Main Drumroll: We’re excited to welcome Jim Smittkamp as our Chief Income Officer as we embark on the following section of our progress 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 impression at Fivetran underscores his distinctive functionality to drive substantial income progress and foster vital strategic partnerships.
However that’s not what makes Jim particular.
And on this weblog put up, we wish to share with you what does. As founders, this might 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 aware of the heavy weight of accountability that got here with the position.
At Atlan, we now have been extremely lucky to construct a product that folks love (and need). We achieved almost 3X progress in 2023, exiting the yr as one of many few corporations to speed up progress regardless of a difficult macroeconomic local weather. Our aggressive win charge stands at 75%—a testomony to our product’s worth, as three out of each 4 knowledge 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 stated to me,
When you have got 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 correct shopping for resolution.”
This recommendation crystallized the significance of discovering a frontrunner who may assist us fulfill our responsibility to knowledge 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 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 type of associate we ourselves had wanted throughout our early days as an information group.
This dedication has formed each aspect of our operations—we stayed in stealth for a lot longer than most corporations do, until we have been certain that we had the correct product — one which drives real adoption in knowledge 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 prospects achieve success with their program, not simply promote them software program — resulting in the launch of Atlan College, Atlan Group and even management packages just like the DataOps Leaders program.
Our strategy to measuring success goes past typical metrics and we monitor natural “love moments” on our #wall-of-love on Slack. And these core beliefs: do what’s proper to your prospects, and they’ll provide help to construct an incredible enterprise, are coming true.
Once we surveyed our prospects final yr to find what actually units us aside, the response was unanimous and clear: “Accomplice, 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 powerful 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 additionally led income organizations by means of numerous go-to-market phases—from scaling groups in early phases 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 singular 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 stories, but additionally from account executives and front-line managers.
Furthermore, Jim extends his affect past simply main income groups; he builds corporations. His direct stories shared insights into his management model, a testomony to his skill to foster belief and progress inside his groups
He provides us studying assignments earlier than our offsites.”
Jim has a guide suggestion for every little thing.”
And most significantly, Jim champions a first-principles strategy and he’s prepared to vary his thoughts when he’s incorrect. At Atlan, certainly one of our core values is “Downside first, answer second.” This philosophy compels us to completely perceive the challenges earlier than proposing options, setting apart trade 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 group 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 rapid consequence was a loss in income, however the long-term consequence was much more beneficial. This consumer now trusts us implicitly, realizing that our dedication is at the start to their success, not simply to our backside line. And sometime, they are going to turn out 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 strange. At one desk, a gaggle of knowledge fanatics have been partaking in a spirited “knowledge 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 usually keep away from vendor occasions and dinners, however you aren’t only a vendor to us; you’re a associate. Your group is phenomenal, 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 regarded 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 knowledge groups deserve.