BuiltWith

Pete Kuman, YC group partner and Optimizely co-founder, explains how startup founders can close their first enterprise customers. He walks through prospecting, outreach, qualification, demos, pricing, closing, and implementation, emphasizing that founders should lead early sales themselves. The talk focuses on finding customers with a real problem and buying authority, listening before pitching, and tailoring demos and pricing to what each prospect needs. It closes with the lesson that a sale is not complete until the customer is successfully using the product.