pipeline

“Today about 70% of our pipeline Has very little to do from a marketing and messaging standpoint with what we were selling customers the value 18 months ago.”

“If you're at a startup, right, for me, pipeline is a sign of failure, right? How much revenue are you going to close this month? I don't need to see the charts, and I don't need to see seven million dollars next to Comcast, or twelve million dollars next to wh…”

“Alliances, which can easily account for 10 to 30% of your pipeline, usually that closes faster and with a higher rate”

“We'd like 10 to 15 qualified meetings per SDR, and the best ones can do 15 to 20, and the best ones always generate about two million in pipe per year.”

“The lowest hanging fruit to influence growth is generating more pipeline. The idea that if you are able, if you think about Splunk at this point is a much more mature business, but for many earlier stage startups, if you just do the math on this, if you're abl…”

“You're going to hear three X a lot. You're going to hear four X. Generally there's no math or science behind what they're saying. They're just using whatever their biases are.”

“80% of the time companies that I work with have a pipeline problem and not a rep capacity problem.”

“Another thing that we often observe when we see when we work with companies or when we see pitches is that the pipeline in the middle of the funnel or top of the funnel keeps growing, but the close one numbers don't really go up in the same proportion. What th…”

“And it's not the key mistake people here, people tend to make here is they assume that it's the number of reps times the quota I give them is the revenue that they produce. That's not really how revenue works. It's the pipeline that you generate. The ability f…”

“Everyone in marketing have been that last couple of weeks in the quarter where you're like, we don't have enough pipeline, right? It's too late. It is way too late for marketing to do anything that quarter”