Kyle Norton
speaker
290 appearances
1 recordings
1 series
first heard Aug 2024
last heard Aug 2024
Kyle Norton’s voice in public audio — every appearance, attributed to the second.
Trend
recordings per month · last 12 monthsNo recordings in the last 12 months.Older appearances are listed below; set an alert to hear about the next one.
Appearances
And so that was what 2023 was all about, was getting to this pilot team, this pilot team of six and then eventually 10 AEs, a group of BDRs,
and making sure that this group of individuals could kick out not only a growth number, but a growth number at an acquisition cost, an LTV CAC ratio, a burn multiple that we have felt comfortable with, and now we're scaling on top of that.
So at first it's find product market fit, find go-to-market fit,
And then this third phase of finding go-to-market fit that really pays off before you start hitting the gas and putting in headcount.
And that's sort of the stage that we're in right now.
but still managing rep efficiency by making sure that we're taking a full advantage of rep productivity on a per person basis.
So last year we grew two and a half X burn multiple under one, four and a half to one LTV CAC.
So that's a view of like what's sort of possible with this approach and that's SMB.
usually more challenging to get those types of efficiency numbers.
So that's the outcome that we're sort of all hoping for.
All right, so phase one, we're going to talk about focus, we're going to talk about data, and then we're going to talk about OpEx.
The first piece here is the concept of focusing on a really narrow ICP and some of the benefits there.
So we go back to 2022 when I joined, just leaking deals like crazy.
Sales team celebrating, hitting the gong, yeah, and then the onboarding team going,
Like, what the hell, man?
Like, these deals suck.
They're all churning.
They don't want to use our product.
What's going on?
So this was like the first hard reset.
Showing 41–60 of 290 · page 3 of 15
← Previous
Next →