EPISODE #003
Elana Freeman, ISR at Secure Code Warrior, joins host Neil Bhuiyan to share how her SDR story ended up, in cyber-security-space! Don’t miss Elana’s golden-nuggets for brand new SDRs.
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EPISODE #003 TRANSCRIPT
TL;DR
+ Introduction [00:00:09.100]
Neil Bhuiyan Hi there, guys, and welcome to episode three, of the SDR Disco-Call Podcast. I'm your host Neil Bhuiyan. Today's guest is Elana Freeman, who is actually a former student of mine. And we're going to be discussing how Elana went from retail sales, went travelling around the world in Asia, and then decided to start with SaaS, her onboarding experience, and how she's currently progressing into an inside sales role at Secure Code Warrior.
So how does the SDR Disco-Call Podcast work? Well, it's actually a Discovery Call, hence the name. And every Tuesday at 8am, we're going to have a brand new SDR for 30 minutes, and an agenda of introductions, their SDR story, and three key takeaways that they've learned, to share with other SDRs. So with that in mind, let's begin.
So I'm really excited to introduce the next guest, this is Elana Freeman, and funnily enough, Elana was actually one of my former students, and a top student at that, and is actually currently one of our poster girls in a lot of the HappySelling trainings.
And I'm super excited for Elana to come on the show today, to kind of give us her SDR story. So on that note, Elana, welcome to the show. How are you doing?
Elana Freeman Very well, thank you Neil. How are you?
Neil Bhuiyan I'm super. Thank you very much for asking. So, Elana, to help set the scene, could you just let the listeners know who are you, currently what do you do, and where are you working at the moment?
Elana Freeman Certainly. So my name is Elana Freeman. I am an ISR, that's an inside sales representative. I work at a company called Secure Code Warrior, and Secure Code Warrior helps developers write secure code, simple as that.
Neil Bhuiyan Cool. So you're kind of in the cyber security space, is that right?
Elana Freeman Yes. Cyber security, application security. Yeah.
Neil Bhuiyan Okay, so for a lot of techie people out there, so who are the like normal type of prospects or people that
Elana Freeman So I speak with, typically with, let's say, Information Security managers, and chief information security officers, most commonly known as CISOs, security architects, sometimes learning and development comes into play because we can be seen as a training tool, even though we're more of a program. And let's give you one more, CTOs, chief technology officers.
Neil Bhuiyan Okay, cool. And how long have you been at Secure Code Warrior, Elana?
Elana Freeman I have been at Secure Code Warrior, since May, 2018. So that's just over two years now.
Neil Bhuiyan Okay, cool.
+ What prompted Elana to get into sales [00:03:01.740]
Neil Bhuiyan And, really, kind of a good question people want to understand is, kind of, what prompted you to get into sales, and starting at Secure Code Warrior. What's the story behind that?
Elana Freeman Well I'm sure everybody has been in the situation, and they felt I actually never grew up thinking I want to be in sales.
Neil Bhuiyan Yeah.
Elana Freeman I mean, fair enough of people that did. And that definitely wasn't why, how, I envisioned my career path to go. And, I remember when I used to ask people, when I was younger, how did you get into your job? And, you know, how did you know you wanted to be this person? They said, oh, I just fell into it, and I'd be like, wow. How do people fall into jobs that I actually feel like I fell into my job and now I know how it works.
Neil Bhuiyan And, like, prior to kind of Secure Code Warrior, if I remember, like, you used to work in sales at Ted Baker, you've done a bit of travelling and volunteer work. What was going on, kind of before you jumped into that sales job?
Elana Freeman Just the opportunity came around when I was working at Ted Baker, and Selfridges as a sales assistant. The main goal was to actually earn money to go travelling. Then I went travelling for about 15 months. And even during my travels, I worked in hospitality. So everything I've done so far has been very much customer facing, very much people focused communication and interaction.
+From travelling the world to destination SaaS [00:04:40.100]
Neil Bhuiyan Well, so working in the retail space, working in front of customers, getting that kind of experience, then traveling around the world as well, doing some jobs, what kind of places did you travel to? What countries? What sights and sounds did you see in those travels Elana?
