Schultz: Adopting consumption models requires cultural transformation, not just pricing changes
Erica Schultz · Scaling Revenue Today: What’s the Same and What's Different? | Confluent President Erica Schultz · Oct 4, 2022 · at 15:27
This episode carries Erica Schultz's own address, with nobody on the show putting questions to them. It still counts as said, and it is kept out of every score on their page.
Erica Schultz, President of Field Operations at Confluent, discusses the organizational shifts required when moving from subscription to consumption-based software models.
0:00 / 0:18exact quote · 18.1s
▶ Watch the full episode on YouTube → 720p mp4 · rendered on demand · StarZero watermark
“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 mindset change to embrace a consumption model within your company.”
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 Erica Schultz
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.”
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?”
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…”
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…”
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.”
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.”