Song: Selling horizontal platforms makes scaling sales teams exceptionally hard
Rick Song · From reluctant founder to $2B valuation: The story of Persona | Rick Song (Co-founder and CEO) · May 8, 2025 · at 34:14
Rick Song is the co-founder and CEO of Persona. He reflects on the difficulties of scaling consultative sales motions for horizontal platforms.
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“If you're trying to sell a platform, like inherently selling a platform means that your overall go to market messaging becomes like really tricky. And in particular, it becomes hard to scale because like, it's no longer just, this is what we do, but instead we help solve this entire problem. Then you have to help solution people to show how the platform can help solve that. That inherently means that you can't, like, train up as many salespeople. You can't, like, scale out a go-to-market team.”
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