Elana Freeman Gosh, it was the best time. So I went to, I saw stuff in South-East Asia. So that was Thailand, Vietnam, Cambodia, Laos. Went to Bali for a bit. Then I went home for two weeks, essentially changed my, changed all the clothes I had, and whipped around to be able to make me go to South America, very, very different experience. And then I went to Colombia, Brazil. I went to Brazil for about, went to Peru, Bolivia, and then I flew over to Australia, lived there for nine months and worked at a little place called Airlie Beach, which was a very, very fun time. It was basically like a matinee. And then I went to New Zealand for five weeks, and then I went home.
Neil Bhuiyan Wow. So you've seen a lot of sights and sounds and different tastes. And then you came back to Blighty in London, and kind of, so a lot of people that I've met in the past, they've either started like a corporate sales job, or like ourselves. They've gone into kind of the start up phase. What was your journey kind of finding that first job when you got back? What was that experience like?
Elana Freeman So I wanted to work as soon as I got back, and I didn't know what I wanted to do and another opportunity came around for me to just be a receptionist at a local orthodontist near my house. So I did that for a bit, just to kind of back into normal life. And then I started on my LinkedIn, and I made myself available, I selected available, looking for jobs, and a recruitment company reached out to me, they're called Venatrix, and they essentially hire, well, they get people on board and recruit them towards SaaS SDR, so, sorry SaaS companies. And, at the time they were just looking at SDR roles. But I do believe since then they've actually expanded to more senior roles.
Neil Bhuiyan Cool.
Elana Freeman That recruitment process was interesting in itself. I didn't actually have, put, much pressure on myself because it was the first, because I had to go through an assessment centre with them, and I just went along. I thought I was the first one. Realistically, who knows what can happen? But, they wanted me to represent them. And then I had a few interviews, and slowly but surely, Secure Code Warrior found me, or I found them.
+ Understanding what the term SDR actually means! [00:07:37.320]
Neil Bhuiyan Wicked, that is an amazing journey, and something that I've experienced myself when using the term SDR, or people that are looking for new sales jobs that come across the acronym of sales development rep. When you first heard SDR, what was your understanding of it, and what did it mean to you back then?
Elana Freeman I don't know. I didn't really have much visibility, because I think, SaaS organizations are unique in their own way.
Neil Bhuiyan Yeah.
Elana Freeman And typically, so none of my friends, interestingly enough, are actually in sales.
Neil Bhuiyan Yeah.
Elana Freeman I didn't really have that visibility to what it's like to work in sales, it's still quite new to me, and also it felt quite daunting, because, you almost go in with a sense of like there's not that much security, because of the commissions, and the way sales is sometimes portrayed out there in the wider world. And so, I think the way it was positioned to me, was more business developments, you know, putting yourself out there. And I just thought that those skills are very valuable, and those skills will take me much further than anything that I could probably start with.
And not to say that I didn't back myself, but I had a degree. I went to Nottingham University, and I did a degree in economics because I genuinely thought that could help me open doors. But yeah, being an SDR, I thought was actually, probably, going to be the best first step.
+ How Elana found the right SDR role and interview red flags [00:09:27.390]
Neil Bhuiyan And it was definitely a good step to take, so well done for doing that. So obviously, like you've gone through this process with Venatrix, you've then bumped into Secure Code Warrior. What was that process like, about joining the company, interviewing with them, and trying to figure out is it a fit for Elana?
Elana Freeman So interesting. So I did, like I said, Venatrix set me up with a few interviews, one of which just didn't go well. And I was like, was it me, was it the company? But then when I met David, one of my old managers, I just knew that this is how the interview was meant to go. We had a conversation. I felt comfortable and we got along really well. And then when I compared it to the interviews that hadn't gone well, I thought, okay, it wasn't just me.
And, I think it was quite a fairly swift interview process. And that might be because there was only about 25 people in the company at the time. So it's not like there were loads of people to go through. I probably had about three interviews, one with the manager, one with someone I'd be working with closely in the office and one with their CEO.
