Executing Fast, Thinking Slow: How Matt Wallach Scaled Veeva into a $2.75B Powerhouse

Strategy at Scale

In this episode of Strategy at Scale, we sit down with Matt Wallach, co-founder of Veeva Systems, one of the most successful enterprise software companies in the life sciences industry. While many companies craft visionary strategy statements, Matt reveals why execution—not strategy—is what truly sets high-growth companies apart.

You’ll hear how Veeva redefined cloud-based solutions for pharmaceutical companies and the pivotal choices that fueled their rapid rise—from a startup to a public company generating nearly $2.75 billion in annual revenue. Matt shares a behind-the-scenes look at how the team prioritized discipline, customer selection, and strategic patience to win in a highly regulated industry.

Tune in to learn:

• Why choosing the right first customer can make or break your business
• The strategic reasons Veeva became a Public Benefit Corporation
• Why saying “yes” to every customer request is a recipe for failure
• How “thinking slow” can accelerate long-term success
• The decision-making crossroads at scale: new markets vs. new products

Matt’s story is a masterclass in execution, focus, and discipline in scaling a
business.
Let’s dive in with Matt Wallach.

Thanks for listening! This episode is brought to you by Kaihan Krippendorff of Outthinker Networks, Verne Harnish of Scaling Up, and the team at Growth Institute.