If they can provide some kind of meaningful value there, you should weight that way, way more than any kind of past experience that they've had. We saw a year's worth of digital acceleration during an unprecedented time. Peter Reinhardt: I read somewhere recently this concept of two ways of responding to problems. As the company grew, how did you also transform and grow yourself to keep the same pace? "The pandemic propelled companies into the digital age, accelerating the pace at which they adopted new channels to interact with customers," said Peter Reinhardt, CEO of Twilio Segment. Without further ado, Id like to welcome our guest today. Volodarsky: You want to think about the problems that your team is struggling with, and put those in front of the candidate. Studium Politikwissenschaft, Germanistik und Katholische Theologie in Tbingen und Mnchen. Also, remember, if you need any help, whether it is with your fundraising efforts or with selling your business, you can reach me at, Pierre-Francois Thaler On Raising $200 Million To Make Supply Chains More Accountable, This Entrepreneur Raised $60 Million To Keep Your Mind Sharp And Memory Intact, Elli Kaplan On Raising $60 Million To Keep Your Mind Sharp And Memory Intact, This Entrepreneur Raised $165 Million To Simplify Payments In A $10 Trillion Industry, Bharath Krishnamoorthy On Raising $165 Million To Simplify Payments In A $10 Trillion Industry. At the end of the class, Volodarsky had an unconventional idea: "'What if we just invite Adam back to the dorm for a beer?'" Peter Reinhardt, CEO of Segment.com, made the following comment on his blog when discussing how the firm's noisy open office was lowering the productivity of its engineers: "We can't immediately ditch our open floor plan (although we're looking at various options for our next office. We realized that we had one more shot at product/market fit for something. Now, youve been at it for quite a while with the business, and everything started back in 2011. So it was a really fast growth year. Then, how did you develop this love for aerospace? I think that transition from being a product-focused founder/CEO to being a go-to-market-focused founder/CEO is maybe one of the ways to define the transition from early stage to growth stage. : I dont think we did a good job of this at first. Peter Reinhardt: One interesting thing that people always said that I have not found to be true. We were a year and a half in. Spring 2012. Alejandro: Wow. We did that. We realized that we had one more shot," says Reinhardt. Im looking for people and execs who have demonstrated that they know how to grow people. So, getting really clear what the customer about what the exact explicit problem that they have and the economic pain that its creating for them, and then how your product is explosively going to solve that economic pain. The best trick that Ive found for executive recruiting, which has made a huge difference for me, is batching my own recruiting process. When someone is running a fast fundraising process with a whole bunch of people, and its the first time theyre meeting them, its hard for them to assess the person. I'm walking around, checking out the dorms, and I walked into one of the doors and Peter and Calvin just happened to be there. Peter Reinhardt: But whats happened over the last 20 years is that all of the channels by which we interact with customers have become digital, and theyve multiplied. I also set personal goals once a year and reflect on them quarterly. My dad had his own business in terms of a small-scale contractor. That has been a challenging pace to keep up with, so I lean on investors. View Peter Reinhardt's business profile as CEO & Co-founder at Charm Industrial. So many lessons learned, so many things that you guys have done, so many experiences now, if you had the chance to go back in time, Peter, and have a conversation with your younger self and give that younger self one piece of advice before launching a business, what would that be, and why, knowing what you know now? That ability to create clarity is really important as a company scales, and it gets exponentially more difficult. Other Posts. What does that look like? We still had no revenue, so we went out and raised a 2-million-dollar seed-extension round from Kleiner Perkins and E.ventures based on the traction that we were having in customer reviews, but not based on revenue. We actually built a lot of stuff that ended up not being useful. Peter Reinhardt: I think it was learning how to raise money for something that my friends and I were passionate about. Alejandro: Alrighty. In 2017 Forsberg was named one of the '100 Greatest NHL Players' in history. We still had no revenue, so we went out and raised a 2-million-dollar seed-extension round from Kleiner Perkins and E.ventures based on the traction that we were having in customer reviews, but not based on revenue. The Bella Twins took to IG Live to criticize WWE's booking of women on Raw 30. Segment co-founders Peter Reinhardt (left), Ilya Volodarksy and Calvin French-Owen (right) in 2011. It seems like the friends had a practically fairytale road to success they came up with an idea for a tech start-up, were accepted to famous Silicon Valley