How to be a customer-centric company and stay on the long journey with Matthew Bellows, Yesware

Feb 22, 2018

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Few people grow up deciding sales will be their career. Matthew Bellows, CEO of Yesware, is no exception. The latest guest on the Saas Revolution Show, he is something of an accidental salesman. It never was the plan but as soon as Matthew began working he figured that was where he could be of best use to a business.

Through the years he got into more managerial roles and eventually became a VP of Sales. After a few years on the job, however, he got fired from it. It was the last straw. For years he had experienced challenges doing his job. It was time he addressed them. Nothing had felt as painful as presenting the quarterly forecast to the board. It had been impossible to gather all the information from the reps to have any certainty in his numbers.

Software could help, Matthew was convinced. In 2011 Yesware was born. Seven years later, Yesware currently has over 60,000 paying customers and $20 million in ARR and to date has raised $38 million in VC funding.

In this candid interview Matthew shares many valuable insights. From why appearance to employees is a CEO's most important role, which requires personal care such as one-hour meditation every day in Matthew’s case, to much more specific topics such as:

Why Yesware killed freemium and what was the impact on customers
What are the go-to-market strategies that work for them now
Why companies should look for internal rather than external metrics for word of mouth
Why there never is an endpoint to the SaaS journey and what to do about it as a CEO
Why no one really knows what they are doing and that’s okay.

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