Richard Harris
speaker
681 appearances
3 recordings
3 series
first heard May 2021
last heard 14 Feb
Richard Harris’s voice in public audio — every appearance, attributed to the second.
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recordings per month · last 12 monthsRecordings per month over the last 12 months — 2 in all, peaking in Feb 2026 with 1.
Appearances
I don't know if it needs to be a number like a million, like it depends on sort of what, you know, they need to do it so they can understand the motion at the early stage, right?
At the pre-series A or series A level.
So founders absolutely have to do it.
What founders also have to do is they got to realize that their reps are never going to be able to close at their ratio in most cases, because they're the founder.
They walk into the room and Nathan's like, this is the founder.
I've got rapport with Nick.
If something breaks, I'm calling Nick.
Like that's the whole thing.
And so many founders and CEOs forget that piece and particularly technical founders, technical founders who aren't used to carrying a bag and carrying a quota and
They feel pressures in different ways, but it's not the same.
And they forget this, that they're buying the founder as much as they're buying the service.
No, I don't think you should.
Let me rephrase that.
I don't think that's what you're looking for.
You're looking for the first salesperson who wants to come in.
You need to give them good equity, not bogus, here's a thousand shares or 10,000 shares.
You need to give that first rep equity.
And you do need to have the conversation with them about, do you want to be in leadership?
Do you want to be in management?
But it's certainly never a promise, right?
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