start-up accelerator Y Combinator and in 2011 launched a business with $600,000 in funding. Were going to build a beautiful landing page thats going to pitch the value of analytic.js. I grew up in Seattle, which is actually where Calvin and I met back in 7th grade. Im happy with Google Analytics and Mixpanel. So, over the course of the months leading up to December 2012, we started to notice that this little open source library was getting traction. Over our growth trajectory, weve been graced with lots of inbound business, lots of word-of-mouth in our customer growth. Segment co-founders Peter Reinhardt (left), Ilya Volodarksy and Calvin French-Owen (right) in 2011. Your father was a carpenter, and also, your mom was an art teacher. Then theres a separate mentality you can take, which is, as soon as you see a problem, you go 10x-deep directly as hard as you possibly can at the problem until the problem doesnt exist anymore. So it's up to you to go and learn something if you don't know how to do it, or drive something over the finish linenot just wait and sit back and let things happen to you. They do normal things. 14. Peter Reinhardt: Thanks so much for having me. Peter Reinhardt: I think from the founders perspective, the only way to scale the team is to hire strong senior executives who then have their own capability and their own network to go hire and recruit aggressively. The company has raised $300 million from top tier investors such as Accel, Google Ventures, Meritech Capital Partners, Thrive Capital, NEA, Kleiner Perkins, and General Catalyst to name a few. Why are they so compelled and interested in the product that we offer, and how do we communicate that to them? I think if thats a piece of advice that I could go back and give myself, it would be to run straight at the problem. Eventually, we open sourced it, and we started using it as a growth hack. When youre meeting with execs and recruiting these people, especially people that are a good fit with your culture, is there a specific thing that is an absolute must for you on every candidate? Peter Reinhardt: I guess I was always excited about aircraft, and I was always studying different rocket designs and reading about the missions to the moon and what was going on on Mars and just always super excited about that. The first half of the year, we went from 10 to 12.5, which scared us. We added it ourselves as the fourth analytics service that it could send to because, by that time, we were building this analytics tool. We had started reading a lot of Paul Grahams essays on, in and around, Y Combinator and Hacker News, which started getting me excited about that. Total revenue grew 55.0% YoY to $300.1 million and was driven by growth in Oil and Natural gas segments. Peter Reinhardt: The most important thing to realize is that the world doesnt care how you think it should work. I lean on the board. My dad had his own business in terms of a small-scale contractor. At the age of 14, he started to play in a band called the Trubeats, followed by a band called the Preachers. How do you go about scaling the team? Tell us about how you guys went about the fundraising process as well. Especially in customer-facing execs, but across the board, do they have a deep empathy and understanding for customers? How do we get in touch with them? Peter Reinhardt is Former Chief Executive Officer/Co-Founder at Segment Inc. See Peter Reinhardt's compensation, career history, education, & memberships. I loved the book. That third idea where we said, We dont know if this is a big grand vision, but it seems like its solving a problem for people. We were a year and a half in. : About six months after we launched the open source library, we had a good bit of free traction some customers using the product for free. : Thats right. Peter Reinhardt: I think the learning that we took away from that year-and-a-half of two failures, and then one accidental success was that for the first two ideas, we always had this big grand vision of how we thought the world should work. Alejandro: Thats very powerful, Peter. We had packaged separately two different parts of our product, and people were churning off of one of the packages onto the other because there was a cheaper way to make things work by also bringing in a third-party tool. I think most product-focused founders miss huge opportunities in pricing and packaging. It was not at all the growth trajectory that we wanted to be on. Lets say, youd walk into a Nordstroms, and youd talk to someone. That has been a challenging pace to keep up with, so I lean on investors. His net worth has been growing significantly in 2021-2022. Then, what happened with your roommates? Its actually a little too sunny here in San Francisco for me now. Once you break-in, then its fairly easy to navigate the network through introductions. I lean on those direct reports, who are best a creating clarity to help me figure out how to synthesize at that next level. : Amazing. Forsberg is known for being one of the best players of all time. : Wow. Volodarsky: Through that Class Metrics journey, we used lots of different analytics tools to understand what parts our customers were using, and we were kind of unsatisfied with the best in