Everything Scott Beechuk said on any show that made the record, most notable first. Each card names its show and opens the statement there.
Beechuk: Put engineers and product staff on customer calls during downturns
“Retool your brain to think of every employee in your company as a lightweight customer success or account executive. What does that mean? It means that engineers, product people, back office folks can be on the phone with customers.”
Beechuk: SaaS Companies in Downturns Should Cut Bottom 75% of Pipeline
“Now is the time to focus on those top 25% of accounts that are most likely to close and throw out the other, the bottom 75%.”
Beechuk: SaaS sector may face period of near-zero new logo growth
“We may be entering a period of very, very low to no new logo growth.”
Beechuk: Retrofitting SaaS into PLG takes quarters or years and often fails
“In fact, if you try to jackhammer your own product to become a PLG product, it could take you quarters or years. You may never get there. In fact, maybe you shouldn't ever get there. Not all companies were designed to be PLG companies.”
Beechuk: Salesforce Is One of Few SaaS Companies with a True Platform
“The term platform gets thrown around a lot in our industry, especially in SAS and Salesforce is one of the few companies out there that actually has a real platform. They got a programmatic component to it. You can kind of pull apart the UI and the logic and r…”
Beechuk: Startups Building for 10 Years from Day One Over-Engineer
“Companies that scale, that build from day one for the next 10 years, they're gonna end up in this, like, quagmire of just soup. It's hard to crawl out of that because you over-engineer.”
Beechuk: Desk.com customers were only using 5% of built features
“We also found out, this was a little bit more shocking, that most customers were only using about five percent of what we built.”
Beechuk: A Pluralsight Rep Won A Multimillion-Dollar Salesforce Deal Via Apple Pie
“So, a series of meetings, one thing led to another, and we, he closed a multi-million dollar deal. Not bad for a 50 dollar apple pie.”
Beechuk: Selling to former customer champions at new jobs shortens sales cycles
“So, in a downturn, do more of hunting down your old customers and new jobs. You can really reduce your sales cycle.”
Beechuk: Norwest Invested in ACL After It Bootstrapped for 30 Years
“A company that I invested in based out of Vancouver called ACL. This is a company that's a thirty-year-old company, had never raised a penny of capital to date. They bootstrapped for 30 years.”
Beechuk: Norwest's Smallest Historical Check Was $25,000
“I think the smallest check we ever wrote was 25,000 dollars.”
Beechuk: Norwest Writes Growth Equity Checks Up to $150 Million
“On the sort of on the higher end, the growth equity side, you know, we might write a check up to one hundred fifty million.”
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