Innovation, Growth and Failure

In this episode, John Kaplan and John McMahon are joined by Mark
Roberge, former CRO of HubSpot and co-founder of Stage 2 Capital.
They dive deep into Clayton Christensen’s book, 'The Innovator's
Dilemma,' exploring why well-managed companies fail despite their
best efforts to innovate. The discussion covers historical and
present examples of disruptive vs. sustaining technologies, with
a focus on how companies can adapt in the rapidly changing tech
landscape, especially with the emergence of AI. Insightful
anecdotes from their careers and practical advice for business
leaders make this a must-listen for anyone navigating the world
of B2B sales and technology.


Tune in and learn more on this episode of The Revenue Builders
Podcast.


ADDITIONAL RESOURCES
Connect and learn more about Mark Roberge:
https://www.linkedin.com/in/markroberge/


HERE ARE SOME KEY SECTIONS TO CHECK OUT


[00:01:26] Discussing The Innovator's Dilemma
[00:04:24] Relevance of The Innovator's Dilemma Today
[00:05:51] Sustaining vs. Disruptive Innovation
[00:07:12] Historical Examples of Disruptive Innovation
[00:08:53] Challenges of Adapting to Disruptive
Technologies
[00:17:47] The Role of AI in Future Disruptions
[00:30:19] The Evolution of Job Markets
[00:30:36] AI's Impact on Insurance Companies
[00:31:43] Disrupting Established Companies
[00:32:48] Challenges of Acquisitions
[00:33:45] Strategies for Cloud Transition
[00:44:11] The Role of SMBs in Innovation
[00:48:29] HubSpot's Unique Approach


HIGHLIGHT QUOTES


[00:04:08] "I just think therapists are like the best analog for
just great salesmanship because if you walk into a therapy
session, you're bummed out. You walk out, you're friggin jazzed
about life and all they did was ask you eight questions."
[00:06:39] "We were in a sustaining innovation realm...you follow
that, you're going to be bankrupt in five years."
[00:10:04] "The promise of AI is to get rid of the people, to get
rid of the salespeople. And when you look at today’s sales tech
big players, their entire business model is based on charging per
person. How the hell are they going to survive in a world where
the number of salespeople a company has is declining?"
[00:16:47] "The move to cloud infrastructure, subscription
pricing, and shifting to inside sales — for a big company, these
changes are nearly impossible to make."