Employee #26. No B2B function. No enterprise motion. Twelve months later: a Tier 1 customer base.
Glympse was a true zero to one enterprise build: a consumer location sharing app with no B2B function, no ICP, no sales motion, no pipeline, and no reference customer. I had used the product religiously, saw the enterprise opportunity in last mile customer experience before there was a motion around it, and sought out the company to help create the market.
As employee #26 and the first B2B sales leader, I proved product market fit across field service automation, last mile logistics, and customer experience by multithreading across Field Operations and Technology, riding in service vehicles, sitting in call centers, identifying the value impact, and leading the executive briefing with the CIO and SVP of Field Operations. That work led to the Time Warner/Charter deal within twelve months of first touch.
That one deal (17,000 field technicians) defined the ICP and everything that followed. Rogers closed inside the same twelve months. TruGreen and Papa John’s came off the same pattern, built from a standing start against companies a hundred times our size.
- Charter: 17,000 field technicians
- Rogers
- TruGreen
- Papa John’s