Mauricio Quiguela

historic information are there so we can generate kpis and compare doc sales now doc sales six months ago a year ago two years ago and this is really really important and the logos are our choice so it's our own tech stack okay

And the last thing, it's about culture.

So we need to set global goals.

And in order to set global goals, we need to have global KPIs.

And this is really important because we need to bridge the chasm.

And to bridge the chasm, we have to put all...

departments, and all the team in the same page.

We need an alignment from them.

So here is our organizational structure.

We have a matrix organizational structure.

So every department has its own goals.

For instance, sales need to generate more than 5K in new MRR.

But we have global goals.

The MRR growth rate should be more than 15%.

The churn rate should be less than 2% per month.

So if sales department hit their goals, but the company doesn't hit other goals, they don't get the bonus.

So everyone now is concerned about what's going on with the company.

I don't mind if they are selling more or less than 5K.

I'm concerned about the 15% of growth because it doesn't matter from where at the first moment, it doesn't matter from where is coming the money.

If we are reducing churn, if we are selling to new customer, if we are upgrading the customer base, the important thing is we cannot stop growing every month.