Plank: Early startups should never turn down any non-zero price deal
Matt Plank · Matt Plank, Rippling's CRO: How to Build an Enterprise Sales Machine | E1241 · 20VC with Harry Stebbings · Dec 20, 2024 · at 28:09
Matt Plank, Chief Revenue Officer at Rippling, discusses early-stage sales strategy during an interview with Harry Stebbings.
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“I think the first one is when you're a, you know, zero to one company, whatever, you're a million bucks, two million bucks, like early, early stage, like nothing matters. The only thing that matters is winning customers. It doesn't matter what they pay. It doesn't matter what their logo is. Like you need customers to validate that, like you can charge something for your product and that they'll buy it. If you look at what we charged at Rippling in the early days versus now, like it's not even on the same chart. And so you need customers. I think founders make a mistake. They're trying to like maximize the revenue of one specific deal, which is crazy. It's like never, ever walk away from any deal, any price that's not free.”
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