Kevin Moore, Chief Revenue Officer at Abnormal Security, gives his masterclass on how to get your first customers and how to sell enterprise software at a startup. He covers everything from how to find the right person to contact within an account to how to convince companies to work with startups. Kevin is the Chief Revenue Officer of Abnormal Security, where he leads worldwide revenue generating activities. He brings strategic and operational experience with over 20 years of success leading global, high-performance sales teams at companies including Vectra AI and Proofpoint.
Kevin Moore: It starts with the founders, leveraging their network as well as some of their investors and angel investors, to call potential buyers, right? To narrow the list of the type of people that You think hypothetically are going to buy your solution, and then scrape, borrow, steal, do whatever you need to do to get introductions into some of those people and get their feedback and be genuine about getting that feedback, make them part of the journey.
This initial market research, in customer centric approach really will not only help drive the product direction, but it also helps build those relationships early. And then you make those prospects as part of the journey. And then that can end up when you're really ready to go GA to have turned these into paying customers.
And I think the reality is it's really critical to do that in the early phase, as much as you can, before you really launch a full go-to-market motion. [00:01:00] and that role really catapults, what that go to market motionis really going to look like.