The Pavilion Podcast
The Pavilion Podcast

Episode · 10 months ago

Ep 53: Maximize your Advisory Board w/ Virinchi Duvvuri


Ep 53: Maximize your Advisory Board w/ Virinchi Duvvuri

Hello, everyone. And welcome back tothe revenue collective podcast. I am your host, Brandon Martin, and you'relistening to Is this a good time? The show where I asked Revenue Collectivemembers some really basic questions, and they have great answers. In a short,15 minute conversation, we're coming to you each and every Tuesday and Thursday.So please hit the subscribe button and you will not miss any opportunities tolearn from such amazing RC leaders. Our guest today is guaranteed to bury thesenior VP of sales and revenue operations at UST Global. We talk aboutgetting the most out of your advisory before we get going with the questionsthat I wanted to tell you a little bit more about this month. Sponsor sixcents six cents. The number one account engagement platform helps you identifyaccounts that are in market for your solution. Prioritize your efforts,engage buyers the right way with highly relevant messaging and measure whatactually matters with the six cents platform, you're able to get into moredeals. Improved win rates increase overall pipeline and optimized budget.Spend to learn more, visit six cents dot com slash revenue CollectiveAlright, let's do this? Episode 12 Is this a good time? So great to have youhere. Guarantee we have guaranteed delivery. Who? Who is the senior VP ofsales and revenue operations at UST Global Coming to us from Sunny SanDiego, San Diego. Santiago. How do you pronounce that? San Diego. Beautiful,beautiful man. Well, look really great to have you here. And I'm excited tochat with you. I'm excited to be here, Brandon, Thank you for the opportunity.This is It's always nice to be able to talk about your story. And maybethere's someone out there that can that can get some help from, and I thinkit's all good, so I They better get some help from you. That's our goal.All right. So look, all meat, no filler. We jump right in. Tell us about how yougot here in your career. What are the steps that got you to being a fivetimes sales leader and doing all these great things? You know, that's a That'sa great question, Brandon. Thank you...

...for asking that. You know, I'm anentrepreneur at heart, and I started consulting company in my garage wasactually a dare that my sister gave me and said, I bet you can't do it. Iactually took her credit card and I purchased some, uh, some PCs and Istarted putting together. Then I started doing networking. And, ofcourse, I had no experience doing any of this. But you know what? You got totry it. So that's my motto. And I remember I while I was doing that, Iblew out the circuit in my house. So I learned a lot about, you know,reversing polarities of power supplies and all this other stuff and andstarted selling that two companies did start networking and then went intoconsulting. And I knew right there that was my passion. I really enjoyedunderstanding what companies like and looking at the blueprint of thatcompany. Say what? How can I help you? And I kind of jumped in and did that.You know, I I realized very quickly that helping companies with theirgnarly issues what I want to do, So I kind of took that. And, um, you knowwhen after I graduated from sending a state I electrical engineering degreenever did any engineering. Now it sounds like you know Indians, right? So,you know, we don't We're kind of we're kind of forced into, if you will bysociety to either be an engineer or a doctor. At least that was back in theday. So I decided to be an engineer. Never practiced a lick of it. But whatelectrical engineering showed me is kind of the system like thinking, right.And, uh, luckily, I was able to parlay that into a great opportunity withPrice Waterhouse and then with eccentric. So I essentially I did mybig five trip and and really understood what it takes to understand what acustomer is going through. A lot of structure drop down into a few boutiqueconsulting firms in San Diego. When I had my first child loved it, enjoyed it,actually create two products. One of them was a product that was a anti spamproduct, really didn't go anywhere. But at least I learned how to do it. Andthen another product was around SharePoint in portals. And then finally,yeah, then it was really exciting. Then finally, I I joined Microsoft. Theysaid She said they would love to bring... on, and I was there for 15 years.And, you know, I gotta tell you, Brandon, I got so much information fromMicrosoft, and I love it. I'm not, as you know, uh, sucking up to Microsoft.I love I worked. I learned so much from all my management, everything theytaught me. And, you know, I I actually thought I was the best at my my craft.And then I left. And that's when that's when my entire facade kind of brokedown because I decided to start up now for all those people out there thatI've ever done a startup. If you haven't, you got to do it. I'm tellingyou, it is the most talented. All he's saying is that you're gonna putyourself through three years of torture that might be successful, but you'regonna love it. You're gonna love the torture, you know, you're gonna getaddicted to it like me. Well, here's what's gonna have brand you're gonnalearn. And I learned so much about myself, right? And I tell you what Ilearned there is It's really about selling in five second increments. Thatconcept never hit me, but it was really apparent to me when I got on the phonewith the Cros and I tried to get them to talk to me about my AI product. Ithought was the best thing out there. And, uh, you know, essentially, theyall hung up on me or said they weren't interested and I had to get reallycreative, and I had to capture their attention in five seconds. Now I'm usedto being in front of people and having a great conversation using my hands.But when you're on the phone, how do you sell? Right? So that was That wassomething I learned, and I got to tell you that right there is probably whatmost of my customers before joining us d. I've been doing a lot of fractionalSeattle work and and robots work, and that's what everyone wants. You know,they want the structure and the acumen. That's all good. And I'm a med pickcoach. That's all great. But really, what they want is how do we get throughthe noise? Help us. Let's figure this out. And so every person I talked to,it's the same issue, but it's a different way of doing it because theyhave a different product, different I C p so and so forth. So that's kind ofhow I've gotten here. And I gotta tell..., Brandon, the thing I like the mostis I talked to someone and I have a chance to be empathetic and give back,right. Um, I think give me back to them is probably one of the things that thatthat gives me a lot of joy. That's awesome. And you're speaking of thehospitality and the man that I've always based my career around thesehospitality industry. And it's always about giving back, even in sales, evenin sales, trying to that that, you know, five second pitch. It's for the benefitof the person on the phone. So I totally agree. Now, Now, throughoutyour career, there's been a lot of hard work. So let's take that off the board.We don't need to go there. Tell me about some place when you got lucky or,you know, you have an interesting take on luck. Yeah. You know, uh, that I dohave different takes, so I'm amount of faith, right? I don't really believe inluck. You know, I I have a firm belief that. Um, you know what? There's, uh,you know. You know, God has a has a plan for me, right? My job is to reallyfocus on being the best person I can, helping those people that need help.And those people will be put in front of me every single time. And so that'swhat's happened my entire career. Um, you know, whether it's the startup,whether it's Microsoft or extend to all these things were not things I plannedright and say, You know, that's where I have to go. Although going to extensionwas actually a plan of mine when I left standing a statement, I wanted to jointhat. But, you know, the entire process I went through, you know, there was aplan involved, and so you know, I have. You know, that's that's kind of where Iget my grip from right When I went through my startup, just think aboutthis right. I went through my startup. I had to bootstrap the startup. First II left the country club as I like to call myself. It's awesome. They takecare of everything. I left that right. I had to bootstrap my startup I havefive Children have my house. I have to aging parents. I mean, there's a Andwhen you're five Children, I still Yeah, I have five Children yourself, man. Ican't even I'm doing I'm doing the Lord's work, man. I'm sorry. So, anyway,hold on. Yeah. So the good thing is, I...

