The Pavilion Podcast
The Pavilion Podcast

Episode · 4 months ago

Ep 255: Going Upmarket in a PLG Company w/ Molly McKinstry


Going Upmarket in a PLG Company w/ Molly McKinstry

Part of the "Is This A Good Time?" series hosted by Brandon Barton.

Hello everyone, and welcome back to the pavilion podcast on our New Day Mondays. I am your host, Brandon Martin, and my voice is not perfect. Unplayer about that. I went to a concert last night you're listening to. Is this a good time to show? I put pavilion members on the hot seat for fifteen minutes and we hear their incredible stories. Shows are out on Monday, so hit subscribe and you will not miss hearing from our experts. Today our guests is the incredible Molly mckinstry, head of enterprise sales accountabilion. We talked about going upmarket in a product led growth company. This episode was brought to by Tropic. Tropic makes buying and managing SAS ridiculously easy. Companies of all sizes, from startups supports and five hundreds used tropic to buy software and managed contracts and guarantee savings. Customers save an average and four hundred hours on their software buying annually. To find out how much you're overpaying for software, visit tropic APP dot I. Oh, all right, let's do this episode one twenty three. Is this a good time? All right, everyone's so glad to have molly mckinstry with me today. She is a head of enterprise sales. accountly, UH, accountly. That everyone knows. Molly, is so great to have you here, Brandon. Hello, so nice to be you. Thank you for having me. Yeah, yeah, my pleasure. Well, look, I'll meet no feller. We jump right into the questions. Why don't you start with your current role? You know what you do. Think everyone knows. coundly would go into it. You know, why do people use it? And I'm actually it's you know, it's a freemium product. So talking about your role as enterprise sales with Count Lee, uh, it could be interesting to dive into. Yeah, I'd love to. So, as you said, I am the current head of Enterprise Sales Accoun Lee. Actually just wrapped up month four, so still kind of early, early days in my tenure here. The before joining Curn Leo is the Vice President of global sales at store where I spent eleven years of my... So lots of time and space and love for glass door. But I am thrilled to be on this new journey at Callen Lee. And Yeah, as you said, hopefully many of you have heard of call on Lee and have some familiarity with it. Um. There's a number of reasons why I was drawn to the organization. Calling Lee is the number one scheduling platform in the world, used by thousands of teams and enterprises globally, and it's really to automate meeting life cycle, which I think is born from this idea of minimize, you know, back and forth emails, maximize time efficiency. But really interesting and part of the work I am here to help us do is to bring that messaging to more bottom line business impact and revenue outcomes. So it's really not just about saving time, it is about the bottom line and how to drive more revenue and increase the business outcomes for our customers. I love that. We'll go back to your time at glass door. I mean Classo is such an interesting company in my mind. Um, I mean it's it's kind of like yelp for businesses, right, you only get people there to complain. Um. I I actually recently was posting there's a couple of Um folks in the food tech space, companies in the Food Tech space that have incredibly bad last door reviews, and it seems like when there's a lot of bad that actually rings true. Um and I just I wonder kind of give give me a sense of what the internal workings are there and, like you know, how how do you all view it? Do you view it as this place where people go and complain, or do you view it as like giving a voice to the to the you know, to the employee? Oh my gosh, so, so much to share. I will give you as much as I can in the time that we have. So I was so fortunate to be employee thirty eight at glass door. I joined them when they were sub fifty people and it was I had no idea the rocket...

...ship I was joining. Um, but again incredibly grateful for the ride I had there. So here's what I'll say. You know, blast door was co founded by rich Barton and Robert Holman. Rich Barton many people know as the CEO and also founder of Zillo. Robert Holman, who is one of the people I just respect and love the most in my professional career. Um, you know, was a Microsoft Guy, started and founded hot wire. They were bought by trip too, incredibly successful entrepreneurs, but the mission was truly to empower the employee and and bring power to the people. Not Dissimilar from the trip advisor model from the Zillo model and it was doing that in in the workplace. So you know your point, Brandon, around employers and companies kind of having this love hate relationship with glass door is spot on. And I can tell you, having worked there as long as I have, the trends you see in companies that have low ratings, poor scores they are. They are typically not Um. You know by surprise, that those are not false friends. Like like any good data, I mean data typically does not lie. So a lot of the work we did at glass door was trying to empower employers to think about the glass door data and reviews. Don't be scared of it. Use It as a tool to make your business better, use it as a tool to improve your culture and to make your employees happier. If you embrace it as information that you would not otherwise have, then guess what, it's going to be a really powerful tool for you and you are going to improve your culture, you're going to improve your business outcomes as a result. Um and again, I stayed there for more than a decade, so I think we had a lot of fun and a lot of success helping employers understand the importance of employee engagement. Yeah, I love it.

