Kyle Porter Part 1: The Successful Startup Table

Kyle Porter, CEO of SalesLoft, was kind enough to sit down with our very own Conner Burt over a Google Hangout to talk business. Check out the video below.

Conner: Give our audience a little bit of background on the importance of what your employees and people mean to you, actually having the experience of rebooting your organization.

Kyle: So, really I think that there are four extremely important pieces of running a startup and the way I would describe it is this: imagine you have a table and there are three pillars on it.

The table for our company and the table for my approach to starting and running a business is to put culture first. That means to cherish company culture. What I mean by that is that we have a set a core values that are absolutely necessary [components of] the people we bring on board. When I say absolutely necessary, I mean they need to be in the 1-percent club for each of these categories: positive, supportive, and self-starting.
So, we put culture first, we’re positive, supportive, and self-starting, we like to have fun, like to get shit done, and we like to be smart, motivated people.

So, that’s the most important thing for the startup.
The pillars, for me. have been first to create product-market fit. You’ll hear this a lot in lean startup other current philosophies. You know, understand a problem enough to be able to solve it in a way that the market can respond to positively. And so, we were able to reach product-market fit around summer of last year
And then, in the fall and into this early this year, we’re working on the second piece, the second pillar, which is a repeatable customer acquisition process.

I think that really hit for us in January where we know we did 48 new clients in January, 53 new clients in February, and we will hopefully do 58 new clients in March, right? It’s just this repeatable process that we know that we can depend on, and we can plug in different salespeople into different roles, and we know what the outcome will be.

That kind of a marketing-and-sales process involves getting involved in the community, having great content, getting great inbounds, but also having a great prospecting strategy, having great outbound, setting up demos, and closing business.
The third piece is customer delight. When we started adding all these customers, we wanted to make sure they were delighted and make sure that we were solving their problems. So, we brought on a super-special employee in late January and her goal has been to keep our customers delighted. That’s the third pillar.

So, corporate culture being is what you build your business on, and then finding product-market fit, finding a scalable repeatable customer acquisition process, and having a process to continually delight your customers.

Stay tuned for parts 2 & 3 in the next couple of weeks, but if you want a spoiler, you can watch the full Hangout here.

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