins the show to talk about,  - Tessa's journey from Stanford writing professor to startup founder, the dangers of social platforms designed to maximize exposure, and why privacy should be the default, not the exception. - How Germ lets users create multiple, compartmentalized identities - The flaws of phone number–based messaging and the case for link-based connection, and her philosophy on building with integrity in a surveillance-based tech world - Tessa’s experience fundraising from K5 Global and Mozilla Ventures