The Ledger
Every statement that passed quotation and attribution checks. Mix any filter with any other: certainty 1/5, debate potential 5/5, or both at once.
why aren't all 5 resolved? a statement only gets an assessment when the public record can support or contradict it. opinions and what-ifs never can, and 0 checkable ones are still open, waiting for their date. predictions held up or didn't; assertions are supported or contradicted. on every card: ▮▮▮▮▮ certainty · ▮▮▮▮▮ debate potential. speakers are clickable
Wright: Early sales must focus on immediate customers, not VC TAM pitch
“The reality is, you go and pitch to VCs and you tell them, you know, this is a huge blue ocean. We have so much TAM. This is a ninety, hundred billion dollar problem. But the reality is, you need to really come in and say, okay, who are the customers that I ca…”
Wright: International expansion forces SaaS startups to redefine their ICP
“This problem kind of comes out again as you're trying to go maybe international. I certainly had this happen when I was launching a team in Europe, and had a repeatable process in the U.S., but suddenly our ICP was slightly different, and I had to redefine tha…”
Wright: Scale sales hiring only when 80% of reps hit 80% quota
“So I think the magic number is 80% of the team get to 80% to quota or higher, which is hard to do. There are many, many teams that are fully scaled And not hitting 50% quota. So it's very hard to do that magic number, and if you hit that magic number, then, yo…”
Wright: Sales playbooks fail without missionary early hires
“And absolutely nothing, none of this works, even if you have the perfect playbooks and you have the perfect tool stack, none of this works if you can't figure out hiring. In fact, if you screw up a lot of other things, which you inevitably will do, we all do, …”