Sales Talk for CEOs: Going from the Wild Wild West to Sales Structure with Michael Katz (S4Ep20)

Aug 15, 2023 | Sales Talk for CEOs Podcast

From youngest CEO on the Nasdaq to an industry he never dreamed he’d be in. You’ll want to dive into this exclusive interview with CEO Michael Katz, founder of mParticle, with a mission to unify and organize customer data, unlocking its untapped potential.

mParticle was born from Michael’s triumph at Interclick, where data-driven approaches led to business success.

Recognizing the growing significance of mobile and the complexity of customer data, he seized the opportunity to create a platform that could rise to these challenges.

Because Michael didn’t know sales his strategy took a unique approach and one that I often recommend for the early days. He was very choosy about who he invited to the table to invest. It wasn’t just money he was looking for, he found people who cared about his success as much as he did.

Starting with founder-led sales and being very successful because of the introductions from his investors, he soon saw the need for more salespeople but not really knowing sales he shares how he hired his first great seller.

Michael soon hired a sales leader and looking back, what he realizes is that he waited too long to bring in sales enablement. Another game changer for his sales growth was collaborating with partners as they played a pivotal role in building trust and influencing decision-makers.

Michael Katz is the thoughtful, purpose driven, gritty type of CEO I’d want to work for. He shares a wealth of knowledge, so I’ll stop here and let you listen to learn the rest.

Watch the podcast below or on our YouTube channel


[00:53] Michael Katz discusses how mParticle manages customer data to increase sales.

[03:22] Michael Katz shares his background and the founding of mParticle.

[05:40] mParticle was founded to solve the technical challenges of mobile app data.

[09:00] Michael Katz utilized his network to make introductions and generate leads.

[11:49] Hiring multiple salespeople with different backgrounds to benchmark their performance.

[18:28] Fine-tuning the sales organization and aligning the different functions.

[26:45] Building a sales organization with regional coverage and vertical specialization.

[32:52] Sales is a system that requires constant fine-tuning and alignment.

[41:26] The sales organization includes account executives, sales management, solutions engineering, and sales enablement.

About Guest

Michael Katz is the CEO and Co-Founder of mParticle, a leading technology company specializing in data infrastructure for the mobile and web industries. With a proven track record of innovation and leadership, Michael has played a pivotal role in guiding mParticle to become a prominent player in the data management landscape.

As the CEO, Michael Katz oversees the strategic direction of the company, fosters key partnerships, and spearheads efforts to deliver cutting-edge solutions to clients worldwide. With a passion for harnessing the power of data, he has helped mParticle establish itself as a vital platform for businesses seeking to optimize their data collection, integration, and activation processes.

Drawing upon his extensive experience in the technology sector, Michael’s visionary leadership has been instrumental in driving mParticle’s growth and success. Under his guidance, the company has achieved significant milestones and earned a reputation for its exceptional data solutions and commitment to customer success.

Social Links

You can learn more about and connect with Michael Katz in the links below.

Connect with Michael on LinkedIn:

Check out mParticle’s website:

You can learn more about and connect with Alice Heiman in the links below.

Connect with Alice on LinkedIn:

Check out Alice’s website:


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