Ross Rich

Accord

Moving B2B sales from Vendorship -> Partnership.  inaccord.com

Accord is a Customer Collaboration Platform for high growth startups who need to build a repeatable sales & onboarding process to hit ambitious revenue goals.

Stripe & YC-backed.  techcrunch.com/2021/02/10/accord-launches-b2b-sales-platform-with-6m-seed
G2 Reviews:  g2.com/products/accord-accord/reviews

CEO & Co-Founder

Stripe

Global Platforms, Enterprise Partnerships Lead

Startups & Mid-Market, Sales

Columbia Records

Artists: Calvin Harris, Snoop Dogg, OMI, Tyler The Creator, ZHU, Bring Me The Horizon, +

Coordinated and developed marketing strategies for multiple #1 Billboard hits, sold out international tours, and Platinum albums.

Marketing

Ross Rich Management

Managed developing musical acts across Canada.

Booked tours, produced demos, and raised funds for artist development.

Founder

Victorious Events

Founded and grew an events production company with my brother at university. 

Grossed $500k, raised $50k for charitable causes, hosted 30+ events including stops for international touring artists, and hired/managed a team of 20+ promoters.

Co-Founder

Helping Revenue Leaders up-level deal execution!
@ inAccord.com

Passionate team builder, sales nerd, and proud 🇨🇦.

Inspiring Reads:
- The Alchemist
- The Book of Joy
- A Short History of Nearly Everything
- Abundance
- The Making of the Atomic Bomb
- Siddhartha
- Creativity Inc.
- Losing My Virginity
- Man’s Search for Meaning
- Napoleon (Andrew Roberts)

Accord is growing....AGAIN!!  Come join the party! 🥳

Hiring another CSM here in Toronto 👀 exciting chance to work at a high-growth Series A startup. 

If you or anyone you know might be a good fit, pls send me a message! ✨ 
Link to the JD in comments. 👇

🚨 After 4 years, still my absolute favourite kind of launch at Accord... 

A new Accordion joining the crew 🙌 💥 📈

After 3x startups as a top CSM, Sanger Yoo is the latest and greatest addition to our growing Toronto office!!!

Excited to have his infectious energy, thoughtful approach to partnering with with customers, and process-oriented mindset as we continue to build the foundation of our CS org.

Huge welcome to Sanger!  (and his Elvis-looking duck 🐥 "I'll be Quack")


P.S. another classic hiring / talent lesson, as Sanger came highly recommended by our last 10/10 CS hire Stephanie Smith as they overlapped during their days at Roadmunk... A Players only want to work with other A Players 🫡

Donuts + Deal execution = a match made in heaven (🍩 + 📈) 

From PLG --> transactional SMB --> one of the best value-selling teams in the game!!!

Figma is the gold standard when it comes to layering a rigorous, customer-centric sales motion on top of a self-serve, market leading product.

How many others have gone PLG, then multi-product (FigJam then Dev Mode) ALL WHILE nailing a value selling, exec-level GTM motion that even an old school enterprise sales leaders would be impressed by??

If Figma, the clear market winning product, is doubling down on deal execution and investing in their team when it comes to new biz, renewals, renewals, onboarding... 

what does that say about what YOU should be doing to make sure your revenue team is in a position to win in 2024?!

Outside of bringing a 10/10 approach to their prospects + customers, Figmates are an incredibly fun group of folks to partner with, with a keen eye for product-design that has (and continues to) inform what build next.

From being one of our very first partners with an *early* product, to now working with 100+ revenue teams dedicated to execution excellence, Accord wouldn't be here without your trust and day-1 collaboration <3 

Kyle Parrish Jack Yandell Aaron Cramer Marissa Bell Brian Reuter Macy Gibbons 

Currently that weirdo stretching at my gate

Sideeye from grouchy business travellers ✅

Normalize #AirportYoga

… or don’t 🤷🏻‍♂️

Still beats a stiff neck + back while regularly travelling for work!!


Nameste 🙏🏼

GET ON THE flipping FIELD 🛫🛬

The silver bullet for happy customers, building real relationships, and hitting revenue goals. 

Always has been. Always will be. 

Energizing ⚡️ week hitting NYC & Denver and hanging with Robby Halford and Beau Brooks  from Teamwork

Paige Wunderlich James Pratt  Alex Tzeng, MBA Shawn Hensley, MBA from Freshworks

tons of our fav Figmates

and meeting some passionate Enablers at the SEC conference in Denver 🙌🏼

Next up - San Francisco for Stripe Sessions and seeing a few of our favorite clients! Whose around for a tea, run, or meal? 👀

PS if you aren’t, you better bet your competitors will be this year!

Top 3 mistakes rev leaders make trying to up-level deal execution??

- enablement focused exclusively on AEs, not managers
- taking on 5+ projects at a time vs the 1-2 biggest levers
- enablement teams pitching it, vs having leaders/execs lead from the front

Killer session with Ashton W., Nate Vogel, and Robby Halford during our Execution Excellence masterclass this week!

Beyond being 10/10 Enablement Leaders, these 3 also have Salesforce backgrounds in common....

So yes the V2MOM did come up during our conversation 😂

We also dug into how to drive execution excellence, bridging the gap from the theory behind enablement to the field! 

"The way I describe enablement when people ask is that we’re really focused on helping an organization achieve scalable productivity. We need to generate revenue, and we need to help people do their best at work. We’re also responsible for scale. So as your company grows, enablement should help keep productivity up. However sometimes that looks different at different sizes of companies." - Ashton Williams

"The hard way is the easy way, and the easy way is the hard way" 🤨

aka

- If you do the real work up-front (research, exec outreach, get onsite)
- Build a strong point of view
- Multi-thread and hunt for champions / influencers
- Don't skip key steps

Getting deals across the line is organic...

BUT if you think you can just throw together a business case at the end when your single-threaded contact hits a roadbump with their boss or finance - GOOD LUCK! 

When it comes to driving execution excellence, it's about treating deals early on like you're in closing mode. 

Don't take any opportunity for granted. Do. The. Work.

Make it easy for your buyer to... buy!

Awesome conversation with Peter S. Borkovich on the latest episode of 10/10 GTM!

Breaking down everything from getting to the 'real why behind deals', the 3 levels of a de-risking deals, and making it easier for buyers to buy and sellers to sell 🫡

Access to decision makers
Tighter budgets
Competitive landscape

It is harder than ever to get a customer to spend a dollar.

That's why:
- how you show up matters
- access to a real champion matters
- true differentiation from your competitors matters

There will always be those blue birds...

But without a strong business case, exec engagement, proactive account planning, quantified ROI, mutual action plans etc etc (you get it)

Execution will fall short.

It is more important than ever to ensure you're not just checking boxes (hiring trainers / consultants, new methodologies, expectation of 1:1 enforcement) but actually translating these best practices into the field.

top revenue leaders are laser focused on driving execution excellence and ensuring their standards are enforced.

It might not be the sexiest topic, but such a huge lever and most throw money down the drain ignoring it...

*Onboarding & Ramping* reps is the foundation of building a high-performance team

✨ Ashton W.  put it best! 

If new AEs + CSMs don't drive impact quickly, you're taking on a major financial burden. 

That's why the best sales leaders + enablement folks have a detailed program BEYOND two-weeks of product / tech training.

The full first 90 days for any new hire are critical — they need real stories to tell, deals to shadow, customer to spend time with, and understand what good actually looks like to hit the ground running.

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