Sales in Early days: Founder is the key
There is no question that in the pre product market fit days the Founder has to do the selling, however the problem is much more complex than we give credit for. I found this series of articles by Martin Casado, General Partner at A16Z, which is absolute gold. Do you remember prepping for questions like “why is your solution better than everyone else?” or building the competitive quadrant pitch decks? Martin writes – “founders fill it in with a comparative set that’s often populated with so-called competitors that aren’t likely to be included in an actual sales bake-off ….so what you’re really positioning against is the status quo.”
