Summary This week on How To Win: Christian Kletzl of UserGems, champion tracking software for sales. You'll hear the process they went through to find the product their clients were willing to pay for, how they make themselves appear bigger than they are, and more. Key Points 00:30 - Appearing larger by using ads, content, LinkedIn, conferences 01:00 - Pivoting multiple times before finding product-market fit 01:30 - First customer paying $50k, taking 3 months to get second 02:15 - Becoming workflow company based on customer feedback 03:00 - Enabling workflows with routing, notifications, messaging 04:15 - Going sales-led to getting feedback and sales quickly 05:00 - Moving upmarket for better economics 06:30 - Creating more value like selling furniture over lumber 07:30 - Getting Salesforce access to enabling workflows 09:00 - Pushing workflow steps to driving success 12:00 - Workflow products having better retention 13:30 - Hitting $1M revenue in 12-18 months 14:15 - Clipboard Health pivoting successfully 16:00 - Testing crazy versions when growth stalling 19:00 - Appearing bigger through LinkedIn, ads, case studies 22:15 - Focusing on use case despite competitors 23:45 - Building moat with brand recognition and revenue impact 25:15 - Saying no to unfit customers Mentioned: Christian Kletzl's LinkedInUserGems My Links: Twitter LinkedIn Website Wynter Speero CXL