Neil Bhuiyan Cool, perfect, and obviously we'll get back into Secure Code Warrior and like the beginning of that journey, but I think it's really interesting to hear about you said, you went through some interviews and they weren't that great. And obviously you had your chat with David and that was good. What was it about those things that kind of gave you red flags? You think that's not really a company I want to join into.
Elana Freeman I wish I could remember the story, because I actually almost had a bit of an argument. And one arguments, I'm not an argumentative person at all, but the guy was rubbing me up the wrong way, and I can't really remember why. But I just think he was questioning my integrity. And I just felt a bit, I just, I was bit taken aback, and I just thought, no like, I didn't feel comfortable during the interview process. This phone conversation hasn't been that enjoyable. This isn't going well. So yeah that, I guess, that was an experience in itself, considering I don't actually have a job at, well, I didn't have any SDR job at the time.
Neil Bhuiyan Yeah. But I definitely, I agree, like it's all about that initial experience, not just for companies to vet SDRs, but the SDRs that are going to go take on that job. They also have to feel, you know, the company cares, they've done their research, they're asking the right questions and they're looking for the right people. Well that process in itself has to be good. And by the sounds of it, you had a better experience with David at CW.
+ Tips for interview success [00:12:06.880]
Neil Bhuiyan So, really happy to hear that otherwise we would have never met you, Elana, so it was a good thing. So, again, some of these listeners that are in, they may be thinking about applying for an SDR job or, you know, going up for their first interview. What kind of tips would you give them to kind of prepare them and get them ready for that sort of interview experience?
Elana Freeman I think if you're going for the SDR role, don't put too much pressure on yourself, your not expected to be perfect. SDR roles are meant to be, you're meant to be someone that is very moldable, in the way that there's so much to learn. So don't feel like you need to know everything. I think as well, being yourself is great, because it's all about personality, it's very much either phone to phone, or face to face, sorts of job. So if you know, you've got I mean, I'm sure you've got a great personality, so try and make it shine. Obviously don't go O-T-T. That's hard to do maybe in like a half an hour interview.
Neil Bhuiyan Yeah.
Elana Freeman But if you can show the sort of personality you have, then they're more likely to get to want to see more of it, and be able to see how you can actually fit in with the organization. Because what I'm saying is, even in the conversations I'm having now with prospects, with clients, is that culture is so important in an organization and is about the skills and your capability. But as an SDR, that's the beauty, is that you're given the opportunity to actually grow.
So if you have that, I mean, at the time when I was being hired, I didn't I'd never been an SDR. I had to learn what SDR was, probably a month before my interview with David. So actually, I genuinely believe it was myself, my culture, and my personality, and the way I presented myself, that opened that door for me.
A nice memory. So when, throughout my SDR career, obviously, not obvious, but sometimes I would doubt myself because it is a hard role, and I am so new to it. And I was always asking for guidance which would bring me swiftly onto how I met you, but dominoes jumped too far ahead. And I once asked David, I just said, so why did you hire me? And this was maybe six months down the line. And I remember him saying, you know, at that interview you approached me. So I remember I was early.
I recognized David's picture. He was sitting wherever he was, I think it was on maybe a hotel lobby, and he was on his laptop, had a glass of wine, very David. And I just went up to him and I was like David? And I think for him, that's what he liked. Set the interview off to a good start, so. You just go for it, that's something that I would do anyway. Wherever I go, if I see friends out, I got to go and say hi, why wouldn't I do that with someone who I'm potentially going to be working with?
Neil Bhuiyan I love that. So that's basically taking the initiative, being fearless, just walking up and just sparking off the conversation. And that's what we have to do as SDRs, right? We have to have that sort of feeling inside us to want to speak to people, because that's what we do best. Absolutely love that story. And I'm sure when he hears this back in the coming weeks, he's going to love that story as well as he's going to remember it.
+ Newbie SDR experiences, onboarding and the day it all clicked [00:15:53.790]
Neil Bhuiyan So obviously, you, like you said, you've gone into the role. You successfully become an SDR and like you're going through, like, the initial sort of training, and just getting on the phones and stuff like that. What was going through your mind when you were learning all these techniques, and who you had to speak to and learning about your company and its culture and all of that? What was that experience like?
