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

Intercom, Inc.

APRIL 4, 2019

But even for companies with this early viral growth, there comes a point in time when this organic growth needs to be supplemented with formal sales. 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. What’s not to like?

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). Is your model primarily inbound or outbound? In fact, if this is your sales training, just quit now.

Weak Development Team 156

Weak Development Team Data Visualization Strategy User Testing 156