Enterprise Sales - How to Sell Big Without Selling Out Your Startup (Edu)

Chris is unwell this week.
Joining Yaniv this week on the pod is Clementine Jacoby.
Clementine is founder and CEO of Recidiviz, a company building an open source platform to turn fragmented criminal justice data into actionable insights for practitioners, policy makers, researchers and the public. She has raised tens of millions in philanthropic capital from Vinod Khosla, Paul Graham and Y combinator. She was previously a product manager at Google where she worked with Yaniv.
Together they explore working with large, enterprise customers without falling for the trap of becoming a technology-backed services company including:

Finding a concentrated customer base

Fighting off custom requests

Avoiding resentment building within an organisation

Appropriate pricing models

Costs of labour

Empowering your team


This is a very insightful episode on an area of startups we don’t often cover.
Tune in to learn more about how to work with the bigger fish in the pond without losing your rod!
Episode Links

Checkout Clementine on LinkedIn: https://www.linkedin.com/in/clementine-jacoby-50578483/

Learn more about Recidiviz: https://www.recidiviz.org/ 


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Key links

The Startup Podcast is sponsored by Vanta. Vanta helps businesses get and stay compliant by automating up to 90% of the work for the most in demand compliance frameworks. With over 200 integrations, you can easily monitor and secure the tools your business relies on. Go to www.vanta.com/tsp  for 20% off their incredible offer.

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Learn more about Chris and Yaniv

Work 1:1 with Chris: http://chrissaad.com/advisory/  

Follow Chris on Linkedin: https://www.linkedin.com/in/chrissaad/  

Follow Yaniv on Linkedin: https://www.linkedin.com/in/ybernstein/


Credits
Lovingly handcrafted for the global startup community by:
Editor: Justin McArthur
Associate Producer: Aidan Cousins
Intro Voice: Jeremiah Owyang