Mastronardi: Combining state and municipal sales into one funnel disrupted Polco's reporting
Nick Mastronardi · 7 - Amplifying Citizen Voices with Polco Co-Founder Nick Mastronardi with Polco's Nick Mastronardi · Nov 21, 2024 · at 12:44
Nick Mastronardi, co-founder and CEO of Polco, discusses operational setbacks when expanding from municipal government sales into state-level sales.
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“We made the shift where a lot of our infrastructure was really struggling to keep up because we started selling to states, but the sales motion was very different than our local governments. And we had them in one single funnel and it was confounding everything. We needed to break that apart and we'd changed our entire ecosystem of analytics and reporting tools. And there was like a year there. Where we were just really struggling before we got all of our new funnels set up and our funnel metrics and our goals and our tracking on the goals.”
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