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, certainly one 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 need to share with you what does. As founders, this may need been probably the most tough 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 accountability that got here with the function.
At Atlan, we’ve been extremely lucky to construct a product that individuals 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 price 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 stated 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 precise shopping for choice.”
This recommendation crystallized the significance of discovering a frontrunner 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 group 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 accomplice we ourselves had wanted throughout our early days as an information group.
This dedication has formed each side of our operations—we stayed in stealth for much longer than most corporations do, until we have been positive that we had the precise product — one which drives real adoption in information groups. We have now a bigger buyer expertise group than a gross sales group, which is nearly extraordinary 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 packages just like the DataOps Leaders program.
Our method to measuring success goes past standard metrics and we monitor natural “love moments” on our #wall-of-love on Slack. And these core beliefs: do what’s proper on your clients, and they’re going to aid you construct an amazing enterprise, are coming true.
Once we surveyed our clients final yr to find what actually units us aside, the response was unanimous and clear: “Companion, not vendor.” Over 90% of our clients come to Atlan inbound (sure, they discover us and need 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 formidable background. Nevertheless, 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 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 based mostly 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’d go work for him once more in a heartbeat.”
This suggestions got here not simply from his direct reviews, but in addition 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 capacity to foster belief and development inside his groups
He provides us studying assignments earlier than our offsites.”
Jim has a e-book advice for every thing.”
And most significantly, Jim champions a first-principles method and he’s prepared to vary his thoughts when he’s flawed. At Atlan, certainly one of our core values is “Downside first, answer second.” This philosophy compels us to totally perceive the challenges earlier than proposing options, setting apart trade norms and previous biases. This rigorous concentrate on 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 group 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 vital sufficient challenges to warrant our answer at the moment. The quick consequence was a loss in income, however the long-term final result was way more useful. This shopper now trusts us implicitly, understanding that our dedication is before everything to their success, not simply to our backside line. And sometime, they'll grow to be a life-long buyer.
We wanted 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 actually meant to be at Atlan. It was March twelfth, throughout a buyer dinner on the Gartner Summit, and it was removed from peculiar. At one desk, a bunch of knowledge lovers 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 accomplice. Your group is outstanding, and we’ll go wherever 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 seemed 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 residence. In that second, I used to be sure—Jim would match completely into this image.
Welcome residence, Jim! Let’s construct the house that information groups deserve.