Fernando Pizarro is a Bay Area tech executive, startup advisor and writer.  When not developing and implementing commercial strategy for tech firms he writes about tech business issues.  He is particularly interested in topics related to the intersection of business and technology.

FP-Bio-2

Fernando's newest book is a revolutionary look at how each of the Go To Market stages in a recurring revenue business have a different mathematical basis.  That insight leads to fundamentally different prioritization of resources and a radical new approach to sales as a science.  Learn more about The SaaS Sales Method.

Earlier work includes a guide to enterprise startups which he wrote in collaboration with Tae Hea Nahm, a partner at Storm Ventures, and Bob Tinker, CEO of MobileIron.

Find out more here:  Survival to Thrival:  Building the Enterprise Startup.

His first book was "Blueprints for a SaaS Sales Organization," which he co-wrote with Jacco Van Der Kooij.  In Blueprints Fernando delved deep into what makes a Software as a Service company sales team tick and provided pragmatic advice for executives in an industry that is changing so fast that old sales models just don't work anymore. Fernando also published "Farm Don't Hunt:  The Definitive Guide to Customer Success," which examines the rise of an entirely new business function to cope with the changes brought on by the recurring revenue model in a digital world.

Fernando grew up the son of diplomats and moved all around the world working for companies like Disney, Discovery, and Yahoo before coming back to the Bay Area.  He has a BA from Harvard and an MBA from the University of Chicago.

Find out more about Fernando here:

http://www.linkedin.com/in/fernandopizarro

 

Speaking and co-authoring inquiries

Work

The SaaS Sales Method:  Sales as a Science

In a modern recurring revenue business it is impossible to scale without treating sales as a science. In this first book of the Sales Blueprints series, Jacco Van Der Kooij and Fernando Pizarro break down the science of sales into its basic elements.

Unlike any book before it, The SaaS Sales Method exposes the math the underpins each stage in revenue production, from marketing, to sales, to customer success, and infers how revenue leaders should structure their processes, organizations, and training in each.

Building enterprise startups is different. Products take longer. Go-To-Market strategies are more complex. Common wisdom on product-market-fit is not enough to unlock growth. There is a missing link that we call Go-To-Market Fit. Then, growth happens, and everything changes. The startup suddenly shifts from Survival mode to Thrival mode. Maddeningly, what used to work no longer works for the company and for the people. Becoming a market leader depends on everyone, including the CEO, unlearning the very things that made them successful.

Survival to Thrival:  The Guide to Enterprise Startups

Blueprints for SaaS Sales

SaaS changed the world of sales forever.  In this book Jacco Van Der Kooij and I explain how to build and run sales teams in this new world.

Farm, Don't Hunt

New business models have introduced new business functions.  The book that simplifies customer success.  With Guy Nirpaz.

Editing Projects

Blueprints for SaaS Sales

SaaS changed the world of sales forever.  In this book Jacco Van Der Kooij and I explain how to build and run sales teams in this new world.

Farm, Don't Hunt

New business models have introduced new business functions.  The book that simplifies customer success.  With Guy Nirpaz.