Helping Sells Radio

Jay Gibb is the founder and CEO of a B2B SaaS company called CloudSponge and a partner at a distributed software engineering consulting agency called Arizona Bay. Arizona Bay builds software products for its clients, usually SaaS products. Roughly 10-20% of Arizona Bay's customers are "ideal customers." An ideal customers in this case is defined by someone who comes to Jay and already has pre-sold an unbuilt software product. Think about that. Jay's customer has sold, to their customer, a software product....then they go to Jay and ask his firm to help them build it. Jay, his customer, and the customer's customer get together and start making it happen. But this isn't even the best part of the story. The next level of customer that Arizona Bay gets is someone who wants to build a software product, knows what they want, but they do not have pre-sales. Jay helps them get pre-sales, so they can become an ideal customers. "I'll give them a bunch of mentoring and advice, and I'll send them down the path of ge