SaaStr 122: How To Successfully Scale The 1-10 Customer Phase Of Any SaaS Business, The True Signs Of A Great Sales Person & How To Analyse NPS Effectively with Edith Harbaugh, Founder & CEO @ LaunchDarkly
The Official SaaStr Podcast: SaaS | Founders | Investors - A podcast by SaaStr
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Edith Harbaugh is the Founder & CEO @ LaunchDarkly, the startup that allows you to fearlessly and swiftly release software by separating feature rollout from code deployment. They have raised over $10m in funding from many previous guests of The Twenty Minute VC including Andy McLoughlin @ SoftTech, Josh Stein @ DFJ and the wonderful team at Bloomberg Beta. As for Edith, prior to LaunchDarkly, she was a Director of Product @ Tripit and Concur. Edith also holds two patents in deployment from her time in engineering at Vignette.
In Today’s Episode You Will Learn:
- How Edith made her way into the world of SaaS and came to found LaunchDarkly?
- Does Edith agree with Jason Lemkin that the hardest element is the 1-10 customer phase? How has Edith navigated this process with her differing companies?
- How does Edith look to structure her sales team to successfully close Fortune 500 deals? What is the fundamental difference in selling to enterprise rather than SMB?
- What can founders do to make NPS a more intelligent metric? How can NPS be analysed effectively to tell you more about the state of your business?
- What are the signs of a truly great sales person? How do they aid not only their company but the customer they are serving? What is their required knowledge base?
60 Second SaaStr
- What is Edith’s fave SaaS resource?
- What does Edith know now that she wishes she had known before?
- Oakland Office: Why not SF? What are the benefits?
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