Verkada Flashcards
(11 cards)
Verkada Company
Series E - $200mil
General Catalyst (Stripe, Airbnb, Ramp, Instacart)
Total raised $700mil
Founded 2016 (Hans Robertson +3)
What I do
25-30 Enterprise Accounts
70-80% New Logos (Sets me apart)
Land and Expand
No BDRs
Why I’m successful
-Process - Opportunity - Prioritize - Attack
-Deep research - Align with their goals - Make a business case - Weave my way into their plan
-Take it in my own hands (perseverance award) (Make the calls)
-People down remember numbers they remember how you make them feel
Why I’m leaving
30 y/o company - Hungry, have momentum,
Running, everyone else walking
Private Equity - Change comp plan
Opportunity matches motivation
Want somewhere I can grow and have an impact
Fortune 500 companies
What I’m looking for
Growing company
Enterprise Team building momentum
Needs someone like me to come in and do the hard/dirty work
Something I can be passionate about
Why I’m a fit
Hardware and Software background
Gritty sales background - Hard working - Perseverance award
Sold to Fortune 500 before (HCA, Tenet (DRMC))
I like to SELL
HCA Capital (VA)
S - Needed to streamline compliance across division for all schools.
T - Get all hospitals on same page across division. Very complex. Working with headquarters but bringing in end users.
A - Sold 3 Lewisgale first. Implementation was the hard part. Training and account setup.
R - $300k plus schools
HCA North Florida
S - Weren’t looking for solution but could be more streamline
T - Get someone to own the referral and adoption across divisions
A - Referral up top, dirty work down low. Everything converged. Get everyone in alignment
R - $350k plus schools
Tenet Healthcare (Desert Regional Medical Center)
S - DRMC met at conference. Change in leadership. Pilot program for other Tenet locations
T - Stringent IT regulations. Challenge getting buy in from CTO
A - Demonstrate value for everyone. Show CTO this would make life easier (and save money)
R - $50k plus schools plus future business
Azusa & PSJ - Chief Strategy officer and CFO -
S - Hearing rumors from hospital partners. What is the initiative? No account activity. Customer at risk of downsizing, can’t manage compliance
T - Streamline operations, everyone on same page, easier to manage
A - Rebuild current accounts, add new, train everyone
R - Significant positive impact on nursing shortage in LA
Ryan Young
Saint Mary’s
Baseball player?
Meraki (with Hans)
Employee #5?
