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124: How Proposify went from selling self serve deals to working with enterprise clients with CEO Kyle Racki
Description
On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Kyle Racki, noted author and CEO of Halifax’s Proposify.
In addition to leading Proposify’s growing team through fundraising rounds, the ups and downs of startup life, and a company-wide evolution to sell bigger deals, Kyle is a trained designer, former agency head, and noted author.
Throughout the pod, Collin and Kyle discuss Proposify’s move up market from servicing just small businesses to selling enterprise deals. Highlights include: Proposify...before moving up market (4:37), where did Proposify start price-wise to go up market? (7:49), Proposify’s initial sales team (11:29), the big changes (17:41), key realizations (24:24), re-training sales (33:24), the changes to customer success (40:38), and Proposify’s wins and mistakes (44:14).
Show notes
https://aprildunford.com/obviously-awesome/
https://www.youtube.com/watch?v=sfGtw2C95Ms&t=14s
https://www.amazon.com/Jobs-be-Done-Theory-Practice/dp/0990576744
https://www.proposify.com/blog/saas-moving-upmarket