Jamie Shanks

Immediately, XO Communications, Level 3 Communications, Oracle, ADP, Thomson Reuters

kind of picked up our blogs, invited us in for training, and we jumped multiple levels very quickly.

We went from the SMB to the global enterprise in leaps and bounds in months, and we stayed in the global enterprise and global mid-market.

And although now we're even going downstream, opposite of most companies, but we primarily serve the global mid-market, global enterprise from that day forward.

Yeah, for the average year, we're servicing anywhere between 25 and 50.

We'll call them programs or projects.

Now, one customer might have, let's use Thermo Fisher as an example, might have a launch in Americas, EMEA, Latin, APEC.

So we'll have these cohorts of 25 to 50 customers a year.

2.2 million.

No.

So pipeline signals was a service that we were using as a reinforcement after certification.

So what was happening is we enable sellers to sales generate or self-generate pipeline at scale in 90-day time horizons.

Once they do so, they have to defend it in a case study.

But then they needed this intelligence as a tailwind behind them.

And that's when pipeline signals, well, COVID kind of fast forward the idea that, well, hold on, if it took us off airplanes, why don't we think about what else could we do and use that opportunity to build pipeline signals?

Yeah.

So we were prepared years in advance.

We were one of the first sales training companies to self-develop our own learning platform, online learning platform.

We also moved to virtual instructor-led five years ago.

So the live part of our service offering was 10% of revenue, was speaking engagements, sales kickoffs, and quarterly business reviews.