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Erica Schultz

President of Field Operations, Confluent · 0 appearances on the record.

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Erica Schultz is the President of Field Operations at Confluent and previously held roles at Oracle and New Relic. At New Relic, she scaled the enterprise business tenfold pre-IPO.

12statements → 6claims → 0claims resolved → —average certainty → —average debate potential →

3 not checkable as stated how the 6 claims stand · each chip opens the sources

1 prediction · 5 assertions · 4 insights · 2 disclosures · every statement was checked. The prediction and assertions are the 6 claims: statements the public record can support or contradict. 3 are resolved, and 3 name no date, number or outcome precise enough to check. Everything else (opinions, insights, what ifs, disclosures) can never be settled by the record, so it carries no assessment.

The record, in short

What the tape says about how Erica argues and how the claims held up. Everything they said, and everything said about them, is in the tabs below.

Their most notable supported claim

Assertion Supported
New Relic serves over 17,000 customers including half of Fortune 100
“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.”
Erica Schultz Jun 27, 2019 ▶ 1:23 Lessons from New Relic: Five Critical Steps to Scaling Enterprise

Their most notable contradicted claim

Prediction Didn’t hold up
Schultz: New Relic will hit $1 billion revenue by fiscal 2022
“We've communicated to the street, for example, that, Will be a billion dollars in revenue by the end of our fiscal 22.”
Erica Schultz Jun 27, 2019 ▶ 2:24 Lessons from New Relic: Five Critical Steps to Scaling Enterprise

Everything Erica Schultz said on the Official SaaStr Podcast that made the record, most notable first. Filter by type, assessment or year in the ledger →

Prediction Didn’t hold up
Schultz: New Relic will hit $1 billion revenue by fiscal 2022
“We've communicated to the street, for example, that, Will be a billion dollars in revenue by the end of our fiscal 22.”
Erica Schultz Jun 27, 2019 ▶ 2:24 Lessons from New Relic: Five Critical Steps to Scaling Enterprise
Insight
Schultz: Most Enterprise Offerings Suit Both PLG and Enterprise Sales Motions
“And I'm a big believer that many companies, if not most offerings can be suited to both. And the trick is to think about, okay, who are the personas that we're serving and might one model or the other be a better fit for that specific persona?”
Erica Schultz Oct 4, 2022 ▶ 9:51 Scaling Revenue Today: What’s the Same and What's Different? | Confluent President Erica Schultz
Insight
Schultz: Adopting consumption models requires cultural transformation, not just pricing changes
“And again, I think many organizations think of this as kind of a pricing model change or a billing model change, but we have learned and I have learned over the years, it's actually so much more than that. It really takes a cultural change and kind of a mindse…”
Erica Schultz Oct 4, 2022 ▶ 15:27 Scaling Revenue Today: What’s the Same and What's Different? | Confluent President Erica Schultz
Insight
Schultz: Maximizing top-line growth is a primary driver of efficiency
“One of the best ways to drive efficiency actually is to maximize the top line. I mean, the steeper the growth curve in the top line, the more that you can you know, the more room you have to invest, and you can actually you know, great growth kind of gives you…”
Erica Schultz Oct 4, 2022 ▶ 19:49 Scaling Revenue Today: What’s the Same and What's Different? | Confluent President Erica Schultz
Insight
Schultz: Big tech enterprise hires must be filtered for builder mindset
“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…”
Erica Schultz Jun 27, 2019 ▶ 9:16 Lessons from New Relic: Five Critical Steps to Scaling Enterprise
Disclosure
Schultz: Confluent uses a hybrid subscription and consumption business model
“In our case, we've actually, we have a hybrid model. We maintain a subscription model and we have consumption elements.”
Erica Schultz Oct 4, 2022 ▶ 18:21 Scaling Revenue Today: What’s the Same and What's Different? | Confluent President Erica Schultz
Assertion Supported
New Relic serves over 17,000 customers including half of Fortune 100
“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.”
Erica Schultz Jun 27, 2019 ▶ 1:23 Lessons from New Relic: Five Critical Steps to Scaling Enterprise
Assertion Not checkable as stated
New Relic ingests over two billion events and metrics per minute
“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.”
Erica Schultz Jun 27, 2019 ▶ 2:01 Lessons from New Relic: Five Critical Steps to Scaling Enterprise
Assertion Supported
New Relic crosses $400M revenue with 55% from 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…”
Erica Schultz Jun 27, 2019 ▶ 2:49 Lessons from New Relic: Five Critical Steps to Scaling Enterprise
Assertion Not checkable as stated
Schultz: Most early SMB bookings came from same-quarter pipeline
“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.”
Erica Schultz Jun 27, 2019 ▶ 5:37 Lessons from New Relic: Five Critical Steps to Scaling Enterprise
Assertion Not checkable as stated
New Relic had no pitch deck in 2014; the product sold itself
“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.”
Erica Schultz Jun 27, 2019 ▶ 7:20 Lessons from New Relic: Five Critical Steps to Scaling Enterprise
Disclosure
Schultz: Moving upmarket triggered New Relic's customer advisory board
“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.”
Erica Schultz Jun 27, 2019 ▶ 16:10 Lessons from New Relic: Five Critical Steps to Scaling Enterprise

Played on the show (2)

Episodes where a recording of Erica Schultz was played rather than Erica taking part, or where the tape carries an address with nobody putting questions to them. Listed because the words are on the record, kept out of every score on this page because they were not said on this show. We read this off the tape: who was spoken to, who was asked something, who answered whom.

EpisodeDateOn tapeWhat it is
Scaling Revenue Today: What’s the Same and What's Different? | Confluent President Erica S Oct 4, 2022 26m aired address
Lessons from New Relic: Five Critical Steps to Scaling Enterprise Jun 27, 2019 23m aired address
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