Jane Kim: The Best Product Does Not Always Win in Enterprise Sales
Jane Kim · Scaling up Sales Managers: 5 Mistakes New Leaders Make with CircleCI | SaaStr Software Community · Nov 13, 2019 · at 20:36
This episode carries Jane Kim's own address, with nobody on the show putting questions to them. It still counts as said, and it is kept out of every score on their page.
Jane Kim, VP of Revenue at CircleCI, explains why technical and organizational debt can prevent large enterprises from adopting superior SaaS products.
0:00 / 0:05exact quote · 5.4s
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“Within the enterprise, unfortunately, the best product doesn't always win.”
quote is from the automated transcript, cleaned for reading: filler sounds and stutters are removed, nothing is rephrased. names can be misheard (the analysis reads context, assessments check outside sources). how →
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“The point is to not try to avoid these mistakes. You will make them. Your team will make them. It is inevitable. So don't even try. But the point is to learn these mistakes so that you can prepare for how to recover when they happen.”
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“No matter how many questions you ask or references you check, if you hire at any type of scale, you will get it wrong.”