Blake: [00:00:00] on the podcast today, we have Kyle Coleman from Clari. Kyle is somebody that I follow closely on LinkedIn, not necessarily with the same job description as me, but I watch what he does with his LinkedIn content, and it's a really good example that we can all follow. [00:00:15] So we're going to dive into a lot of those principles today. But first off, Kyle, how are you doing? How are you feeling today? [00:00:21] Kyle: [00:00:21] I am doing so great. Thanks for having me. On. [00:00:25] Blake: [00:00:25] I'm excited for this. I always like to start with context about you so that people know that it's not just a crazy person on the other end talking nonsense, but that you're actually credible. [00:00:34] So let's get some context on Kyle. What's the story of your career so far? How'd you get started? How'd you get to where you are now? [00:00:42] Kyle: [00:00:42] Yeah. Good question. So I started in B2B tech. In about 2012 I got a job at an advertising agency in San Francisco, B to B tech advertising agency. And from there I was introduced to, actually one of our clients was a VP of marketing at some other ad tech company in San Francisco. He left his company to go join Looker. [00:01:05] A, Looker was a seed funded, actually, I think at that time it was an angel funded company. I had never heard of it. I had a little bit of exposure to the business intelligence and the analytics space and opted to jump ship from my not so cushy advertising job over, over to, I was a sixth employee at Looker. [00:01:24]stayed at Looker for about six years. Grew the SDR team from just myself to a team of about 60, as the company itself. Went from six employees to about 800 or so. And I left and helped scale the, the revenue at Looker from about a hundred K in RR when I started to about a hundred million in ARR when I left. [00:01:44] And they were, Looker was by Google in the summer of 2019 for, two and a half billion dollars. So that went pretty well. And, I joined Clary as the head of sales development and sales enablement back in April of last year. one thing led to another over the course of the summer and early fall, and I ended up taking on an expanded purview on the marketing side. [00:02:06] So I, we have this newly created department that we call our growth department that encapsulates a lot of top of funnel sort of teams from demand generation to field marketing to SDR and enablement. All in our little growth team here. [00:02:21] Blake: [00:02:21] Awesome. Yeah, I've, I've heard more and more companies doing that, trying to combine sales and marketing, not necessarily combined the departments, so just get them to collaborate more. I think that's [00:02:29] Kyle: [00:02:29] Yeah, exactly. Yeah. And you know, Clary itself as a revenue operations platform, so we're trying to drink our own champagne here to a certain extent and make sure that all the teams will as aligned as possible. [00:02:39] Blake: [00:02:39] Yeah, no, for sure. Okay. And then my second question of context here before we really get into the actionable advice is if you had to. Yes. Or, or just tell us what your professional super power is. What would you say? Yeah. [00:02:53] Kyle: [00:02:53] Hmm. Good question. [00:02:56] [00:02:56] Oh, this is a tough one. I feel like I am able to. I, I feel like I'm able to communicate with people really well by understanding their success criteria. So for what I mean by that is when I'm speaking to a sales person, I'm not speaking to them about MQL or leads or website visitors. [00:03:16] I'm talking to them about pipeline. And then conversely, when I'm talking to my marketing person, I'm able to kind of switch gears and talk more about the metrics that matter to them, and so I can help bridge the gap between the two. that's one of the beauties of the beautiful things of coming up as an SDR and, and sort of staying in that orbit that's right between sales and marketing for the last seven or...