Founder-Led Sales Stories with Pete Kazanjy · 2025-08-22 · 1h 33m
Join Pete in conversation with Steijn Pelle, Co-Founder and CEO of Lassie, the AI healthcare admin worker transforming how doctors run their practices. Steijn and Pete dig into Lassie's fascinating journey from Steijn literally working in his dentist's back office to building a company on track for $100M ARR within a year. They cover Lassie's crazy commitment to product quality (they actually flew to 100+ dental offices nationwide to install their software!), their ruthless "say NO to most leads" ICP discipline, and why they waited until hundreds of customers before making their first sales hire. You'll love Steijn's stories about turning one delighted dentist into an organic growth engine, why they run 40-50 hour work trials for sales candidates, and their "Robinhood-style" waitlist approach that keeps them laser-focused on delighting every customer they take. Steijn's consumer growth background at Coinbase and Robinhood shaped Lassie's unique approach to B2B sales - focusing on turning customers into superfans rather than just closing deals.
Weights & Biases: Following the "Gradient of Admiration" to Million-Dollar Deals with Lukas Biewald85 / 100
Nooks: From Virtual Classroom to $70M AI Pipeline Machine with Rohan Suri74 / 100
UserEvidence: MarTech Category Creation and Mountain Town Sales Teams with Evan Huck of UserEvidence76 / 100
From Boba Shop Brainstorming to $1M ARR with Zero Sales Experience - How Sai and Atul Built an AI Roleplay Empire91 / 100
Once: Cracking the Six-Figure EdTech Enterprise Sale with Matt Pasternack85 / 100