Jonny Adams

You're just going to do this very SDR-based, AE-based job role, which actually sometimes suppresses their ability to be strategic sellers, which is Don't take this, actually do that. My challenge in SaaS is I think that we don't do a good job for the SDRs and AEs because we don't enable them to be strategic sellers.

You're just going to do this very SDR-based, AE-based job role, which actually sometimes suppresses their ability to be strategic sellers, which is Don't take this, actually do that. My challenge in SaaS is I think that we don't do a good job for the SDRs and AEs because we don't enable them to be strategic sellers.

And actually that stops them being more customer centric because they will deliver or try and push their product to all costs. That's my opinion.

And actually that stops them being more customer centric because they will deliver or try and push their product to all costs. That's my opinion.

The first part of your answer is exactly what I've been trying to kick around in my head recently. And I also think the churn rate would be a great lag indicator, right, of this is that if Johnny has a high churn, then there's clearly going to be something that's going on.

The first part of your answer is exactly what I've been trying to kick around in my head recently. And I also think the churn rate would be a great lag indicator, right, of this is that if Johnny has a high churn, then there's clearly going to be something that's going on.

Notwithstanding, I still think that there is this strategic element where in SaaS, a strategic account holder, what we see a lot in consultancy is that they sit on this pivot with the C-suite and they're just helping them achieve their 600 million revenue goal or their 5 billion revenue goal, whatever that may be.

Notwithstanding, I still think that there is this strategic element where in SaaS, a strategic account holder, what we see a lot in consultancy is that they sit on this pivot with the C-suite and they're just helping them achieve their 600 million revenue goal or their 5 billion revenue goal, whatever that may be.

And they're able to position and move them around to different types of services and products. Do you think there's a role within a senior AE in SaaS for that at all? Yeah.

And they're able to position and move them around to different types of services and products. Do you think there's a role within a senior AE in SaaS for that at all? Yeah.

I go back to saying thank yous. I know those points have helped me personally. I really appreciate it.

I go back to saying thank yous. I know those points have helped me personally. I really appreciate it.

So my perception is my reality through past experiences, not due to conditioning, I've experienced SaaS as a quite aggressive environment. And when working with products, because that's what we do as a job, I've seen this win at all costs, boxed up, just going crazy.

So my perception is my reality through past experiences, not due to conditioning, I've experienced SaaS as a quite aggressive environment. And when working with products, because that's what we do as a job, I've seen this win at all costs, boxed up, just going crazy.

head on, I'm going to win this deal and not having the ability to step back strategically and think, okay, let's think about the customer. And this comes back to customer centricity and why I challenged it is to go at this moment in time, they're looking to move this direction as a business. Gong should be coming in six months later. What they actually need is HubSpot.

head on, I'm going to win this deal and not having the ability to step back strategically and think, okay, let's think about the customer. And this comes back to customer centricity and why I challenged it is to go at this moment in time, they're looking to move this direction as a business. Gong should be coming in six months later. What they actually need is HubSpot.

It reminds me of when I lied when I was, you know, back in the day and you lied to someone and you think it's always going to catch up, you know, down the line to tell the truth.

It reminds me of when I lied when I was, you know, back in the day and you lied to someone and you think it's always going to catch up, you know, down the line to tell the truth.

Oh, Matt, you've set the standards high there. So a personal sort of achievement, I achieved the management consultancy chartered status, which puts me in the top 1,000.

Oh, Matt, you've set the standards high there. So a personal sort of achievement, I achieved the management consultancy chartered status, which puts me in the top 1,000.