Elana Freeman It was daunting when I look back. They was also very insightful, and I learned a little about myself, how I should be communicating, and if I just take you through, I guess, my introduction, so my final interview was with my CEO, Pieter Danhieux.
And then after that, I was kind of like, okay, now you're part of Secure Code Warrior, rock hard at 09:30, on a Tuesday morning at WeWork, one of the WeWorks in Moorgate.
Neil Bhuiyan Yeah.
Elana Freeman So I did that and I walked into an office and there was one other person in the office, someone who had just been hired a month before me, to do the same role. And we were the first two people doing this role in the whole organization.
And there was only two other people. There was four people in the office all together, including myself. So it was very much, you know your job. Now execute and jump on calls, listen to what's going on in conversations, these are people that these are your personas that you need to reach out to. Yeah, LinkedIn is great. Jump in the phones, use emails I didn't have any tool like at the moment. We have outreach, but there was no source of sales enablement tool.
So it was not me creating Google Doc Sheets, or to some other equivalents like Microsoft Excel, and to be able to keep track of what I was doing. And it felt, the reason why I was dodging, it's like I felt manic, it was like I got so much to do and I had to learn about what the company did. I had to learn about security, cyber security is like a whole different world, and going to events, I was being encouraged to meet people face to face, so it was I just was thrown into it.
But I think that's a great way for it to learn and to try to learn quickly. And I do remember the day that everything just clicked and it wasn't a month or two months afterwards, it was quite a while afterwards, where everything clicked. And when it did, it felt great. And it made me realize that that whole onboarding process, if you want to call it that, and that builds resilience.
Neil Bhuiyan I love it. So like a baptism of fire. Perseverance of a lot of madness and new things going on, and then one day it just all fell into place, is that right?
Elana Freeman Yeah, I had that at that moment. At that moment where everything just clicked and, I think it was when I realized, because as an SDR, so typical SDRs I know, their job is to book meetings, book X number of meetings a month, that the nature of Secure Code Warrior is, is it necessarily book the meetings and that's all you're doing? I was kind of surrounded by colleagues that were very supportive, and wanted to help me progress, so, being able to maybe get to run demos, that that was the next step.
And I realized when I could do that, or maybe even do that on my own without any assistance. I was like, I do understand what I'm doing. Try and ask the right questions and I can get to the next step.
Neil Bhuiyan Hundred percent, I think there's a really good saying that I learnt during lockdown, which is, sometimes you have to believe in others' belief of you, before it kicks in for yourself. And, to your point, having a really supportive team behind you to kind of like gear you on and cheer you on. It's something I did a lot. The time when we used to have our ones, ones I remember and I just used to sit and think like, you know it.
+ Elana’s world: what it means to be a 'Warrior' [00:20:09.210]
Neil Bhuiyan And I don't want to tell you, because I want you to get it yourself. And I'm really proud to see you how you've grown up in the past year or so. But obviously, like, things have moved on a little bit. You're currently really progressing into your role, kind of. What's going on in your world right now, like where are you now?
Elana Freeman So now the organization doesn't officially have SDRs. We're now called ISRs, which is, like I said at the beginning, so we're inside sales reps. And our role is to quantify needs. Create opportunity to have those discovery calls, create opportunities and also take those opportunities to what we have is as a trial stage, the platform that we have is used by developers. So the typical part of the process is for the developers to actually try out the platform, whereas if it's something that they can see working with everyday life in their own office, or home, and well, so we found as an organization, taking opportunities to trial is far more valuable than just asking us to just book those demos.
So I need to not only make sure that I can create opportunities, quantify those needs, but also take those opportunities further along the sales cycle, to trial stage. So that's what's going on at the moment with me in my official role. There's of course, there's a project going on on the side to do with, let's say, sales enablement and, I mean, I did a trivia last night on indigenous peoples, that's part of our culture program, in August, about indigenous peoples, and it says it was a global initiative, and so I also do stuff like that on the side. Warriors give back as well, is what we call that.
