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465: Enterprise Sales Strategy: Closing Deals in 9 Days | Briq

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Manage episode 523748820 series 61396
Content provided by Omer Khan. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Omer Khan or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://podcastplayer.com/legal.

Bassem Hamdy helped scale Procore to $100M ARR, but his own startup almost failed when investors forced a pivot. After firing 200 people to regain control, he ignored the "expert" advice and returned to his original vision to build an 8-figure AI automation platform.

In this episode, Bassem (CEO of Briq) reveals why "listening to the customer" often creates a Frankenstein product. Learn how he closes Enterprise deals in just 9 days using a "micro-value" strategy, why he downsized the team to increase revenue per employee, and the danger of selling to corporate Innovation Teams.

🔑 Key Lessons

  • 🐘 The "Elephant" Trap: Why building exactly what customers ask for creates "bandages on bullet holes" instead of a scalable product.
  • 9-Day Enterprise Close: The "Land and Expand" strategy that bypasses long procurement cycles by selling micro-value first.
  • 📉 The Failed Pivot: How investor pressure for "Daily Active Users" led to a forecasting tool that nearly killed the company.
  • 🚫 Innovation Teams: Why selling to the "VP of Innovation" is a trap and how to find the real economic buyer (the CFO).
  • 📊 Revenue Per Employee: Why he stopped measuring success by headcount (300 employees) and focused on efficiency (100 employees).

📖 Chapters

  • Introduction & Welcome
  • Is AI "Human Replacement" Software?
  • The "Construction Data Cloud" Idea (And Why It Failed)
  • Finding the Wrong ICP
  • The "Agile" Trap: Why most product teams are actually doing Waterfall
  • The Investor-Forced Pivot to Forecasting
  • How to Close Enterprise Deals in 9 Days
  • Selling on "Vision & Value" vs. Features
  • SaaS Pricing: Moving to Tokenization & Consumption
  • The Danger of Custom Features & Innovation Teams
  • The "XY Problem": Digging Deeper into Requests
  • Why Headcount is a Vanity Metric

This episode is brought to you by:

💖 GearheartBook a free strategy session + get 20% off select services

🚀 SaaS Club LaunchBuild your SaaS to $10K MRR

Resources:

🎧 Full Show Notes: saasclub.io/465

🎤 Subscribe to the Podcast: saasclub.io/subscribe

💌 Get weekly 5-minute SaaS insights: saasclub.io/email

💡 Join the SaaS Club founder community: saasclub.co/plus

  continue reading

629 episodes

Artwork
iconShare
 
Manage episode 523748820 series 61396
Content provided by Omer Khan. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Omer Khan or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://podcastplayer.com/legal.

Bassem Hamdy helped scale Procore to $100M ARR, but his own startup almost failed when investors forced a pivot. After firing 200 people to regain control, he ignored the "expert" advice and returned to his original vision to build an 8-figure AI automation platform.

In this episode, Bassem (CEO of Briq) reveals why "listening to the customer" often creates a Frankenstein product. Learn how he closes Enterprise deals in just 9 days using a "micro-value" strategy, why he downsized the team to increase revenue per employee, and the danger of selling to corporate Innovation Teams.

🔑 Key Lessons

  • 🐘 The "Elephant" Trap: Why building exactly what customers ask for creates "bandages on bullet holes" instead of a scalable product.
  • 9-Day Enterprise Close: The "Land and Expand" strategy that bypasses long procurement cycles by selling micro-value first.
  • 📉 The Failed Pivot: How investor pressure for "Daily Active Users" led to a forecasting tool that nearly killed the company.
  • 🚫 Innovation Teams: Why selling to the "VP of Innovation" is a trap and how to find the real economic buyer (the CFO).
  • 📊 Revenue Per Employee: Why he stopped measuring success by headcount (300 employees) and focused on efficiency (100 employees).

📖 Chapters

  • Introduction & Welcome
  • Is AI "Human Replacement" Software?
  • The "Construction Data Cloud" Idea (And Why It Failed)
  • Finding the Wrong ICP
  • The "Agile" Trap: Why most product teams are actually doing Waterfall
  • The Investor-Forced Pivot to Forecasting
  • How to Close Enterprise Deals in 9 Days
  • Selling on "Vision & Value" vs. Features
  • SaaS Pricing: Moving to Tokenization & Consumption
  • The Danger of Custom Features & Innovation Teams
  • The "XY Problem": Digging Deeper into Requests
  • Why Headcount is a Vanity Metric

This episode is brought to you by:

💖 GearheartBook a free strategy session + get 20% off select services

🚀 SaaS Club LaunchBuild your SaaS to $10K MRR

Resources:

🎧 Full Show Notes: saasclub.io/465

🎤 Subscribe to the Podcast: saasclub.io/subscribe

💌 Get weekly 5-minute SaaS insights: saasclub.io/email

💡 Join the SaaS Club founder community: saasclub.co/plus

  continue reading

629 episodes

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