And and what's amazing about your resume is that I think it seems like you were promoted like seven, six, seven times while there. I mean, you know, for those listening, I think it's important, you started as an account executive and and obviously, you know, worked worked really hard and became the VP of global sales for the company. I mean, what what was you know, if you can go back and you know we'll step on the hard work question here, but like, what were some of the mechanics there of getting so many promotions and standing out? It wasn't fifty people when you left, so you had to somehow stand out. How did you do that? Yeah, it's a good question. It's one I get often, you know, no surprise, just based on when people look at my resume and it comes down to a few things. One Um, I'm a very hard working person. I always have been. It's like I'm kind of one of those people that, if I set my mind to something, there is no other option than success. I'm not saying that's a healthy necessarily way to be, but you know, it is how I'm wired, for better or for worse, and that just especially becomes true when it's something I'm really passionate about or deeply believing in, and I was both of those things for glass door. It just felt like we were really on a mission to make the employment space better. And outside of buying a job, on buying a home or deciding if you're going to get married to a partner of who that partner would be, you know, choosing your career is one of the top three decisions you make in your life. So I was so personally connected to the mission and I cared very deeply about what we were building, and so I worked my ass off. You know, Canada I did. I just worked as hard as I possibly could and with that, you know, just found myself in a lot of opportunities to raise my hand, to say yes, to take on more, and it was at a time in my life where I had all the space and energy to do that. And, you...

...know, I truly have zero regrets, like I would not go back and change a single a single part of it. So hard, lots lots of focus. I love hearing that because I think there is a there is clearly a conversation around quiet quitting and people kind of taking their you know, their foot off the gas and and Um, to me, that's how I came up as well, where you're just, you know, you're pedal to the floor the whole time. And Uh, it's nice. It's nice to know that your connection to the business was was a passion right, that that didn't it wasn't uh, it wasn't just hard work to make somebody else rich or something like that. There's there's a there was a passion at the end of the road there to help probably millions of people pick their next great role. Yeah, it's so true. And you know, for me, just as I had shared, I've recently made a job change, enjoying joining callen Lee, and one of the critical components of deciding which company I was going to go work for was where could I feel that very deep, intrinsic connection to the mission or the or the problem we were solving. And on the surface you could be like scheduling automation. I mean that doesn't feel quite as noble as, you know, empowering employees. But I will tell you, as I have four children, a mom of four kids, somebody who truly does not have enough minutes in the day to do everything I want to do anything that is going to help me save time, that is going to, you know, drown out the noise and the inefficiencies that all of us face on a daily basis and just make sure that where I am spending my time is as meaningful impactful as it can be. I was so fired up about it and again, starting with five, accurent ly as I am, I really believe we are changing the way organizations are going to think about time and think about revenue and business connected to time, time, which I just it fires... up, I love it and I'm I'm super come to be here. Well, I gotta get I gotta give a special moment to recognize anybody who's built a career like yours and also has been able to raise a family before. That is incredible within itself and, and I don't downplay this stuff, my wife is has an incredible career and we have two kids and and there is so much more pressure that is put on women Um as they are growing and it is this is the thing that we're trying to change in the world. But yet for you to have gone through that is just it's just outstanding. That's incredible. Now, well, of course not, but it. But yet the I mean Gosh, we could go through all of them, but there's just so much that's on women in the workplace that are growing their career Um that that hopefully there's less of and maybe they'll have more time using cooardly. So give us a know what, what's what's? What's a sales and marketing tactic that you've used in Um? You know, maybe even get into a little bit of the you know, how do you how do you have sales and marketing tactics in the freemium model right like are you? Are You finding? Are you finding lots of people in an organization using calendarly individually than, you know, kind of going bottoms up? Maybe talk a little bit about that motion. Yeah, I would love to so callently as you to your points of P L G R organization, profit led growth, of student product led growth and really now making the evolution to getting up market and being more of a sales lead business, which is why I'm here. And it is such an interesting kind of narrative that we have with with companies today because many, many organizations have no idea that they already have dozens, if not hundreds, of employees who are using a tool like calently currently is just one of those tools. Obviously there are a ton of product led growth organizations out there that our employees are finding out for themselves. This would help me.

