Shashank Bijapur on the importance of outbound sales and building guardrails as you scale your B2B SaaS business
A VC interviews a B2B SaaS founder on the best methods to scale up from the early phases. These are the 'hard yards' you'll want to read about when trying to accelerate from 1 to 100, having gone from zero to one.
Shashank Bijapur, CEO, Spotdraft: “You can't take back any features that you've already given. For example, if I said support is free, unlimited support tickets because my UI is bad, my product is still in development, but I can offer unlimited support to a customer with real people answering questions. Now suddenly you can't say that support will be $10,000. Your customers will churn. Or assume that you said at the time of signing early customers that all upgrades and updates are free. Now you have a GPT style AI version that came in, you will have to offer it to them for free. And that's going to be a huge cost to you."