The 4th Most Common Mistake When Scaling a BDB Startup

Many B2B startups are reliant on external funding, but if you look at it critically and closely, many of them should be able to scale without any. If your paycheck is in the right, guess what your customer is going to say. It took Vanta almost a year to launch benefits because they didn't want payroll plus benefits. The root cause of that is not that the sales motion isn't working, your product is not appealing enough. You have to do 100 to 200 customer calls, customer conversion to know whether your product is good enough.