Kass Lazerow

It first starts off with when you start your company, right, and you have your vision, most investors are going to ask when they're thinking about investing in you, what's your exit strategy, right? Who do you think could either acquire you and could you go public, things like that? We always were watching Salesforce.

And Mike did such a great job with getting our name out there and really building relationships there. with so many different investors whether they invested in us or not. But when we thought about how to get bigger, And you look at all that Mark's done, we really wanted to start to replicate his formula for success when it came to sales.

And Mike did such a great job with getting our name out there and really building relationships there. with so many different investors whether they invested in us or not. But when we thought about how to get bigger, And you look at all that Mark's done, we really wanted to start to replicate his formula for success when it came to sales.

And Mike did such a great job with getting our name out there and really building relationships there. with so many different investors whether they invested in us or not. But when we thought about how to get bigger, And you look at all that Mark's done, we really wanted to start to replicate his formula for success when it came to sales.

So when I thought about it, I was like, okay, I would love to get Susan St. Ledger here. She's just fantastic. And it was a big lift, I will tell you that. If you see me right now, I'm in a T-shirt. And perhaps you know this, John, Susan does not wear T-shirts unless she's playing basketball.

So when I thought about it, I was like, okay, I would love to get Susan St. Ledger here. She's just fantastic. And it was a big lift, I will tell you that. If you see me right now, I'm in a T-shirt. And perhaps you know this, John, Susan does not wear T-shirts unless she's playing basketball.

So when I thought about it, I was like, okay, I would love to get Susan St. Ledger here. She's just fantastic. And it was a big lift, I will tell you that. If you see me right now, I'm in a T-shirt. And perhaps you know this, John, Susan does not wear T-shirts unless she's playing basketball.

so no she is always dressed to the nines to the nines and during that era she had i just remember she had chanel cuffs on both wrists she just looked fantastic so the first step was for me to learn how to dress up a little bit to get to her level and then it was a series of mike and i dating her literally

so no she is always dressed to the nines to the nines and during that era she had i just remember she had chanel cuffs on both wrists she just looked fantastic so the first step was for me to learn how to dress up a little bit to get to her level and then it was a series of mike and i dating her literally

so no she is always dressed to the nines to the nines and during that era she had i just remember she had chanel cuffs on both wrists she just looked fantastic so the first step was for me to learn how to dress up a little bit to get to her level and then it was a series of mike and i dating her literally

getting to know her, flying out there to meet her, having conversations, asking her what her career goals were, and then aligning all of our interests. And I don't know, how many meetings do you think we had, Mike? So many, so many. I don't know, 10, 15 different meetings. I was going back and forth across the country multiple times every couple of weeks just to keep talking to her.

getting to know her, flying out there to meet her, having conversations, asking her what her career goals were, and then aligning all of our interests. And I don't know, how many meetings do you think we had, Mike? So many, so many. I don't know, 10, 15 different meetings. I was going back and forth across the country multiple times every couple of weeks just to keep talking to her.

getting to know her, flying out there to meet her, having conversations, asking her what her career goals were, and then aligning all of our interests. And I don't know, how many meetings do you think we had, Mike? So many, so many. I don't know, 10, 15 different meetings. I was going back and forth across the country multiple times every couple of weeks just to keep talking to her.

And I think I got the confidence because we were at a point where when you're at 50 million in ARR after three years and you're basically projecting to double it, you need to have professional help when it comes to sales. And she was what was going to be that professional help.

And I think I got the confidence because we were at a point where when you're at 50 million in ARR after three years and you're basically projecting to double it, you need to have professional help when it comes to sales. And she was what was going to be that professional help.

And I think I got the confidence because we were at a point where when you're at 50 million in ARR after three years and you're basically projecting to double it, you need to have professional help when it comes to sales. And she was what was going to be that professional help.

It validated us.

It validated us.

It validated us.

And not like intimidate them or be intimidated by them or make their life harder. You have to be humble enough. And again, this is where you might say ego comes into place to say, this is not what we did best. I remember Mike and Jeff Raghavan telling me the story of the first meeting with Susan. And she kept asking them, well, why are you doing this way?