A Go-To-Market (GTM) Masterclass for Technical Founders with Andrew Ettinger, ex-CRO at Astronomer
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A Go-To-Market (GTM) Masterclass for Technical Founders with Andrew Ettinger, ex-CRO at Astronomer
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Andrew Ettinger, ex-CRO at Astronomer, speaks with Ethan Batraski and gives a go-to-market masterclass for technical founders. Drawing from a well of experience that includes running sales at Pivotal and taking the business from 0 to $500M in annual recurring revenue (ARR), Andrew discusses when to hire your first account executive (AE), the most important metrics to focus on in early selling, what good sales conversion looks like in the early stages, and more.
[00:01:21] Intro to Andrew
[00:03:43] Rapid fire questions
[00:06:04] When commercial open source CEOs should hire their first AE
[00:08:50] What sales metrics to pay attention to
[00:11:37] Defining the Ideal Customer Profile (ICP)
[00:15:50] Product–led growth or sales led?
[00:19:56] What’s happening with open source?
Full transcript: https://vnrk.co/3MAmu8c
Follow Ethan: https://twitter.com/ethanjb
Follow Ganesh: https://twitter.com/gan3sh