We are excited to sit down with Scott, and learn more about all the amazing work they are doing with BuyerSight.
What is your background?
BuyerSight was founded by Harvard classmates Brian Lee and Scott Lichtenstein. Our CEO Scott has spent over 14 years in sales leadership roles, most recently managing three go-to-market teams at a high-growth VC-backed company. Our CTO Brian has been an early engineering hire at multiple startups, including being the 2nd engineering hire at TripleLift, which scaled to over 9-figures of revenue in his nearly five years there.
What problem are you solving? Did you face it personally?
Modern B2B sales has been dramatically changing over the last ten years as teams layer on more technology and automation. Sales managers are now dealing with huge volumes of data as they try to understand what their teams are doing and how it is impacting results. By some estimates, sales managers now spend an average of 41% of their time on just administration and managing information, meaning less time with their reps and customers for coaching and closing deals. Scott specifically felt the pain Buyersight is solving as a technology sales leader, gives unique buyer insights.
What is your solution?
BuyerSight uses machine learning and natural language processing (NLP) to analyze sales data and conversations, guiding managers where to spend their time for the most impact on sales. With BuyerSight, sales managers can describe and understand the data being generated by their teams and get more time to focus on the human aspects of coaching and leading. BuyerSight’s revolutionary AI guidance enables sales managers to save time, coach better, and sell more.
Why do you believe that this is the perfect time to build this product?
Advancements in machine learning enable BuyerSight technology in ways that would not have been possible just a few years ago. Sales Managers are overwhelmed with the amount of data, and their roles are becoming dynamic with an increase in sales automation.
Why are you excited about the industry you are building in?
The way companies take their products to market is being dramatically changed by AI and automation. It is a period of upheaval and change in the world of sales, and it is the perfect time to help sales managers dealing with these large shifts. Additionally, this market is vast and growing fast; Gartner estimates customer relationship software as a $48.2 billion market with a compound annual growth rate (CAGR) of 15.6%.
What has been the biggest lesson you have learned so far on your journey?
Everything in startups takes longer than you might think! The planning, building, and selling in the face of enormous uncertainty can be daunting but also thrilling. We’ve definitely come to better understand the phrase “a ten-year overnight success.”
Who have been your biggest supporters up-today ?
Besides our friends and family (we love you all), our investors have been instrumental in our journey. Their sales introductions, product advice, and fundraising guidance have made us much more successful than we would have been on our own. Thank you!
Asks: What do you need help with?
We are taking BuyerSight to market, and intros to potential customers are very valuable now. We’re looking to speak to sales leaders at companies with 10-200 reps. Ideal titles for conversations include CRO, VP Sales, Director of Sales or Sales Development, or Head of Sales Operations. Thank you for any introductions!