The customer-centric path to revenue with Manny Medina of Outreach 

Manny on the role of professional services in uncovering revenue opportunities: “Most organizations have some kind of professional services, whether it's free or paid or partner, it comes from professional services. If you're partnering for the delivering services, then your partner will know a lot because that partner is a trusted advisor. So you stay close with them. The meta point that I'm trying to say is that, look, there is no direct line to this new revenue opportunities.  

Manny on seizing business opportunities during times of significant change: “It's always easier to sell into change, either change of management or change of industry or some kind of disruption, some kind of dislocation in the industry. Because it will require a rapid, radical response from the part of the organization. And if you have a point of view into where that vector is going to go, you got to go in.” 

Manny on the importance of developing a mindset of anticipation: “Anticipation begins with a mindset. You have to truly care and empathize with what they see, and when you read news and you see the things that are happening in the world, see it through their eyes and it's really hard. I'm not saying this is easy by no means. I mean, it sounds easy to say. It's really hard to actually live it. And it consumes a lot of brain power and calories. But do it. Pick a handful of customers, pick a handful of industries that you're really good at and do it. Anticipate.” 

Links and Resources 
 

About Manny 

Manny co-founded Outreach in 2014 and built the company from a Seattle-based startup to a global sales technology leader with more than 6,000 customers. He pioneered the Sales Execution category and from day one, bet on artificial intelligence as the future of sales technology. Manny leads with a mindset of abundance, encouraging employees, customers, and partners to generate success from nothing but an idea. He sees possibilities in everything and inspires the confidence that it can be done. At Outreach, he fosters a high-performance culture, asking employees to show up as their authentic selves to rally the culture in service of the company's mission—empower every sales professional to operate at their maximum potential. 

He holds an MBA from Harvard and a Master's in Computer Science from the University of Pennsylvania. Manny grew up in Ecuador and now lives with his wife and four children in Seattle. On weekends, you can find him watching soccer games and barbecuing with his family in his backyard.