The Interview

Kluster's Take

Tom spoke with Jonas Samsioe, VP/Head of Sales & Revenue Operations at Kaseya. He explains his philosophy of always putting the customer first.

Jonas has worked as a sales manager and also has a consulting background. Revenue operations ties in very well with this. He explains that when consulting you’re always selling. The key is working out what the customer needs.

Jonas explains that most reps want to sell more effectively. He believes his background has taught him to put the customer first. He works out the differences between the internal customers and how to provide what they need to improve performance.

Jonas explains that Kaseya has over 35,000 customers, with a land and expand strategy. They have weekly business reviews which are published. These summarise the performance of every sales manager and their reps. This allows Jonas to quickly see what’s happening and observe trends. His ethos is to do something before it goes wrong. 

Jonas has salespeople take a test ahead of time, developed with their private equity firm. This is to assess if the salespeople would be successful at Kaseya. The majority of the people who are successful in the test are successful in the organisation too.