I’ve known David for years (ServiceNow was actually my very first client back in 2013)…
But I’ve never heard the backstory on his leadership journey, until now.
David is a legend in the Valley for having scaled Data Domain from 0 customers / $0 Rev to an acquisition EMC and > $1B in Rev…
And ServiceNow where he led the sales org from < $200M ARR to $4.5B ARR and a $100B market cap over a 10 year stretch—an accomplishment few people on the planet have achieved.
Having spoken to dozens of current/former ServiceNow employees they all basically said the same thing:
They would walk through a burning wall for David.
What inspires this type of fierce loyalty?
Knowing your #s, dialing in your Capacity Model, and honing your GTM Strategy are obviously important.
But when it comes to the people side to management, world-class leaders like David lead with their heart—and their people can feel it.
As Sales Leaders, we should all take to heart something David told me:
“It’s all about maximizing the potential of your people. How you choose to lead your team matters.”