Q Okay, and one of the, one of the questions a lot of the top tribe folks listening always ask me, a lot of them are in SaaS, Matthew, and they're trying to figure out, like, do I as a CEO have to perfect the sales process, you know, the scripts and all that, and then, and then hire someone and hand it off? What's your recommendation?
A My recommendation is, uh, that the founding team, whether that's If the engineer is the sort of CEO person, the, the partner, sell about a million dollars worth of product before you go out and sell and hire your first or second salesperson. You want to get to about a million dollars a year on your own, and the reason why that is, is twofold. One is, before that, it's very, very hard for a buyer to take a risk on a new product, but if the CEO or the, one of the founders is in the room, you know, telling you about the passion behind the idea and where they're going to take it, that carries a lot of weight. The converse of that is that the CEO or the founder has a tremendous built-in advantage to selling, so you're not really sure this will scale, Until you can bring in about a million dollars in revenue yourself. And at that point then you go to the salespeople and you say, Hey, here are the logos I brought in. Like, and the, the, the salesperson's thinking to themselves, Oh my gosh, if that guy can bring in a million bucks with these good logos, I'm going to kill it. And that's exactly the kind of dynamic you want.
AI assessment note: “sell about a million dollars worth of product before you go out and sell”