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This blog post first appeared first on old medium publication (https://medium.com/startuprad-io), and was moved to this blog with the relaunch of our website in summer 2024.
Meet TIS the world’s leading SaaS-B2B outbound payment platform
The problems we are solving for our clients now are the problems I had in my former corporate job.Jörg Wiemer, Co-Founder and CSO at TIS
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Our goal is for the topline 3x in the last three years.Jörg Wiemer, Co-Founder and CSO at TIS
The Founder
In this interview, we talk to Jörg Wiemer (https://www.linkedin.com/in/joerg-wiemer/) the co-founder, former CEO, and current CSO (Chief Strategy Officer) of the grown-up tech company TIS (https://www.tis.biz/). Jörg had already an extensive corporate background with stops at Deutsche Bank and Douglas Holding (a beauty retailer). Was Senior Vice President and Head of Global Treasury at SAP, where he saw an opportunity and took a leap into entrepreneurship. In 2010 he co-founded TIS.
Joe always wanted to interview them, because they have been an important early success story that made startups sexy again. Also, any current or aspiring entrepreneur can learn a lot from Jörg in the interview.
Jörg has a lot of good advice from his early times starting TIS. You will find it in the last 1/3rd of the interview.
For us … getting venture capital early was a good decision.Jörg Wiemer, Co-Founder and CSO at TIS
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You don’t want to optimize your shareholdings in the company, you want to maximize your chances of success.Jörg Wiemer, Co-Founder and CSO at TIS
The Tech Company
TIS has been part of FT 100 Europe’s fastest-growing companies in 2019, 2020, and 2021.
TIS stands for Treasury Intelligence Solutions (https://www.tis.biz/) and is headquartered in Walldorf. Yes, the Walldorf is also home to SAP. The company has routes within SAP but is by now an independent grown tech company with more than 200 employees worldwide and a strong presence in Europe and North America. Startuprad.io always aims to bring you interesting founder stories, so it was about time to bring you the founder of a successful tech company.
Founders first have to do the hard work and then hire someone.Jörg Wiemer, Co-Founder and CSO at TIS
The Video Interview is set to go live on Thursday, November 11th, 2021, at 16.00 CET
Collect 2–3 term sheets from VCs early on. If you don’t get term sheets there is something wrong with your equity story.Jörg Wiemer, Co-Founder and CSO at TIS
The Audio Interview Podcast
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Early on you need advice from a good lawyer …. You can only insist on what is in your contracts.Jörg Wiemer, Co-Founder and CSO at TIS
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Further Readings / Additional Resources
Find the venture deals here: venturedeals.com
The founder’s dilemma https://hbr.org/2008/02/the-founders-dilemma
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The Interviewer
This interview was conducted by Jörn “Joe” Menninger, startup scout, founder, and host of Startuprad.io. Reach out to him:LinkedInTwitterEmail
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Automated Transcript
00:00:00.017 → 00:00:08.837Startuprad.io
00:00:09.230 → 00:00:13.653Your podcast and YouTube blog covering the German startups.
00:00:14.010 → 00:00:20.135With News interviews and Live Events
00:00:20.105 → 00:00:33.071hello and welcome everybody this is Joe from celebrated I all your startup podcast and you to block from Germany as well as the world’s first internet radio station dedicated to startups and tech companies today,
00:00:33.257 → 00:00:42.109do you have another guest a Founder not necessarily of a startup not necessarily of a scale up we discussed before and he would best,
00:00:42.223 → 00:00:54.136classify his company as a fast growing tech company admittedly it’s already 11 years old but I would first like to welcome York hey how you doing,
00:00:54.277 → 00:01:02.679thank you Joe for inviting me pleasure to be here how are you I’m doing great thank you it’s also pleasure for me I’m
00:01:02.532 → 00:01:14.715I’ve seen on LinkedIn everybody would like to reach out to you will link down here in the shown on to the LinkedIn profile of you have seen your headquartered in Boston do a reach you currently in Boston.
