Brad Leeuwen

The market's tough.

It's especially tough for smaller companies.

let's go a little bit bigger, right?

We had companies that had come inbound to us that had several thousand employees.

We're like, well, let's go see if we can generate more deals there, as well as sell to our standard customer, 50 to 500 people.

And, you know, what was interesting about it was though we did book opportunities with buyers of that size and though we closed them,

it didn't really have an impact on the total amount of pipeline we were booking.

And so coming into Christmas last year, we were thinking, OK, we've tried to go upmarket in addition to our SMB mid-market.

It's not got the results we wanted.

We're not having a chart that's going up and to the right.

We need to make a change.

And you can see that last bar there.

This is an index of our pipe generation from Q1 this year till about two days ago.

So you can see that the changes that we made really did have an impact, and we'll be talking about it as we go through.

So where did we start?

We started by looking at our own data in our sales pipeline.

So we saw pipe was good, not great.

But the problem was when we started looking under the hood, there wasn't a lot to like, right?

Here's our average sales cycle.

So for Clodara, we were closing deals on average every, took us 30 days more or less since the beginning of time for us.