Accelerate! with Andy Paul
About This Show
Accelerate! Sales, Profits, Growth is a podcast created for the entrepreneur, small & mid-sized business owner and sales manager, solopreneur, sidepreneur and entrepreneur in process. 6 days a week Andy Paul delivers the motivation, education and inspiration you need to take your sales & business to the next level. Fast. Each episode delivers the latest insights, wisdom and actionable strategies from the top experts in sales, marketing, leadership, management, sales & marketing automation, training, market research and personal development to accelerate the growth of your revenues, your company, your team, and, most importantly, you.
Most Recent Episode
Episode 288: How to Accelerate the Growth of your SaaS Company. With Nic Poulos.
< 1 day ago
Joining me on this episode of Accelerate! is Nic Poulos, Founder of Bowery Capital, a thesis-driven early-stage investor backing exceptional founders. Among the topics Nic and I discuss in this episode are: why enterprise customers are becoming more willing to buy mission critical systems from start-ups, what strategies help a start-up to get through the growth stage, and how to structure an effective proof-of-concept trial that works for your buyer and you. KEY TAKEAWAYS [3:01] Nic believes investing in enterprise solutions is extremely exciting for those who enjoy the latest technologies, such as SaaS, and how they impact the way business is done. [5:29] Nic notes that enterprises are starting to recognize value and advantage in acquiring earlier, cutting-edge technologies from start-ups, rather than seeking established vendors with larger implementation costs. [11:23] Nic emphasizes how knowing your customer’s exact pain point, and what will drive them to purchase. [14:23] Understand your costs before entering into a Proof of Concept trial with a buyer. If there are significant implementation and support costs beyond just offering a free trial, then you should consider a paid PoC trial. [15:45] Nic identifies the key to a successful Proof of Concept as having the mutual agreement and commitment to a specific set of milestones (the successful achievement of which should lead to an order.) [20:59] Nic counsels new companies to watch how much budget is directed to sales automation, and whether the investment is producing the desired returns. [23:50] Why it is important for founders to answer this question: Is this is a product that solves a problem only for companies in Silicon Valley, or does it provide solutions and value that are widely applicable to enterprises (other than growth-stage tech companies.) MORE ABOUT NIC POULOS Who is your sales role model?