Startups rarely fail because they have bad people who aren't capable (although sometimes they just hire badly). They really fail because of silos, with Sales, Product, Marketing, and Customer Success all pulling in different directions.
In this Best Bits episode, Rich sits down with revenue leader Kartik Gade, Strategic Sales Leader at HashiCorp and formerly of Puppet and Oracle, to talk deeply about what modern revenue organisations look like, why traditional sales structures are breaking down, and how founders can build teams that scale without creating silos.
We cover:
1. Why the customer journey has fundamentally changed
2. Why "sales is a team sport" more than ever
3. How Product, Marketing, Sales, and Customer Success should work together
4. The hidden cost of siloed teams
5. Why customers get frustrated with fragmented buying experiences
6. How to shorten enterprise sales cycles
7. How to build a revenue organisation that scales with your business
Whether you're a founder building your first GTM team, a CRO redesigning your revenue engine, or a revenue leader trying to improve cross-functional collaboration, this episode is packed with practical ideas you can apply immediately.
Brought to you by Tick Talent, go-to-market recruitment for early-stage tech startups: https://www.tick-talent.com/
Where to find Kartik Gade:
LinkedIn: https://www.linkedin.com/in/kartikgade/
Where to find Rich:
LinkedIn: https://www.linkedin.com/in/richwash/
Subscribe so you never miss an episode. New episodes every Wednesday, Best Bits every Sunday.
