SaaStr Podcast #122: Edith Harbaugh, Founder & CEO @ LaunchDarkly On How To Successfully Scale The 1-10 Customer Phase Of Any SaaS Business
Welcome to Episode 122! Edith Harbaugh is the Founder & CEO of LaunchDarkly, the startup that allows you to fearlessly and swiftly release software by separating feature rollout from code deployment. They have raised over $10m in funding from many previous guests of The Twenty Minute VC including Andy McLoughlin @ SoftTech, Josh Stein @ DFJ, and the wonderful team at Bloomberg Beta. Prior to LaunchDarkly, Edith was a Director of Product @ Tripit and Concur. Edith also holds two patents in deployment from her time in engineering at Vignette.
In today’s episode you will learn:
* How Edith made her way into the world of SaaS and came to found LaunchDarkly.
* Does Edith agree with Jason Lemkin that the hardest element is the 1-10 customer phase? How has Edith navigated this process with her differing companies?
* How does Edith look to structure her sales team to successfully close Fortune 500 deals? What is the fundamental difference in selling to enterprise rather than SMB?
* What can founders do to make NPS a more intelligent metric? How can NPS be analyzed effectively to tell you more about the state of your business?
* What are the signs of a truly great sales person? How do they aid not only their company but the customer they are serving? What is their required knowledge base?
60 Second SaaStr
* What is Edith’s fave SaaS resource?
* What does Edith know now that she wishes she had known before?
* Oakland Office: Why not SF? What are the benefits?
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