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Fireside Chat With Pablo Dominguez, Operating Partner At Insight Partners
Fireside Chat With Pablo Dominguez, Operating Partner At Insight Partners
There’s a lot to learn from Pablo Dominguez.
Pablo has spent the better part of his nearly 30-year-long career as a sales operations expert.
During his career, he’s spent time leading sales operations within world-class sales organizations at companies like Avaya, ADP, and AppNexus.
Most recently, Pablo has joined Insight Partners’ Center of Excellence as an Operating Partner for Sales and Customer Success.
His job is to partner with the executives and sales leaders at Insight’s portfolio of companies to drive sustainable growth.
Never satisfied with the day-to-day job, Pablo also authored the book What A Unicorn Knows: How Leading Entrepreneurs Use Lean Principles to Drive Sustainable Growth.
Discussion topics
Pablo’s transition from Alexander Group to VP of RevOps (and everything in between)
The several Advisory Board Member positions he’s held and how he helped the organizations achieve their goals
Key strategies he’s developed for GTM orgs as an Operating Partner at Insight Partners
Crucial steps that drive sustainable growth
Biggest takeaways from his book What A Unicorn Knows
Key Takeaways
Insight’s operating team has found that churn is a big topic right now for Founders and CEOs. To help solve this issue you need to reflect on possible sources. Is it an issue with the product? Not targeting the right ICP? CS team not properly trained? The operating team helps figure out the root cause and find a proper solution.
When it comes to growth there are 3 trains of thought: grow at all costs, grow profitable, and grow sustainably. Typically it takes an impending recession to motivate orgs to shift and switch to a sustainable growth mindset. You shouldn’t wait for grey skies, instead, start out by thinking long-term. You can still take risks, but you must be thoughtful.
The best leaders understand what it takes for their reps to be successful. You should be tracking leading indicators, not lagging. Get micro with it - when coaching, talk to specific reps who have specific issues. Don’t give blanket advice that may not apply to certain reps.