EO How We Went from Zero Buyers to One of the Fastest-Growing B2B StartupsㅣTranscend, Ben Brook | EO
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Jun 23, 2025 In this engaging discussion, Ben Brook, Co-founder and CEO of Transcend, shares insights from his journey in establishing a leading privacy infrastructure company. He reveals how he scaled from zero buyers to 2,000 clients and reached $18.3 million in annual revenue. Ben offers practical advice on effective pricing strategies and the importance of iterating to find the right fit. He also explores the evolving challenges in AI governance and privacy, especially amidst new regulations. A must-listen for aspiring founders!
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Start Pricing High and Value Your Product
- Start pricing high to discover what the market will pay for your product.
- Understand the business value your product delivers to justify premium pricing.
Use Early Customers as Product Partners
- Find early customers and act as their extended privacy engineering team to build product fit.
- Use consultative engagement to deeply understand and solve customer problems.
Scale Sales with Experts Early
- Transition from founder-led to dedicated sales team after first 20-30 customers to scale effectively.
- Hire an expert sales leader to build and manage the sales organization properly.