sales and marketing

“Right now I would say that 80% of our expenditure every month, it's going to market it in sales and other related activities to market in sales.”

“And particularly because of the amount of money that went into the space and the amount of money, therefore, that went into sales and marketing we oversaturated the space. And pretty much all of us had to do some level of sort of correction.”

“And the target for that is if you're below a dollar, you are a hyper efficient sales organization and you should be spending a lot more money on, on sales and marketing.”

“We even got to a point where for every buck we were spending in sales and marketing, we were generating almost five in revenue. Nathan Latka: When was that? What year? Deidre Paknad: Last year. Just before I raised, right? So for most of 2017, that was a ratio”

“If you have a high burn because you're overspending on R&D, you can easily turn that dial down and maybe you have slightly less product innovation, but it's not going to impact revenue. A lot of companies have high burn because they have bad unit economics whe…”