Chris Regester

What are they spending with you over time and is it increasing or decreasing? So there is a sort of inherent nature of time series in, you know, modern, you know, recurring revenue businesses and many other types of business. And then there's also this process complexity where if you imagine a marketing and a sales funnel, like it's a relatively linear set of processes.

What are they spending with you over time and is it increasing or decreasing? So there is a sort of inherent nature of time series in, you know, modern, you know, recurring revenue businesses and many other types of business. And then there's also this process complexity where if you imagine a marketing and a sales funnel, like it's a relatively linear set of processes.

You develop pipeline top of funnel. Then at some point, you know, BDR gets engaged. They hand it over to an AE or whatever your model is. And ultimately it closes. And whether that's, you know, with a human or it's automated is one company versus another. But once they're a customer, there's so many things you've got to think about. So how do you onboard them?

You develop pipeline top of funnel. Then at some point, you know, BDR gets engaged. They hand it over to an AE or whatever your model is. And ultimately it closes. And whether that's, you know, with a human or it's automated is one company versus another. But once they're a customer, there's so many things you've got to think about. So how do you onboard them?

Are you onboarding the company or the different users? How do you ensure there's adoption? What about change management from prior systems? What about when you have a new product rollout? You've got to do it all again. What do you do around renewal? What's your renewal strategy? How do you do stakeholder management? Every company ultimately moves up market at some point.

Are you onboarding the company or the different users? How do you ensure there's adoption? What about change management from prior systems? What about when you have a new product rollout? You've got to do it all again. What do you do around renewal? What's your renewal strategy? How do you do stakeholder management? Every company ultimately moves up market at some point.

There's so many more processes. And they're more complex. And critically, they go on forever, right? They go on forever. It doesn't stop at like, oh, close one, let's move on. It goes on forever. So it's just inherently more complexity, both on data and process.

There's so many more processes. And they're more complex. And critically, they go on forever, right? They go on forever. It doesn't stop at like, oh, close one, let's move on. It goes on forever. So it's just inherently more complexity, both on data and process.

Yeah, I think it's so interesting when you think about kind of enterprise software and, you know, ultimately, irrespective of the plan, what you care about is how sticky is your product. One of the key things is just like you say, it's like you need to be, you know, if you're a point of data entry, you're just inherently more sticky than if you're just a data recipient.

Yeah, I think it's so interesting when you think about kind of enterprise software and, you know, ultimately, irrespective of the plan, what you care about is how sticky is your product. One of the key things is just like you say, it's like you need to be, you know, if you're a point of data entry, you're just inherently more sticky than if you're just a data recipient.

And so you always want to be a point of data entry, like typically ticketing tools, you know, the ticket is created there, it's sticky in the stack. Likewise, the new business CRM. On the post-sale side, of course, you know, you know, CSMs, account managers are working with their customers, all the time. So there's data entry to that level.

And so you always want to be a point of data entry, like typically ticketing tools, you know, the ticket is created there, it's sticky in the stack. Likewise, the new business CRM. On the post-sale side, of course, you know, you know, CSMs, account managers are working with their customers, all the time. So there's data entry to that level.

But in general, in many organizations, post-sale has just not been as influential as the sales organization or the support organization. So it's less sticky. I think you're totally right. But for Planhead, yeah, the extensibility, native integrations, we have sort of this vast library of native, bidirectional, no-code integration.

But in general, in many organizations, post-sale has just not been as influential as the sales organization or the support organization. So it's less sticky. I think you're totally right. But for Planhead, yeah, the extensibility, native integrations, we have sort of this vast library of native, bidirectional, no-code integration.

So the idea being that you could quickly connect data, then organize it, and that starts to give you the power of the organization if you're on the post-sale side. There's also, you know, firmographic data and enrichment you need on the pre-sale side. It's kind of the same story, right? You've always got to bring data together.

So the idea being that you could quickly connect data, then organize it, and that starts to give you the power of the organization if you're on the post-sale side. There's also, you know, firmographic data and enrichment you need on the pre-sale side. It's kind of the same story, right? You've always got to bring data together.

Yeah, and I guess there's... There's many different answers, right? There's many different scenarios and situations. I mean, what we see on the post-sale side, we see a lot of organizations that, you know, if you think about just the evolution of any company, you know, one of the first tools you'll buy is a CRM, right? You always start out in spreadsheet and then at some point you move to a CRM.

Yeah, and I guess there's... There's many different answers, right? There's many different scenarios and situations. I mean, what we see on the post-sale side, we see a lot of organizations that, you know, if you think about just the evolution of any company, you know, one of the first tools you'll buy is a CRM, right? You always start out in spreadsheet and then at some point you move to a CRM.

And often that's Pipedrive or HubSpot. And then historically the story has been at some point you get Salesforce. And then at some point you say, oh, you know what? What about our customers? What are we doing there? And they're like, oh, we got a CRM. We'll manage it in a CRM. So immediately you're like, oh, we're going to use the sales tool for this other thing.

And often that's Pipedrive or HubSpot. And then historically the story has been at some point you get Salesforce. And then at some point you say, oh, you know what? What about our customers? What are we doing there? And they're like, oh, we got a CRM. We'll manage it in a CRM. So immediately you're like, oh, we're going to use the sales tool for this other thing.