The Ledger, every show
Every statement that passed quotation and attribution checks, across all 44 shows. Pick shows below, then mix any filter with any other.
shows 
every show 44 of 44
Shafiq: Chief Revenue Officers and sales teams are inherently short-term focused
“The CRO, however good they are, their organization is very short-term focused.”
Shafiq: Early-stage companies either severely under-invest or over-invest in customer success
“One thing I learned is companies that are younger tend to be on the extreme ends. Either they're not investing enough in customer success because they're like, what is this? I don't understand this. Is this just support? We have the sales team to actually go c…”
Shafiq: Pure customer obsession without structured financial models fails at scale
“So, not having a proper model and just, I'm customer obsessed, so I'm just doing it, doesn't really work at scale.”
Shafiq: NPS belongs to the CEO, not the CCO
“I think the NPS is the company's core, it's the CEO's core, not the CCO's core.”
Shafiq: High-growth companies derive over half their revenue from existing accounts
“You take any good growing company that is growing at whatever, 50, 60% or higher, half or more than half of their revenue comes from existing customers, which means renewal is just not a part of the game.”
Shafiq: Most customer success expenses must be classified as COGS, not CAC
“You could account for some of this as CAC depending on how much of upsells they're driving. And if you actually have a formula, That, you know, is put against the new ARR that they're able to drive, and you might be able to justify it as CAC. But mostly it's C…”