What does Jason M. Lemkin think is the ideal team structure for a SaaS company to get the first 10 unaffiliated customers?

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JASON LEMKIN

You. It almost always has to be you.

One of the Top 5 mistakes I see in SaaS startups in general is founders thinking they can hire a magical sales rep pre-product market fit.

You can’t. Your product is new, quirky, feature-poor, has zero brand and zero budget. Who can sell that?

Almost no one.

You have to find a way.

Once you can close 1, 2 and then 10 customers yourself … then you have the beginnings of a repeatable process. You know.

And once you know how to close yourself, only then are you really ready to bring in someone else to take over the reigns.

There are some exceptions. If you are >truly< terrible at sales, sometimes, bringing in a sales rep pre-revenue, pre-customer can sort of, kind of, work. But rarely.

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Published on September 3, 2017
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