James Kaikis currently serves as the Head of Go-To-Market and Chief Solutions Officer at TestBox, an innovative company revolutionizing the way buyers interact with product demos. Before his tenure at TestBox, James co-founded the PreSales Collective with Yuji Higashi. Under their leadership, the community became a pivotal resource in the presales domain until its successful acquisition in November 2021. James also has a rich history in solution-oriented leadership roles at prominent companies including Salesforce and Showpad.
Discussed in this Episode:
Highlights:
6:05 - Bootstrapping a community-based business to multi-million dollar revenue.
8:35 - Secrets behind PreSales Collective's rapid growth and successful exit.
11:05 - Transitioning from founder to Chief Solutions Officer at TestBox.
13:35 - The future of B2B software demos and TestBox's innovative approach.
18:35 - The untapped potential of presales in driving revenue growth.
21:05 - Balancing product-led growth with customer-centricity.
23:35 - Lessons learned from building, scaling, and exiting a successful startup.
28:35 - The importance of aligning presales, sales, and customer success.
31:05 - James' vision for the future of presales and B2B software demos.
33:35 - Advice for entrepreneurs and revenue leaders looking to drive growth.
45:05 - One thing revenue leaders believe to be true that James thinks is bull$***.
48:09 - One thing that is working for James in go-to-market right now.
Guest Speaker Links (James Kaikis):
LinkedIn: https://www.linkedin.com/in/jameskaikis/
Host Speaker Links (Scott Barker):
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/
Sponsors:
The GTM Podcast
Don’t miss The GTM Podcast dropping every Tuesday discussing true stories and experiences including trials and tribulations in the Go-To-Market world.
Dateline NBC
Current and classic episodes, featuring compelling true-crime mysteries, powerful documentaries and in-depth investigations.
The Nikki Glaser Podcast
Every week comedian and infamous roaster Nikki Glaser provides a fun, fast-paced, and brutally honest look into current pop-culture and her own personal life.
Stuff You Should Know
If you've ever wanted to know about champagne, satanism, the Stonewall Uprising, chaos theory, LSD, El Nino, true crime and Rosa Parks, then look no further. Josh and Chuck have you covered.