Egnyte

“As you can see here, we delivered a solution to them that Cut their printing costs just dramatically. So again, the point I'm trying to make here is localized decision, delivered value, and a key outcome around operational, ah, or financial savings. So a lot o…”

“And ultimately we ended up eliminating all of the other competitive products, and we got a hundred percent penetration of the use cases, as well as the addressable market within the company, which was 3000 employees at the time.”

“When some of the ransomware attacks happened a few years back you know, thankfully we were able to ensure that none of our customers were affected because of just the security of our cloud operations. Not a single one of our customers paid a ransom”

“So we measure adoption, and we measure adoption three months from sale, six months from sale, nine months from sale. If you're not 85% or so consumed of the services that you purchased, Then we got alarm bells going off and trying to figure out how to rectify …”

“We decided that we're going to focus on two segments, what we call a commercial segment and a mid-market segment, and we said we're not going to focus on these other segments which is real large enterprises and also consumers, so we don't offer free solutions …”

“So our annualized gross churn from a dollar perspective is under six percent, and this is a number that we have worked steadily down from double digits over the course of the last three or four years.”