In the initial revenue stages of a startup’s life, early employees are the revenue engine. We want Variance to be the engine behind the engine. - Founder-Led Sales: Build Motion, Then Team
When we first started the company, we talked about the breakthrough of Segment as an amazing tool and why we thought the biggest potential for Segment lay not with product teams, but with revenue teams. From our post, Segment: Most Important Platform In Your Revenue Stack:
When Noah first showed me how Segment could send me marketing and product signals to help me qualify a prospect for conversion or customer for expansion, it was like seeing the touchscreen on the iPhone. I know that sounds ridiculous but it is the truth. The missing piece for B2B go-to-market teams has always been the ability to see a customer’s journey from a lead to expanding customer and being able to interact with that journey in real-time.
What was the problem with Noah showing me this? It all had to be manually configured from Segment, to our marketing automation system and then through Zapier and into pre-defined Slack channels. There was no way for me to control the process and if I wanted to change the signals, I basically needed to submit a ticket to Noah for him to get to it when he could and it required a lot of changes to different systems. In talking to hundreds of people across marketing, sales and success over the past year, this challenge is also something they have lived through in trying to get at customer data.
What we saw in Segment was the opportunity of putting customer data in the hands of the go-to-market team. No technical expertise would be needed. Following your prospects and customers would be as easy as following your favorite stocks in Robinhood.
For any B2B software company launching today, there is no question about whether you should use customer data in the sales motion. You 100% must if you want to compete.
With that, I’m excited to announce today that you can use Variance for 1 year for free through our partnership with Segment. Details can be found here. We are committed to what we call the Founder Led Sales motion and we want you to build a sales motion and revenue team from day 1 that is future proof and puts the customer at the center of how you are selling.
If you are interested you can getting going today by signing up here.