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Susan Alban

Advisor at Sudozi

Highlights

Sep 9 · linkedin

I've gotten to know a number of Customer Success leaders and emerging leaders the last year and I'll admit that I knew very little about this function just a few years ago, which got me to thinking about the origin of this new-ish function in SaaS companies.

In partnership with some great thinkers on the topic, I formulated a couple of points of view recently that I wanted to circulate here for comments and feedback.

  1. Success emerged in the last 10-15 years alongside the uptick in new B2B SaaS companies, which were all seeking product-market fit and iterating on this fit for years. As such, these companies needed a more strategic linkage across the customer, product and overall company strategy.

  2. The increase in volume in B2B SaaS startups meant that switching costs to competitors were lower, and that companies needed to stay abreast of their customers needs and product desires.

Copying a smattering of amazing success folks in my and the Renegade network who have graciously helped me come up the curve: John Leigh Margaret Kim Nadav Shem-Tov Manuel Ruiz Larkin Dahal 🐙Aunna Nakazawa Cedric Gagnaire Molly Busch

May 21 · linkedin

My POV on hiring high-velocity startup sales reps: Hire individuals from Column A over Column B.

Column A:

  • Experimental: will try new things and iterate; doesn't mind a non-existent, nascent, or evolving playbook
  • Scrappy: doesn't mind underdeveloped systems
  • Operationally-minded: accustomed to thinking about how a customer will actually have to do the work or implement the product
  • Customer support, hospitality, or retail background
  • Never sold to businesses before

Column B:

  • Experienced seller who comes with a playbook, set of systems, and processes

PS: down the road, hire a great revops person!

#uber #ubereats #smbsales #sales #orgdesign #hiring #revops

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Susan Alban
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Experience

Advisor at Sudozi
Partner at Renegade Partners

Education

Master Of Business Administration, Stanford University Graduate School Of Business
Bachelor Of Arts In Economics, Duke University

Location

Boulder, Colorado, United States