The founder picked up the phone. Every time. That’s how the first hundred deals got closed. Not by a sales team, but by the person who built the product. And it worked. It worked so well that eventually there was a round in the bank and money to finally build a sales team.
Every new customer means more implementation hours, more time troubleshooting client-specific exceptions, and more engineering on one-off requests. That work scales with headcount, not with product. Revenue keeps growing. Margin doesn’t.
Your Tool Assumes a Relay Race. The Business Runs a Scrimmage. Supply chain, manufacturing, food & beverage, and logistics businesses do not operate in a straight line. They run through overlapping decisions, exceptions, and real-time adjustments happening across teams.