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Ryan DeForest is Head of Strategy and Operations at Flatfile. Prior to joining Flatfile, Ryan was employee #12 at Gong where he helped create the entire Go To Market team over a 4.5 year period which included building 3 teams from scratch. He loves working with SaaS companies that are creating brand new markets and categories in order to establish and maintain their leadership within them. You can connect with Ryan at https://www.linkedin.com/in/ryandeforest/ This week\'s episode was brought to you with the support of Indeed, Shopify and Netsuite so please check them out for a special promotion at indeed.com/scale, Shopify.com/scale and netsuite.com/scale