Summary

This week on How To Win: Christian Kletzl of UserGems, champion tracking software for sales. You'll hear the process they went through to find the product their clients were willing to pay for, how they make themselves appear bigger than they are, and more.

Key Points

00:30 - Appearing larger by using ads, content, LinkedIn, conferences

01:00 - Pivoting multiple times before finding product-market fit

01:30 - First customer paying $50k, taking 3 months to get second

02:15 - Becoming workflow company based on customer feedback

03:00 - Enabling workflows with routing, notifications, messaging

04:15 - Going sales-led to getting feedback and sales quickly

05:00 - Moving upmarket for better economics

06:30 - Creating more value like selling furniture over lumber

07:30 - Getting Salesforce access to enabling workflows

09:00 - Pushing workflow steps to driving success

12:00 - Workflow products having better retention

13:30 - Hitting $1M revenue in 12-18 months

14:15 - Clipboard Health pivoting successfully

16:00 - Testing crazy versions when growth stalling

19:00 - Appearing bigger through LinkedIn, ads, case studies

22:15 - Focusing on use case despite competitors

23:45 - Building moat with brand recognition and revenue impact

25:15 - Saying no to unfit customers

Mentioned:

Christian Kletzl's LinkedIn
UserGems

My Links:

Twitter

LinkedIn

Website

Wynter

Speero

CXL