Michael Burns

It's not a discrete deal.

I'm selling a workflow solution that has massive cost avoidance and revenue generation opportunities.

So then I'm leading into those objectives and goals.

And close rate is the other area, right?

When we're upskilling the team and selling to objectives, we're not just increasing deal size, we're actually driving higher close rates.

Rep roadmaps I talked about, right?

That was the other, you know, optimization piece, right?

So you're taking that sensitivity analysis that you built, and you're coupling that with a qualitative diagnostic.

You can't just say, hey, here's how many calls you've got to make.

The promise was, here's how many calls you've got to make until we have optimized messaging.

And now we have good deal stress testing.

We have the right description of our sales process, so we're able to really understand

what the rep roadmap is, and then repeatability, right?

So what we're doing from a repeatability standpoint is building onboarding.

So where do we wind up?

That's us there on G2's event management platform, right?

We took over the grid, right?

That was over the past three months.

We weren't on the grid three months ago.

We have so far increased ACV by 60%.