New Relic

“When we were SMB focused in the early years, we were our sales cycles were quick. They were weeks, maybe months, but the vast majority of bookings in a quarter came from pipeline generated in that quarter. That changes quite a bit when you move to enterprise.”

“Fast forward to today, we've crossed the four hundred million revenue mark and we actually, that was our, in our last earnings announcement about 90 days ago. We announced tomorrow. but we've crossed that line, and now we're at about 55% of our revenues comin…”

“When I started at the company five years ago, We didn't have a pitch deck. The product was the pitch, and I'll talk about that in a little bit.”

“I think us getting into the enterprise was what triggered our creation of a customer advisory board, and that has been so valuable for us.”

“We tend to want to go hire people who are experienced and strategic in the enterprise and maybe hire a lot of folks out of big tech companies. And that is the right move to make, but you also have to apply a filter to that talent to make sure that those experi…”

“We ingest more than two billion events and metrics per minute as we're providing observability to our customers about what's going on in their application and infrastructure environments.”

“Today we have more than 17,000 customers including 50% of the Fortune 100, And the 17,000 customers are broken up into what we would, ah, call about 2000 enterprises, and you see a lot of our current customers up there, and 15,000, ah, disruptors.”

“We've communicated to the street, for example, that, Will be a billion dollars in revenue by the end of our fiscal 22.”

“We didn't ever have an on-prem solution. We didn't ever have any technology that sits on premise outside some of our collector agent technology.”

“Because if you're there and you can build that trust, they'll be there for you when inevitably something goes wrong with your service. And they'll understand that you've got, they've got empathy for you because you were there for them and they will likewise be…”

“Pay attention to the white glove service, which doesn't inherently scale, to then be able to at some point in time scale that whether it's through digital channels, or through automation, or growth engineering, or a combination of all those.”

“And I think it's critical if you're trying to scale a business to start having this service mentality mindset that it's not about the technology alone, and it's not about technology with a bunch of sales people, but it's actually what is the service delivery s…”

“We started out this This part of our journey, by trying to define an aggregate customer health metric, and I think we just got into analysis paralysis, and whilst I think ultimately it's useful to have a single metric, there's a whole plethora of KPIs that you…”

“The 75 managers in my, people who have a management responsibility in my team today, 50% of them got their first management gig in the company.”

“Right up to the senior executives, and so that when a senior executive like Paul Cheeseborough, who was here at News UK, went to News Corp as a global organization, went to 21st Century Fox, which part of which was acquired by Disney, that connection has been …”

“We're a five hundred and fifty million dollar plus ARR company. Since, you know, over the last four years, going from 140 to five 50, we're still growing at 30 to 35%. We've re-accelerated growth. If you look today, over 50% of the Fortune 100 would now use ou…”

“We argue that persona is the critical one, especially as we're going to be developing loads more products over time, and so we just want to focus on certain Personas and how we introduce those capabilities to them.”

“If I think about it in our context, we've got 17,000 customers. We can probably afford to invest direct customer success management and the solution architects in about 1200 accounts.”

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

“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…”