In this episode, Stan talks with Tien Tzuo, the CEO of Zuora, to discover the power of negotiations in both tech startups and public companies. Tien shares his journey from being an early employee at Salesforce to founding and growing Zuora into a public company. The discussion covers a wide range of topics including negotiating with employees, investors, and within organizational structures. Tien highlights the importance of understanding the other party's needs, internal team alignment, handling conflict, and maintaining a larger vision. He also discusses the transition from running a private company to a public one, and his current experience with Zuora. Tien's insights are invaluable for entrepreneurs, managers, and anyone looking to improve their negotiation skills. Tune in to learn about the nuances of negotiations and leadership from a seasoned Silicon Valley executive.
00:00 Introduction to Negotiation Types
00:27 Guest Introduction: Teen, CEO of Zuora
01:04 Early Career and Sales Experience
03:14 Lessons from Salesforce and Starting Zuora
05:51 Scaling a Company: From Startup to Public
11:03 Navigating Organizational Change
17:22 Conflict Resolution and Team Dynamics
22:21 Hiring, Firing, and Employee Negotiations
26:44 Transitioning to a Public Company
27:07 Understanding the Investor's Perspective
28:44 Simplifying the Message for Public Investors
29:56 Transitioning from Public to Private
31:19 Raising Capital: Stories and Strategies
37:21 The Importance of Internal Negotiations
48:15 Lessons from Personal Negotiations
49:06 Conclusion and Final Thoughts
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