Neil Bhuiyan So that's kind of like a philanthropic cause within the company. And you're part of that, is that right?
Elana Freeman Yeah. Yeah.
Neil Bhuiyan Cool. And as you mentioned, like, you're obviously doing parts in the company, like the role has now evolved slightly more than just, like you say, booking meetings. How did you find the process of, like you came in initially as an SDR to help book meetings, and now you're taking it on a bit further? You mentioned also that you were kind of doing demos as well. What was the learning curve like that, from transitioning from initial meeting booker, to kind of like doing more of the actual sales process itself as well?
Elana Freeman Well, fortunately for me, it is been gradual. It hasn't been okay. And today you have to do what you have. You have three more responsibilities on your plate. And it was very gradual and daunting again sometimes, because you think, gosh, can I do this? But I always knew I had the right support network. So, one thing that I know works really well with ISR or SDR roles, is having your respective AE there to guide you along the way.
+ Why everyone needs a supportive AE [00:23:29.340]
Elana Freeman And I've been very fortunate enough to have a very supportive AE. You know, they just, you just know that you wouldn't be given that responsibility, unless they trusted that you could take it on. And sometimes, I almost sometimes ask myself, I would sometimes tell myself it's okay if I fail, that's no problem, I'd rather fail sooner rather than later, and I'd be given the opportunity. So, taking on that more responsibility?
Elana Freeman I did feel like I was ready for it. I mean, I was probably already doing it without even realizing that it being gradual definitely helped.
Neil Bhuiyan Love it, and you mentioned the very big key piece, which I'm a huge fan of, is kind of like the SDR and a harmony. So working with your closer, them kind of giving you some reins to try stuff out because they trust you. Like, walk us through, like the introduction to your AE, how you guys work together today, kind of what's that relationship like, and how has this person helped you to become like, who you are and what you're doing now?
Elana Freeman So, my AE is called Sean Madigan, I don't think he'll mind mentioning his name. He is quite modest. But anyhow. So. When we started at Secure Code Warrior it well, when I say when I started at Secure Code Warrior, he was sort of the only sales guy in the room. So I think it's been a great journey together. Now, him and I are, I guess you could say, amigos, longest-standing sales employees. So, how we work now is very much I mean, it's always been about communication, it's always been about making sure that we're both on the same page, making sure that we're being transparent with each other.
If I've got anything and any bone to pick, which I don't, it would never get into that because we're so transparent, because we always talk about what's going on in our world. I think when something that's really important as a partnership is to actually know what drives up the person, whether not it's going to help them reach their commission and their actual target, or what's that. And also what's going to help them with the future. That's always important. But I think the best way to describe our partnership is just communication and supporting each other.
If an emergency ever happens, I know that he'd be there for me and I'd be there for him. And furthermore, if I go away for two weeks, I trust that Sean will be able to handle anything that comes his way. That was meant to be my responsibility. And I think the same would be for him.
Neil Bhuiyan Love it. It's really good to have that sort of strong bond with your account executive. So if I get it right, it's a case of transparency, constant communication, kind of know where each other where you're standing with things, by having each other's backs. And that's kind of how you guys have built your relationships to help each other out, is that right?
Elana Freeman Yeah, it is, and it's worked, which is good.
Neil Bhuiyan And, obviously we never know, there could be some account executives that are listening in, because they want to have a better relationship with their SDRs. If an AE is listening and they're not sure, what advice would you give to that AE, to get the best out of their SDR, Elana?
Elana Freeman Treat them as your equal, coach them. Almost be open with you wanting them to eventually be in your role, because then it's no competition, where you're not competing against each other. We want to help you. So we will help you, because that is our job. But, by you helping us, makes us almost be more motivated to do so.
Neil Bhuiyan So AEs, if you're listening out, those are some golden nuggets being dropped by Elana and I 100 percent agree with that. At the end of the day, it's a team effort. You guys have to work together, not against each other, and you're both batting for the same side. So it's important to have that. And again, if any listeners are in there, and they're kind of new to this role, my recommendation is within your first week just book, I don't know, 30 minutes with your AE, maybe take them out for lunch to get to know each other.
