Chris Marientis

It was just the wrong process.

And that's why we weren't growing the way we wanted to.

Secondly, I knew we had to have a different culture.

We were moving to a transaction, more of a transactional sales model.

And I'll get into that in a little bit.

But that transactional sales model requires super high energy, really granular data at the salesman level.

So you really know what they're doing so you could train them, support them, understand and have prediction about what your next month's going to look like based on the output of what they're doing.

And then, you know, next we really switched from a inbound model.

I mean, I didn't know a whole lot about SaaS, so I read predictive revenue, like probably most of you guys did in the room and said, gee, I'm going to commit to that model.

And I did that for three or four years and it wasn't working.

That was primarily inbound, SDR, multiple steps, advertising a lot in Facebook and our customer acquisition costs were fairly high.

We had a high ASP, but

It still was super high for what we were doing.

And then Mike came in and brought in this transactional model that was really outbound first.

So today about 30% of our revenue is from inbound.

We're still doing inbound, but outbound creates a predictability of revenue if you do it right.

And if you have the right types of technology, right kinds of management and leadership in that.

So we're a very KPI-driven company at this point.

I have my KPIs, I do weekly with my executive team, but for the sales leadership, their KPIs look more like this on the outbound side.

It's really around starting with dials, demo sets, dials to demo sets, demo sets, held demos, win rate, MRR.