Episode description

David Levy joined us this week for another episode of the Bowery Capital Startup Sales Podcast. David is an enterprise Account Executive at Crittercism, to discuss "Selling SaaS At The Outpost." We constantly talk a fair amount on the podcast about tactics of selling SaaS from your company's headquarters but what about those of us that may not be in HQ and are Selling SaaS At The Outpost? David was the 4th sales hire into Crittercism, a first mobile application performance management (mAPM) solution, and the first hire not based in the company's headquarters in San Francisco. He was the quintessential person selling SaaS at the outpost beginning in New York and building some serious scale for the company early on. Today his coverage is all the way up to Boston and down to Atlanta. David talked with us specifically about several components that matter most as a SaaS Account Executive not in your headquarters. Thinking about things like consistency of communication with HQ, working and discussing on the ground learnings constantly with other AEs that are in your HQ or other regions, learning from other AEs at other companies in your region,executing eventsand going to other smart events in your territory, and finally getting back to your HQ to meet with product, marketing, executive, and sales teams to discuss what is happening on the ground are all key to selling SaaS at the outpost. We talk about the initial days of setting up the Crittercism outpost, how David balanced selling andgetting some quickwins with starting to build out some repeatability and foundation, and finally the model David believes is the best way to really maintain a great working relationship with your HQ. All in it was an excellent discussion about a generally overlooked topic that many SaaS founders don't think a lot about when hiring that first sales person to a territory. Give a listen below and if you canreview uson iTunes it would mean a lot!