Michael Gilroy
speaker
885 appearances
1 recordings
1 series
first heard Jul 2026
last heard 20 Jul
Michael Gilroy’s voice in public audio — every appearance, attributed to the second.
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recordings per month · last 12 monthsRecordings per month over the last 12 months — 1 in all, peaking in Jul 2026 with 1.
Appearances
No, it's what is the NDR relative to the sales motion, relative to the customer base,
And is that telling us that there's immense product love?
And is it telling us that sometimes it's either existing product love if it's seed-based, or is it telling us that we have backed such a good team in those six months, they've launched three other products with new modules and they're upselling them into these modules, right?
And so understanding, okay, the NDR is 250%, why is it 250%?
And then it's, okay, the business is growing 150% organically.
And then if I see Holco's growing at 200%, I'm like, hmm,
New customers are only growing the business 50%, right?
And so then I'm like, okay, I should go spend some time on go-to-market.
Is this accelerating?
Because that's not going to be enough if we have this base here.
Maybe it could be 300%, and if 290% of that is NDR-driven...
Maybe there's a new competitor in the market that we're not even seeing and all the new customers are going to them.
And so 300% could be quite bad in that circumstance, right?
And so this is why, yes, we're not making an investment decision based on the model, but it leads you down the path of so many other questions through diligence to understand.
And it's a really core part of our process.
this job is not spreadsheets it's you know how many times we've said it now this is a human driven job you know and if you're going out and investing based on spreadsheets and you have some table that says if these four things fall in this strike zone then you know go and invest it's just it's never ever going to work because you need to understand you know what's driving them
How do we get this founder at G6 as fast as humanly possible if that's what they want?
Or how do we get them public so that they can go and give back to their community, right?
It's really, really important in the context of all of those things.
Two of my favorite quotes right now.
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