Landing Bigger Clients - with UserGems' Christian Kletzl

<p><strong>Summary</strong></p><p>This week on How To Win: Christian Kletzl of UserGems, champion tracking software for sales. You'll hear the process they went through to find the product their clients were willing to pay for, how they make themselves appear bigger than they are, and more.</p><p><strong>Key Points</strong></p><p><br>00:30 - Appearing larger by using ads, content, LinkedIn, conferences</p><p>01:00 - Pivoting multiple times before finding product-market fit</p><p>01:30 - First customer paying $50k, taking 3 months to get second</p><p>02:15 - Becoming workflow company based on customer feedback</p><p>03:00 - Enabling workflows with routing, notifications, messaging</p><p>04:15 - Going sales-led to getting feedback and sales quickly</p><p>05:00 - Moving upmarket for better economics</p><p>06:30 - Creating more value like selling furniture over lumber</p><p>07:30 - Getting Salesforce access to enabling workflows</p><p>09:00 - Pushing workflow steps to driving success</p><p>12:00 - Workflow products having better retention</p><p>13:30 - Hitting $1M revenue in 12-18 months</p><p>14:15 - Clipboard Health pivoting successfully</p><p>16:00 - Testing crazy versions when growth stalling</p><p>19:00 - Appearing bigger through LinkedIn, ads, case studies</p><p>22:15 - Focusing on use case despite competitors</p><p>23:45 - Building moat with brand recognition and revenue impact</p><p>25:15 - Saying no to unfit customers</p><p><br></p><p><strong>Mentioned:</strong></p><p><a href="https://www.linkedin.com/in/christiankletzl/">Christian Kletzl's LinkedIn</a><br><a href="https://www.usergems.com">UserGems</a></p><p><br></p><p><strong>My Links:</strong></p><p><a href="https://twitter.com/peeplaja"><strong>Twitter</strong></a></p><p><a href="https://www.linkedin.com/in/peeplaja/"><strong>LinkedIn</strong></a></p><p><a href="https://peeplaja.com/"><strong>Website</strong></a></p><p><a href="https://wynter.com/"><strong>Wynter</strong></a></p><p><a href="https://speero.com/"><strong>Speero</strong></a></p><p>