00:01:15.667 → 00:01:25.491No right now I’m in Germany here in Waldorf for one reason I cannot travel to the us right now.
00:01:25.749 → 00:01:35.420This might change in November this year already so looking forward to join u.s. conferences and to support our us team there.
00:01:35.850 → 00:01:40.399Before coronavirus spend a lot of time in the US to ramp up.
00:01:40.738 → 00:01:45.935The US business together with colleagues probably we come to that later let’s see.
00:01:46.292 → 00:01:54.199Yes I’m I’ve I’ve been looking at you and you have quite a career already behind you have been formally with Deutsche Bank,
00:01:54.331 → 00:01:56.702with Duclos holding
00:01:56.555 → 00:02:11.105we may ask for everybody who’s not from Germany which is something like 70 to 80% of each interview that this is Douglas Beauty so it’s a store where you can go in by perfumes and everything else,
00:02:11.139 → 00:02:21.035you need to be pretty including like shaving equipment for men and special face treatments for women and all that stuff and then you have been with s,
00:02:21.077 → 00:02:36.177Pete the software company actually also coincidentally headquartered in value of we may also add for the people that is a little bit more in the south west of Germany and the next larger city is Heidel back or Manheim
00:02:36.021 → 00:02:41.398okay you have been there at sap a senior vice president and,
00:02:41.467 → 00:02:48.195head of global treasury at sap and then in 2010 the there was just a break,
00:02:48.318 → 00:03:00.159uh-uh you started T is which is company we’re talking about right now treasury intelligence Solutions can you tell us how this happened,
00:03:00.417 → 00:03:06.136yeah the I spent as you said already I spend eight years with ASAP.
00:03:06.557 → 00:03:18.271In sap s Finance board area responsible for all together with the team responsible for all these broad treasury activities treasury is like a decathlon probably will come to that later as well.
00:03:18.584 → 00:03:26.013So responsibility for Capital Market transactions.
00:03:26.389 → 00:03:35.934Private placements and bonds responsible for risk management including FX and interest rate risk.
00:03:36.363 → 00:03:43.550Some special projects like working Capital management or cash collection.
00:03:43.988 → 00:03:53.803And last but not least I was responsible for outbound payment processes as well and this is where I had so as all certain challenges.
00:03:54.097 → 00:03:58.899And I had that problem in the problem in a nutshell.
00:03:59.481 → 00:04:06.073Inefficient processes lack of visibility and control very high.
00:04:06.944 → 00:04:18.064And there was a problem and there was no solution at that time so ever bought sock and he’s the co-founder and our chief product officer.
00:04:18.755 → 00:04:20.414Or both suck and myself.
00:04:20.879 → 00:04:32.243We thought it’s a good idea to leverage Cloud technology and to fix those problems so in a nutshell the problems which we solve today for our clients,
00:04:32.483 → 00:04:42.434these were my problems in my former life I met error during an Executive MBA program which was sponsored by ASAP,
00:04:42.647 → 00:04:56.738obviously in 2010 when we found a TRS this was this happened in close alignment with sap my boss my boss the direct to report to a CPC group CFO.
00:04:57.248 → 00:05:10.566He liked the idea and he acted as a sponsor so the seed money was provided by sap when we were able to attract venture capital.
00:05:11.364 → 00:05:14.725A few months later after Foundation already,
00:05:14.974 → 00:05:23.619and we converted this loan into an exit participation so sap does not have any voting rights.
00:05:23.886 → 00:05:26.698We are a speedboat from that perspective.
00:05:27.064 → 00:05:41.569I like your analogies of boats when we talked about before considering the growth of T is would you still consider it a speedboat by the large one.
00:05:42.143 → 00:05:48.960Yeah we are successful we are established in the market nevertheless this is,
00:05:49.047 → 00:05:57.747still a fast growing company goal is 3x in the last 3 years Top Line,
00:05:57.969 → 00:06:03.049um so this is fast-growing you still when you are part of our team,
00:06:03.145 → 00:06:12.771sitting in that speed boat you still feel the waves right and the you still as an employee you still have the chance to.