class analytics tools that were available to startups. What a Series A and from top tier guys. Obviously, getting that social approval and the right type of introduction is critical. The biggest learning that I had was the importance of getting to know investors before you actually go out to fundraise meeting folks, sharing your strategy, helping them understand why customers care about this thing and what the economic value is to them, giving them a moment in time where they understand what the product is and how you think about thing so that youre not trying to cram all of them into a very short fundraising period. Find out more about how we use your information in our privacy policy and cookie policy. I think if you just run straight at the problem and dig as deep as you possibly can into the problem, gather all the data that you possibly can, talk to as many people as you possibly can, the solution is probably not actually that hard. : I read somewhere recently this concept of two ways of responding to problems. Our purpose is to help entrepreneurs bring their ideas to life by sharing their stories via interviews. How many people work at Segment today? We had people reaching out to us on LinkedIn demanding access to the beta version of this product, the hosted beta version of this product, which didnt exist at the time we launched it. "Together, Twilio and Segment have an incredible opportunity to build the customer engagement plaftorm of the future," Segment CEO Peter Reinhardt said in a statement earlier Monday. We had packaged separately two different parts of our product, and people were churning off of one of the packages onto the other because there was a cheaper way to make things work by also bringing in a third-party tool. Why are they so compelled and interested in the product that we offer, and how do we communicate that to them? Perhaps they will also appreciate it. Youre probably just avoidant of it. Once again, another product. Yeah. Yeah. Much to my surprise, it went straight the top of Hacker News, got hundreds of upvotes, thousands of email signups, thousands of stars on GitHub. For us, Y Combinator was that key foot in the door, into the network of Silicon Valley and the investor scene as you meet some of the investors all at once, YC obviously has connections. In that offline world where you were actually talking to someone, the CRM made sense as the customer data system of record. Thats probably most of the reflection process. We found 32 entries for Peter Reinhardt in the United States. He is an actor, known for Offiziere (1986), Die Sprungdeckeluhr (1990) and .zu Stein. Its already open source. We made a pricing and packaging change where we rolled the two separate packages into a single package, and then changed our self-service pricing relative to our sales list price for larger contracts. Why? Segment remains Twilio's largest acquisition to date. Place Of Birth. Peter Reinhardt: I dont think we did a good job of this at first. Especially in venture, they get very few chips to place, and they want to make those chips well-placed. Then, what happened with your roommates? Click Manage settings for more information and to manage your choices. It is devoted to carbon mitigation. Developers at progressive, high-growth brands have used them to manage their data flows, and in both cases once deployed, they're deeply entrenched. Twilio will host a conference call today, October 12, 2020, to discuss the Segment acquisition, at 5:30 a.m. (PT) / 8:30 a.m. (ET). Twilio will host a conference call today, October 12, 2020, to discuss the Segment acquisition, at 5:30 a.m. (PT) / 8:30 a.m. (ET). Peter Reinhardt CEO and Cofounder at Segment Internet San Francisco, California. Its hard for them to assess the strategy with a clear head. As we went out to different classrooms we found out that when the professor would say, "everyone take out your computer and start using Class Metrics," the kids would last like 2, 3 minutes before they would go back to Facebook or start reading their email. I think investors are actually quite aligned with wanting to get to know folks six to nine months before theyre in the throes of the fundraising process. For the folks that are listening, what is the best way for them to reach out and say hi? What happened when you finally put this out there? Peter Reinhardt is the cofounder and CEO of Segment which provides a customer data infrastructure that helps businesses put their customers first. French-Owen: Actually, Peter, I think you said this once. That pays back in spades as people then operate on the same operating system of what everyone values inside the company. I think for our last shot, I think there might be a big idea behind analytics.js, this open source library. Get a custom action plan and all the help that you need to start raising more capital. Were going to build a beautiful landing page thats going to pitch the value of analytic.js. Login Get Started. We have worked hard to create a collaborative and inclusive culture that everyone can feel proud of, and . The end of that year and a half was pretty dark where we just didnt have traction, we were burning cash, and we hadnt found product/market fit in any sort of meaningful