Clementine Jacoby, founder and CEO of Recidiviz, transforms fragmented criminal justice data into insights for reform. She discusses the challenge of selling to large enterprises without sacrificing startup integrity. Topics include maintaining a scalable product amidst client customization demands, navigating government sales, and the importance of structured lead qualification. Jacoby also highlights empowering teams and balancing sales with core product goals, offering valuable lessons for startups seeking growth without losing their identity.
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volunteer_activism ADVICE
Avoid Custom Work
Avoid becoming a tech-backed services company by saying no to excessive custom work.
Focus on building scalable software to leverage its biggest strength.
insights INSIGHT
Team Vision
Employees join startups for the vision, not just the salary.
Custom work can betray this vision, hurting morale and retention.
volunteer_activism ADVICE
System Integrators
Instead of building custom features, consider using system integrators or resellers.
This lets you serve enterprise customers without deviating from your roadmap.
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Chris is unwell this week.
Joining Yaniv this week on the pod is Clementine Jacoby.
Clementine is founder and CEO of Recidiviz, a company building an open source platform to turn fragmented criminal justice data into actionable insights for practitioners, policy makers, researchers and the public. She has raised tens of millions in philanthropic capital from Vinod Khosla, Paul Graham and Y combinator. She was previously a product manager at Google where she worked with Yaniv.
Together they explore working with large, enterprise customers without falling for the trap of becoming a technology-backed services company including:
Finding a concentrated customer base
Fighting off custom requests
Avoiding resentment building within an organisation
Appropriate pricing models
Costs of labour
Empowering your team
This is a very insightful episode on an area of startups we don’t often cover.
Tune in to learn more about how to work with the bigger fish in the pond without losing your rod!
Episode Links
Checkout Clementine on LinkedIn: https://www.linkedin.com/in/clementine-jacoby-50578483/
Learn more about Recidiviz: https://www.recidiviz.org/
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Key links
The Startup Podcast is sponsored by Vanta. Vanta helps businesses get and stay compliant by automating up to 90% of the work for the most in demand compliance frameworks. With over 200 integrations, you can easily monitor and secure the tools your business relies on. Go to www.vanta.com/tsp for 20% off their incredible offer.
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Learn more about Chris and Yaniv
Work 1:1 with Chris: http://chrissaad.com/advisory/
Follow Chris on Linkedin: https://www.linkedin.com/in/chrissaad/
Follow Yaniv on Linkedin: https://www.linkedin.com/in/ybernstein/
Credits
Lovingly handcrafted for the global startup community by:
Editor: Justin McArthur
Associate Producer: Aidan Cousins
Intro Voice: Jeremiah Owyang
The Startup Podcast