00:06:13.084 → 00:06:15.742Yeah so impact or two,
00:06:15.937 → 00:06:29.453to influence speed and direction of our speedboat and this is a completely different picture compared to whatever cruise ship I’d large cruise ship where you work in the 10th deck.
00:06:29.963 → 00:06:41.390And you have very limited impact you don’t even feel the waves anymore this is this feels different right and we attract new colleagues talents,
00:06:41.612 → 00:06:48.258willing to join us by the way it’s great fun to go fast,
00:06:48.363 → 00:06:58.080together with the team I see I’m before we jump straight into T is in one interview you want said
00:06:57.978 → 00:07:09.819if you would have not found it t is you would have likely become the CFO and then the CEO of a company but he did not say which one are you speculating about sap here,
00:07:09.915 → 00:07:14.482okay I became a I became a CEO of TS.
00:07:15.730 → 00:07:24.384Very very diplomatically circumvent in the answer sap is a great company and offers.
00:07:25.201 → 00:07:32.018Also great career development opportunities by the way I met are all bought socks,
00:07:32.240 → 00:07:44.189our co-founder during an Executive MBA which which we did together and this is where the idea was born and this is also where we have created the.
00:07:44.610 → 00:07:51.787Did the business plan for this business here yeah but I wanted to create something new from scratch,
00:07:51.928 → 00:08:01.888I wanted to have an impact all right I wanted to together with arrow I wanted to create a very successful big company,
00:08:02.074 → 00:08:09.144I wanted to enter a new learning curve the previous learning curve was counts kind of flattening out.
00:08:09.429 → 00:08:16.877And we had this idea and we wanted to show that this really works right,
00:08:17.072 → 00:08:24.168Cloud technology at that stage 10 years 11 years ago was still in the early stage right,
00:08:24.364 → 00:08:32.207and this was not mainstream it’s completely different now no investor is willing to invest in on-premise no.
00:08:32.583 → 00:08:38.473Customer wants to deploy software on premise why because this is.
00:08:38.767 → 00:08:49.690Not state-of-the-art anymore cloud is standard but once again when we started and we try to sell this Cloud solution.
00:08:50.425 → 00:08:58.233Two clients especially Finance teams and the decision-makers in finance teams they are risk averse,
00:08:58.365 → 00:09:07.883and so this is this is not easy different story in there is yes there is this chicken and egg problem nobody wants to be first right,
00:09:08.061 → 00:09:16.445problem is when you have a platform and you don’t have customers then you don’t find Banks which you connect to which are willing to connect to that platform,
00:09:16.595 → 00:09:25.132good news here the vision is reality now cloud is standard and yeah this makes us proud.
00:09:25.687 → 00:09:35.574I spoke to a customer yesterday he said well T is in payments is something like oysters in Bloomberg.
00:09:35.923 → 00:09:46.998So we have a good reputation we have earned Trust of our customers over the last 10 years let’s say we have earned this trust in.
00:09:47.473 → 00:09:48.358Drops.
00:09:48.760 → 00:10:03.409And we are very careful because you can lose this trust in bottles we have already talked about Tas here but first I want to set the stage a little bit because.
00:10:04.451 → 00:10:12.484I didn’t at first really realize what you guys doing some payments but basically you help companies take
00:10:12.454 → 00:10:24.520care of outbound payments meaning the invoices a company has to pay and you’ve been part of ftse 100 your fastest growing companies in 2021
00:10:24.445 → 00:10:32.541and in total I found something like erased 41 million u.s. dollars from several investors and you last series,
00:10:32.565 → 00:10:42.065I do believe it’s serious D was a May 20 2010 and I also found a very impressive list of clients.
