Summary:

This week on How to Win: Brandon Bornancin, founder and CEO of Seamless.AI, a platform focused on sales, lead generation, and prospecting via an advanced search engine. Launched in 2018, Seamless.AI grew out of a list-building agency called Seamless Contacts founded three years earlier. Seamless.AI recently completed a nearly $100M funding round, and in under four years has earned a billion dollar valuation. In this episode, we take a look at Seamless' decision to stay focused on their core product, the outbound sales strategy that has allowed them such rapid growth, and the upside of entering a big category with a lot of competition. I weigh in with the model I used to grow a SaaS company from an agency, winning through relentless focus, and the importance of thought leadership in today's marketing strategies. 

Key Points:

• Seamless.AI's early days as a list building agency (01:13)
• I weigh in on the benefits of starting a SaaS company by offering a manual service, and the model I've used to grow from there (03:34)
• Brandon describes the competitive landscape Seamless entered into, and why they weren't afraid to compete in a big category (08:15)
• I share my thoughts on the advantages of tapping into pre-existing demand, with a quote from Drift's David Cancel (10:14)
• Brandon explains how staying focused led to early success for Seamless (11:56)
• My advice on winning through relentless focus, with a quote from Qualtrics' Ryan Smith (14:04)
• Brandon takes us through Seamless' main competitive advantage (15:47)
• How a robust content marketing strategy has been key to Seamless' success (19:22)
• My thoughts on creating demand and awareness through thought leadership (20:50)
• Brandon unpacks Seamless.AI's targeted outbound sales strategy (21:33)
• Wrap up (27:45)

Mentioned:

Brandon Bornancin LinkedIn

Brandon Bornancin Twitter

Seamless.AI Website

Seamless.AI LinkedIn

Category creation and product-led differentiation with Drift's David Cancel

Ryan Smith LinkedIn

Qualtrics Website

My Links:

Twitter

LinkedIn

Website

Wynter

Speero

CXL