{"type":"rich","version":"1.0","provider_name":"Transistor","provider_url":"https://transistor.fm","author_name":"Grit","title":"CRO DataStax, Harry Ault: The Three Steps to a Successful Tech Company Turnaround","html":"<iframe width=\"100%\" height=\"180\" frameborder=\"no\" scrolling=\"no\" seamless src=\"https://share.transistor.fm/e/49ac84f9\"></iframe>","width":"100%","height":180,"duration":2688,"description":"Guest: Harry Ault, Chief Revenue Officer at DataStax\r\n\r\nIn this episode, we cover: Harry's experience moving to Australia for a job in his early 20s — and the importance of seeking out new learning opportunities. (3:49) ... Adapting to change: The relationship between curiosity, taking ownership, and grit. (8:18) ... Learning from failure and the galvanizing impact of company cultures. (12:10) ... Changing company strategy, go-to-market, and external perception: Harry's three steps for a tech company turnaround. (17:46) ... 'Make change in hours': The benefits of fostering a non-hierarchical, mission-oriented company culture — and the importance of listening to customer feedback. (21:31) ... Transitioning from legacy to SaaS: Why DataStax separated its SaaS sales team from the organization that works with its legacy customers. (26:38) ... 'Elevating our sales capability': Growing a successful SaaS go-to-market strategy by focusing on product demonstration and partnering with customers. (31:07) ... Communicating a product's value to a customer by personalizing a hands-on demonstration as a salesperson. (38:22) ... How Harry defines the word grit. (42:41)","thumbnail_url":"https://img.transistorcdn.com/jCea5f44KBONhOsyLyht9nXUrj2YBNfA6fc-kgyfWTM/rs:fill:0:0:1/w:400/h:400/q:60/mb:500000/aHR0cHM6Ly9pbWct/dXBsb2FkLXByb2R1/Y3Rpb24udHJhbnNp/c3Rvci5mbS9zaG93/Lzk3NzAvMTY2Nzg2/MjQyOC1hcnR3b3Jr/LmpwZw.webp","thumbnail_width":300,"thumbnail_height":300}