Erica Schultz
President of Field Operations, Confluent. On 1 show, 0 appearances, plus 2 compilation re-airs not counted. The Shows tab opens the full record on each.
Erica Schultz is the President of Field Operations at Confluent and previously held roles at Oracle and New Relic. At New Relic, she scaled the enterprise business tenfold pre-IPO.
1shows
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12statements
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Everything Erica Schultz said on any show that made the record, most notable first. Each card names its show and opens the statement there.
Schultz: New Relic will hit $1 billion revenue by fiscal 2022
“We've communicated to the street, for example, that,
Will be a billion dollars in revenue by the end of our fiscal 22.”
Schultz: Most Enterprise Offerings Suit Both PLG and Enterprise Sales Motions
“And I'm a big believer that many companies, if not most offerings can be suited to both. And the trick is to think about, okay, who are the personas that we're serving and might one model or the other be a better fit for that specific persona?”
Schultz: Adopting consumption models requires cultural transformation, not just pricing changes
“And again, I think many organizations think of this as kind of a pricing model change or a billing model change, but we have learned and I have learned over the years, it's actually so much more than that. It really takes a cultural change and kind of a mindse…”
Schultz: Maximizing top-line growth is a primary driver of efficiency
“One of the best ways to drive efficiency actually is to maximize the top line. I mean, the steeper the growth curve in the top line, the more that you can you know, the more room you have to invest, and you can actually you know, great growth kind of gives you…”
Schultz: Big tech enterprise hires must be filtered for builder mindset
“We tend to want to go hire people who are experienced and strategic in the enterprise and maybe hire a lot of folks out of big tech companies. And that is the right move to make, but you also have to apply a filter to that talent to make sure that those experi…”
Schultz: Confluent uses a hybrid subscription and consumption business model
“In our case, we've actually, we have a hybrid model. We maintain a subscription model and we have consumption elements.”
New Relic serves over 17,000 customers including half of Fortune 100
“Today we have more than 17,000 customers including 50% of the Fortune 100,
And the 17,000 customers are broken up into what we would, ah, call about 2000 enterprises, and you see a lot of our current customers up there, and 15,000, ah, disruptors.”
New Relic ingests over two billion events and metrics per minute
“We ingest more than two billion events and metrics per minute as we're providing observability to our customers about what's going on in their application and infrastructure environments.”
New Relic crosses $400M revenue with 55% from enterprise
“Fast forward to today, we've crossed the four hundred million revenue mark and we actually, that was our, in our last earnings announcement about 90 days ago. We announced tomorrow.
but we've crossed that line, and now we're at about 55% of our revenues comin…”
Schultz: Most early SMB bookings came from same-quarter pipeline
“When we were SMB focused in the early years, we were our sales cycles were quick. They were weeks, maybe months, but the vast majority of bookings in a quarter came from pipeline generated in that quarter. That changes quite a bit when you move to enterprise.”
New Relic had no pitch deck in 2014; the product sold itself
“When I started at the company five years ago, We didn't have a pitch deck. The product was the pitch, and I'll talk about that in a little bit.”
One line per show, most statements first. The link opens Erica's full record on that show: the calibration, argument clarity, speaking style and every statement made there.
| Show | Role there | Eps | Statements | Record | |
|---|---|---|---|---|---|
 SAASTRLEDGER | President of Field Operations, Confluent | 0 +2 | 12 | — | full record on the Official SaaStr Podcast → |