A Product Market Fit Show | Startup Podcast for Founders
00:49:53 · Pablo Srugo, Colin Zima
[00:49:53] S2: This is where to me, this playbook, like you mentioned the risk. Which I think is a genuine risk, but I'm like, if you're selling large mid market or enterprise. Why wouldn't you go and try to hire? I mean, there were times where it was just not doable because they're making so much money. You can't take them. But you've got the SaaS apocalypse playing for you still now, like you've got these stocks are flatlining or going down. They're certainly not going up fast. You can go to these people and be like, hey, you've sold your old product to, you know, X number of people. Come sell my new hot product to those same people. It's a no brainer. [00:50:25] S0: A hundred percent and again, if they're a great seller. They have a Rolodex of people that they just sold to in your space. [00:50:31] S2: Exactly. [00:50:32] S0: And that product is going to turn over, over time. So a great enterprise seller is almost like a corporate advisor to their accounts. [00:50:39] S2: Yes. [00:50:40] S0: Like you want them to come with a bag of business that you can go address. You have to make sure that you're ready to go address their business and it's taken us time to, you know, scale up to enterprise. But that has so much value for them to actually bring a person that trusts them to have good software and so, that was a huge vehicle for us and go to market.
00:50:40 · Colin Zima, Pablo Srugo
[00:50:40] S0: Like you want them to come with a bag of business that you can go address. You have to make sure that you're ready to go address their business and it's taken us time to, you know, scale up to enterprise. But that has so much value for them to actually bring a person that trusts them to have good software and so, that was a huge vehicle for us and go to market. [00:51:00] S2: Plus one of the, I find, positions that has the most turnover is around go to markets. Maybe Head of Marketing, Head of Growth, or Head of Sales, you know? And if you hire somebody from your industry who's sold, whatever, and let's say you can back channel and know that they actually sold that. And they can't sell your product, now you've got a real something to look into and start thinking about why. [00:51:19] S0: It's true. [00:51:20] S2: Perfect, well, let's stop it there. I'll ask the one question that we always end on. If you had maybe one top piece of advice. Something you find yourself saying to early stage founders pretty often, what might that be?
00:51:20 · Pablo Srugo, Colin Zima
[00:51:20] S2: Perfect, well, let's stop it there. I'll ask the one question that we always end on. If you had maybe one top piece of advice. Something you find yourself saying to early stage founders pretty often, what might that be? [00:51:32] S0: I think the main one is just, be thoughtful about where you're spending your time and what you're doing. The company only gets more valuable every day based on what you do and so if you reflect on a day. Think about whether you made the company more valuable or not and if you didn't, think about what you should have done to make the company more valuable. I think people fall into doing work. It's like going to meetings. If you're a big company you go to a lot of meetings. When you're a startup you're keeping the company afloat yourself. If you have a meeting you didn't make the company money that day. Maybe you made the company more aligned. Think about where you're spending your time and make sure it's good. [00:52:13] S2: Love it, perfect. Well, Colin, thanks so much for spending the time and it's been great. [00:52:16] S0: Of course, thanks for having me. [00:52:17] S2: Wow, what an episode. You're probably in awe. You're in absolute shock. You're like, that helped me so much. So guess what? Now it's your turn to help someone else. Share the episode in the WhatsApp group you have with founders. Share it on that Slack channel. Send it to your founder friends and help them out. Trust me, they will love you for it.