Doug Leone
speaker
397 appearances
1 recordings
1 series
first heard Jun 2025
last heard Jun 2025
Doug Leone’s voice in public audio — every appearance, attributed to the second.
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Appearances
Now superimpose that to the fact that you start usually at the low end the mid-range and then you get pulled.
up market in order to sell to the enterprise you have to earn the right to sell to the enterprise and to me revenue quality uh starts being interesting even if you start a lower end by now you get dragged up I remember when we looked at Figma Figma yeah it all started with credit cards people buying it but now you saw people saying I want 5,000 licenses can you send a sales rep over?
Holy cow we didn't have a salesman it was PLG you know
You know, uh we we better hire some enterprise sales reps.
And so yeah, you've got to be careful in the enterprise at the low end selling to other tech companies or people trying things for the heck of it.
And you've got to look for those leading indicators, you know, a few companies sticking their neck out and wanting to to spend a lot more money.
And then you know that you have something.
And then the low end becomes a lead gen vehicle.
It doesn't become revenue.
It looks like
revenue, but it's really legion for everything else.
We have a company we have a company called Zaffron that uh the first few customers are all four or five hundred thousand dollars.
A lot of it happens because it's the founders who sell those deals.
you start bringing the mere mortals, the sales rep, suddenly you may see then the next 10 deals being 150k.
Because now the found you know, one of the things that we look for is a repeatable sales model.
When is the first deal the founder doesn't have to be involved?
And it turns out the founders are often the best salespeople.
Yeah, l m maybe that's gonna happen in consumer.
Uh and we've all heard what Toby Achapa Fi said.
I won't g give you any tech head count unless you can prove to me can be done with AI.
Showing 241–260 of 397 · page 13 of 20
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