Dan Wernikoff rose to become an EVP at Intuit and general manager of its small business unit and consumer tax group. In both cases he scaled the business-within-a-business from small groups of early adopters to huge hordes of happy SMBs and consumers, by relentlessly measuring early indicators, leveraging core strengths, and focusing on long-term growth goals.

In this conversation with TCV General Partner Tim McAdam, he shares lessons about how selling into SMB markets differs from enterprise, the best metrics for tracking success, and why empathy and understanding matter more than slick ads and sales techniques. He also explains how to infuse human expertise into SaaS models in a way that fits the SMB/consumer mindset. For these insights and more, settle back and press play.