Scott, Richard, and Guillaume "G" Jacquet, the co-founder and CEO of Vasco, dive into the challenges of building a predictable revenue engine for startups and scale-ups. G shares his hard-earned lessons from his first entrepreneurial venture, emphasizing the importance of finding your ideal customer profile and developing a repeatable sales process before scaling.

Scott and Richard offer their seasoned advice, stressing the need to simplify messaging, avoid buzzwords, and focus on the specific pains you solve rather than just listing product features. The trio also discusses the tricky balance of founder-led sales versus bringing on the first sales hires, and how to effectively document and transfer that institutional knowledge.

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