Insider

“You know, maybe just sending a digital frame in a box, which we did at Insider, so real tactic here. And the digital frame was personalized to the person who's receiving it. So you tap on the digital frame, which is a photo frame, which we all have, you know, …”

“This year, I started to, for example, shoot videos for our new products, where I'm using those new features by myself, and start to share them with the customers. I use the, like, you know, control panel. I create the scenarios myself. We are shooting those vi…”

“So you don't spend your time or waste your time on actually convincing days, emails, calls, presentations, QBRs, and then you actually show them the value before they actually make the investment. So we call this active upsell. We started experimenting with it…”

“I remember that in last year's Reshape, we have more than 20,000 people joining us, digital marketers. By the way, we have an event, global event called Reshape. Every year we define the digital events in the world with the participation of the you know, the t…”

“We decided to have also local reshapes during the year, where we only run this for the local community in our locations, inside those locations like Japan, in Seoul, in Tokyo, in London, and those community events, local community events, which was much more s…”

“For example, we have established a customer advisory board in each country, not just to understand, you know, their needs, not just to understand the dynamics of this market, not just to understand their ideas, also for the referrals. We are trying to also und…”

“Currently we are reaching 25% of the world's internet users.”

“Even as a CEO, even I have a CRO who is responsible for the growth, I am running a growth meetings bi-weekly and going through the old sales pipeline metrics to be able to understand What is wrong? What is going, what's going right? What's not going right?”

“For us, by the way, our sales function is responsible from the expansion revenue.”

“And by the way, according to numbers, ideally your expansion revenues should consist at least like, 30% of your new acquisition revenue.”

“And most of the companies which failed in SaaS, as far as I observe they are actually lack of expansion products.”

“We land, we don't have the fantasy of selling our products at the same time, just in one time. We land with a specific product, and we expand in time.”

“We don't give it, like, for free, because if it's going to be free, It's like a free gym membership. If it's going to be free, you will never go there, right?”

“Trying to find a parameter which is going to be mutual to your product and your clients, or clients use of your product. Once you do that, you will see that and they will feel that it's going to be mutually beneficial and it should be visible to all parties at…”