Todd Jackson

“Lenny, I'm excited to be here. Thank you for having me.”

“I think the good thing about enterprise, and specifically sales-led B2B, is that there is more science to it. And so it is for sales-led B2B founders who are in, let's call it, the first six to nine m...”

“Completely manual. She was the one behind the email address posing as the AI, but doing it herself. And I think that's revealing of it's okay to be inefficient at level one, as long as you are deliver...”

“Yes, they're paying you money and you're delivering a product that solves a problem for them.”

“I think it's hard to create a category. It certainly works in some cases, but if you actually have a really interesting spin on an existing category, there's already buyers spending money on that thin...”

“It's both. So sales becomes easier, but I think if you are starting to get to level three, which is where we're getting to next, you've probably got 10%, 20% of your inbound coming or completely organ...”

“Yeah. And probably just look for something that is a lot more of a burning pain. It's usually that the problem is not significant enough, important enough to people, or the promise is not valuable eno...”

“He is a critical person and critical of himself, but a very high expectations person, let's say.”

“I think if you told many, many pre-seed founders that they'd be able to get to 100 million and not know whether they had product-market fit, they'd probably take that.”

“I think that's what makes a lot of the best founders the best.”

“Going from five to 25 quickly. Yeah, if I see a company go from five customers to 25 in a year, that is almost always a sign that there's some pretty strong product-market fit there.”

“Okay. So that's an example of a wow statement. And you probably had in the back of your mind, "How are you going to do that? Is that actually going to work?"”