...probably would have gone mad if Ididn't have something. If I didn't have my faith to rely on saying, You knowwhat? I know I got to make the best out is if I just do my job and I reallywork hard. And I am, I am I am being a positive influence for people. Theright things are gonna happen. I learned so much. So I look back to thatand I say, You know what I look back to that I look back to when I move myentire family. Right. I moved four people plus my pregnant wife, theentire house to the northeast. When I was at Microsoft and I looked back andI said that wasn't my plan. But you know what? It's not my plan, and I justhave to kind of go do it through it and again. My faith is what's held me on.So you take the hard work and faith together, and that's what I feel hasgotten me to this point. So I think I think we need to get your wife. I'mhere to talk about the hard work part. I would love to say it to me. That'staking care of all the five Children is I understand you can. I'm sure thatwe'll get her on the pot as well. That's awesome, because that is that isvery cool. I'm glad to have to and hopefully ended two and then, uh andthen maybe they'll make it to 18. We'll see. Um, it's good and and And look,you know, you've been a coach and you've done this for a lot oforganizations give us a tactic that people can actually go and take it newstomorrow, not something general, something that they can use in dealsthat they have tomorrow. So this is a tough question, right? Because I thinkeveryone out there's probably heard everything out there, right? How do youwrite the email when you write the email? You know how you say thatcertain things to certain people. So I'll just tell you one thing that'sworked for me and again, it's from my start up dates. I was trying to figureout how to break through the noise, get someone's attention, get them to talkto me and then try to sign them up all in one conversation, if I could, toconversations and I actually learned...

...this tactic, I don't want to call itmind. I learned this tactic from the CEO of Of of my startup, good buddy ofmine. And he learned it from a star group in in San Francisco. Andessentially, the whole idea is you create this advisory group, right? Um,people who will essentially come in. And, you know, everyone wants to be anadvisor. If you go talk to someone you know who is in a mature state in theirin their, uh, career, first thing they want to do is yeah, you know, I want tobe on your board. I want to be an advisor. So that was important to us.We gave them, you know, stock. We did all kinds of things like that, which isimportant to them. But the most important thing they wanted is to beable to say, You know what I'm about? I'm a board. I'm on the board for this.AI startup is doing really well. And I tell you, as a result of that, I wasable to get 10 to 12 conversations every week for my summer. When westarted this whole process, it was nuts. There was I had all these meetings, soI would just say to people out there, you know, you know, looking at whatpeople want, right? In this case, I know a lot of the people I was goingafter one to be on the board, I think is a critical thing. If that's a groupthat you're going after and just be honest about it, right, I wouldn't do abait and switch or anything else. That's probably really bad. If you ifyou really want to do this and get quality people, I think doing somethinglike an advisory board will really help you out. I love that. I love the advice.We have won a bite, and I think I take the same approach that you were talkingabout before. I don't expect anything back from it. but just being able totalk to people and hear what their needs are helps our product and helpsour company just get better. And and the result of that is business. And,like, I'm so glad to have the great diverse group of people on my advisoryboard, So very cool. All right, so, you know, let's get into the quick hittershere. What's a key position you're hiring for? Always looking for hungrysellers. So, um, in this, uh, in this team, I have a U S t that I'm buildingout. I have industry leaders, industry...