00:10:42.494 → 00:10:46.845Including a decode group battles man who bought three seniors.
00:10:47.248 → 00:10:55.127Fugro like says Tyson Foods Manpower group or scram ntia again I’m.
00:10:55.989 → 00:11:06.002But I don’t think they’ve been your first customer how how did you get your first customer how did you get started and get all those great clients.
00:11:06.314 → 00:11:13.051Yeah you need to identities is this is really difficult you need to identify early adopters.
00:11:13.435 → 00:11:17.021You need to find somebody who has this problem.
00:11:17.351 → 00:11:25.852This was not the biggest challenge because I had a network in that treasury Community already,
00:11:26.065 → 00:11:32.811and then we were able to convince the first customer or one of the first customers was Fujitsu.
00:11:33.222 → 00:11:39.077Um based in Munich and yeah.00:11:39.515 → 00:11:54.389It’s getting easier and easier when you have customers as evangelists on stage right you need references B2B software sales this is about reference selling there is only one.
00:11:54.828 → 00:12:00.511Sands to make a good first impression there is only.
00:12:00.931 → 00:12:13.933You need to you need to deliver what you promised then you earn trust and then you have this upward spiral with happy customers and yes you mentioned a few customer names.
00:12:14.399 → 00:12:21.765In Europe and in the u.s. successfully established about 200 clients and.
00:12:22.050 → 00:12:26.023Very important these clients are happy customers.
00:12:26.300 → 00:12:33.036How do I know because I just recently completed 70,
00:12:33.294 → 00:12:37.636seven zero pulse check calls with our clients 30 minutes each.
00:12:37.939 → 00:12:46.035Where where I carefully listen to clients by the way clients they have really good ideas,
00:12:46.195 → 00:12:55.353they help you to innovate and this is part of the our Cloud DNA you had to collaborate with clients we,
00:12:55.494 → 00:13:03.239work in Sprint’s so when clients have good ideas we can deliver within 4 weeks already these new features.
00:13:03.839 → 00:13:12.601If we give them the adequate priority and this makes customers happy because they are part of a community this is a community.
00:13:13.120 → 00:13:22.486So long story short 8.7 on the scale between 0 and 10 this is the net promoter score or the happiness score,
00:13:22.690 → 00:13:31.578I’m coming out of these 70 pulse Shake calls and once again important why because they have.
00:13:32.025 → 00:13:39.122Success stories available on our website and they are open for references reference calls,
00:13:39.281 → 00:13:53.732hmm you have started Tas very soon very early and soon you raised Venture Capital as you said do you think at this time it was very hard to come by
00:13:53.667 → 00:14:02.042venture capital is it better right now and what is your take on Venture Capital at all I think venture capital,
00:14:02.282 → 00:14:09.198for it B2B Cloud software Cloud platform this is.
00:14:10.240 → 00:14:25.105But the only option triple F funding right family fools friends this is not an option ramping up a cloud platform is pretty expensive you need to.
00:14:25.508 → 00:14:39.743And the ability to attract venture capital is a proof point for your business for your team and for your business plan and for your idea so.
00:14:40.460 → 00:14:46.405Triple F funding is simply low volume wrong signal to the market Venture Capital funding,
00:14:46.573 → 00:14:52.859this is a proof-of-concept this allows you to attract talents and to hire those talents,
00:14:53.036 → 00:15:03.743early this allows you to grow the company this allows you to invest in Innovation into your product build you build a scalable business.
00:15:04.433 → 00:15:12.817And allows you to grow fast and last but not least those Venture capitalists which we have on board.
00:15:13.184 → 00:15:19.965Like Target Partners in Munich they will firstBattlefront fly back.
00:15:20.259 → 00:15:28.346He provided seed money and he saw the potential of Tas very early,
00:15:28.568 → 00:15:38.096then we added so Peter 83 North and as you said already in March 20 20 during Corona crisis,
00:15:38.219 → 00:15:43.407successful funding round with aquiline and they are strong partners,
00:15:43.539 → 00:15:52.886and they also have a certain experience and definitely they do have a great Network which you can leverage so,
00:15:53.073 → 00:16:00.880this was a good decision to attract Venture Capital early yeah you don’t want to.
