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How to Break into Enterprise & Go Upmarket from a 2x Startup CRO turned SaaS CEO

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Manage episode 501600712 series 3595774
Content provided by Finn Thormeier. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Finn Thormeier or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://podcastplayer.com/legal.

Tushar Makhija is the co-founder and CEO of TeamOhana, a workforce intelligence platform that unifies finance, HR, and talent data, so growing companies can plan and manage headcount in real-time.

In this episode, Tushar shares how TeamOhana is breaking into enterprise deals while still winning $15K mid-market accounts, and why he believes spreadsheets are the silent killer of scale.

Topics we cover in this episode:

- Why $15K is the minimum price even for tiny teams

- What most SaaS founders get wrong about Workday

- From 150 to 15,000 employees: scaling up-market without losing speed

- The strategic manifesto Tushar wrote before writing code

- Why spreadsheet workflows kill growth (and how to replace them)

- How to build multi-product from day one without losing focus

- Case study: landing Scale AI with a 30-day exit clause

- Why you should produce your own founder podcast (and send it to every hire)

- The LinkedIn + long-form strategy driving brand and pipeline

- How TeamOhana frames “collaborative workforce intelligence” to win deals

Connect with Tushar:

LinkedIn: https://www.linkedin.com/in/tusharmakhija/

TeamOhana: https://teamohana.com

Connect with me:

LinkedIn: https://www.linkedin.com/in/finnthormeier/

Website: https://www.project33.io/

Podcast: https://open.spotify.com/show/03CXzsZp7wdqIRVDcqPTFH

Don’t forget to subscribe for more founder-led marketing playbooks from high-growth SaaS leaders.

Chapters

00:00 Why TeamOhana starts every deal at $15K

02:01 The hiring spreadsheet every company hates

05:10 Why selling to both Finance and HR was non-negotiable

08:30 Breaking into enterprise: from mid-market to 15K+ employees

10:40 How Tushar priced for scale (and resisted the $1K/month trap)

14:20 Building a multi-product platform with a narrow start

18:30 Turning spreadsheets into cloud-native workflows

22:00 The playbook for converting $15K logos into $100K ACVs

24:10 How Scale AI became a customer with a 45-day escape clause

28:30 Competing with Workday: why they’re a filing cabinet, not a system of action

32:50 Why hiring managers must live inside your product

35:00 GTM channels: website, LinkedIn, outbound—and one long-form bet

38:00 The 2-hour podcast Tushar made himself (and why he did it)

41:00 Every new hire watches the founder video—here’s why

42:45 Final advice: pick 2–3 channels and go deep

#linkedin #founderledmarketing #linkedinads #linkedinagency #founderbranding #saas #b2bmarketing #demandgeneration #demandgen #content #b2b #revenue #contentmarketing #performancemarketing #videomarketing #personalbranding

  continue reading

122 episodes

Artwork
iconShare
 
Manage episode 501600712 series 3595774
Content provided by Finn Thormeier. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Finn Thormeier or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://podcastplayer.com/legal.

Tushar Makhija is the co-founder and CEO of TeamOhana, a workforce intelligence platform that unifies finance, HR, and talent data, so growing companies can plan and manage headcount in real-time.

In this episode, Tushar shares how TeamOhana is breaking into enterprise deals while still winning $15K mid-market accounts, and why he believes spreadsheets are the silent killer of scale.

Topics we cover in this episode:

- Why $15K is the minimum price even for tiny teams

- What most SaaS founders get wrong about Workday

- From 150 to 15,000 employees: scaling up-market without losing speed

- The strategic manifesto Tushar wrote before writing code

- Why spreadsheet workflows kill growth (and how to replace them)

- How to build multi-product from day one without losing focus

- Case study: landing Scale AI with a 30-day exit clause

- Why you should produce your own founder podcast (and send it to every hire)

- The LinkedIn + long-form strategy driving brand and pipeline

- How TeamOhana frames “collaborative workforce intelligence” to win deals

Connect with Tushar:

LinkedIn: https://www.linkedin.com/in/tusharmakhija/

TeamOhana: https://teamohana.com

Connect with me:

LinkedIn: https://www.linkedin.com/in/finnthormeier/

Website: https://www.project33.io/

Podcast: https://open.spotify.com/show/03CXzsZp7wdqIRVDcqPTFH

Don’t forget to subscribe for more founder-led marketing playbooks from high-growth SaaS leaders.

Chapters

00:00 Why TeamOhana starts every deal at $15K

02:01 The hiring spreadsheet every company hates

05:10 Why selling to both Finance and HR was non-negotiable

08:30 Breaking into enterprise: from mid-market to 15K+ employees

10:40 How Tushar priced for scale (and resisted the $1K/month trap)

14:20 Building a multi-product platform with a narrow start

18:30 Turning spreadsheets into cloud-native workflows

22:00 The playbook for converting $15K logos into $100K ACVs

24:10 How Scale AI became a customer with a 45-day escape clause

28:30 Competing with Workday: why they’re a filing cabinet, not a system of action

32:50 Why hiring managers must live inside your product

35:00 GTM channels: website, LinkedIn, outbound—and one long-form bet

38:00 The 2-hour podcast Tushar made himself (and why he did it)

41:00 Every new hire watches the founder video—here’s why

42:45 Final advice: pick 2–3 channels and go deep

#linkedin #founderledmarketing #linkedinads #linkedinagency #founderbranding #saas #b2bmarketing #demandgeneration #demandgen #content #b2b #revenue #contentmarketing #performancemarketing #videomarketing #personalbranding

  continue reading

122 episodes

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