First Round · 2023-09-26
· 981d
Merge's Founder-Led Sales Strategy: Validating and Scaling Product-Market Fit for Integration Solutions
Merge co-founders Shensi Ding and Gil Feig discovered a critical pain point in B2B software: the complexity of building and maintaining integrations. Through extensive customer validation (100+ companies over 6 months) and founder-led sales, they built Merge into a $75M Series B company serving 7,000+ customers. The article demonstrates how founder-led sales remained essential even for a self-serve product to achieve product-market fit.
Metrics in this report
Customer Count
7000+companies
minimum
Merge customer base
Enterprise Deal Size
6-7figures
range (estimated ACV)
Typical customer contract value referenced in support scenarios
Total Funding Raised
75$M
total
Merge at Series B stage
Validation Duration
6months
total
Time spent on customer research before product launch
Validation Sample Size
100companies
total
Customer interviews conducted during problem validation