Plank: Low PEPM SKUs cannot support dedicated sales teams
Matt Plank · The Revenue Playbook: Rippling’s Top 3 Growth Tactics at Scale with Rippling CRO Matt Plank · Sep 27, 2024 · at 25:04
Matt Plank, CRO of Rippling, discusses the unit economic requirements for spinning up dedicated sales teams for new software products.
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“If you have 15 products, where you charge five to 10 dollars PEPM for all of them, and you launch a 16th product, where you also charge 10 dollars PEPM, like you can't build the whole sales team around a single SKU, where like the unit economics, you can't set the quotas high enough, you can't fund the leadership hires, you can't do that.”
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