I’ve read quite a few blog posts over the years. One of the very best though is this one from Joe Kraus, founder and CEO of Excite — “If You Don’t Think You Need It — You Haven’t Seen Greatness.”
I want to expand upon it here for SaaS.
Joe’s point is that until he’d worked with a great head of product marketing, and a great general counsel … he didn’t even know he needed one.
I learned the same. Basically, in SaaS, everyone “gets” that they need a VP of Sales. Even if they’ve never sold anything before. Either, they don’t have enough customers, enough velocity, so they magically think a VPS can solve that. She can’t — as we’ve discussed here. Or, as founders, we cross $1-$1.5m in ARR, get to Initial Traction, and then realize, we have to scale. Hire not…
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