How did this small town farm kid go on to lead the revenue orgs for Silicon Valley's biggest companies? Mark Cranney credits his success to the lessons he learned growing up: work hard and run things efficiently. Mark shares the playbook he's used to build billions in pipeline through his career as an executive, sales leader and most famously as a partner at Andreessen Horowitz. If you're a founder, there's no better person to learn from than Mark. Chapters 00:37 Introducing Mark Cranney 04:45 Find Sales Leaders Who Can Perform 07:03 What To Look For In Potential Hires 13:03 Find Courageous People To Join Your Team 17:07 The Sales Playbook - Are You Running It Or Can You Put It Together? 22:51 Putting Together The Revenue Org At SignalFx 25:15 How Mark Uses Company Bootcamps To Build Cohesion 31:47 Getting Everyone To Buy Into the Vision 37:25 Common Mistakes First Time Founders Make With Their Sales Org 48:27 Wrap up and Takeaways Read 'Hard Thing About Hard Things' Connect With Mark Follow us on X Find Highlights from the show on TikTok Check out our website Brought to you by Pelion Venture Partners