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 3 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
Singh: GTM spend on quota-carrying sellers dropped from 30% to 10%
“So back in 2018 on average, what we were seeing was around 30% of go to market investment was going to quota carrying sellers. Now that number is actually closer to 10%.”
Singh: Over-specialized GTM roles diffuse responsibility and reduce deal ownership
“These investments, while it was the right decision in some way, shape, or form, or the premise was correct, have actually led to a diffusion of responsibility, which has led to a lack of ownership. In other words, nobody's quarterbacking the full go-to-market …”
Singh: GTM leaders should benchmark quota against full pod cost
“We have a lot of folks talk about quota to OTE ratios being four to seven X, things to that effect. It's fair. We should consider things like that. But what about quota to full pod cost? All the resources that are being supporting are supporting the revenue ge…”