Please meet VentureSCALE Entrepreneur in Residence, Amy Dordek. Amy is the co-Founder & Managing Director at GrowthPlay.
VentureSCALE: Give us a brief overview of your background working with tech companies:
Amy: GrowthPlay helps tech companies in a variety of ways. We drive revenue growth by leveraging our talent assessment and analytics solutions to improve an organization's ability to select and develop sales talent. We also offer a frameworks that create a consistent sales process and messaging along the buying process so companies can describe their solutions to customers’ problems in a way that differentiates them from the competition.
VentureSCALE: What's your biggest accomplishment as it pertains to scaling an organization?
Amy: As a growth company ourselves it is rewarding to hear of the ways that our work has not only transformed an organization and helped them achieve their goals but has transformed the individuals themselves. Helping people build sales capabilities enables growth and also provides people with a sense of fulfillment and independence.
VentureSCALE: In your opinion, what is the biggest challenge today facing an early stage company in regards to growing revenue, and how would you recommend they overcome it?
Amy: One of the biggest challenges for early stage companies is scaling, and investing in the right talent is critical. Key sales talent hires should be made with rigor and discipline. Hiring the right people for the right roles is paramount and many people make decisions based on gut instead of using data or objectivity. We recommend putting in a clear structure and roles and hiring based what is required for the stage of the company and what objectively defines success in the role. A clear sales process is also critical so that everyone knows who is doing what throughout the buying life cycle.
VentureSCALE: Best sales, SaaS, Tech and/or business related books, authors, articles, podcasts or newsletters?
Amy: "To Sell is Human" by Daniel Pink, "How I Built This" podcast with Guy Roz and "Inside the Hive with Nick Bilton" podcast by Vanity Fair.
VentureSCALE: Do you see any interesting future trends as it pertains to growing an early stage tech company?
Amy: The customer experience will become a differentiator. Companies that can provide a unique and personalized customer experience will outperform the competition.
VentureSCALE: Why is Diversity Important?
Amy: Diversity or lack thereof is still an issue in the business world especially in startups. If you focus on creating a diverse team early on, you will have a better foundation for growth. Studies and data support the fact that diverse teams simply perform better. It also makes sense to have a team that better represents the community or your customer base. Diversity boosts creativity, makes us smarter and generates better financial results.