Brad Leeuwen

30 days, we had the machine that got deals done.

But as we widened that aperture, what happened was, well, we were working on deals that were a little less familiar, right?

So some of our attention shifted away from the deals they could close quickly in an environment we knew to finding ourselves selling to different personas with different objections.

you know, big buying committees that we'd never dealt with before.

And look, this is probably not a surprise to anyone that runs revenue in this room, but that was not a place we wanted to be.

We wanted our AEs to focus on deals that we could close in a predictable way.

Interestingly, our win rate didn't change.

It just took a lot longer and we had to work a lot harder for it.

So that explosion in our sales cycle was a real wake-up call.

And what we decided to do was we needed to go one level deeper.

We needed to look at more data to see what was happening and how we could use that to think about our strategy.

So before I talk about the data we look at, I want to share where we get this data from.

So I'd like you to all meet Clodara.

Clodara is a SaaS management platform used by more than 1,000 companies around the world to discover, buy, manage, and cancel the software they use to run their business.

We save our customers a bunch of money.

We save our customers a bunch of time.

But really interestingly, it gives us probably the best real-time view of SaaS buying that exists anywhere in the world.

We also get really deep data.

So I'll quickly talk through this data here.

But what this is is data from our onboarding process.