“Miscommunication just in a written form costs us upwards of six percent of our GDP.”
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More from Dorian Stone
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Stone: Over half of software companies have weak or negative NDR
“More than half of companies out there have very weak to negative net dollar retention metrics.”
Dorian StoneJan 20, 2022▶ 9:23Scaling from Consumer to SMB to Enterprise with Grammarly Head of Organizations Revenue Dorian Stone
Insight
Stone: Early B2B Expansion Requires Build-and-Learn Over Short-Term Revenue
“Near term growth is not the goal. When I stepped into this role, we'd actually already promised very strong growth to the board on the revenue line. But it was very clear, very quickly, particularly in light of digging in and realizing some of those assumption…”
Dorian StoneJan 20, 2022▶ 11:02Scaling from Consumer to SMB to Enterprise with Grammarly Head of Organizations Revenue Dorian Stone
Insight
Stone: Separating strategies by sales channel creates silos and destroys synergy
“The one thing that I would, that I try to avoid personally and has worked out well is this idea that we have different strategies for different channels or different teams deal with specifically different deal types and sizes. I found that that actually inadve…”
Dorian StoneJan 20, 2022▶ 25:56Scaling from Consumer to SMB to Enterprise with Grammarly Head of Organizations Revenue Dorian Stone
Insight
Stone: Consumer workplace usage does not equal B2B product-market fit
“The extensibility of our product market fit simply because it was being used in a work setting was not the same thing as becoming a B to B product and having the right product market fit that we wanted.”
Dorian StoneJan 20, 2022▶ 5:38Scaling from Consumer to SMB to Enterprise with Grammarly Head of Organizations Revenue Dorian Stone
Insight
Stone: Hiring for experience must require curiosity to avoid misplaced playbooks
“Bringing people in for pattern recognition has to be paired, and with their expertise, has to be paired with the right values, and those things have to be separately and collectively met in terms of a bar for hiring.
I would not, I would be very worried about …”
Dorian StoneJan 20, 2022▶ 15:40Scaling from Consumer to SMB to Enterprise with Grammarly Head of Organizations Revenue Dorian Stone
Insight
Stone: GTM teams must productize and remove manual work from day one
“Ensuring particularly the leaders in those areas of the organization that they share the same responsibility as any other leader in the organization on the product side to be driving productivity, to be productizing things, to be looking at places where manual…”
Dorian StoneJan 20, 2022▶ 17:30Scaling from Consumer to SMB to Enterprise with Grammarly Head of Organizations Revenue Dorian Stone
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