Doubling Down on Founder-Led Sales with Pilot's Waseem Daher

In a new episode of My First 16, a16z partner Seema Amble talks with co-founder and CEO of Pilot Waseem Daher on how he thought about the importance of charging, how secondary signals often matter in an area like accounting, and never stepping away from doing founder-led sales.
My First 16, a new video podcast from a16z, features interviews with founders and CEOs of fintech companies about how they acquired their initial customers and the hard lessons they learned along the way.
Stay tuned to a16z’s RUclips channel (and this dedicated playlist, My First 16) for more episodes, coming soon!
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Topics Covered:
0:00 - 1:45 Intro
1:45 - 6:36 Pilot's beginning
6:36 - 13:25 First customers
13:25 - 18:02 Pricing
18:02 - 25:29 Building a GTM team
25:29 - 27:58 Advice for founders/Outro

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Waseem says that customers will pay more if the product is good enough. How would you decide how good, or how much to charge, for a product you're building?