SaaStr 116: The Most Important Metric For Your Startup, When To Ship Your Second Product & How To Structure Your Sales Team For 7 Figure Deals

Tim Eades is the CEO @ at vArmour, the industry's first distributed security system that provides application-aware micro-segmentation. Tim joined vArmour as CEO in October, 2013. Prior to that, he was the CEO at Silver Tail Systems until the company was acquired by RSA, the security division of EMC in late 2012. Prior to leading Silver Tail Systems, Tim was CEO of Everyone.net, an SMB focused SaaS company that was acquired by Proofpoint. Tim has also held sales and marketing executive leadership positions at BEA Systems, Sana Security, Phoenix Technologies and IBM.

In Today’s Episode You Will Learn:

• How did Tim make his way from punk rock fan in the UK to leading Silicon Valley CEO?
• Why does Tim believe Incremental Account Opportunity (IAO) is one of the most important metrics for a growing startup?
• Why does Tim believe that most founders are far too late to ship their second product? How can they identify adjacent markets? When exactly is the right time to know when to ship your second product?
• What does it take in terms of sales team structure to successfully orchestrate the 7 figure deals that Tim does? What does that look like in terms of sales team compensation?

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Jason Lemkin

Harry Stebbings

SaaStr

Tim Eades