With Edith Harbaugh, CEO & Co-Founder of LaunchDarkly
By Ashu Garg
On this episode, Ashu interviews Edith Harbaugh, co-founder and CEO of feature management platform LaunchDarkly. They discuss what it takes to leap from an established job to pursue an idea, and how to tackle the woes of fundraising. Edith and Ashu spend the lion’s share of the conversation on the all-important topic of sales. How to sell yourself, your company, and your product. And what to look for when you’re hiring a sales leader.
In this episode, Ashu chats with Edith Harbaugh, Co-Founder and CEO of feature management platform, LaunchDarkly. Before founding LaunchDarkly, Edith spent four years at TripIt as a product director, where she worked to build out TripIt Pro, TripIt for teams, and ExpenseIt. Edith discusses the decision to launch a startup, the woes of fundraising, and the journey to the company’s success today. Edith also shares her expertise on topic of sales: how to sell yourself, your company, and your product; wnd what to look for when you’re hiring a sales leader.
For Edith, it really boiled down to three things:
Edith points out that, as an alumna of Harvey Mudd college, she had few Sand Hill Road connections at the time of LaunchDarkly’s first rounds. “I had this perception of VCs as these mysterious people,” she said. So instead of the typical round of pitching, Edith raised a seed from friends and family by going to “everyone I knew who had money.”
“The earliest rounds were absolutely the hardest … we were raising on promise.” As any founder can attest, fundraising is hard. Now a veteran of the process, Edith teaches a class on fundraising at her previous accelerator, Alchemist.
As a startup veteran and member of many successful teams prior to LaunchDarkly, Edith has a lot of advice for leaders building their teams.
Specifically, she addresses the following:
In closing, Edith and Ashu discuss her learnings from working at startups and building a successful company. Her biggest advice? Don’t lose faith. Sometimes sales go slow—especially in infrastructure, where a client needs to build your product into their process. Sticking it out, following up, and remaining committed will pay handsomely in customer loyalty.
Published on 11.09.20
Written by Ashu Garg