00:16:01.463 → 00:16:03.923You don’t want to.
00:16:04.776 → 00:16:16.832Optimize your shareholdings in percentage of the company the idea is to maximize the chance of success and.
00:16:17.298 → 00:16:23.089Yeah that’s what we did that is great statement you don’t want to
00:16:22.978 → 00:16:35.449optimize in terms of your shareholder percentage but in terms of success that is a great statement I’m you want spoke in an interview about something like 70 percent year-on-year growth,
00:16:35.599 → 00:16:37.700does this still hold true.
00:16:38.993 → 00:16:47.071This is true especially right now for especially for the US growth rates there for yes operations are above two hundred percent.
00:16:47.437 → 00:16:49.232So this is good.
00:16:49.742 → 00:17:01.448And yes the company overall is growing fast as I said already 3x for the next three years that’s our plan from the Top Line perspective.
00:17:02.282 → 00:17:08.289And the growth should happen in Europe and in the u.s. through field cells.
00:17:09.223 → 00:17:17.598And also through partner engagement partner channels what a partner channels for you there’s one good example.
00:17:19.161 → 00:17:26.924By the way when you are successful in the market when you have good clients this is a good proof point,
00:17:27.002 → 00:17:38.114and then suddenly you are attractive for partners so the problem is back to your question you know in a Founders they need to do the hard work first yeah create some momentum,
00:17:38.228 → 00:17:43.812deliver some proof points and then suddenly you are attractive for partners,
00:17:44.026 → 00:17:51.978and a good example very successful partnership was established with Deutsche Bank.
00:17:53.118 → 00:17:58.495This is not only about selling our fraud prevention solution.
00:17:59.320 → 00:18:06.723Together this is also about Innovation obviously though it should Bank these experts the.
00:18:06.999 → 00:18:20.497They have a good very excellent track record in or expertise in fraud protection and this is where we created a have created a win-win situation this is a strategic partnership.
00:18:20.935 → 00:18:29.562Where we approach clients with I would say game-changing new product where we.
00:18:30.324 → 00:18:36.161Leverage not artificial intelligence in the first step but where we Leverage.
00:18:36.716 → 00:18:50.366Customer intelligence it’s a think about something like swarm intelligence or a neighborhood watch system where we allow customers to collaborate on our platform.
00:18:51.435 → 00:19:04.527And reduce the fraud risk for the overall group and obviously the more participative participate you have in that Network the more data you have in that Network,
00:19:04.605 → 00:19:08.560the more valuable is it is and this is what we see already.
00:19:09.025 → 00:19:18.039The new product PE Community screening the pipeline right now sells pipe is simply exploding.
00:19:18.423 → 00:19:19.470Why is this.
00:19:19.819 → 00:19:30.219By the way it comes back to my point which I made a few minutes ago customer driven Innovation this was an idea.
00:19:30.693 → 00:19:37.385Brought to us in one of ourcustomer Council sessions where we do some.
00:19:37.895 → 00:19:45.352Brainstorming with with our customers and we carefully listen to those clients.
00:19:45.628 → 00:19:54.480And delivered what they wanted to have and this is the P Community screening successful product but only one product on our platform.
00:19:55.171 → 00:19:58.675Mmm-hmm.
00:19:59.231 → 00:20:08.434And talking a little bit about the EU again I realized when I was looking through your profile you position in T is,
00:20:08.476 → 00:20:18.030itself has changed you basically gave up the CEO position have you been bored of it too much work you want to focus on something else.
00:20:18.595 → 00:20:29.535Yeah this is sooner or later you need to make a decision at two men but founder band does not scale right that’s clear.
00:20:29.847 → 00:20:31.219And.
