Enterprise Sales - How to Sell Big Without Selling Out Your Startup (Edu)

Chris is unwell this week.Joining Yaniv this week on the pod is Clementine Jacoby.Clementine is founder and CEO of Recidiviz, a company building an open source platform to turn fragmented criminal justice data into actionable insights for practitioners, policy makers, researchers and the public. She has raised tens of millions in philanthropic capital from Vinod Khosla, Paul Graham and Y combinator. She was previously a product manager at Google where she worked with Yaniv.Together they explore working with large, enterprise customers without falling for the trap of becoming a technology-backed services company including:Finding a concentrated customer baseFighting off custom requestsAvoiding resentment building within an organisationAppropriate pricing modelsCosts of labourEmpowering your teamThis is a very insightful episode on an area of startups we don’t often cover.Tune in to learn more about how to work with the bigger fish in the pond without losing your rod!Episode LinksCheckout Clementine on LinkedIn: https://www.linkedin.com/in/clementine-jacoby-50578483/Learn more about Recidiviz: https://www.recidiviz.org/ The Pact Honour The Startup Podcast Pact! If you have listened to TSP and gotten value from it, please:Follow, rate, and review us in your listening appSubscribe to the TSP Mailing List to gain access to exclusive newsletter-only content and early-access to information on upcoming episodes: https://thestartuppodcast.beehiiv.com/subscribe Secure your official TSP merchandise at https://shop.tsp.show/      Follow us on YouTubeGive us a public shout-out on LinkedIn or anywhere you have a social media following Key linksThe Startup Podcast is sponsored by Vanta. Vanta helps businesses get and stay compliant by automating up to 90% of the work for the most in demand compliance frameworks. With over 200 integrations, you can easily monitor and secure the tools your business relies on. Go to www.vanta.com/tsp  for 20% off their incredible offer.Follow us on YouTube for full-video episodes: https://www.youtube.com/channel/UCNjm1MTdjysRRV07fSf0yGg  Get your question in for our next Q&A episode: https://forms.gle/NZzgNWVLiFmwvFA2AThe Startup Podcast website: https://tsp.show   Learn more about Chris and YanivWork 1:1 with Chris: http://chrissaad.com/advisory/  Follow Chris on Linkedin: https://www.linkedin.com/in/chrissaad/  Follow Yaniv on Linkedin: https://www.linkedin.com/in/ybernstein/CreditsLovingly handcrafted for the global startup community by:Editor: Justin McArthurAssociate Producer: Aidan CousinsIntro Voice: Jeremiah Owyang