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#46 The Road to $100M ARR: New Markets & New Channels, with Arun Mani (CRO at Pleo)
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In this episode, Arthur Nobel, Principal at Knight Capital, chatted with Arun Mani, CRO of Pleo, a spending management solution that offers smart payment cards for employees to buy work-related products while keeping the company in control of spending. The company is based in Copenhagen, raised over $420M, and has around +800 employees.
Arun scaled sales organizations at two successful companies (Appnexus & Freshworks) and served as s a C-level strategy adviser at Mckinsey and Accenture. He also founded NIA, a non-profit organization to promote women's education in developing countries.
In this episode, Arthur and Arun discussed
- His background and career
- Typical challenges in companies at different stages - $20-$50, $50-100, and >$100 Focus vs. Diversification (new markets and products
- 3 Scaling lessons to grow your company
- Internationalization
- Pitfalls of expanding to the US
- Channel Sales
- Serving mid-market vs. serving enterprises
- Having a Country Manager vs. VP of Sales
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