Oliver Jay
10 statements across 1 episodes · 3 bullish · 2 bearish · 1 people on the record · first statement Jan 4, 2024 by Oliver Jay · said 7 times in 1 episodes since 2024 · across every show →
On the record as a speaker too: Oliver Jay's record, appearances and statements → this page counts the times other people say the name.
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brought up most by Kyle Parrish (7)
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Everything said about Oliver Jay, oldest first
Jan 4, 2024 positive
Jay: Infrastructure and developer PLG tools convert directly to enterprise deals
“If I think about certain dev ops tools, think about like a data dog or the infrastructure layer, the PLG traction Directly leads to an enterprise deal, right? A small team of engineers evaluate the products. They decide Datadog is the right product to go with.…”
Jan 4, 2024
Software category leaders eventually capture 70% to 80% of market share
“We look at every single category that's been created, it's very noisy in the beginning, but there's a period of like, there's like a two to three year window, where there's a massive competition, but coming out of that, the category leader is kinged or queened…”
Jan 4, 2024
Jan 4, 2024 negative
PLG companies mistakenly segment sales teams by company size instead of motion
“This is something that I see a lot of PLG companies get wrong, which is they confuse segments and motions. If you take a step back, traditionally enterprise companies are set up and they are split by segments, SMB, mid-market enterprise, right? And of course y…”
Jan 4, 2024 positive
Jay: Asana invested in OKRs to open enterprise executive sales conversations
“So at Asana, what we realized was a lot of companies were starting to use Asana as the framework for Goal setting and OKR setting. The reason is because all the work is actually already happening in projects and tasks in the product, and so you might as well s…”
Jan 4, 2024 positive
Jay: Asana organized sales teams into seed, land, and expand motions
“So we ended up splitting a team into seed, land, and expand. Seed is very straightforward, that's the self-service and the online sales component. Land and expand, the way I would think about it was accounts that we were trying to go after, the universe of acc…”
Jan 4, 2024
Software companies cannot become category leaders without winning the enterprise market
“All categories have to go through the enterprise. All winners have to win through the enterprise. There's very few, I really can't think of many of any companies that have become the category leader without winning the enterprise.”
Jan 4, 2024 neutral
Sales reps with mixed territories over-index on expanding warm accounts
“What I find is that Human behavior is very hard to change, and so human behavior will lead you to spend most of your time on those three big enterprise accounts that are already healthy, and you're just trying to milk more from them. Makes sense. And you don't…”
Jan 4, 2024
Jay: Asana started a pilot three-person enterprise sales team from day one
“And so when I started from day one, I launched, even though my focus was building out the online sales side, I always had a pilot enterprise team. It was just three people in the beginning. And I basically took the three more sophisticated members of the team …”
Jan 4, 2024 negative
Jay: Pitching team productivity fails to resonate with enterprise executives
“As an executive, all I care about is driving enterprise value. And then really the only things that drive enterprise value are driving more revenue, lowering costs, risk mitigating, right, on that level. And so your pitch at that point is like, well, look look…”