One urgent email changed everything. When a European health agency asked for a metadata registry no one else could provide, we didn’t spin up a pitch deck—we built. That moment of raw product–market fit set Sam Spencer, CEO of Aristotle Metadata, on a decade-long journey of scaling with focus, process, and a bias for the next achievable step. We talk about the unglamorous truths of SaaS: why your first competitor is almost always Excel; how a scrappy prototype beats a perfect plan; and where...
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One urgent email changed everything. When a European health agency asked for a metadata registry no one else could provide, we didn’t spin up a pitch deck—we built. That moment of raw product–market fit set Sam Spencer, CEO of Aristotle Metadata, on a decade-long journey of scaling with focus, process, and a bias for the next achievable step. We talk about the unglamorous truths of SaaS: why your first competitor is almost always Excel; how a scrappy prototype beats a perfect plan; and where...
Cracking the C-Suite: How to Sell SaaS at the Enterprise Level
SaaS Stories
1 hour 2 minutes
4 months ago
Cracking the C-Suite: How to Sell SaaS at the Enterprise Level
We explore why technical founders often struggle with sales and how shifting from product-focused to people-focused transforms business growth. Matthew Wyatt, founder of Tech Torque shares powerful strategies for building trust and closing enterprise deals. • Tech founders struggle with sales because they come from a linear, engineering mindset that conflicts with the "soft and spongy" nature of sales psychology • The best product rarely wins – it's about trust, reach, and communication...
SaaS Stories
One urgent email changed everything. When a European health agency asked for a metadata registry no one else could provide, we didn’t spin up a pitch deck—we built. That moment of raw product–market fit set Sam Spencer, CEO of Aristotle Metadata, on a decade-long journey of scaling with focus, process, and a bias for the next achievable step. We talk about the unglamorous truths of SaaS: why your first competitor is almost always Excel; how a scrappy prototype beats a perfect plan; and where...