Neil Bhuiyan I think that's always a great icebreaker as well.
+ When the going gets tough [00:28:39.110]
Neil Bhuiyan So Elana with, obviously, you're doing your own stuff. And I remember just before this podcast, I was having a conversation about progression and kind of like what the future holds, etc. And this was a conversation you and me used to have a lot of one on ones, where you were thinking, you weren't sure if you want to move into this role, or is the SDR role for you? Because at other times it wasn't all roses and sunshine. There were tough times as well.
And I remember us one day. We was down by London Borough and we was having a heart to heart about kind of what is the future, kind of where thing's going.
And I said, you know what? You've got it. You've got that spirit. Just stick at it. How do you deal with tough situations and how do you think about career for future and how have you dealt with those tough times?
Elana Freeman Neil, I think I got emotional when we were down. And I mean, I remember exactly the moment you're talking about, and I remember trying to hold back tears just because I think it's so important to show your vulnerability. Fortunately, I'm very comfortable with that. I think, you know, as much as I say communication with your AE, I just think communication with anybody, if you're feeling something, and you know, you have a good relationship with a colleague that you feel that. Yes, maybe just one event, but also constructive criticism or just advice, anything, they can't guess what's happening in your mind.
So I think tough situations, talk about it. Everyone would have been in your shoes. The good thing about being, I guess, young in an organization and also as a fairly junior role, is that you can feel that everybody above you has probably felt every emotion that you've had.
So there's so much, so many opportunities there, to learn not only about skill development, but also about your emotional intelligence, how to cope with being in the workplace, that's not always an easy feat. So the tough times, I mean, as well with the role, you know, not hitting targets, having no responsibility for a significant period of time, you think God, what's happening is it me. No, it's not me, but still, why is it not happening then?
You have to get through those down days and it will happen because as long as you're doing the right thing and I remember you always used to say to me, as long as you're doing the right thing, it will happen. And it did.
Neil Bhuiyan It did, indeed, indeed.
+ Ambition vs Limitations [00:31:23.050]
Elana Freeman What was the second part of the question? I was talking about getting through these tough times, but there was another part.
Neil Bhuiyan Yeah. So in terms of like you were somebody who wanted to, like myself, when I was an SDR, I wanted to progress quite quickly. I thought I was ready for things. And even as your coach, I used to say, I don't think you are ready. And we had the honest discussion, kind of like how have you dealt with your own ambitions? And sometimes where you may find limitations in not having that experience, like, how do you overcome that?
Elana Freeman Asking for help. I just ,I think during lockdown in particular, so. I've been at that organization just over two years, and like I said, beginning of the podcast, May 2018 was when I joined. So, in the height of lockdown, is when I hit my two year mark and I just started to say, I have my birthday in June. So I just started to think, oh, my God, where do I want to be in five years time?
Like where does where's my career path going to take me? And we were just discussing earlier, and normally when you go into the office, you can have those thoughts, and then you get distracted, because someone says something hilarious, we go out for lunch, we go out for drinks after work, and you think whatever, it will all sort itself out, which it will. But when you're in lockdown, it's harder to take that view, and you're kind of, well, I know at some point I was wrapped up in my thoughts and I just really started thinking hard.And I guess the harder you think, the more narrow minded you become, and you kind of look at the bigger picture.
So one is, yes, being patient. Knowing every thing I do each day is part of the journey. But then, like I said, asking for help. So seeing where I can get that career advice from, or maybe just being self-aware, I think, is the first is another great step to make. Being self aware of how you're feeling, what's going through your mind and acting on it. So speaking someone see, what can I do now, that will help me get to where I want to be, and that might be starting a course, starting a project within the organization, or it might be doing things outside of work that make you feel happy.
So maybe, taking up a new hobby. All these skills will help when it comes to personal development. And it just makes everything when you feel like everything's really slow, and is not moving quickly. Knowing that you're doing that, that extracurricular, so to speak, at those extracurricular activities, just means that you're moving, just not as quickly as you want to be. But the beauty of the pandemic is everything, it just slowed down even our lives, which was quite nice as well.