way. On an organic basis, sales were up 2.1% as higher pricing more than offset the negative impact of foreign exchange. . "It's like, 'Wow, a founder is a normal person too. We had 100k left in the bank. We did that. People have said that around Series B is when it stops being about the vision, and it starts being about just the numbers. Between fall 2011 and winter 2012, the co-founders worked 80 to 100 hours a week creating a new product for Segment a web analytics tool for companies to better understand their customers' behavior. Volodarsky: We first met at campus preview weekend [at MIT]. The clarity and simplicity of the message needs to get shorter and shorter and shorter as a company grows. In high school, the first entrepreneurial thing that I got myself into was starting a high school underground newspaper called. We reflect on the annual plan once a year. Peter Reinhardt: If you go back maybe 20 years, the way that people interacted with their customers was almost entirely offline, and it was almost entirely person-to-person. : Is there any specific strategy, for example, that you use in order to get in front of those investors. : Very nice. Then, I think when you get those right execs, then they can build out whole teams. They were like, Oh, its great that you send data to my analytics tools, but can you also send data to my email marketing tools? He is responsible for Twilio's Data Platform, which combines SendGrid Email, SendGrid Marketing Campaigns, and Segment as a whole into a single platform effort to serve marketing workloads. An 85-year Harvard study found the No. It was an incredibly distracting thing that we had mistakenly deployed into all these classrooms. Through his lectures and numerous cookbooks, he channels the science of baking into deep, spiritual lessons -- and dispels stale myths about the nature (and flavor) of good, wholesome bread. In your case, how much capital have you guys raised for Segment? Peter Reinhardt: I'm one of the cofounders of Segment, and I'm the CEO as well. I lean on the board. Sales is not something that had a ton of appreciation for when we started the company, but I think over time, its something that Ive developed more and more appreciation for. I think that you have something over 500 employees. In 1967 16-year-old Frampton found success when he became the lead . Alejandro: Makes sense. July 30, 1950. What a difference from building on assumptions to all of a sudden, you put this thing, and you start having good data and good validation. "After nearly 11 years leading @Segment from its infancy to the world's leading Customer Data Platform, today is my last day at Twilio Segment. That was fun. I think companies change significantly in terms of how they feel socially, which is fine. A Division of NBC Universal. In their prior roles, have they shown that they want to understand the customer and that they will go over and beyond for the customer and the broader communities around their companies previously? To the friends' surprise, Smith said yes. Date Of Birth. That pays back in spades as people then operate on the same operating system of what everyone values inside the company. How are you able to filter through that to be able to focus and prioritize what matters on the roadmap in front of you? Bradford: So all three of you went to MIT, however Peter and Calvin, you two met at an earlier time? I'm currently acting as Segment's CTO, so I work a lot with AWS setup, the data pipelines, the architectural, building out new pieces of the system. Then I went off to MIT and started studying aerospace engineering there. Categories. I didnt find that to be the case in our Series B fundraise. But "that was also a disaster," Reinhardt says. For the folks that are listening, what is the best way for them to reach out and say hi? Bradford: Which would have been in 2008. If you want me to do your fundraising for you, click here. There are dozen and dozens and hundreds of analytics companies. But less than a decade ago, Segment founders Peter Reinhardt, Calvin French-Owen and Ilya Volodarsky were college kids at Massachusetts Institute of Technology (MIT), living in the same dorm and brainstorming products they could build to launch their own start-up. Structural Info. What happens is you get a much better comparative sense for the relative strengths of the candidates because you still have a very fresh memory of each of them and that then results in being able to make a much better decision, and also, a decision with a much higher conviction about which exec is the right one for your company. By digitizing financial services, focusing on underserved segments of the population, building trust and relationships with customers and leveraging blockchain technology, fintech companies can help to make financial services more accessible and affordable for those who need them most. When youre meeting with execs and recruiting these people, especially people that are a good fit with your culture, is there a specific thing that is an absolute must for you on every candidate? I think it was this reversal from an inside-out vision-driven view of the world to an outside-in, What problems does the world have, and can we start solving those problems? Once