---
aliases: ["Tom Richardson"]
Is A: Person
Tier: "3rd 🥉"
Tags: ["Podcast Guest"]
---
# Tom Richardson

CEO and co-founder of a developer tools startup based in London, building infrastructure for code review and collaboration workflows. Tom appeared on the podcast to discuss founder-led sales in the developer tools space, covering the unique dynamics of selling to engineers, building trust through technical credibility, and the transition from founder-led sales to a scalable go-to-market motion. He has a strong technical background and has personally closed the company's first 100 customers.

## Notes

- Engaging and honest storyteller; shared specific sales conversations (anonymized) that illustrated key principles vividly
- His framework for "technical-first selling" — leading with product demos rather than pitch decks — resonated strongly
- Candid about the mistakes he made in early sales attempts, which made the episode both educational and entertaining
- The episode performed well with the founder segment of the audience and was one of the most shared of the season

## Collaborations

- [[25q2-podcast-season-3]] — recorded episode on founder-led sales in developer tools
- [[topic-saas-business]] — discussed go-to-market strategy for developer-focused products
- [[procedure-podcast-guest-outreach]] — connected through the London startup community
