Jen Abel: belief

Transcript context

…And your milestone that you suggested of how far to take founder led sales, you said around a million ARR, right? Yeah. I think it's about, some people say 500, some people say a million. I think if you get to 500K really, really fast, then I think absolutely you can move out of it. If you get to 500K really, really, really slow, you might not want to get out of it right away. You haven't reached that velocity point yet. Awesome. I have a post that we'll link to that has actually numbers and when all these big startups move from founder led sales. It's in that same series about product market fit. There's two stories this makes me think of I'll share real quick. One is Sprig. They shared a story of first round capital at their first round and their partner there is just like, we will not let you hire a salesperson until you hit a million ARR. We're going to help you. We're going to have salespeople helping you through it, but we're not going to let you hire someone. And he was really happy about that. The other is Zip, which just raised a $2.3 billion valuation, a procurement company that I was lucky to be an investor in. And their first founder led sales motion was they just reached out on LinkedIn to heads of procurement, and just leaned into what you're saving more, which is we just want your advice on this product that we're building. Just tell us what problems you have. It was very advice oriented versus we want to sell you this thing.…

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