Remote reviews

Thank you for taking the time to share your feedback. It’s encouraging to hear that you value your manager and colleagues and believe in the mission and product. We’re really proud of the global infrastructure we’ve built, but more importantly, the compliance, cost savings and speed it enables for our customers. Our business has enjoyed the kind of growth which is incredibly rare and while this is obviously positive, it’s also not without challenges. As we’ve discussed, there are a number of areas where we must take our processes, tools and capability to the next level if we’re to achieve our medium to long term aspirations as a company. I agree that working asynchronously can be challenging and it certainly places more importance on documents and written communication as a basis for collaboration. We must continue to evolve our processes and approach to asynchronous work to ensure information is more readily available - in my view, this includes reviewing the type of work we believe is best suited to synchronous versus asynchronous interactions. Regarding quotas, as I’ve mentioned in the past, our approach to quota setting must evolve as we mature as a business. Overhauling quota mechanics is a complex task that requires thoughtful planning and specific expertise - it’s a piece of work that I’ve already flagged to our new VP of Sales Operations. Next year, I anticipate us moving towards an approach which defines your quota in much more sophisticated way based on the opportunity within your specific sales territory. I understand your concerns regarding ramping quotas in the past - this is why all new members of our team are on a redesigned ramp and also why we allowed all sellers on the old structure the opportunity to switch when this was first implemented. I suspect there’s further room for us to optimize the design, but I believe we’ve moved in the right direction. I’m with you that upgrading our processes, workflows, systems and capability will take time - and no doubt there will be challenges - but I’m genuinely happy that these are the problems we have in front of us because: (a) They are largely a reflection of the massive growth we’ve had; and (b) They’re all soluble :) Like you, I also think we’re poised for greatness, though doing great things is rarely easy. Connected to this, I’m really excited to have recently brought in experienced leaders with the deep domain expertise to help us design and implement the enhancements that take go-to-market to the next level. Chris, CRO