Intercom, Inc.

NOVEMBER 20, 2018

In the early stages of most SaaS startups’ lives, the CEO or founder often acts as the initial head of sales. Despite that value, however, there’s a drawback – a lack of formal sales training and sales process can seriously undermine those initial efforts. It’s okay if you are ‘terrible’ at it.

Feedback Software 178

Feedback Software Research Software Startups Product Research 178

Intercom, Inc.

APRIL 4, 2019

Yes, Slack started off with no sales team. But as it started selling more and more into the enterprise, it staffed up with a deep and strong one. Yes, Dropbox started off with no traditional sales team. But when it came to selling Dropbox Enterprise, it added several. How to bring formal sales into a growing startup.

Weak Development Team 162

Weak Development Team Outbound User Testing Research Software 162

Intercom, Inc.

JANUARY 16, 2019

Most users view a product only through the lens of their own use, not through the needs and habits of all the users in their enterprise (which is a view someone at the top, such as a Chief Information Officer, is more likely to have). Sales doesn’t need to be a cost center. Structure your sales organization for maximum efficiency.

Weak Development Team 156

Weak Development Team Data Visualization Strategy User Testing 156