Leveraging Channels and Slovenia to build Successful Businesses: Simon Taylor, CEO of HYCU (Part 4)

Sramana Mitra: Let’s go to the sales side. How did you leverage the Citrix channel to reach the customer base?

Simon Taylor: I was in my late 20s. I flew to Fort Lauderdale where the Citrix headquarters was. I walked in and just said I wanted to talk to the Alliances team. I was introduced to Vicky Pomarico who was an Alliance Marketing at Citrix. She said, “I don’t know who you are. I don’t know what your company does.” She spent about an hour with me. I said, “I just want to learn how we can be the best possible partner for you. What are the things that partners do that light you up?”

Leveraging Channels and Slovenia to build Successful Businesses: Simon Taylor, CEO of HYCU (Part 3)

Sramana Mitra: There is a lot of IP that didn’t quite get anywhere. SuccessFactors is a company that was built exactly how you did it. Lars Daalgard bought the IP at a Redwood City auction and repurposed it. This is a way of building companies if you can locate IP that has value.

Simon Taylor: When we did this, there were about 17 monitoring companies focused on Citrix. All of them were entrenched. Some of them were doing $30 million to $50 million in ARR. Some of them like Splunk were doing billions of dollars a year. Entering a very crowded market like that as a no-brand, the no-name individual is almost crazy.

Leveraging Channels and Slovenia to build Successful Businesses: Simon Taylor, CEO of HYCU (Part 2)

Sramana Mitra: You identified some Citrix monitoring IP. Where was this IP located?

Simon Taylor: It was in Slovenia. It became the technology capital of central Europe at that time. They have become incredibly adept at artificial intelligence. With what we’re seeing in Ukraine today and the attacks by Russia, it’s extremely concerning what’s going on in that region. We were fortunate. They were able to recreate upwards of a thousand jobs across the region.

Leveraging Channels and Slovenia to build Successful Businesses: Simon Taylor, CEO of HYCU (Part 1)

Simon offers excellent insights into creating an unfair advantage with unique engineering team leverage in off-center locations. He also discusses creative channel strategy techniques.

Sramana Mitra: Let’s start at the very beginning of your journey. Where are you from? Where were you born, raised, and in what kind of background?

Applying AI to Lead Generation: Rev CEO Jonathan Spier (Part 6)

Sramana Mitra: We have tried to move the software industry into this DIY model. The whole SaaS industry is a DIY model. Ho and I were talking about the opportunity to do a DIFM (Do It For Me). Years ago, I coined another phrase to describe those – SaaS-enabled BPO.

There is technology, but the technology is being used by the services agency that is applying that technology to achieve significant results, but people are not using the software. They’re using the functionality of this vendor. It sounds like you are doing DIFM kind of model.

Jonathan Spier: When I signed on, that’s the model. Now, we’re doing both. At the end of the day, you want to solve the problem for a customer. That’s where you unlock a lot of value. Never mind the definitions put on it.

Applying AI to Lead Generation: Rev CEO Jonathan Spier (Part 5)

Sramana Mitra: Tell me a bit more about use case. By the way, there’s another company that used to be called InsideSales that’s now called Xant. They’re working on the same problem.

Jonathan Spier: We know a bunch of these. We know enough to know that we’re unique. In companies, there’s a process that companies follow whether it’s explicit or not. They identify a target market. They identify an ideal customer profile. They turn the teams loose.

By the way, one of the things that attracted me to Rev is the customer list – Zendesk, Adobe, Splunk, Salesforce. It’s a heck of a customer list. There’s a place where the process falls down where a company says, “Here’s our target market.”

568th 1Mby1M Entrepreneurship Podcast with Abinash Saikia, EnCloudEn (Part 5)

Sramana Mitra: The whole industry has become really good at deal-making by just using Zoom. This is very much in favor of international entrepreneurs. You can now do deals globally just by using online tools.

Abinash Saikia: We thought that we would probably need to meet at some point. We were able to build good relationships. I had built a very good bond with the corp dev head. I joined his team at Quantum. We bonded well and that helped us be more credible.

Sramana Mitra: What about price negotiations?

Applying AI to Lead Generation: Rev CEO Jonathan Spier (Part 4)

Sramana Mitra: What year did you move back to B2B tech?

Jonathan Spier: 2020. In fact, it was the very beginning of 2020. Right around that time, COVID hit. I spent most of that year being a stay-at-home dad and a homeschool teacher which, it turns out, I’m not good at.

Sramana Mitra: How old are your kids?

Jonathan Spier: Just one. He’s 13. It was good fun. At the end of that year, I was ready to go back to B2B. That’s how I met my first company.