Dock

Hi LinkedIn Fam, I'm on the hunt, again (yay, we're growing)! Dock is expanding, and we’re looking to add another Account Executive to our growing sales team as we enter this next exciting hypergrowth phase! 🚀 This is a unique opportunity to join a fast-paced startup and shape the future of GTM teams. From creating powerful deal rooms to empowering sales enablement and marketing with better content delivery, and helping CS teams provide world-class onboarding and customer experiences, you’ll play a critical role in our growth. You'll work closely with our stellar sales team and me, our Head of Sales, to bring in new business and drive Dock forward :) What you’ll do: 🔑 Convert free users into loyal, paying customers 🎯 Prospect into top accounts, set meetings, and sell the value of Dock 🌱 Help revenue teams track and close more deals and streamline onboarding 💡 Leverage your skills to fuel our next stage of growth If you're passionate about sales, want to have a career-defining moment, you thrive in a startup and want to make an impact - please send me a note or apply here. I'd love to chat. Apply here 👇 https://lnkd.in/ejG62w3Q #hiring #sales #accountexecutive #hypergrowth #startup

Little Things You'll Love: Our new color picker 💙 Design nerds, rejoice! We’ve upgraded Dock’s color picker and made it consistent everywhere you can set colors in Dock. You now have access to: - Preset brand colors - Custom brand colors by workspace - An eyedropper to pick colors - The option to use HEX, RGBA, HSLA, and transparencies This makes it easier to customize the colors of your Dock workspaces. Stay tuned for more little things you'll love 👋

Little Things You'll Love: Drag and Drop 💙 We’ve majorly upgraded Dock’s drag and drop system. You now get a blue dropzone, so you can see where you’re dragging content to. That's it. That's the update.

Little Things You'll Love: Full-width banners 💙 By popular demand, Dock now supports full-width banners at the top of your workspace pages. You can also set the color of your title text so that it doesn't get lost in your fancy new banner. Enjoy looking super polished for your clients!

Little Things You'll Love 💙 Between now and the new year, we'll share 14 little Dock improvements you might have missed, but will definitely love. (Sorry, we couldn't fit them into 12 days.) Our first Little Thing: our new logo and banner cropper. You can now crop logos and banners when adding them to your workspace header—no more worrying about having the perfect image dimensions. This makes it even easier to spin up a new workspace for a client. - See you tomorrow for another little thing ✌️

The best business ideas feel obvious in hindsight - but only after you’ve convinced an entire industry to change with you. When Melissa Rosenthal led creative at BuzzFeed, they faced a challenge: How to monetize the site without ruining the user experience with intrusive banner ads. Instead, they envisioned branded content advertorials that looked and felt like native BuzzFeed content. In 2011, this was a radical idea. Branded content didn’t exist. Most brands were stuck in traditional formats like TV commercials and banner ads. Companies didn’t have social media budgets. Melissa and her team had to walk into boardrooms and convince an entire industry that creative sponsored content was the future. Their persistence paid off. In just three years, BuzzFeed’s branded content division grew into a $50 million business—and reshaped how brands connect with their audience online. - I had an amazing chat with Melissa about her rise from intern to VP at BuzzFeed, her time as Chief Creative Officer at ClickUp, and what she’s up to now as the founder of Outlever. Check out Grow & Tell wherever you get your podcasts.

Does what works for leading a sales team of 8 still hold up for a team of 80? Catie Ivey, who's led big sales teams at Marketo, Demandbase, Pendo, and Walnut, says she doesn't believe in one-size-fits-all leadership playbooks, but she has one strategy she's taken with her to every team: Strengths-based leadership. “Every individual has a unique set of superpowers—things they’re amazing at—and the key to leadership is figuring out what those are and doubling down.” Leading at scale means aligning a rep's personal goals with their strengths. 💡 We love this tip from Catie: She asks every customer why they went with Walnut. From that, she's learned that reps with night-and-day approaches both get a ton of customer love. Sometimes that's the charismatic rep who wins with personality or the process-driven one who excels through discipline. Both can thrive if you let them lean into their style — and then build a repeatable process around them. - You can check out Alex Kracov and Catie Ivey on the latest episode of Grow & Tell on YouTube or wherever you listen to podcasts.

Should we go for fast land-and-expand deals or bigger top-down sales? Most PLG companies with multiple use cases struggle with this. Landing customers with more use cases means more revenue, but it also creates more deal complexity. I asked Catie Ivey how she thinks about balancing this tension at Walnut. Catie said they have playbooks for both motions: volume and value. For volume deals: For single-use-case deals, they focus on removing friction and making it easy for the customer to say yes. They keep the sales process as simple as possible, come in competitive on pricing, and then build value over time. For value deals: For deals that come in at an executive level, the focus shifts to consulting on broader business challenges. They help the customer unpack their end-to-end GTM challenges to uncover all the use cases where they can add value. It’s a longer sales process, but the deals are bigger and stickier. The lesson? Not every customer needs (or wants) the same sales motion. Most PLG companies need a healthy balance between landing fast and selling big. - Catie was an awesome Grow & Tell guest. We talked about her time leading sales & revenue at Marketo, Demandbase, Pendo, and Walnut. Highly recommend checking out the whole episode wherever you listen to podcasts.

🚫 Live training isn’t the answer to customer onboarding On this week's Grow & Tell, Rachel Provan shared with Alex Kracov why live training often fails customers: - Customers forget 90% of live training within 24 hours - Customers aren’t comfortable admitting what they’ve forgotten - It’s costly and hard to scale So what works better? Rachel suggests a “drip” approach — share training in small, accessible pieces over time, using different formats to match different learning styles: - Step-by-step guides with screenshots - Short Loom videos with transcriptions turned into SOPs (Plus, we love the idea of embedding it all in a Dock onboarding workspace. 😉) The key? Make it bite-sized, and make it a quick win—frequent wins keep customers engaged, are more habit-forming, and lead to better adoption. - Catch the full episode of Grow & Tell on your favorite podcast platform. Thanks for a fantastic convo, Rachel!

Customer churn doesn’t happen at renewal time. Customers decide to churn as soon as they have a negative experience with your product. I asked Rachel Provan how CS can be more proactive about renewals. Rachel shared a smart approach: treat the renewal conversation like an employee performance review — there shouldn’t be any surprises. Rachel recommends sending a verified outcomes survey around the 6-month mark. Ask a simple question: “You said you wanted to achieve X with our product. Have you achieved that? Yes or no? If no, you have 6 months to course-correct and deliver value before renewal time. If yes, awesome. You can focus more on optimization and expansion. - Rachel and I had an awesome conversation about customer success leadership. We covered things like: - When a founder should make their first CS hire - How CS can be a good partner to Sales and Product teams - Why live onboarding sessions aren’t always best Check out Grow & Tell where you get your podcasts.