Brad Leeuwen

So we're selling speed here.

We want to deliver value really fast.

And so we wanted to make sure we didn't subject any of our prospects to that annoying 30-minute discovery call where we asked them questions.

What we wanted to do was to make sure that we showed them the demo on the first call.

So we reduced our discovery to eight minutes.

We embedded that in the demo call.

And we just focused the demo on the pain points during the demo, the pain points that we identified during discovery.

Our objective is to now drive a one-call close, even getting them to go through the sign-up call, a sign-up process with us whilst they're on the call.

We also are currently testing quotas.

So a lot of people here will do quotas around revenue, so dollars.

We're testing driving quotas on logos, incentivizing that speed and driving urgency.

And the initial results are really good.

The idea is that we want to keep that momentum into our customer onboarding and reduce the time to value as much as possible.

Again, these are types of behaviors that are well suited to that small buyer that I mentioned earlier.

So here's the result.

So nearly tripled pipeline from one quarter to the next.

So how did we do that?

We went all in on conversion.

We focused on the buyers that were buying our product.

But more importantly, we refocused.