Jones: GTM planning should be milestone-based with objective triggers
Colin Jones · SaaStr CRO Confidential: Principles that Drove Wiz’s $0 to The First $100m ARR | Wiz CRO Colin Jones · Jun 1, 2023 · at 34:12
Colin Jones, CRO at Wiz, discusses how hypergrowth startups should structure revenue planning and target adjustments.
0:00 / 0:10exact quote · 10.3s
▶ Watch the full episode on YouTube → 720p mp4 · rendered on demand · StarZero watermark
“I'm a big believer in milestone-based planning. If A plus B equals C, you better move on to D. And right, so like, objectify the outcomes and the milestones so that it's a no-brainer.”
quote is from the automated transcript, cleaned for reading: filler sounds and stutters are removed, nothing is rephrased. names can be misheard (the analysis reads context, assessments check outside sources). how →
More from Colin Jones
Jones: Executive playbooks are 'prisons' when applied to new environments
“Playbooks are prisons, right? Like so many times we see leaders or executives join organizations and bring playbooks that they've implemented elsewhere assuming that it's going to be effective in a new environment.”
Colin Jones: Celebrating High Performance Requires Not Tolerating Underperformance
“The best way to celebrate over performance is not to tolerate under performance, but like a players want to be with a players.”
Jones: Wiz is transitioning to a 100% channel sales model
“Like we announced earlier this year, we're transitioning from a kind of hybrid direct channel model to a hundred percent channel. That's a result of how our customers are telling us they want to buy.”
Wiz CRO: Wiz scaled to over $200M ARR in 27 months
“You know, one of the things I'm proud of is two hundred million plus in 27 months.”
Jones: Creating and recognizing demand is an organization-wide effort, not sales-led
“How do you create more of it and how do you recognize it? And that's not a sales led effort. Like just for everybody is listening. That's an organizational effort. That means adjusting roadmaps and feature function and product direction and marketing approach.…”
Colin Jones: Go-to-Market Leaders Should Be Judged by Talent They Attract
“If you're looking to bring in a CRO or a sales leader or go to market leader, and they don't have the, like the best reflection of them is in the people they bring. And if they don't have that, then they're probably not the leader you're looking for.”