annual contract value

“First, make sure they've sold at your price point. A sales, if you're a five K ACV startup, do not hire someone from a million dollar a year group, no matter how much you love them. It's the wrong toolkit.”

“Of those two, I'd go ACV. I think that it's actually much more important that somebody understand the profile and they understand the mechanics of doing a deal of that size with that profile. They can learn the subject matter expertise in many cases.”

“And the ACV is a 10 K and it's like, ah, and they're like, ah, but it'll scale. It'll scale, Sam. It rarely scales. And so we're layering on this enterprise cost base for this very SMB PLG revenue base, which has really been born out of the PLG motion. And I'm…”

“So if someone pays us 10,000 dollars a year, And it costs us 10,000 dollars to acquire them. We get paid back in 12 months, right? Anything above that, you start to question whether your economics work, anything below that, it's really good.”

“Traditional large sales teams selling three K ACVs and they say, ah, but you know, if we prove it and if we do this and this and this, then it'll expand to 30 K and truth be told, it rarely does.”

“So if you look at a 10 K ACV, well, that's definitely not a field sales rep, right? If I'm a 10 K ACV that I'm exclusively inside sales and I better be able to keep the cost of sale low. Otherwise, to your point, I can't justify it. The unit economics don't wo…”

“If I'm a 10 K ACV, then I'm exclusively inside sales and I better be able to keep the cost of sale low. Otherwise, to your point, I can't justify it. The unit economics don't work.”