The Ledger, every show

“All of a sudden, you can't have one of them Their rep made four million dollars a quarter. It's like an SMB prep because the commission plan was so high.”

“We have a hundred percent win rate on pilots”

“When we look at the queries that come into ChatGPT, we get hundreds of millions of healthcare queries every single week.”

“We now have in America, it's HIPAA, I'm not sure if it's the same out here, but a HIPAA regulated version of our technology, and we are already selling this to physicians, to doctors, UCSF, it's a top leading hospital in America. Every single person there has …”

“And we found that by doing long intensive pilots, our deal sizes went up by about five X, which is pretty incredible.”

“As I mentioned, when I came into Slack, there had been absolutely no reach outs ever to anything proactive. Everything that we were doing, our single biggest goal, our single biggest charter was talk to the customers, was understand what is it That the custome…”

“You no longer need to be on-site Every single time you need to meet with a customer. I used to be on the road at least once a week. I was always on the road. And yes, it's so important for relationship building, but it just, it doesn't need to be that way anym…”

“And a pretty horrifying stat is that last year in 20, 21, there was more women that left the workforce than any other time in the last 35 years. Horrible. There was eight hundred billion dollars in lost wages to women that happened in 20, 21.”

“So with OpenAI, with Slack, many other, Airtable, Figma, New Relic, there's tons of companies out there that all started with this model of full salary, and it's a, you know, a normal living salary like you would give to any other product manager, marketer, en…”

“At Slack, we took our largest customers, and we assigned non-sales DRIs, directly responsible individuals, to be in charge of each customer. So our VP of engineering, Michael Lopp, was in charge of VMware. Our CTO, Alan, was in charge of Nike, and so on. And a…”

“In two years, we have gone from 10 to 500 people, and we are going to keep on going.”

“Webflow was around for about seven years before we built a sales team, and we built a killer self-serve product. It was so good, and I'm biased, but I think it was the best in the industry. Yet, when we decided to hire on a sales team, there wasn't enough prod…”

“For example, at Webflow, we have 250,000 customers every single day hosting their websites on us. It's absolutely massive.”

“At Slack is we didn't even start building an SDR team until 2017. So we had been around for almost three years at that point before we've really ever started dialing up this outbound motion.”

“We actually just closed the single largest deal the company has ever had over a million dollar TCV by doing this exact method.”

“No one pays monthly for any software.”

“A hiring mistake can cost a company to the tune of one million dollars.”

“I've had no less than 40 of those people reach back out to me over the years wanting to come back to OpenAI.”

“We were about 202 150 people, and we had reached a pivotal moment. We had to scale quickly. We had to end the year at somewhere close to a thousand people.”

“We did this at Slack. We put every single employee on a bonus plan, and we tied it to ARR and customer adoption.”

“We did this at Slack, Webflow, OpenAI, and I know many other greats have done it like Calendly, New Relic, and Airtable.”

“Four years later, we won Uber back. This is a big moment for us. It took time, but we earned it when Slack was ready, when the product had matured, when the infrastructure could handle the scale, and when we were ready to staff them, and the timing aligned for…”

“So something that we had at Slack that I then brought over to Webflow and created was a pregnancy support channel.”