Richard Harris shares insights and lessons learned over his 20+ years of technology and SaaS experience

Written by

Matter Made

Episode Outline

[04:39] Richard’s background

[07:16] Understand that early customers are buying that CEO's passion, that founder's passion

[10:13] Importance of getting a quote from the decision maker of the deployment

[11:18] Realize that your customers aren't fortune companies with big legal team

[12:04] “If you're a one to 10 million and you're going after a new customer, what's the first thing your potential customer is probably going to ask you about?”

[14:34] So everybody wants a discount, know that's going to happen and get your leverage

[16:35] Situation that they have a legal department they're just red lining for the sake of red line, they just know to eliminate everything. They don't really stop and read that.

[17:04] Success depends on how, how strong the marketing leader is in understanding sales.

[19:22] Importance to relearn and unlearn that process. Those who've taken that stronger leadership position accelerate faster.

[20:19] Why it is crucial to redefine product market fit and to re-onboard our entire organization to work from home.