Brad Leeuwen

We were reminded that our ICP coincided with the type of buyer that was performing well at this time.

Good reminder as well that whilst there's a lot of received wisdom in driving go-to-market and software companies, actually a lot of it's true.

But if you back it up with data, you can make changes very, very quickly.

So a couple of quick key takeaways.

If you've heard the SMB is dead, I can tell you it ain't.

It's doing really well right now.

But you've got to make it easier to buy.

And my challenge to you is how easy can you make it to buy?

Pricing and packaging, it's the biggest lever you've probably got, right?

This is the first thing that everyone tries to find out.

The buyer's looking to qualify you out as much as you're looking to qualify them.

And pricing is a big way to do this.

And so if you feel like things are slowing down, do look at your pricing, but also your packaging, because you've got a lot of levers there.

And do whatever you can to simplify that process.

So if you can remove people from the buying committee by changing your pricing and packaging,

You've got a big opportunity to accelerate pipeline a lot.

So thank you very much.

This data we publish quarterly.

And so if you would like that data, the qr code there will allow you to download it and we'll sign you up and you'll get this data in your inbox every three months.

Thank you very much.