+ Career progression and the future [00:34:40.610]
Neil Bhuiyan And I'm really happy to hear you saw the beauty in that and you were able to go on that journey of self discovery and get those things. And a question that I'd always ask you, like when we were working together, is what you see the future for Elana like, kind of where do you want to progress to, what thoughts have you been thinking about career wise?
Elana Freeman Oh, Neil. What I've been thinking about career wise, so the natural progression would be to become an AE. I think it would be silly not to try go for that because. I've built all these sales skills, it would be nice to execute, and I even remember you saying that the best AEs would have been SDRs, because they just have that knowledge. You know, they've already built in those listening skills. They've already built in that need for discovery, that need to find the pain. So I think that would be the most obvious next step.
Neil Bhuiyan I would agree, I thought exactly the same thing, and I think a lot of SDRs that are either in the role or currently getting into the role, they would say the same thing. But another key takeaway that I gave, like when we were together and something I teach, is that the path of the AE isn't always the same path for everyone. Similar to myself, all I wanted to be was a closer and, make money and commission, and I got into it, and I just found out it wasn't for me.
Neil Bhuiyan I moved off into customer success, because I found that I love spending time with customers even after getting the doc you sign in, but kind of like what else I say, if it wasn't going to be the sales role, what other things kind of roles in SaaS companies interest you Elana?
Elana Freeman That's a hard question. I think a lot of SaaS companies are young, so that might be a generalization. But that's been what I've seen so far, and I have seen even in Secure Code Warrior, roles be created. So at one point to me, all that was available was sales, customer success, and marketing, and engineering and product. And when I joined the organization, there were about 25 to 30 people and now there's 150. So they can't all be doing that. So, I think I don't know, is my honest response. But what I do know is there is a lot of opportunity.
+ Elana’s key takeaways [00:37:23.510]
Neil Bhuiyan And I love it, I love it, so we're coming kind of to the end of our show, and I definitely feel that we could have a longer conversation. So there may be a hint to you that in a few months time, we'd love to have you back to kind of give us an update as to how things are going. But if we can take our minds back to that Elana, who had been travelling, she'd been on the aeroplane travelling around to all these countries, and she came back home to London, and she's just about to meet with David and start this journey with Secure Code Warrior.
What would you say your three key takeaways that you've learned in the last two years, that you'd like to give to that younger Elana of yourself?
Elana Freeman I think what I would tell myself, is, trust your gut. Simple as that. I would tell myself to embrace the opportunity, even the hard times. And the good times and the very mediocre times, because not every day is going to be the worst day of my life, not every day is going to be the best day of my life. But, you know, we move on, and I think one of the last pieces of advice would be, to me, that this is just the start of the journey, so go in with an open mind, and I do think I have an open mind.
Anyway, I don't believe you can travel practically the whole world without an open mind, but, you know, the working world, I didn't know they could be so casual, instead of corporate. And so, I just think going with an open mind into the professional world and just back yourself.
Neil Bhuiyan I love it. Thank you so much, Elana. So obviously there may be some listeners out there that would love to perhaps get a bit of your time to ask more questions. So obviously, I will be placing notes into the show notes for your contact details. But what's the easiest way to get in contact with Elana?
Elana Freeman LinkedIn. https://www.linkedin.com/in/elana-freeman-5b949a9b/
Neil Bhuiyan LinkedIn, and how would you like to be contacted on LinkedIn when somebody's sending you that first request note? What should go into that request note, Elana?
Elana Freeman Wow. SDR me. You know, just say, who you are. Where you've heard me from, probably first start off with how you know who I am, what you like, what your request would be, and yeah, I mean, I'd be very shocked if I got that.
Neil Bhuiyan Cool, because I think the reason why I ask that is kind of one of the questions you used to ask me quite a lot about Neil what should I send on that, send a connection request on LinkedIn. So now I'd like to put you in the hot seat to see how would you like it on the other side. Well Elana, thank you so much for joining the SDR Disco-Call Podcast. We hope to have you as a guest in the future. And once again, Happy Selling Elana.
Elana Freeman Thank you. Thank you for having me, Neil.