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. This makes sense given the likely resource constraints and the value to be gained from getting in front of customers from day one. Historically sales training has been a pretty low priority for most entrepreneurs.

Feedback Software 178

Feedback Software Research Software Startups Product Research 178

Product Management University

FEBRUARY 25, 2020

Traditional product management also reinforces silos and competing priorities as every team fights for resources to improve each product versus a holistic approach of using multiple products to quantifiably improve how customers run their business. That way, they’re always leading from a position of strength. Number two is BIG!

Marketing 130

Marketing Product Management Product Manager Reporting Tools 130

Mironov Consulting

JULY 27, 2023

 Plus time with Marketing (launch, messaging, product marketing content), Finance (packaging, pricing, forecasts), Support, Customer Success/Implementation, and broad Sales training and enablement.  Plus  So a product manager might have 5% of their time in total for deal-specific sales support.

Information 98

Information Weak Development Team Reporting Tools Technical Review 98

Intercom, Inc.

JANUARY 16, 2019

The optimal sales team structure is one that is accretive, where, roughly speaking, each sales rep brings in at least 5x his or her total compensation. Because success is measured by pod, each member of the sales force has a larger, more holistic view of the entire company. Train reps for effectiveness, not just efficiency.

Weak Development Team 156

Weak Development Team Data Visualization Strategy User Testing 156

Intercom, Inc.

JULY 5, 2018

I think of it as go-to-market consulting. I realized I get way more value out of helping other sales people figure out how to tap into their full potential. Then I went to go work for Google, running sales productivity, which was really sales training development. My approach is super tactical.

Technical Review 171

Technical Review Development Team Review Customer Experience User Testing 171

Intercom, Inc.

JULY 5, 2018

I think of it as go-to-market consulting. I realized I get way more value out of helping other sales people figure out how to tap into their full potential. Then I went to go work for Google, running sales productivity, which was really sales training development. My approach is super tactical.

Technical Review 163

Technical Review Development Team Review Customer Experience User Testing 163