Checkr COO: Never trade away enterprise logo rights
Lindsey Scrase · The Playbook for Going Upmarket with Stripe's CBO and Checkr's COO · Feb 12, 2025 · at 9:48
Lindsay Scrase, COO at Checkr, explains enterprise sales strategy and the importance of lighthouse reference customers.
0:00 / 0:16exact quote · 16.3s
▶ Watch the full episode on YouTube → 720p mp4 · rendered on demand · StarZero watermark
“Make sure your sales teams are not trading away logo rights. You have to get those logos to be able to have them as referenceable customers, and often it takes one big lighthouse logo in an industry, and then the dominoes start to fall, and you start to be able to go further.”
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 Lindsey Scrase
Scrase: Checkr captured over 95% of the gig economy market
“We started with DoorDash from there to ride sharing and other delivery companies and had 95% plus of the gig economy.”
SaaS sales and marketing spend dropped from 55% in 2019 to 30%
“If you look at SaaS companies, the amount that they're spending on sales and marketing is a percentage of revenue. This was as high as over 50, 55% in 2019. The peak of spend, free money, investment, growth at all costs. That's down to 30% in 2024, just becaus…”
Scrase: Usage-based SaaS demands different management than typical seat-based subscriptions
“This is a transactional business and usage based, and that needs to be managed very differently than a typical subscription SaaS model. And we earn revenue when the customer is using the product. It's versus the license space where you're, as a seller, on the …”
Scrase: Checkr sales reps were overbooking deals to hit quota
“We saw a lot of reps were overbooking deals because there was this pressure to just hit this bookings quota. So we were way overbooking deals in many instances.”
Scrase: Checkr maintains a gross revenue retention rate in the high nineties
“Our GRR is high nineties. The max you can get GRR is a hundred percent.”
Scrase: Checkr removed upfront commits, tying sales compensation to revenue realization
“So we took that specific component out, and we're sniffing on different things that we do want to see more of, and we're tying the actual bulk of the compensation more to revenue realization, which is better for the customer, it's aligned with Checkr.”