Sales (50%)
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Vision
Build the machine to scale open core sales, direct and indirect
Values
Work within the structure and process - Use Salesforce, follow guides, be consistent
Understand the customer and address their needs - Ask, listen, add value
Be super responsive - Quick on leads, inquiries, asks–time kills all deals
Methods
(Sales Ops) Upgrade sales ops infrastructure and automate low dollar customers
(SA) Deliver core demos as foundation of GTM
(SA) Support GTM with webinars, events, blogs and technical content
(Field) Repeatedly grow G2000 accounts in key regions and prepare to hire reps
(Sales Ops) Uniformly structure partner agreements on fulfillment and lead gen
(SA) De-risk onboarding with pre-sales deployment checklists in Salesforce
(CS) 100% renewals, uncover expansion, and close co-marketing
(Inside) Repeatedly grow midmarket new logo count
Obstacles
Creating awareness in the G2000 to engage
Prospects won’t talk to AEs for lack of compelling content
Need actionable info from telemetry on open source users
Onboarding (process, best practices, docs and training)
Keeping the product competitive and differentiated
Need top 5 most important integrations from Mattermost (e.g. WebEx)
Meet product the demands of new G2000 customers
Need to optimize pricing and packaging (repackage E10)
Need for greater bottoms-up interest in EE within the product
Measures
See