Cabane: Growth teams incentivized on non-revenue KPIs won't deliver revenue
Guillaume Cabane · Guillaume Cabane: Why Your First Growth Hire Should Be a Former Founder | E1088 · 20VC with Harry Stebbings · Nov 29, 2023 · at 55:06
Guillaume Cabane, former VP of Growth at Drift and Segment, explains why aligning growth team incentives with metrics other than revenue creates strategic risks.
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“If the incentive of the team is to drive signups and engagement, the problem is they will optimize for that, not for the long-term viability of the business. That's a huge risk. I'm French. I know how to cheat 10 times out of 10, right? You give me anything as a goal that is not revenue, and you incentivize me strongly for that, be warned, you're gonna get that KPI, but you're not gonna get the revenue.”
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