In this episode of From Vendorship to Partnership podcast, Ross interviews Pete Kazanjy, Founder of Atrium, a data-driven sales management platform that empowers sales managers to improve team performance.
After Pete’s previous startup was acquired he assumed going to a larger company that they’d have sales and GTM processes fine tuned and instrumented, but realized that wasn’t the case. After many conversations he realized the problem was widespread: there wasn’t an easy way to use data to build a scalable GTM process. There was too much math and manual setup required, and sales leaders were relying on sales ops or other departments to collect that data. With passion for early stage GTM, he started Atrium.
In this episode Pete and Ross chat about:
- How to win your first 10 customers and the importance of customer interviews
- Tips and resources for great customer discovery and building a customer advisory board
- The problem with NPS and looking at product usage to help provide a more holistic view of customer experience
Listen on your favorite podcast platforms: Spotify, Stitcher, Apple Podcasts, and Google Podcasts.
Resources mentioned in this episode:
Slidedeck: Founder Led Selling by Pete Kazanjy
PDF: The Four Steps to the Epiphany by Steven G Blank
Book: The Startup Owner’s Manual: The Step-By-Step Guide for Building a Great Company by Steve Blank and Bob Dorf
Article: ‘Get in the Van’ and Other Tips for Getting Meaningful Customer Feedback by Michael Sippey
Article: Start Up on the Right Foot – Build a Customer Advisory Board by Pete Kazanjy
Book: Founding Sales: The Early Stage Go-to-Market Handbook by Pete Kazanjy
We release new episodes every Wednesday. Subscribe to From Vendorship to Partnership for the latest podcast episodes and other startup & sales insights!
Pete Kazanjy is a serial founder and seasoned early stage SaaS executive, advisor, and investor. He co-founded TalentBin, a category-defining talent search engine and recruiting CRM, which exited to Monster Worldwide in early 2014. Pete is currently the co-founder of Atrium, makers of data-driven sales management software that helps sales managers use metrics to improve team performance. In addition, he founded and runs Modern Sales Pros, the world’s largest sales operations and management peer-education community, featuring tens of thousands of members. Lastly, Pete is the author of Founding Sales, the authoritative handbook on early stage go-to-market for founders and other non-sales people. Pete is also an active angel investor, focusing primarily on B2B SaaS and marketplaces. He lives in San Francisco