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 8 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
Smith: Standard 3x and 4x sales pipeline targets lack mathematical basis
“You're going to hear three X a lot. You're going to hear four X. Generally there's no math or science behind what they're saying. They're just using whatever their biases are.”
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.”
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…”
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.”