1Password

“People are inherently bad at then going back and selling the business case internally. So we actually find that we end up coaching a lot of our reps to do exactly that. Like not just sell the product to the person that you're working with, but coach them and h…”

“But I think the difference for me is not trying to create a new set of priorities or things for them to think about. It's about tapping into what they already care about, what they're already prioritizing and thinking about and working with them in that way.”

“You know, this year you know, our non-regrettable attrition is probably in the realm of 29 to 30%.”

“Enterprise deals for us you know, are in the six figures. We actually landed our first seven-figure customer earlier this month, which we're really excited about.”

“When we landed here and started building the team, the company had already acquired 50,000 businesses that were using our product. But we had less than a two percent penetration rate within those businesses because these were fanatical users that were bringing…”

“Today and going into next year, we're actually bringing those functions back together in a hybrid sales model.”

“So I tend to think that leading with the problem and familiarization with the problem is the most important way that you get them to lean in.”

“There's too many moving parts. There's too much emotion that's involved in selling. There, there's too much that can be driven on a feeling. Hey, I just had a great conversation with Harry. I think he's gonna buy. Having someone to keep you honest throughout t…”

“We're probably, ah, just over 50% outbound. So 54 46 split. And I'll say that a year ago today, ah, we were probably 99% inbound.”

“More often than not, it's an understanding of what the procurement process looks like within the company end to end. There's always some surprise budget committee individual who needs to weigh in. And so not going wall to wall and understanding what it's going…”

“The SMB teams are a lot more transactional. They work on high volume, high velocity, you know, most of them pay for themselves four times over. You know, even if I load in all costs”

“I think we had the opportunity to be a lot more aggressive investing in Product and engineering, whether that's sort of like a build or buy scenario. Again, I think we had the benefit of being a profitable business with a lot of cash at a time when many compan…”