Pipeline

“The bottleneck is not sales, it's demand generation and pipeline.”

“Now you have 50 X more code to ship the exact same feature. It's breaking all the Pipelines and like traditional ways of testing, merging, shipping code. And now you basically like drive up your CI costs, you drive up costs associated, and like the speed goes …”

“Since doing that, I think our progress has been remarkable and just given what we see in the pipeline will be much more remarkable over the next 12 months. And the quality of the models that we'll have, the products that we can build around that to really Let …”

“Everyone in marketing have been that last couple of weeks in the quarter where you're like, we don't have enough pipeline, right? It's too late. It is way too late for marketing to do anything that quarter”

“If you look at the energy business, it has become far higher barrier to business than it used to be. If you look at the pipelines, how long does it take to get any approvals? You don't have to go into Keystone, but any other pipeline, it's a much higher barrie…”

“Compute is the easiest knob because it just keeps getting better and better and better every year. And if I write enough you know, if I write a check for enough money and I'm willing to wait a little while, I'm going to get more compute. It's the most predicta…”

“And then that's how we grow our pipeline in the past quarter, three months just exploded, and we grow like three acts of the pipeline, like within that quarter, and then only considering we have like two sales, and then, you know, I'm not paying anything for l…”

“I think if we go, if the liberals are reelected, you will see a continued outpour of investment to the United States. You will see that we do not build LNG plants, pipelines, or any other self-reliance projects that will break our dependence on America.”

“And it's not the key mistake people here, people tend to make here is they assume that it's the number of reps times the quota I give them is the revenue that they produce. That's not really how revenue works. It's the pipeline that you generate. The ability f…”

“And what I realized is that this individual lacked the skills to go build pipeline. He just didn't know how to do it. He was a relationship seller, a competent guy, a hardworking guy, but the skills to actually go and call a stranger and deliver a value prop a…”

“Another thing that we often observe when we see when we work with companies or when we see pitches is that the pipeline in the middle of the funnel or top of the funnel keeps growing, but the close one numbers don't really go up in the same proportion. What th…”

“Another way to reduce the frustration is to keep jacking your pipeline so much that you're not frustrated by anybody that doesn't come through. Makes sense. So I'm not worried about the person that I talked about three weeks ago that isn't getting back to me b…”

“So it costs something like 18 bucks a ton or something like that to ship things by truck, where it might cost two bucks a ton to ship it by pipeline, right?”

“80% of the time companies that I work with have a pipeline problem and not a rep capacity problem.”

“You're going to hear three X a lot. You're going to hear four X. Generally there's no math or science behind what they're saying. They're just using whatever their biases are.”

“The lowest hanging fruit to influence growth is generating more pipeline. The idea that if you are able, if you think about Splunk at this point is a much more mature business, but for many earlier stage startups, if you just do the math on this, if you're abl…”

“But I do think it's very important for sellers to create Some of their own pipeline. They're not fully responsible for it, but they have to have skin in the game on creating pipeline.”

“Like, in an open playing field, if it's easier to build pipelines and transmission lines, Clean electricity is going to win.”

“Pipeline, moving molecules in a pipeline is really cheap. That's what we see in other markets. You know, there is a reason we're moving molecules to the regional power markets and then not moving electrons over copper between Europe and North America, for exam…”

“Weak positioning kind of gets you all the way across the pipeline. You know, it's weak positioning hurts you in the early stages of the pipeline and that, you know, people don't really get what you are, so they're not responding to your marketing the way They …”

“We'd like 10 to 15 qualified meetings per SDR, and the best ones can do 15 to 20, and the best ones always generate about two million in pipe per year.”

“Moving energy by pipeline historically even in, you know, in the past 10 years when there's been a lot of pushback on new natural gas pipeline development in some parts of the country. You know, it's still typically less than three times, often less than five …”

“I really think that one of the highest and best uses for clean hydrogen is as a transmission mechanism, where you can go out to these really remote areas where no one's gonna, gonna care as much. Your hypothetical Mojave Desert example, build just incredible a…”

“Alliances, which can easily account for 10 to 30% of your pipeline, usually that closes faster and with a higher rate”

“I would advise that nobody should focus on how many customers did I sold. Focus on the pipeline in sales. Focus on the quality conversion. So qualifying the pipeline, quality conversions, improving the conversions, and the outcome will automatically the number…”

“If you're at a startup, right, for me, pipeline is a sign of failure, right? How much revenue are you going to close this month? I don't need to see the charts, and I don't need to see seven million dollars next to Comcast, or twelve million dollars next to wh…”

“We actually did research across 4000 companies in 29 countries, and what we found was that for every 10% increase in gender equity in companies, there's a one to two percent increase in revenue.”

“About 300,000 dollars. Something like that.”

“Well, yeah, mostly we charge 60 dollars per employee per year, billed annually.”

“350,000 dollars.”

“We have about 20 people. Both employees and contingent.”

“Mostly from my speaking or from my writing.”

“Right now we serve three. So we have three big customers.”

“Yeah, we had our first revenue last year, so we grew six X, almost six X year over year.”

“Yeah, two to three. ... Yeah, you wouldn't close, I mean, it's just too big to try and close that many in a year.”

“We were in less than that.”

“Well, it's actually true because there are a number of point solutions in what we, in, in the diversity and inclusion tech space, but when you really look at what Pipeline does, which is across all the five key talent decisions that you make we mostly, actuall…”

“Today about 70% of our pipeline Has very little to do from a marketing and messaging standpoint with what we were selling customers the value 18 months ago.”