Main Drumroll: We’re excited to welcome Jim Smittkamp as our Chief Income Officer as we embark on the subsequent section of our development journey!
Jim joins us from Fivetran, one among our esteemed companions, the place he was their Chief Income Officer and notably helped scale the corporate’s ARR from $5 million to $250 million. His profound affect at Fivetran underscores his distinctive functionality to drive substantial income development and foster important strategic partnerships.
However that’s not what makes Jim particular.
And on this weblog publish, we wish to share with you what does. As founders, this may need been one of the vital troublesome searches we’ve ever performed. Once we started our seek for a Chief Income Officer, we have been aware of the heavy weight of accountability that got here with the position.
At Atlan, we’ve got been extremely lucky to construct a product that folks love (and need). We achieved practically 3X development in 2023, exiting the yr as one of many few corporations to speed up development regardless of a difficult macroeconomic local weather. Our aggressive win fee stands at 75%—a testomony to our product’s worth, as three out of each 4 information leaders select Atlan when in comparison with rivals. To not point out that, 85% of our clients attempt Atlan earlier than they purchase.
The previous Chief Income Officer of ServiceNow, Dave Schneider, as soon as mentioned to me,
When you’ve gotten lightning in a bottle and buyer traction such as you do—it’s your responsibility to take your software program to each single potential potential buyer, in order that they make the suitable shopping for resolution.”
This recommendation crystallized the significance of discovering a pacesetter who might assist us fulfill our responsibility to information groups around the globe.
“Obligation” is an evocative phrase at Atlan, one we maintain with the utmost seriousness. In our seek for a Chief Income Officer, it was essential to discover a chief who not solely resonated with however would additionally protect the distinctive DNA that defines Atlan. Beginning out as an information staff ourselves, we penned a manifesto even earlier than promoting our first product. This manifesto wasn’t simply phrases—it was a dedication to be the sort of companion we ourselves had wanted throughout our early days as an information staff.
This dedication has formed each aspect of our operations—we stayed in stealth for much longer than most corporations do, until we have been positive that we had the suitable product — one which drives real adoption in information groups. We have now a bigger buyer expertise staff than a gross sales staff, which is nearly unparalleled in SaaS corporations. We consider our job as serving to clients achieve success with their program, not simply promote them software program — resulting in the launch of Atlan College, Atlan Neighborhood and even management applications just like the DataOps Leaders program.
Our strategy to measuring success goes past standard metrics and we observe natural “love moments” on our #wall-of-love on Slack. And these core beliefs: do what’s proper in your clients, and they’re going to aid you construct a fantastic enterprise, are coming true.
Once we surveyed our clients final yr to find what actually units us aside, the response was unanimous and clear: “Accomplice, not vendor.” Over 90% of our clients come to Atlan inbound (sure, they discover us and wish to purchase Atlan).
Not Only a Chief, however a Steward of Tradition
All through our intensive search, I personally spoke with over 30 income leaders, every with a powerful background. Nonetheless, from our very first dialog, Jim stood out distinctly.
Why? As a result of Jim is greater than a gross sales chief; he’s a seasoned enterprise chief and a real firm builder. Sure, he belongs to that elite cadre of income leaders who haven’t solely demonstrated world-class operational rigor but additionally led income organizations by means of varied go-to-market phases—from scaling groups in early levels to main complicated partnership motions in mature enterprises, as evidenced by his impactful tenures at Fivetran and Gigya (acquired by SAP) — throughout a wide range of enterprise fashions, from PLG to enterprise gross sales — and consumption primarily based pricing to SaaS subscriptions.
However what actually units Jim aside is his extraordinary emotional intelligence. He has cultivated a novel gross sales tradition that’s based on belief and empathy. Throughout our reference checks, the accolades have been overwhelming.
Have your again sort management.”
I might go work for him once more in a heartbeat.”
This suggestions got here not simply from his direct reviews, but additionally from account executives and front-line managers.
Furthermore, Jim extends his affect past simply main income groups; he builds corporations. His direct reviews shared insights into his management fashion, a testomony to his means to foster belief and development inside his groups
He provides us studying assignments earlier than our offsites.”
Jim has a guide suggestion for all the things.”
And most significantly, Jim champions a first-principles strategy and he’s prepared to alter his thoughts when he’s mistaken. At Atlan, one among our core values is “Downside first, resolution second.” This philosophy compels us to completely perceive the challenges earlier than proposing options, setting apart business norms and previous biases. This rigorous give attention to the issue can lead us to overtake our product roadmap and even problem our clients’ views in the event that they aren’t addressing the core points successfully.
Simply final month, Bryan and Andrew from our staff suggested a potential shopper, who had accomplished a proof of worth with us and was able to buy, to carry off on shopping for Atlan. They identified that the shopper's customers didn’t face important sufficient challenges to warrant our resolution at the moment. The quick consequence was a loss in income, however the long-term end result was way more useful. This shopper now trusts us implicitly, realizing that our dedication is initially to their success, not simply to our backside line. And sometime, they'll develop into a life-long buyer.
We would have liked a pacesetter who’d protect that tradition. Jim is exactly that chief.
The “A-ha Second”
I nonetheless keep in mind the second when all of it clicked for me—that Jim was actually meant to be at Atlan. It was March twelfth, throughout a buyer dinner on the Gartner Summit, and it was removed from extraordinary. At one desk, a gaggle of knowledge fanatics have been partaking in a spirited “information brawl,” laughing loudly as they debated the definition of “buyer.” Amidst this, a CIO I had by no means met earlier than pulled me apart.
We typically keep away from vendor occasions and dinners, however you aren’t only a vendor to us; you’re a companion. Your staff is outstanding, and we’ll go anyplace to help you.”
One other chief took apart my cofounder, Varun, and me, expressing his concern,
I’m actually paranoid that you will screw this up. What you’re constructing is actually particular. Don’t screw it up.”
As I appeared across the room, taking within the passionate debates and the sense of neighborhood amongst these leaders, I felt a profound sense of belonging. This “particular” factor we had constructed felt like house. In that second, I used to be sure—Jim would match completely into this image.
Welcome house, Jim! Let’s construct the house that information groups deserve.
