McCall: Maximize deal volume once contract values meet unit economics hurdles
Andy McCall · Lighthouse or Landgrab? How to Pick Your AI Sales Strategy · Aug 12, 2026 · at 17:30
Andy McCall, former sales executive at Samsara and Meraki, discusses how early-stage software companies should evaluate Average Contract Value (ACV) when designing go-to-market strategies.
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“You want to make sure that the ACV that you're going after, it has to top the hurdle, right? In, in other words, you look at your unit economics and is it healthy or not? You don't want to be taking deals that are, you know, negative to your unit economics. But if it passes the threshold, then the answer is you don't think about it. You just go and you get as many of those as you can.”
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