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

Leaders of Growth

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 discussed

• 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 company
• Internationalization
• 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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