Remote reviews

Thank you for taking the time to share your feedback. You’re right - working in new business is hard. In the current environment, most companies are paying close attention to costs and are scrutinising every purchase. That said, driving new business is the most critical pillar of our strategy and we must (as you point out) invest in building the data, tooling and capability needed to become really good at this - which is exactly what we are doing. As we invest heavily in our acquisition strategy and all the supporting infrastructure, I expect Account Executives to benefit as those investments yield. As an example, we are adding significant SDR headcount which is dramatically changing the SDR to AE ratio and taking lead generation to the next level. We appreciate you sharing this detailed feedback with us. I also agree with you that we have work to do internally on streamlining our operations to move more quickly, particularly on the most complex cross-functional issues. This is a work in progress. We are investing in scaling our Customer Experience function, which will assist in alleviating some of the operational load from the Sales team. Like you, I’m very optimistic about the outlook for the future of the company. And with the investments that we’re making in supporting new business, I’m equally confident about our ability to unlock a new level of productivity and success in the new business sales organization. Chris, CRO.