Eric Boduch

largely because of interest rates.

Now I think everyone has to approach go to market differently.

And they have to think of it more as an optimization function.

Like every CEO out there should know where they should take a dollar, where best to spend it.

They should know all their assumptions like,

How much pipeline can I generate for my enterprise group through my marketing organization?

What do I need to hit as far as hiring plans in order to hit my number?

I think if you're a CEO right now hiring a head of sales, you want to find someone that is building out a process and a model and is building out the math and is getting buy-in from the other parts of the organization about what they need to do.

In order to hit my number, this is what I need from leads for marketing.

This is what I need from a hiring plan, from talent acquisition.

This is how many people I need.

And he should be explaining to you, too, exactly what his assumptions are.

In order for us to hit our number next year and grow $4 million, I need three people.

They need to come on in this time frame.

I need marketing to give me this much pipeline.

I'm basing this on I'm going to lose one of my salespeople, which is an attrition rate of whatever, like 20% for me.

He should understand exactly how that model works.

It's really important in today's day and age that a CRO really has a tight understanding of model.

Same thing on the marketing guy.

Yeah, yeah, or she.