Dan Wernikoff rose to become an EVP at Intuit and general manager of its small business unit and consumer tax group. In both cases he scaled the business-within-a-business from small groups of early adopters to huge hordes of happy SMBs and consumers, by relentlessly measuring early indicators, leveraging core strengths, and focusing on long-term growth goals.
In this conversation with TCV General Partner Tim McAdam, he shares:
- Lessons about how selling into SMB markets differs from enterprise
- The best metrics for tracking success, and
- Why empathy and understanding matter more than slick ads and sales techniques.
He also explains how to infuse human expertise into SaaS models in a way that fits the SMB/consumer mindset.
For these insights and more, settle back and press play.
Dan Wernikoff is a Venture Partner at TCV.