Mehta: Gainsight waited five years for second $1M+ deal after hiring 10 reps
Nick Mehta · Nick Mehta, CEO Gainsight: My Top 10 Failures as a SaaS CEO & What I've Learned · Nov 8, 2023 · at 14:55
Nick Mehta, CEO of Gainsight, reflects on mistakes made while scaling go-to-market teams based on isolated enterprise deal wins.
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“We closed our first gigantic enterprise deal. 2.6 million dollars of ARR. The biggest deal we'd done till then was maybe 300 grand, 400 grand. We're high-fiving around the office. I'm sure champagne is being passed around. I don't remember. But it was a big day. And we said, this is the beginning of the next phase of the company. Let's hire like 10 enterprise reps and SCs and so on. Built a team, hired a leader. We didn't close our next million dollar plus deal for like five years later.”
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