Drew D'Agostino

“Whether you like it or not, you as a founder are the most effective recruiter for your company.”

“I wanna like be very upfront. I do this with investors too. Like when I talk when I talk to them, I'll put these are the biggest risks things keeping me up at night. I'll let you know all the flaws upfront and then let's let's back into it.”

“Filtering out I found that filtering out the wrong people in the process is probably just as important or more important than identifying the right one.”

“Crystal is an adaptive selling platform. So we use personality data and other behavioral insights to help people connect better with their customers and communicate more effectively. So yeah, we've been around about seven years now.”

“Probably more importantly than the ACV, the retention is a lot better on the B2B side. I kind of anticipated that, but I didn't anticipate the degree to which it would be better. So we realized that our business is actually much better suited to be an enterprise SaaS company as opposed to like a self-service product totally product driven one.”

“We've got a massive free user base. It's about 30 to 40,000 people depending on the month who sign up monthly for our product. And they go through the motion of filling out personality assessments, downloading trials of our tools. Like, there's lot of things you could do in Crystal for free. That's still the main funnel for our enterprise business”