My guest for Episode 112 of The Startup Playbook Podcast was Mark Tanner, the Co-founder & COO of Qwilr.
Mark began his career working at an ebook startup during the early days of the Kindle and the iPhone, before joining Google to help forge many of the publisher partnerships that led to Google Play Books and ebooks on Android.
During his time at Google, he got a first-hand look at how global communication tools were changing, and the potential future of documentations and presentations.
After moving back to Australia in 2013, Mark along with his high school friend Dylan, co-founded Qwilr to reinvent the way businesses communicate through documents.
As co-founder and COO, Mark manages Qwilr’s sales and operations, and has helped build a totally remote, globally distributed sales team.
Since raising $1.5M in 2017, Qwilr has grown from 15-40 people, expanded into the US and Europe and seen revenue double year-on-year.
Qwilr recently raised a $10.8M Series A round led by AirTree, Skip Capital and Typeform co-founder, Robert Munoz.
We covered a range of topics in this interview including:
finding product-market fit
getting focused on your product roadmap
when you need to shut off viral growth
how and when to hire your first sales rep
how to structure the sales team and compensation packages as you scale