Main Drumroll: We’re excited to welcome Jim Smittkamp as our Chief Income Officer as we embark on the subsequent part of our development journey!
Jim joins us from Fivetran, one in every of 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 vital 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 might need been probably the most troublesome searches we’ve ever carried out. Once we started our seek for a Chief Income Officer, we have been conscious about the heavy weight of duty that got here with the function.
At Atlan, we now have been extremely lucky to construct a product that folks love (and wish). We achieved almost 3X development in 2023, exiting the yr as one of many few firms 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 prospects strive Atlan earlier than they purchase.
The previous Chief Income Officer of ServiceNow, Dave Schneider, as soon as mentioned to me,
When you could have 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, so that they make the correct shopping for resolution.”
This recommendation crystallized the significance of discovering a frontrunner who may assist us fulfill our responsibility to information groups around the globe.
“Responsibility” 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 a knowledge crew 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 type of accomplice we ourselves had wanted throughout our early days as a knowledge crew.
This dedication has formed each aspect of our operations—we stayed in stealth for a lot longer than most firms do, until we have been positive that we had the correct product — one which drives real adoption in information groups. We’ve a bigger buyer expertise crew than a gross sales crew, which is nearly remarkable in SaaS firms. We consider our job as serving to prospects 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 on your prospects, and they’ll aid you construct an incredible enterprise, are coming true.
Once we surveyed our prospects final yr to find what really units us aside, the response was unanimous and clear: “Companion, not vendor.” Over 90% of our prospects 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 in depth search, I personally spoke with over 30 income leaders, every with a formidable 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 in addition led income organizations by way of numerous 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 really 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 kind management.”
I’d go work for him once more in a heartbeat.”
This suggestions got here not simply from his direct studies, but in addition from account executives and front-line managers.
Furthermore, Jim extends his affect past simply main income groups; he builds firms. His direct studies shared insights into his management model, a testomony to his capability to foster belief and development inside his groups
He provides us studying assignments earlier than our offsites.”
Jim has a guide advice for every little thing.”
And most significantly, Jim champions a first-principles strategy and he’s prepared to alter his thoughts when he’s fallacious. At Atlan, one in every of our core values is “Drawback first, answer second.” This philosophy compels us to completely perceive the challenges earlier than proposing options, setting apart business norms and previous biases. This rigorous deal with the issue can lead us to overtake our product roadmap and even problem our prospects’ views in the event that they aren’t addressing the core points successfully.
Simply final month, Bryan and Andrew from our crew suggested a potential consumer, 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 consumer's customers didn’t face vital sufficient challenges to warrant our answer at the moment. The instant consequence was a loss in income, however the long-term final result was much more priceless. This consumer now trusts us implicitly, realizing that our dedication is before everything to their success, not simply to our backside line. And sometime, they'll develop into a life-long buyer.
We would have liked a frontrunner who’d protect that tradition. Jim is exactly that chief.
The “A-ha Second”
I nonetheless bear in mind the second when all of it clicked for me—that Jim was really meant to be at Atlan. It was March twelfth, throughout a buyer dinner on the Gartner Summit, and it was removed from bizarre. At one desk, a bunch of knowledge lovers have been participating 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 accomplice. Your crew is outstanding, and we are going to go wherever to assist you.”
One other chief took apart my cofounder, Varun, and me, expressing his concern,
I’m actually paranoid that you’re going to 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 group amongst these leaders, I felt a profound sense of belonging. This “particular” factor we had constructed felt like dwelling. In that second, I used to be sure—Jim would match completely into this image.
Welcome dwelling, Jim! Let’s construct the house that information groups deserve.
