![Cover of «Ricardo Amper, Incode | Enterprise Sales and Leadership for Scaling B2B [Ep. 77]»](/wp-content/uploads/2022/07/Ricardo-Amper-Incode-1.png)
The audio and video are in Spanish. These notes are a translation.
The entrepreneurship and technology ecosystem in Latin America is still young, so you rarely come across founders this experienced. Our guest today, Ricardo Amper, led and sold two companies before founding Incode, an identity verification and authentication platform based on artificial intelligence, which serves global companies such as Citibank, Telefónica, and Rappi.
In 2021, Incode multiplied its sales by 6 and became a unicorn after raising a Series B of 220 million dollars from investors such as General Alantic, Softbank, and DILA Capital.
Youtube Timestamps*
[1:15] - How to Launch and Scale B2B
- How did Ricardo arrive in the fascinating world of startups?
- How did Ricardo find the need for his product in the market?
- What is the step by step for building a B2B product?
- How does Ricardo decide whether or not to act on requests from large B2B customers in the product creation process?
- Advice on generalizing a product’s features for corporates.
- What were Incode’s first sales like, and when did they decide to move from a sales model led by its founders to building a sales team?
- How can a founder negotiate effectively with decision makers at large companies?
- What are the most important lessons Ricardo learned about how to run a successful B2B sales process?
[22:30] - Leadership Lessons as a CEO
- How does Ricardo define his leadership style today, and how has his style evolved over time?
- What was Ricardo’s path to being a strict leader while still staying close to his team?
- Coaching advice for founders who are getting into the world of startups.
- What is the hardest lesson Ricardo has learned in his time at Incode?
[32:17] - Learning and Recruiting Talent
- What does Ricardo do when he arrives at a business he knows nothing about, and what is his step-by-step method for learning the business?
- How does Ricardo weigh hiring young candidates versus more experienced executives?
- For Ricardo, what qualities make an extraordinary candidate?
- Why hire people for strengths instead of weaknesses?
[43:17] - Tweet Round
- Book recommended by Ricardo
- Changes Ricardo would like to see in Latin America’s startup ecosystem
- Founder Ricardo recommends interviewing
Episode Mentions
You can find Ricardo on LinkedIn and Twitter
Recommended book: Now, Discover Your Strengths by Gallup
Founder to interview: Miguel Angel Davila of Cinemex
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