Guillaume Moubache

So we do that exactly the same as the way we incentivize sales teams.

So it's, for example, because I know a lot of people, you know, they're trying to put bonuses on number of qualified leads, marketing qualified leads, sales qualified.

And I think people tend to always optimize things based on.

So, for example, if I tell you, you need to reach that amount of marketing qualified leads.

What you're going to try to do is book, let's say, as many meetings you can for your sales team.

However, the quality of the lead is not going to be that great.

However, if everyone is focused on growing the MRR and then we set up like the MRR goal at the beginning of each quarter, now everyone is focused on one thing, which is revenue and revenue for us equals profit.

So it's like everyone goes to the same direction.

And I think it's like it's a better way to incentivize.

So we have like different levels and each level you reach, you will get a bonus and then you have like higher levels and higher bonuses.

Can you walk us through this a bit more?

So June ended the second quarter.

You guys, it sounds like broke that two million right around there.

That's an easy number to talk to.

So your team meeting at the end of Q2 and you're setting goals for Q3.

What is the new MRR target for Q3, Q4?

Yeah, so our goal essentially was to do like 5X from December 2019 up to like December 2020.

So the monthly goal, I think it's around like 14 to 60%.

each month, month over month growth rate.

So I think it's 16% to reach like 5x more or less.