BC Startup Sales Podcast – How Early Customers Shape GTM Strategy with Scott Rotermund (Welltok)
This week, the Bowery Capital team hosted Scott Rotermund, Co-Founder and Chief Growth Officer of Welltok, to discuss “How Early Customers Shape GTM Strategy.” Welltok provides a range of data-driven consumer health solutions. Their award-winning health optimization platform empowers population health managers to connect consumers with personalized health improvement resources and make it easy and rewarding for consumers to complete actions that optimize their health.
Scott is a Co-Founder of Welltok, and currently the Chief Growth Officer, driving new strategic partnerships and forging collaborations with the most innovative population health organizations. He brings more than 25 years of deep healthcare knowledge to Welltok with a focus on health plans. Prior to co-founding Welltok, Scott was a co-owner and led all sales for PSI, a healthcare services company acquired by Metavante Corporation in 2003. Following the acquisition, Scott served as Vice President of Sales for the Metavante Healthcare Solutions Group. Scott holds a bachelor of science degree from the University of New Hampshire’s Whittemore School of Business and Economics.
Scott begins by explaining how early customers impact future strategy immensely. The period in which companies attract their first customers is a crucial learning stage, defining the course for future growth. He explains how relationship building with early customers is not just helpful for reducing churn, it also gives founders a fantastic opportunity to receive live feedback on product tweaks and changes. Further, experiences with your first few customers can inform not just your product strategy but also your sales and GTM strategy. However, this cannot be accomplished without a solid plan in place. Managers need to instruct sales reps and account executives on what kind of questions they should ask clients and how to collect those answers into an organized and shareable space that managers can easily access. Naturally, the development team needs to be looped in as well. It may even be helpful for folks on the strategy side to set up meetings with their clients and dev team members. Early customers should be appreciated as a massive resource, contributing to the development of product and GTM strategy.
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