00:20:31.675 → 00:20:40.392By the way there is this famous founder style Emma very nice article Harvard Business Review Founders dilemma and,
00:20:40.623 → 00:20:48.953according to that also a research you need to make a decision at a certain stage,
00:20:49.139 → 00:21:00.656do you want to become rich or do you want to continue to be a king there are only these two options according this article is the third option but this is a longer story,
00:21:00.725 → 00:21:09.703yes in Devil bought stock and myself we made a decision to ask Eric amazing to become a CEO,
00:21:09.925 → 00:21:12.575and why is this well because,
00:21:12.644 → 00:21:26.303we want to grow fast we want to be successful and Eric did that journey two times already so there is no time to lose and by the way I met.
00:21:27.489 → 00:21:36.224Eric pausing many years ago and we started to collaborate first he joined as a kind of contractor,
00:21:36.383 → 00:21:38.655and I asked him to support,
00:21:38.805 → 00:21:48.494for our u.s. expansion yeah is pretty much the same story here when I spend a lot of time in the US and we,
00:21:48.716 → 00:21:59.810we ramped up this us business from scratch there was nothing right no customers nothing and we had this chicken and egg problem which we had 10 years before in Europe we had it in the u.s. again.
00:22:00.176 → 00:22:07.975And they’re here in such a scenario it’s good to have somebody with you who did that before and he,
00:22:07.981 → 00:22:18.436he did the u.s. expansion for his own software company which he founded so this allowed us to take some shortcuts,
00:22:18.541 → 00:22:26.042and to ramp up our us business and this was a very good proof point.
00:22:26.310 → 00:22:37.466Not only to leverage his expertise but also to find out that there is a cultural fit and that’s the reason why we asked him to become the CEO.
00:22:38.166 → 00:22:43.003Yeah simply because yeah probably I have the.
00:22:44.404 → 00:22:51.222Know-how or expertise as well but he has the experience,
00:22:51.471 → 00:23:05.733and once again there is no time to lose we need to grow fast there is if we don’t grow fast there are very high cost of opportunity the addressable Market which we have in front of us is huge,
00:23:05.911 → 00:23:08.731so we need to be fast.
00:23:09.088 → 00:23:16.410And that’s the reason why we by the way also hired additional leadership in the u.s. we hired Chris.
00:23:16.713 → 00:23:26.493Calhoun he’s our CEO Americas as I said already very successful growing our us business haha,
00:23:26.715 → 00:23:35.198very cool so basically you and entrepreneur and now you’re taking a step back that is usually the time you dispense some advice
00:23:35.078 → 00:23:42.706to people like our audience who aspiring entrepreneurs are already entrepreneurs pretty early state would be
00:23:42.622 → 00:23:51.753some pieces of advice you would give to them yeah I covered the Venture Capital topic already right,
00:23:51.840 → 00:23:58.181but I covered only the why so maybe some lessons learned on the Venture Capital side
00:23:58.169 → 00:24:07.849for early-stage companies or four Founders be careful with overconfidence yeah this is,
00:24:07.972 → 00:24:10.928this is normal probably,
00:24:11.159 → 00:24:23.018when you are enthusiastic in the early days that you are overconfident and feces they know this probably will find out that this takes twice as long and will cost you twice as much,
00:24:23.069 → 00:24:27.231as in your initial business plan so.
00:24:27.669 → 00:24:35.549This is one thing start early with a contacting Venture Capital yeah this is a proof of concept for your business.
00:24:35.861 → 00:24:44.344You will learn a lot while talking to investors create a relationship with these investors,
00:24:44.594 → 00:24:53.977make sure very important right this is a long-term longer-term Journey there needs to be a cultural fit.
00:24:54.676 → 00:24:57.218And yes there is always.
00:24:57.935 → 00:25:08.731Kind of information asymmetry between species and Founders be careful layer make sure that you have a good lawyer.
