Pricing Experiments and Tokenization

Most founders think enterprise sales takes 6-12 months. Bassem Hamdy closes deals in 9 days. After scaling Procore from $10M to $100M, Bassem built Briq - an AI workforce platform now doing 8 figures in revenue. His enterprise sales strategy is counterintuitive: never demo the product early, never do free POCs, and always charge from day one.

Bassem reveals why selling to enterprise starts with vision and value before showing a single screen ("I could demo a blank screen - they don't know what you're demoing anyway"), how targeting CFOs instead of innovation teams compresses B2B sales cycles, and the land-and-expand playbook that grew a $15K first deal into 8-figure enterprise sales revenue.

Briq is an AI orchestration platform for construction and manufacturing that automates back-office work for enterprise deal cycles across Fortune 100 companies. Bassem spent 15 years in construction tech before selling to enterprise in this market.

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🔑 Key Lessons

• 🏢 Enterprise sales starts with vision, not demos: Bassem says "I could demo a blank screen" - customers don't know what they're looking at anyway. Align on vision and value first, and enterprise deal cycles shrink from months to days.
• 💰 Never do free POCs in enterprise sales - even $1 creates commitment: Free pilots attract time-wasters. The moment money changes hands in B2B sales, prospects become invested in making the product work.
• 🎯 Target CFOs, not innovation teams: Innovation teams chase shiny objects but can't write checks. CFOs control the checkbook, love price certainty, and close enterprise sales quickly once they see ROI.
• 📈 Land small and expand to grow revenue: Briq's first deal was $15K. Through disciplined land-and-expand with consumption pricing, they grew to 8 figures selling to enterprise.
• 🔄 Don't pivot away from product-market fit: Briq had PMF with their automation product but pivoted to forecasting under investor pressure - and had to "refound" the company to recover.

Chapters

• Why SaaS founders should ignore feature requests
• Introduction and welcome
• What Briq does: AI workforce for physical industries
• The failed "construction data cloud" idea
• The investor-forced pivot to forecasting
• How to close enterprise sales deals in 9 days
• Selling on vision and value vs. features
• Why you should never do free enterprise POCs
• SaaS pricing: moving to consumption-based tokenization
• Selling to CFOs: overcoming risk aversion
• Firing bad enterprise clients
• Lightning round

Resources

• Full show notes: https://saasclub.io/465
• Join 5,000+ SaaS founders: https://saasclub.io/email