The Wisdom Wall

“tax is completely taken care of. Like, not like, Hey, we show you how much tax it's like, no, no, no. It's completely taken care of. Like if your tax gets messed up, we go to jail. Like you don't go to jail. We go to jail because we're the ones that are actually paying those actual taxes.”

“What a lot of people don't realize it has to be better than the paid competition. If it's worse than the paid competition, what ends up happening is people just, they don't use it, right? Because it's not worth it. Like their time, most of the time.”

“If you can have a free product that's better than the paid competition and the support is good. Holy cow. Like it's an amazing thing for your brand and your market. Um, so we made serious dedication that we wanted like great support, even though it was free. Um, and so that, you know, it's all cost. Right. And so you…”

“Salesforce isn't built for the sales rep. It's built for the VP or the director level, the reporting, making sure the AEs are doing their activities.”

“This next wave of SaaS is basically focused on like, how do I enable you, Nathan, the ability to focus on your customer and focus on basically your product and your team, the three things that you should be focused on, um, by basically taking all this other stuff off your plate and doing it for you.”

“I think that you need to be charging based on where the value is ascribed in your product. So per seat, per contacts, per amount of data enriched, per et cetera, because it bakes in expansion revenue into your actual business model. Um, so that even if you're not really that good at customer success, you're not good at…”

“pricing, there's a trust gap. Like there's a lot of products out there that have trust gaps where it's like, you can give them the tools to do the thing, but at the end of the day, they're like, can someone just do this for me? And help me understand like what I should do.”

“a percent cut feels punitive, but if I position it as a flat rate, that is essentially a percentage anyways, like that little mind trick, like makes the sales process so much easier.”

“I think you should always be ready to like run a process. And that means like, even if you're bootstrapped, have a deck, have like an overview, like memo or a deck or whatever it is, um, have like some of your financials or a data room. Like you don't have to have an actual Data room, but have like something you can…”

“This is another thing that you should do is you should always keep potential acquirers, I would say, warm. So for the past number of years, we had like a slide in our board deck of like, here are the potential acquirers. And then basically like, where is the stage of conversations with them?”

“It's a function, the complexity, you can get more complex the, the deeper your sales process is, less complex, you know, the more touchless your sales process is.”

“founder vesting, like always do founder vesting, like always, always, always everyone should vest. Um, I think like it will work if you don't do that, but I think that helps a lot.”

“we quickly pivoted into a tech enabled service, which basically means, um, you can't buy our software without our people and you can't buy our people without our software.”