Mark Fulford
speaker
149 appearances
1 recordings
1 series
first heard Aug 2022
last heard Aug 2022
Mark Fulford’s voice in public audio — every appearance, attributed to the second.
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Uh
That makes sense.
no, I'm really interesting.
I mean, I again I I think about the overall growth engine, and and I agree, I think that we should be measuring and monitoring that in spite of the functional inputs, it's just how effective are we at acquisition and consider that all of those functions you mentioned earlier, be it marketing or customer success or sales, they're a part of that.
But we're not measuring sales per se, we're not measuring marketing, we're we're measuring the effectiveness and efficiency of the
acquisition engine and similarly for retention and similarly for upsell and cross-sell.
And I think these are the underpins that help a business scale, right?
Because one of the other challenges that I think about is it's great if you're a $20 million business, but what happens when you scale to want to be a $300, $400 million business, what are the the elements there that to think about?
And I think you start to touch on that.
And I want to just draw that out a little bit to think about
Really, when it when it comes to scaling well, what are those those core things?
Other things you said, are there are there things that people should do first or or second?
What what does what does scaling really mean?
And a nerve early on as well about marketing is a science.
And I have the exact same feel around sales.
It's absolutely science and you know less art.
But you touched upon something there.
I just want to kind of get your views on around this sort of centralized functions and serving the business, which brings me on to the topic of kind of revenue ops and marketing and sales ops and and how they're run today.
Again, typically they're run as separate functions.
Again.
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