Nate Williams is the Co-Founder and Managing Partner of Union Labs - an applied DeepTech seed fund focused on building and backing leading seed-stage startups in Climate, PropTech and Mobility.
Nate is a hands-on serial entrepreneur having previously played roles as an EIR at Kleiner Perkins, CRO & Head of Business at August Home, Inc. which became a leader in Smart Home Access, later acquired by Assa Abloy in 2017. He was also the CMO & Head of Business at Greenwave Systems and Senior Director of Marketing & Business Development at Google subsidiary Motorola Mobility.
Join Host Alex Shartsis in this episode as Nate shares about the different stages of sales in a startup's life, from day zero to a scalable product, and the importance of a team approach to sales efforts.
He shares his advice on creating a channel map to reach customers and markets, and talks about the risks of customer concentration. This channel mapping approach brought huge success when he was heading the business at August Home.
Nate also talks about the significance of the Chief Revenue Officer (CRO) title and the shift in funding trends towards mitigating technical and go-to-market risks early on.
Show Notes:
0:00 Introduction
9:38 Startup Sales Stages: From Jungle to Highway
11:17 Team Approach to Sales: Beyond Founder-Led Selling
15:23 Channel Mapping: Strategic Market Reach
21:11 Early Client Engagement: Setting the Deal Clock
23:38 Customer Concentration Risks: Balancing Goals
35:13 Targeting Influential Profiles: Building Key Relationships
40:23 CRO Role: Signaling Structured Sales Growth
49:52 Funding Trends: Balancing Technical and Market Risks
Guest: Nate Williams (linkedin.com/in/nathandwilliams)
Host: Alex Shartsis (linkedin.com/in/shartsis)
Audio Engineer & Video Editor - James Fixx (fixxmusic.com)
The Seed to Sequoia podcast is created by Silverwood Advisors to help founders with practical advice on building successful startups.
If you would like to get expert advice for your startup reach out to us on:
Website: silverwood.ai
Linkedin: linkedin.com/company/silverwood-advisors
Popular Podcasts
Stuff You Should Know
If you've ever wanted to know about champagne, satanism, the Stonewall Uprising, chaos theory, LSD, El Nino, true crime and Rosa Parks, then look no further. Josh and Chuck have you covered.
Ruthie's Table 4
For more than 30 years The River Cafe in London, has been the home-from-home of artists, architects, designers, actors, collectors, writers, activists, and politicians. Michael Caine, Glenn Close, JJ Abrams, Steve McQueen, Victoria and David Beckham, and Lily Allen, are just some of the people who love to call The River Cafe home. On River Cafe Table 4, Rogers sits down with her customers—who have become friends—to talk about food memories. Table 4 explores how food impacts every aspect of our lives. “Foods is politics, food is cultural, food is how you express love, food is about your heritage, it defines who you and who you want to be,” says Rogers. Each week, Rogers invites her guest to reminisce about family suppers and first dates, what they cook, how they eat when performing, the restaurants they choose, and what food they seek when they need comfort. And to punctuate each episode of Table 4, guests such as Ralph Fiennes, Emily Blunt, and Alfonso Cuarón, read their favourite recipe from one of the best-selling River Cafe cookbooks. Table 4 itself, is situated near The River Cafe’s open kitchen, close to the bright pink wood-fired oven and next to the glossy yellow pass, where Ruthie oversees the restaurant. You are invited to take a seat at this intimate table and join the conversation. For more information, recipes, and ingredients, go to https://shoptherivercafe.co.uk/ Web: https://rivercafe.co.uk/ Instagram: www.instagram.com/therivercafelondon/ Facebook: https://en-gb.facebook.com/therivercafelondon/ For more podcasts from iHeartRadio, visit the iheartradio app, apple podcasts, or wherever you listen to your favorite shows. Learn more about your ad-choices at https://www.iheartpodcastnetwork.com
Dateline NBC
Current and classic episodes, featuring compelling true-crime mysteries, powerful documentaries and in-depth investigations. Follow now to get the latest episodes of Dateline NBC completely free, or subscribe to Dateline Premium for ad-free listening and exclusive bonus content: DatelinePremium.com