I'm going to go sign up for this free thing and to all of a sudden now, as an employee, I have a tool that I didn't otherwise have. So what my team is doing is trying to get all of that data consolidated to heads of revenue or heads of customer experience, heads of it and say, listen, you may or may not know this, but you have dozens hundreds of employees today who have signed up for a free currently account. That's great because it means they're loving it and we can show them this is the usage, this is how many meetings they've booked and scheduled, this is how they're getting value from the tool today. But the challenge with that is one we're not connected to a single sign on kind of secure Um you know, set up with your organization. So we'd like to change that and too we want to give you a chance to understand the impact our tools having on your business, which through this freemium model. I can't give you any data or analytics really connected to outcomes. So whether it's lead to demo data, whether it's data demo to deal, you know when closed one data, whether it's average deal size, all those people, um. So it really is a consolidated message around. You've got all these free users acround your around your company. Let's set up an enterprise style kind of wall to wall engagement. I can promise you it will be worth your money because you already got people doing it, Um, and we can partner much more sophisticated than we are right now with your employees kind of going rogue and doing it on their own. I love it. Love it all right. Well, look any key positions that you're hiring for them? I'm sure there's a ton of people who have here your experience and would want to come work with you. So yes, so to what I just said, currently is a p LG organization very, very focused on getting up market, and so, as I'm looking to January and what we're doing next year, we need strategic enterprise sellers who have very real experience of outbound messaging, bound strategic selling. And if... have done that from a p LG organization that has also gone up market, even better. You know, obviously I've got an incredibly talented team. Again very fortunate to be a part of it. But we are in this evolution moment of again all this inbound activity to deciding who we want our customers to be, who we want to go call on and what narrative we want to use to go in their business. So if you have experience in doing that in an enterprise strategic level, let me know. I love it. Love it great. And who you know? Give some shout outs. Who are some people that that inspire you? You see their staff, whether they're, I mean plg people or just, uh, you know, sales or just marketing leaders. Okay, well, I have to. I have to shout out to two women and I will tell you they do work at call on Lee, but I will also tell you that I came to currently because of both of them. So one is Annie Pearl. She is our chief product officer. She was the former chief product officer at glass door. Annie has been on a multitude of podcasts herself. She is such a well spoken, inspirational product leader. Also another fellow mom. So give her a lot of love and if you do not already follow or connect with Um Annie on Linkedin. Please do. You will not be you will not be disappointed. And then my second shout out is to my current boss, who her name is kate all ering. I know, but I swear I mean this. This is not to justed. It is it is I promised, because I came to call only to work for Kate again. She is our chief revenue officer. For anybody who is going to Saster in the month of September. I don't know when this will be aired, but she's speaking on the main stage there. Kate was Um uh d one basketball player at the University of Virginia and it's just someone who is competitive and gritty to the core, also a mom and she's been on a number of podcas US herself, and an...

...incredibly inspirational leader that I'm very, very lucky to work for. Deanie Metta would be my third one, chief revenue officer of Lattice, the best content follower on Linkedin. She's super authentic and inspirational and doesn't work at callend Lee. So I'm not cheating. Okay, fine, and she's she's not directly related to your compensation. Great, great, Um and look at last, but not least you're out in Denver. Great Food scene there. Doesn't have to be from Denver, but I think it should be. Frankly, should just or bolder, I guess if you want to go up to Frasca, but give us a restaurant we should go to. Give us a great spot. I think if you come to Denver you should go to Tavernetta. It is downtown. I am not that hid been cool anymore. I don't go to downtown very often, but it is exceptional Italian food, kind of like that homemade pasta that when you eat you're like, how do I not live on Pasta? Exceptional, exceptional Italian food, super cool part of town. Ambiance is phenomenal. You need a reservation for sure, but check out TABRANETTA. SAVRANETTA is the one. Molly, so great to have you on talking cowardly. Really appreciate it and again shouts to all the women building careers family at the same time. Gotta Love It. Well, brandon, thank you. Thanks for the conversation. I hope we get to do it again soon. Awesome. All right, that's our show. Thank you so much for listening. If you love the show, rate and review in the apple podcast for spotify APP, send it to friends and and not not or and hit the subscribe one. This episode is brought to you by tropic friends. Don't let friends overpay for software. Tropic Health Companies Reduced Burn, extend runway and short compliance. VISIT TROPIC APP that I owe to learn more and get a free savings assessment. I had so much one today. I hope you did too. Now get out and cross your numbers.

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