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#46 The Road to $100M ARR: New Markets & New Channels, with Arun Mani (CRO at Pleo)

40 min 29 sec

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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 discuss:

- 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 companyInternationalization

- 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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