But one of the examples I use is if you gave me

[rakibhasanbd4723]

$20 million, $50 million, I could probably build you one flying car. I could probably do it, one time. Now to build 100,000 flying cars and sell them and market them and get the cost low enough so people can afford it, that's the difficult part. Ask Tesla. Anybody can do something once, same thing with software as a service. I could do it and scrape it together with sticks and glue with Zapier and those other things I was talking about. Making it so 10,000 people or 100,000 people can use it, that's a completely different story. And, honestly, scaling at the end of the day is the hardest thing in any business, especially if you see-

CAROLINE: Yeah. Yeah, so that's really interesting because, so managing your team, like things change drastically as you grow and as you hire. At first, you hire everybody mexico phone number search yourself. You're in every single interview, who you're hiring and same for training. And then you grow to like, how big is your team now?

RYAN: We now have about 250 people throughout the world.

CAROLINE: All right, so you're not interviewing everybody yourself, right?




RYAN: No. No. Yeah, and it's tough. You're right. It's tough. You want to because sometimes you'll see when something screws up, and you're like, how the hell did you not see this in this interview? It's very hard, and all you can do is try to embed culture into everything because what happens is like usually attracts like, is what I end up finding unless you're putting undue pressure on growth. So every so often, like let's say, I'm like, I gotta hire 90 salespeople between now and this time next year. What happens is is if you say that, I have to have 90, then what you concentrate on is you concentrate on the number, not the quality. And I've made that mistake before. So I think that the more people can hire, and that's obviously from undue pressure from VCs, right? They expect you to grow revenue, how it is.

So a lot of times, money is great, and I highly recommend working with great VCs out there. The one thing is, is try to not let it, it will, but try to not let it change your DNA too much in how you're growing, and grow appropriately.

CAROLINE: Mm-hm, yeah. That's a great point. Yeah, so I do have a question about marketing because it is "Growth Marketing," after all. So it's about sales and marketing, right? And it relates to culture. Really aligning sales and marketing is something so crucial to both sales and marketing success. And I wanted to ask you about your approach when you try to align sales and marketing teams.