Matthew Bellows

We say, hey, five of your 50 people are already using Yesware.

Here's the benefit of bringing it to the rest of the world.

We measure usage very carefully here.

We measure it across all the different major features of Yesware.

We measure the duration of usage, i.e., how long they use it per day, over days and weeks.

So the product group basically runs their metric on how the product is getting used and adopted.

We don't use that as much for a sales qualification because we're looking for groups of people within a company using it before we then call in.

If you can find that magic bullet, that silver bullet, it would be fantastic.

Kind of do, but the real advice I would give to your listeners is don't be frustrated if things aren't crystal clear.

Like when I read the blog posts about doing cohort analysis, or I read the blog posts about finding the feature that determines whether or not someone's going to buy, it all sounds really good.

But when you're looking at your own raft of data, it's going to be messy.

It's not going to be as crystal clear.

And so you kind of have to make your best guesses given the data and your intuition of what's going on.

It's not just, it doesn't stand up and yell at you.

We're in a field that's probably called sales effectiveness or sales acceleration.

It's basically software that helps salespeople.

And so we are a partner for Salesforce.com and other CRMs.

We compete with companies like InsideSales.com or ClearSlide or others that are also trying to make salespeople more effective with their software.

Great question.

Those people are sort of higher in the funnel, if you will.