EUVC VC | E498 | Path to Market: From Zero to Market Leader, A CRO’s GTM Playbook [Seedcamp Series]
Jun 21, 2025
Tim Bertrand, President of HAProxy and a seasoned three-time GTM leader, shares his journey from scaling startups to market dominance. He dives into the essentials of building effective sales teams, emphasizing adaptability and the importance of hiring practices that match the company's growth stage. Tim also discusses best practices for onboarding, creating urgency in sales, and aligning product strategy with market needs. His insights on value-based pricing and the impact of open source software provide actionable takeaways for founders.
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Tim's Startup Growth Journey
- Tim Bertrand joined startups multiple times because he enjoys building from early growth to scale.
- He shared his journey from working with 20 people at Acquia to leading HAProxy with over 40% growth and profitability.
Hire Early Salespeople Wisely
- Avoid hiring senior sales executives like CROs too early in a startup's life.
- First sales hires should be ground-level sellers ready to evolve with the company and focus on traction over revenue.
Hire Salespeople with Startup Grit
- Hire salespeople who’ve experienced startup sales phases, not only big corporate structures.
- Look for candidates who fit the team culture and are ready to work hard in a resource-constrained environment.
