Join Pete in conversation with Evan Huck, Co-Founder and CEO of UserEvidence, the customer evidence platform helping B2B tech companies prove their value with compelling customer stories.
Pete and Evan dive into Evan's "community thought leadership" approach that landed their first big logos, his "perfect discrimination" pricing strategy (charging exactly what each customer could bear), and how he built a killer sales team from ski instructors and raft guides in Jackson Hole.
Evan shares the brutal reality of creating a new MarTech category, why he outsourced cold email despite being an expert himself, and his deliberate "NRR curve design" strategy that made fundraising possible (hint: two-year deals with built-in expansion).
Evan's successful founder-led sales efforts powered UserEvidence to $7M ARR with a team of 15 sales professionals, successfully raising $21m while selling to marketing leaders at companies like Salesforce, HPE, and Siemens.
More on UserEvidence here: https://www.userevidence.com/
Sales motion details: Customer evidence platform, B2B tech companies with 150+ employees, product marketers and customer marketers as buyers, $30-60K average selling price with expansion to $80-100K at enterprise level, multi-touch sales cycle requiring 3-4 interactions over time.