Manny Medina

How many segments?

So, so we have four segments.

So we have four segments and about four personas.

So four by four is 16.

So there's a few that are just not performing for us.

So we have about 15 sort of sequence types that is addressing each of this persona market dotting the matrix, right?

And so for each, we have a sequence and then we test everything that goes out to them.

So to make sure that we are,

Every performance improvement of like 1% of connection rate or 1% on reply rates, 1% of connect rates on LinkedIn creates a downstream effect on the amount of funnel that you can create for SDR.

Packages.

What do you mean?

I feel direct mail.

Yeah.

So sending you something ahead of the call, sending you something ahead of the email has incredible ability to move the needle.

So the way you think about your entire go-to-market program is that you have an efficient frontier of what is SDR generated versus self-subspected by the AAP versus impact.

Figure that out versus what is the number that you're solving for in your pack, in your payback time, and in your margin.

Then you draw a line and you figure out what is the right combo per segment based on your ACV and based on your time to close so that you can actually get to the right economic unit for that persona.

You see what I mean?

So, what we're constantly doing is constantly saying, okay, so my SDR is going to perform all these activities, and I'm going to get all this juice out of it.

While we're ABMing, we're doing an account-based marketing program against the same persona, meaning the moment you get a package, you also get an ad on LinkedIn.