Lord: Closing the wrong first enterprise deal can derail product development
Kathy Lord · Secrets to Closing Your First 6 Figure Deal · Jan 3, 2018 · at 22:38
Kathy Lord, SVP of Sales at Intacct, advises startup founders on qualifying early six-figure enterprise prospects.
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“Is that prospect The right first six figure deal for you to close because you need somebody who's a little bit of a visionary who has a high risk tolerance that's willing to truly partner with you to help you bring your organization to service those types of customers. And if you find the right first one, they can really accelerate your product and your approach to the market. It's, can really, really be detrimental. If that first six-figure deal you close is somebody who has a very low risk tolerance, and probably even more important, isn't in the sweet spot of what you're looking to grow and develop the product. So if that first six-figure company is saying, hey, we need features A, B, and C, but the rest of your market needs X, Y, and Z, you're on a wild goose chase.”
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