Mark Organ

But with assumptions on selling a lot less and the churn.

Typically, what I'd say is that churn is going to go up by 10 points.

So if you're used to

20% churn, I might go up to 30% churn.

And your new sales growth is going to be pretty anemic in terms of ARR.

The way that I've got my companies profitable for when I need to and how I'm coaching my clients is to cut way back on partners and focus on doing a lot more services in-house.

So I think services is really a missed opportunity for a lot of SaaS companies.

Exactly, right?

And maybe that makes sense when you're growing 200% a year and whatever.

But right now, it's all about survival.

And especially when your customers themselves are letting go of people, there's myriad opportunities to understand how you can add more value.

And so the way I'm approaching my clients is to spend more time with customers.

Obviously, you can't go face-to-face anymore, which is unfortunate because there's a lot you can learn when you go face-to-face.

But spend more time, especially with senior customers, and understand more in depth, well, how are they using your software?

What other software are they using?

What are they using spreadsheets for?

What are they using CRM for?

And figure out what else you can do because there's probably more that you can do.

They're already comfortable buying from you.

You're probably, as an enterprise SaaS company, you are a market expert.