The Enterprise GTM Podcast
Lessons From Building a Business as a First-Time Founder and How To Approach Selling to Large Enterprises as a Startup
In today's episode, we sit down with Jerry Ting to delve into his experience of founding and scaling a startup in the world of AI-powered contract management. Jerry is the Founder and CEO of Evisort, a cutting-edge AI-powered contract management platform transforming how organizations manage, analyze, and automate their legal documents. Jerry's vision has been instrumental in establishing Evisort as an innovator at the intersection of law and technology.
In our conversation, we discuss Jerry’s transition from sales to law, the early days of Evisort, and how he overcame skepticism to secure the company’s first clients. We also unpack the steps to identifying the right time to build sales and marketing teams, determining pricing, and the importance of a customer-first approach. Explore Evisort’s mission-driven innovation approach, the strategy of “land and expand,” and the advantages startups have over larger competitors in delivering user-focused solutions. Join us for a detailed look at the challenges and successes of building a transformative legal tech company from the ground up with Jerry Ting.
Key Points From This Episode:
* Introducing Jerry and his background in law and journey into entrepreneurship.
* Jerry explains Evisort's product-led approach to its enterprise selling motion.
* Why working with large enterprises is sometimes a curse for smaller companies.
* Making the first Sales hire for Evisort and what he would do differently.
* Discover how he determined Evisort's initial offerings and associated pricing.
* How Evisort's mission to make peoples' lives easier catalyzed its growth.
* How do you go from departmental sales to enterprise sales.
* Jerry shares advice for budding founders of AI-native companies.
Quotes:
“[Evisort] really early on took a product-led approach in our enterprise selling motion.” — Jerry Ting [0:06:45]
“My advice to the founders listening out there is that sometimes it is a curse to actually get big enterprises [interested] in the beginning.” — Jerry Ting [0:07:55]
“If you really focus around the customer from a 360 [degree] company perspective, how you sell, how you support, how do you build your product, over time they become a great sounding board for the company strategy.” — Jerry Ting [0:18:18]
Links Mentioned in Today’s Episode:
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