Tinker: Enterprise startups stall when regular salespeople cannot replicate founder selling
Bob Tinker · a16z Podcast | Finding Go-to-Market Fit in the Enterprise · Feb 26, 2019 · at 4:53
Bob Tinker, former CEO of MobileIron, discusses common go-to-market growth stalls in early-stage enterprise software startups on the a16z Podcast.
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“One of the places where I see these companies stall out is they had founder selling to be able to get to the first 10, 15, 20 customers. And then we start to add salespeople that go to market model. They find, oh, wait a minute. A regular sales or marketing person can't actually do what the founder was doing.”
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