...specific sellers, driving new logos,And so I'm always looking for hungry sellers. I'm looking in. Media andmedia is probably a big one. Telecom is another. That's the area we're goingafter right now, so Okay. Remote doesn't mean it doesn't matter. Doesn'tmatter. Doesn't matter. As long as they're hungry. I look for grit,activities key. I run a startup. That's how we're doing it here. So I love it,man. I love that. And then give some shout out. Who do you Who do you loveto file? Who do you who inspires you? So you know, um I kind of took this. Ikind of, you know, as you as you're asking that question, I'm thinking, youknow who inspires me. As I told you, I'm a man of faith. So I have differentinspirations that maybe some of your colors would have. Yeah, so? So to me,when I think about who I listen to, there's some people probably on linkedin that. I think your your listeners might know, You know, Bet Colin issomeone who's part of the revenue collective. The thing that she has Ithink a lot of the audience may like is it makes a lot of sense. It's actuallyvery specific. How do you get out to people prospecting everything I talkabout? I think she does a great job. Justin Welch. I mean, you know, greattalk. The thing I like about these people that are mentioning is, you know,it's simple to read. It's easy. There's so much content out there. I just enjoyit. You know, it's entertaining to read it. And then, obviously, Sam, right? So,you know, you gotta listen to Sam. Sam sounds great. I love I love justhearing some of the things he has to say. The thing about Sam is you'll getin your grill, right? He doesn't just say something and he'll actually say Gotoe to toe with you, which I love because it's all honest feedback. Ilove it. I love Sam, that's it's and and And Beck will be on the podcast,and I believe we got just lighten up to So that's that's cool. It seems likewe're in the right spot and then any up and comers who is just somebody new forus to be thinking about? Yeah, So there's a guy that's in the revenuecollector, actually, Richard Purcell, you know, I had a chance to meet withhim. He and I hit it off. He's got a...

...different viewpoint, a lot of things. Ijust love it, you know, we consume so much information out there on LinkedInand other things, and we're looking for different viewpoints because diversityis key and diversity of thought, and he brings a great viewpoint. So I wouldsuggest people, you know, look them up. I think he's got some some some greatpoints that he puts out there. Awesome, that's great. And then lastly, becauseI, um I am a man of stomach, as as they say, and I I I am a restaurant personin my heart, and I need to know where to eat. So just give me a restaurantsuggestion that I got to go to When? When This whole thing. Uh, this wholepandemic. So if you come to San Diego, I want to go to North County. There isa place called Kenai Thai Restaurant. Now it is kind of a hole in the wall,but it's the best. Food is exactly what you want. No offense. Other folks onthe pod we've said Popular restaurant. I want to know the hole in the wallthat nobody knows. And it's killer Thai food. Oh, it is so good. I have to. Thelady who owns it is genuine Thai. She talks about it. She loves the food andall the people there. Our look like they're from Thailand. Actually, youknow, they have been introduced to me and and the food is legit. The cooksare legit. I mean, it's just it's awesome. What? Give me the one thing toorder there. So there's a few things, right. Pot. I is probably one of myfavorite pre Tito pot. I was my my favorite like Don't eat that anymore. Ilike panang curry and the Currys are just off the hook. They're awesome.Panang curry is a good one to have this, um, tofu dishes, a ginger tofu. It'slike a salad kind of thing. Oh, man, it's It's it's great. Now one of thethings you have to tell them is when you go there, you gotta do you know 1to 10? Yeah, down the heat down. What? I always tell them India, give me 10and you don't want 10. I said, you know, I'm going to return it. So anyway, Ilove spicy food, man. It's all good.

Like Thai Thai food, heat is adifferent type of heat. It is a great where your soul type of keep. And Itold you I worked at one of the most important Indian restaurants in NewYork. We had heat bird, Thai chilies, Thai bird, chili or however you say it,they are beastly. They are They are a different type of heat. Don't youpretend I'm gonna 65 and awesome to have you on I can't waitto to to, you know, grab, grab a drink, grab a keto meal with you or somethingwhen the world opens up. Uh, man. Hey, man. Thank you. And, uh, thank you forthe audience for listening, and this is awesome. And anyone wants to reach out.I'm always open to help anyone. And if you're not part of the revenueCollective, I'm just gonna do a plug. It is awesome. Um, if you want to know,let me know. I'll tell you all about it. And, uh, big big fan, so we'll talklater. Thank you. You're welcome. All right, that's our show. Thank you somuch for listening. If you did like today's show, please write a review inthe apple podcast was spotted by a Send it to some friends or hit thatsubscribe button so you don't miss an episode. A reminder This episode wasbrought to you by six cents. Powered by AI and Predictive Analytics. Six centshow to unite your entire revenue team with a shared set of data to achievepredictable revenue growth. I hope you had a lot of fun today. I certainly did.And hoping that you can go crush your numbers. Say something? Mm hmm.

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