Enterprise Sales·Thomas Cottereau, SightCall

SightCall: The Long Road to Building a Scalable Enterprise SaaS

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Thomas Cottereau is the co-founder and CEO of SightCall, a cloud-based platform that helps enterprises provide remote visual support for complex customer issues.

In 2008, Thomas was working as a telecom engineer when he and his friend had an idea. They wanted to create a solution that could bridge the gap between the world of telecommunications and the internet.

So, they started working on what would eventually become SightCall, spending their evenings in his friend's basement to bring their vision to life.

They bootstrapped the company for 3 years, creating a prototype in just 4 months. However, building a scalable, enterprise-ready platform took 5 challenging years.

In 2012, Thomas started showing up at Salesforce's San Francisco office every week, determined to get a meeting. Despite facing repeated rejections, he persisted until he finally secured the meeting he was after.

Their prototype and unique approach impressed Salesforce, leading to a pivotal partnership that helped them land HP as their first major customer.

Using SightCall, HP could remotely guide customers through printer issues, fixing problems without dispatching technicians or handling returns, saving millions in product returns.

But getting to this point was no easy feat. It took years of hard work, constantly improving the product, and never giving up. And even after landing HP, it was just the beginning of the challenges they would face.

As SightCall grew, they encountered numerous obstacles. Legal issues forced them to rebrand, sales and marketing teams clashed, and the pressure to scale rapidly intensified after raising significant funding.

Today, SightCall is an 8-figure ARR business serving hundreds of global enterprise customers with a 100-person team. They've raised $54M to date.

This episode is part of our Enterprise Sales series.

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