392: DoControl: A Founder's Lessons on Validating & Selling Your SaaS - with Adam Gavish
Apr 11, 2024
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Adam Gavish, Co-founder of DoControl, discusses validating and selling SaaS, emphasizing customer interviews and differentiation. He shares insights on a SaaS security solution for data protection. The podcast reveals the origin story and scale of the business, challenges faced, and the journey from problem validation to customer acquisition in cybersecurity. Adam emphasizes authentic conversations in sales and the evolving dynamics of sales in the security space.
Extensive validation through interviews helps shape SaaS solution based on market pain points.
Differentiation in cybersecurity market achieved by highlighting unique value proposition and tailored solutions.
Deep dives
Validation Through Extensive Customer Interviews
The founders of DuControl, Adam and his partner, extensively validated their business idea by conducting over 50 interviews with security professionals to understand the pain points in the market. Through these interviews, they discovered a common problem and gained insights to shape their solution.
Embracing the Sales Development Representative Role
Adam had no prior sales experience but took on the role of a Sales Development Representative (SDR) to grow DuControl's customer base. Despite the initial challenge, Adam sent hundreds of LinkedIn messages each week, emphasizing the importance of building relationships and focusing on adding value to potential customers.
Differentiation and Messaging Strategy
To differentiate DuControl in the crowded cybersecurity market, Adam focused on showcasing the unique value proposition of the product. By highlighting DuControl's event-driven approach and real-time monitoring capabilities, the company positioned itself against larger vendors, emphasizing the importance of understanding customer needs and providing tailored solutions.
Navigating the Sales Cycle and Business Growth
DuControl's sales cycle ranges from two to eight months, depending on the complexity of the deal. Adam remains actively involved in sales activities, shaping the sales playbook, and supporting the sales team. His optimism, continuous learning, and focus on building relationships have been key factors in DuControl's success.
Adam Gavish is the co-founder and CEO of DoControl, a SaaS security solution that helps companies protect sensitive data stored in their SaaS applications.