00:25:17.983 → 00:25:23.405They can wait you you can’t wait because you need the money sooner or later otherwise you cannot grow.
00:25:23.978 → 00:25:31.318So once again now also be careful very careful with your cash burn and start these.
00:25:32.783 → 00:25:42.949Discussions and negotiations early and last but not least it’s not only about valuation it’s about valuation and documentation.
00:25:43.252 → 00:25:50.934Documenting what this is very documentation yeah what what what should you do if you meant.
00:25:52.309 → 00:25:57.884If you dacian preference is only one example,
00:25:57.980 → 00:26:11.099yeah you should definitely document everything you’ve agreed upon in this room when you finally seal the deal you can only prove what’s in the contract.
00:26:11.681 → 00:26:16.168Definitely and that’s the reason why you need a good lawyers.
00:26:16.435 → 00:26:27.600And good advice there is one nice very good website Venture deals.com this is something you could use.
00:26:28.327 → 00:26:37.125Bob once again asked experts by the way create a market for your company shares.
00:26:37.455 → 00:26:42.337Collect two three term sheets.
00:26:43.135 → 00:26:50.844If you should have any problems to connect two or three term sheets then probably there’s something wrong with your Equity story.
00:26:51.381 → 00:27:03.627I’ve actually talked to a lot of startups and most memorable was the CEO of Penta at this time and he said only the 67th.
00:27:05.065 → 00:27:19.462Investor actually invested they made 66 pitches without any success so you have to be added and adjust now we did a few pictures only inverse successful pretty fast,
00:27:19.721 → 00:27:25.692so this this went very well and then the second piece of advice.
00:27:26.958 → 00:27:32.741Sales know-how and sales leadership right so founders,
00:27:32.999 → 00:27:43.778they need to do the hard work in the beginning is founder driven sales this is key to success you will learn a lot,
00:27:43.991 → 00:27:49.116but you need to do the hard work and.
00:27:50.094 → 00:27:56.489A sales experts for help but be careful.
00:27:57.890 → 00:28:05.221Sometimes you get these advice from Venture capitalists and I think this is the wrong advice.
00:28:05.749 → 00:28:15.295Um that CEOs early-stage should hire someone bigger than required pretty early.
00:28:15.850 → 00:28:22.559And their argument is something like well think about the three to five years.
00:28:22.881 → 00:28:37.440And how you will be a large company and this is the bed advice right because when you hire these very expensive sales leaders too early and your processes are not mature enough.
00:28:37.752 → 00:28:51.826And you don’t have a critical mass of momentum on your platform and referenceable customers and customer success stories then it doesn’t make any sense to hire sales leadership,
00:28:52.057 → 00:28:58.523early in the process once again as a Founder you need to do the hard work first.
00:28:58.800 → 00:29:05.374Good advice I’ll write it down I’ll condense it in the blog post accommodating hour
00:29:05.245 → 00:29:13.980podcasts here and one final question because we are running almost at 30 minutes recording time in one interview you got to ask,
00:29:14.049 → 00:29:22.613whom you would like to meet for beer and he said hasso plattner the longtime CEO and co-founder of sap did you manage to do that by now.
00:29:23.286 → 00:29:26.871Not yet but I didn’t ask him so far.00:29:27.697 → 00:29:34.055Yeah this is this is a.
00:29:34.980 → 00:29:38.484Great person very successful needless would say.
00:29:38.878 → 00:29:47.982Yes I totally would like to have him in my agenda one day your agenda is having a beer with him I would like to interview him,
00:29:48.024 → 00:30:00.387yeah it was such a pleasure talking to you I know your time is very valuable so thank you very much even though I think we would have a few more hours we could cover in this interview,
00:30:00.501 → 00:30:04.816well it’s a great pleasure thank you once again for inviting me.
00:30:13.040 → 00:30:18.480Music.
00:30:18.326 → 00:30:25.026Events and interviews at www.startuprad.io
00:30:24.880 → 00:30:39.573Music.
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