The Second-Timers: Kris Duggan of Betterworks: “This Time, I Generated Leads Before We Even Launched”
Our new Second Timers series has proven to be pretty popular on SaaStr. You can see our first post on an overview of what the Second Timers are doing here, and a pretty epic post with Nick Mehta, CEO of Gainsight here, on what he’s doing even better this time as a second-time SaaS CEO.
Next up is a good friend of mine, Kris Duggan, CEO of BetterWorks. BetterWorks was John Doerr’s largest Series A investment since Google, and I’ve been on the board since the pre-revenue days. Prior to BetterWorks, Kris was founder and CEO of SaaS gamification company Badgeville.
Kris is a pretty interesting CEO. He’s widely credited with having invented the entire enterprise sales strategy and team at WebEx back in the day, which became the prototype of how so many SaaS companies sell. He’s also particularly good at creating excitement and demand about his products. In both his SaaS start-ups, he’s been able to conjure up seven figures in revenue in Year 1 — much of that ahead of any formal launch.
I thought we could all learn from Kris (and he’ll speak more at The SaaStr Annual on these topics):