#9 SaaS Enterprise Sales: How To Succeed – Even With a Limited Market Size

In this episode, we have the pleasure of interviewing Ron Gidron, founder and CEO of xtype, for an in-depth conversation about the challenges and triumphs of building a business from the ground up. xtype is a company that helps ServiceNow clients accelerate their digital transformation at unprecedented scale and velocity.

Ron’s very successful now, but his entrepreneurial journey was anything but easy. He faced a lot of rejections and challenges as he moved forward with his dream. The amazing thing is, he was a farmer before he became a tech entrepreneur. Farming and tech are worlds apart. So how did he get into the tech space?

Each step in his journey has been a lesson, and he’s pumped for what lies ahead. Learn about his fantastic story and how he found success through hard work, resilience, and pure determination. Discover how to succeed in SaaS enterprise sales even with a limited market size.

We discuss:

Topic 1: Ron Gidron’s Entrepreneurial Journey

Transition from farming to the tech industry
Meeting co-founders at the previous company
Challenges of walking away from a client
Embracing challenges and persisting in the B2B SaaS enterprise space
Achieving product-market fit and acquiring paying customers

Topic 2: Sales and Business Strategy

The importance of front-loaded sales process and budget holder access
Rejecting the idea of separate MQL and deal pipelines
Collaboration and alignment between sales, marketing, and leadership
Expansion strategy within the ServiceNow ecosystem
Shortening the normal sales cycle and being invited into the buying journey by customers
Prioritizing prospects who meet certain criteria before investing sales time

Topic 3: Building and Iterating a Product

Developing a product focused on solving a common problem
The importance of pre-selling a product to understand objections and communicate effectively
Challenges and trade-offs involved in building a product for a specific architecture

Topic 4: Personal and Professional Growth in Entrepreneurship