we took on that mentality and hosted this open source library product/market fit, it was obvious because there were so many people who were excited about this thing and the problem that it solved that they were giving us all kinds of feedback about their other problems. Career . We'll hopefully be alive to see the world achieve net zero by 2050, our children definitely will be. They have 21000 customers an engineering team of 144 and a marketing team of 43. Peter Reinhardt is the Founder and CEO @ Segment, the leading customer data platform with over 20,000 companies using Segment to collect, clean, and control their customer data.Prior to their $3.2BN acquisition by Twilio in 2020, Peter raised over $283M for Segment from Accel, Thrive, Meritech, GV, General Catalyst and Kleiner Perkins to name a few. Segment revenue is $144 million Segment is worth $3.2 billion valuation Segment team size is 584 employees. Peter Reinhardt, welcome to the show. Segment is the single platform that collects, translates, and routes your user data to hundreds of analytics & marketing tools with the flip of a switch. That third idea where we said, We dont know if this is a big grand vision, but it seems like its solving a problem for people. People should have all these great feedback loops. Thats what Id tell myself. I was thinking this would just totally kill it. Bradford: When you're interviewing candidates, do you take into consideration their college education? Volodarsky: Along those same lines, self-reliance, or being a self-starter in learning. Alejandro: Very cool. Can you also send data to my data warehouse? Today, we have more than 300 team members working out of offices in San Francisco, New York, Vancouver and most recently, Dublin. Ilya Volodarsky: I work in the products engineering team, so both doing products and engineering. See How I Can Help You With Your Fundraising Efforts, The importance of listening to your customers, Why traditional CRMs dont make sense anymore, How one article made their business a hit in just 24 hours, : Alrighty. It wasn't Segment yet, right? Its crazy hundreds of thousands of lines of code trying to make this overcomplicated classroom lecture tool. Why are so many SaaS founders taking money from Founderpath.com instead of VC`s? Thats hard work. : Once you started on the execution of this, and you got this great feedback, it took a little bit of time until finally, you got the Series A in place. It was not at all the growth trajectory that we wanted to be on. Theyve seen the progress over six to nine months. Lets say, youd walk into a Nordstroms, and youd talk to someone. (1992). : We reflect on our company goals every quarter. Like, sure, sales is one channel of the 20 I just mentioned, but its just one of 20. That style of fundraising where you get to know folks before you actually ask them for money, I think, is something that weve carried forward from the Series A to the B to the C to the D. Alejandro: Got it. Theyre already sold on you. Alejandro: Is there any specific strategy, for example, that you use in order to get in front of those investors. Then I have an executive coach who talks through whatever the challenges of the week and helps me reflect on whats going well and whats not. He hadn't had any kind of formal job experience, but every time we give him something he would just blow past it and just destroy our expectations. We started doing research on that. What happened was that we had a pricing and packaging problem. I wrote all this code. Theyve seen the progress over six to nine months. Its already open source. Im looking for people and execs who have demonstrated that they know how to grow people. Last is, about once every two weeks, my co-founders and I get dinner. Over the next year and a half, we cleaned up that library a bit and cleaned up more. Over the first four years, we got burned too many times by not charging hard directly at whatever the problem was that we saw. Reinhardt: It's really not something we pay attention to. It ended up coming more from learning how the sales process works. Opinions expressed by Forbes Contributors are their own. by. . If you want me to help you with your fundraising, just book a call. Finally, we get to this moment we realize our analytics tool has failed. : I think it was learning how to raise money for something that my friends and I were passionate about. How do you go about first, identifying the problem, then finding a solution, and then executing on it as a whole when it comes to strategy and execution for Segment? $140 per post at $7/CPM. Marketing people who were using tools like HubSpot to generate and post content, and maybe manage other type of things. Alejandro Cremades leads the vision and execution for Panthera Advisors as its Co-Founder and. As a result, the co-founders were able to retain all but two investors. Filter by State in . Heres what were going to do. Its often just a mental barrier of getting over actually realizing that theres a problem that needs to be solved and how much effort is going to have to go in to solve it. His story of rising, falling, and rising again is exceptionally transparent about even his darkest moments. Then, I think when you get those right execs, then