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5 learnings from convo with @bvnixon @algolia on way to $100m ARR and beyond:
1. SaaS passed media as their #2 customer category. From a niche to huge.
1. SaaS passed media as their #2 customer category. From a niche to huge.
2. With customers S+M+L, picked a CRO with high-velocity sales experience AND enterprise, but not pure enterprise. Perhaps some trade-off not being 100% enterprise, but with 10,000+ customers, need focus on getting to 100,000.
3. Just starting to segment sales by vertical. Probably a bit late, but we'll see when we check back in.
4. When your HQ's are in SF and Paris, you have to find a way to make the time difference an asset. E.g., like 24x7 coverage.
4. When your HQ's are in SF and Paris, you have to find a way to make the time difference an asset. E.g., like 24x7 coverage.
5. Even today, developers often bring the deal into the product-line buyer, maybe even usually. And recommending the solution. So sales is still a team effort targeting both the developer + the marketer or product lead at the customer/prospect.
