SaaS Scaling Secrets
The SaaS Scaling Secrets podcast reveals the strategies and insights behind scaling B2B SaaS companies to new heights. Dan Balcauski, founder of Product Tranquility, leads conversations with successful SaaS CEOs, exploring their challenges, triumphs, and the secrets that propelled their businesses to the next level.
SaaS Scaling Secrets
Skipping SMBs to Conquer the Enterprise with Brandon Card, CEO of Terzo
Dan Balcauski speaks with Brandon Card, CEO and Founder of Terzo, an enterprise AI platform focused on contract intelligence for Fortune 500 companies. Brandon shares his journey from working at tech giants like Microsoft and IBM to founding Terzo, highlighting the challenges of targeting enterprise clients and creating new budget line items for AI solutions. They discuss the importance of charging for proof of concepts, focusing on long-term thinkers in the hiring process, and identifying 'Mavericks' within enterprises who are willing to drive innovation. Brandon emphasizes the necessity of patience and integrity in building a successful company and reveals how Terzo uniquely approaches the complex enterprise sales cycle.
01:55 Brandon Card's Journey and the Birth of Terzo
03:59 Understanding Contract Lifecycle Management (CLM)
06:34 Focusing on Enterprise Clients
17:50 The Importance of Charging for POCs
22:28 Targeting the Office of the CFO
26:39 Challenges of Saying No to Potential Clients
30:45 Recruiting the Right Sales Team
42:03 Creating New Budget Line Items
47:27 Conclusion and Final Thoughts
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