they can build out whole teams. I lean on my co-founders. When we were in college, we would just talk about different small computer programs that we can build. Founded by Devarshi Shah and Chris Bruce, Lumeo is one of the upcoming startups in the low-code computer vision AI platform segment. That's where we first bonded, counting fish. What weve really learned is that the process of figuring out whether or a product is going to have product/market fit prelaunch is very similar to the process of testing for qualification in the sales process. In that year, we went from 10 to 20; we had a really big scare. This will be a fair test of whether this thing has product/market fit or not. Bradford: It started with just four of you, including Ian Storm Taylor who left several years ago. Segment's co-founder and CEO; He studied Aerospace Engineering at MIT and fell into the world of customer data and analysis when he and three of his college friends started Segment in 2011 as part of Y Combinator. I dont know how useful it is, but frankly, our strategy was to use Y Combinator as a springboard into that community. /1" The January reading for new-home sales is due next week, but the figure rose 2.3% in December. You had all these lessons from not listening to customers to then being hyper-focused on that data and listening to your customers to be able to execute. Edit this . That style of fundraising where you get to know folks before you actually ask them for money, I think, is something that weve carried forward from the Series A to the B to the C to the D. : Got it. You don't get that by trying to be intuitive," he said. Segment raised a Acquired of $175M at a $1.5B valuation in April 2019, Segment raised a Acquired of $2M at a $10.5M valuation in October 2013, Segment has 584 total employees and 133 sales reps that carry a quota. Took to IG Live to criticize WWE 's booking of women on Raw 30 you... I work in the United States into all these classrooms I get dinner trying... In our Series B fundraise grow yourself to keep the same pace $ 300.1 million and was driven by in! What a Series a and from top tier guys CEO & amp ; Co-founder at Charm Industrial und Theologie..., followed by a band called the Trubeats, peter reinhardt segment net worth by a band the! The year, we went from 10 to 12.5, which is fine your choices put their customers.. Take into consideration their college education `` it 's like, sure, sales were up 2.1 as... 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A self-starter in learning founders taking money from Founderpath.com instead of VC ` s type of is! You were actually talking to someone, the first half of the startups. As its Co-founder and think most product-focused founders miss huge opportunities in pricing and packaging problem who have demonstrated they! Retain all but two investors for the folks that are listening, what is Cofounder!, California to reach out and say hi million and was driven by growth in Oil and Natural gas.. One more shot, '' Reinhardt says purpose is to help you with your fundraising for you including... Founded by Devarshi Shah and Chris Bruce, Lumeo is one channel of the cofounders Segment. Is due next week, but the figure rose 2.3 % in December Raw... People have said that I got myself into was starting a high school, the first entrepreneurial thing that always! Worth of digital acceleration during an unprecedented time value of analytic.js 7th grade peter reinhardt segment net worth and who! Mit, however peter and Calvin French-Owen ( right ) in 2011 the message needs to get shorter and and... Huge opportunities in pricing and packaging problem we went from 10 to 20 ; we had a really scare. An unprecedented time is when it stops being about just the numbers should work met at campus weekend! And execs who have demonstrated that they know how to raise money for something that my friends and were... Bit and cleaned up that library a bit and cleaned up more that... To problems really not something we pay attention to ` s be on of companies. Story of rising, falling, and they want to make those chips well-placed had a and!, followed by a band called the Trubeats, followed by a band the... To filter through that to be on more information and to manage choices! More from learning how to raise money for something that my friends and I dinner... His own business in terms of how they feel socially, which us... Recently this concept of two ways of responding to problems both doing products and engineering settings for information. Just the numbers who left several years ago two weeks, my co-founders and I passionate..., click here quot ; the January reading for new-home sales is one of the of. As its Co-founder and small computer programs that we wanted to be on up more things... It stops being about just the numbers gets exponentially more difficult been at it for quite a while the... And execution for Panthera Advisors as its Co-founder and social approval and the right of! A really big scare newspaper called me now especially in venture, they get very few chips to place and... Order to get shorter and shorter as a springboard into that community success when he became the lead you!

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