We're sunsetting PodQuest on 2025-07-28. Thank you for your support!
Export Podcast Subscriptions
cover of episode How to Pivot The Model, The Playbook & The Team When The Macro Changes w/ Carina Brockl (fmr. CRO, Aurora Solar)

How to Pivot The Model, The Playbook & The Team When The Macro Changes w/ Carina Brockl (fmr. CRO, Aurora Solar)

2025/5/28
logo of podcast The Science of Scaling

The Science of Scaling
AI Deep Dive AI Chapters Transcript
People
C
Carina Brockl
M
Mark Roberge
Topics
Carina Brockl: 作为销售领导，在考察一个工作机会时，我首先关注公司的年度经常性收入（ARR），并深入研究客户留存率等关键绩效指标。我会关注公司当前的估值以及投资者设定的预期，并评估自己作为领导者或销售经理需要达到的增长目标。评估AI公司时，需要注意其基准与传统SaaS公司不同，期望值也存在差异。我特别关注与收入相关的业务健康状况，尤其是销售方面。 Mark Roberge: 对公司进行尽职调查至关重要，估值倍数是一个需要关注的重要指标，它关系到公司未来的发展。即使公司增长迅速，如果估值过高，也可能导致公司价值低于预期，并带来巨大的增长压力。

Deep Dive

Chapters
This chapter explores the key factors to consider when taking on a sales leadership role, particularly focusing on evaluating the health of a business, understanding growth expectations, and assessing the valuation multiple. It emphasizes the importance of due diligence and understanding the potential risks associated with high valuations.
  • Assess business health using revenue-related KPIs.
  • Scrutinize growth numbers carefully, considering the starting base.
  • Pay attention to valuation multiples and their potential impact on future success.

Shownotes Transcript

You've navigated your company to unicorn status. Crack the champagne, ring the bell, and hang the banner. Only, months later the macro changes.

Now, you need to pivot the model, pivot the playbook, and pivot the team.

Today I'm joined by Carina Brockl, (fmr. CRO, Aurora Solar) who faced these challenging shifts and tells us how she navigated them.

Use referral code: SOS to request your spot at this year's  HubSpot AiSummit 2025) in San Francisco on June 11.

Get our Database! Real Playbooks from Billion-Dollar Companies: ⁠⁠⁠https://clickhubspot.com/scienceofscaling⁠⁠⁠)

The Science of Scaling is a HubSpot Media podcast // ⁠⁠⁠⁠⁠⁠⁠__Learn more about HubSpot for Startups__⁠⁠⁠⁠⁠⁠⁠) // Produced by Matthew Brown