Tom Tunguz

SEPTEMBER 5, 2017

One of the most difficult go-to-market strategies for startups is platform. Platform go to markets mean selling software that can do many things, depending on the customer need. Selling a platform is challenging for five reasons. First, most customers buy software to solve a particular and immediate problem. When pitching a platform, the potential buyer has to imagine what the platform can do for them.

Marketing 171

Marketing Engineering Startup Software 171

Totango

SEPTEMBER 6, 2017

Zendesk is a family of products that helps companies manage the entire customer lifecycle in different ways. They are on a scale that is uncommon for B2B companies, with a $350M run rate, 90K paying customers, and an additional 50-100K free or trial customers at any given time. At Customer Success Summit 2017 , Sam Boonin, VP of Product Strategy at Zendesk, gave a keynote address where he pointed out that “relationships between businesses and consumers are complicated,” because what they want is

Customer Success 82

Customer Success Investment Scale Underperforming Technical Team 82

CloseSaaS

SEPTEMBER 6, 2017

Good founders learn how to be charismatic, confident, and persuasive. Great founders learn something more important.

Sales 52

Sales 52

Tom Tunguz

SEPTEMBER 3, 2017

Every startup’s sales commission plan is different. But it’s key to understand the theory and the benchmark data that governs the creation of sales commission plans to create a good one for your business. Before we begin, let’s define a few terms. Sales compensation is communicated in OTE, On Target Earnings. OTE has two parts: salary/draw and commission.

Sales Recruiting 118

Sales Recruiting Sales Hiring Data Sales 118

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Generative AI is upending the way product developers & end-users alike are interacting with data. Despite the potential of AI, many are left with questions about the future of product development: How will AI impact my business and contribute to its success? What can product managers and developers expect in the future with the widespread adoption of AI?

Generative AI

CloseSaaS

SEPTEMBER 5, 2017

You may think you’re a hustler, but there’s a right and wrong way to get s**t done.

Sales 52

Sales 52