The Ledger
Every statement that passed quotation and attribution checks. Mix any filter with any other: certainty 1/5, debate potential 5/5, or both at once.
why aren't all 14 resolved? a statement only gets an assessment when the public record can support or contradict it. opinions and what-ifs never can, and 0 checkable ones are still open, waiting for their date. predictions held up or didn't; assertions are supported or contradicted. on every card: ▮▮▮▮▮ certainty · ▮▮▮▮▮ debate potential. speakers are clickable
Holm: Pricing model shifts create friction that must be offset by volume
“Every single time it's a trade off, right? Because whatever you change to, it has no linear correlation to the old model. So there are always going to be some winners and losers in this. The winner's going to take their wins. They're not going to give you the …”
Blond: Doubling sales pipeline is far easier than doubling conversion rates
“The lowest hanging fruit to influence growth is generating more pipeline. The idea that if you are able, if you think about Splunk at this point is a much more mature business, but for many earlier stage startups, if you just do the math on this, if you're abl…”
Smith: Doubling down on low-quality pipeline generation is the worst shortfall response
“The worst answer, by the way, is to double down on the activities that are creating bad pipeline. That's usually what people do. They go to create pipeline. They just jam everybody. We need pipeline. SDRs, BDRs, RSMs, get out there and create pipeline, marketi…”
Splunk CRO: Sales sources over 65% of pipeline, marketing about 14%
“The source, the majority of it is coming from the sales organization. Over 65% of it. Marketing is present about 14% and channel is the balance.”
Bundling add-ons increased Splunk's user adoption and average selling price
“And so we're running some interesting pilots there that ultimately showed two things. A user adoption was much, much higher because people felt like they can experiment without any real risk and commitment. Number one. And number two is the ASP for the platfor…”
Holm: Value metrics are much harder to change later than pricing numbers
“The numbers you can play with, the metrics, things like that are really hard to change after the fact. So being clear around how you want to capture value and having it a fair value exchange, meaning the customer agrees that is also the way to capture value an…”
Holm: Enterprise software is inelastic, so vendors must set high initial prices
“In enterprise sales or enterprise software, it's not super elastic. That's the bottom line. Splunk may be one of the more elastic enterprise products than others, but you're not going to wake up one more, one day and say, oh, let's buy a bunch of Oracle today.…”
Smith: Product-generated pipeline is the most under-invested demand channel
“I think the most under invested area is product generated pipeline. And what I specifically mean by that is once a customer is in your product, even as a trial, but certainly as an existing customer, your product experience has a unique opportunity To put new …”
Splunk's largest customer accounts spend $20M to $30M annually
“A big company back seven years ago was spending a couple of million with us. Today, they're spending 20, thirty million a year with us.”
Splunk CRO: 80% of new bookings come from existing install base
“80% of our new bookings comes from the install base.”
Tejada: Traditional Enterprise Sales Failed For PagerDuty's Developer-First Audience
“If we tried to bring in kind of the Oracle, Splunk, elephant hunting motion, it didn't work for the way our users who tended to be developers wanted to engage with our product, and so we really had to build our own model, and it was a lot of experiments.”
Splunk CRO: ARR grew from $600M to $4.5B in seven years
“Back when I joined, we were about a six hundred million dollar company. We're four and a half billion right now in ARR.”