Every argument clarity score on this site is built from rows on this page. Each
question and answer was assessed with names hidden, the host's own answers included, on
four things from 1 to 5:
directness (does it answer the question asked), coherence (do the ideas follow),
precision (concrete details and clear references), compression (says a lot per word). The weighted
mix (30/30/25/15) is the exchange score. A person's published score averages their exchange
scores on raw tape only, at least 8 of them, shrunk toward the cohort mean.
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Answered produced feed
D 5 · C 5 · P 5 · Cm 4 4.85
Q Okay. Interesting. Very interesting. This is very cool. Now, I guess I should take this back. Obviously, we don't want to track you all the way back to 1987 when your father first started. I don't even know when you were born, but when you joined the company back in 2000, I think you said 2002. What was revenue? Do you remember?
A Well, um, we were close to zero at that point. Um, there's quite a lot of history there that maybe we don't have time to, to discuss today, but yeah, it's kind of like it, it was the starting point for us. A couple of, um, couple of persons, um, starting at the development of M files with the funding of something I had created a little bit earlier. So that allowed us to be bootstrapped, um, for the early years. So, um, So we did all of the development of the product in, um, in the early years, just with, um, revenue of my previous product. And then, um, we got all the way to nine million in revenue before we raised our, uh, a round in 2013.
AI assessment note: “we were close to zero at that point.”
Answered produced feed
D 5 · C 5 · P 4 · Cm 4 4.60
Q Interesting. How do you regulate and make sure that a partner doesn't price cheaper than what you guys have on your own website? Then nobody would sign up on your own website. They'd all sign up via the cheaper reseller who's running Facebook ads and ads that landing page.
A Um, Our product is, let's say, unfortunately, a little bit more complex than something that you just, you know, pay and buy and pay by credit card. So I don't think that's a true kind of a real practical problem for us. We don't, um, we don't enforce pricing to the customers. So our reseller partners would be free to price lower if they want to. I don't think they, Want to do it because they, they need to be in business too. But if some of them might value, you know, those, um, implementation services, revenue more, um, and might, um, compromise on their, on their, um, margin on the, on the, on the SaaS piece, that would be fine. And I, I don't think it really, um, changing things for us. If, if our customer wants to go through the, uh, the partners, uh, we are more than happy, uh, to let them do that.
AI assessment note: “We don't, um, we don't enforce pricing to the customers.”
Partly produced feed
D 3 · C 4 · P 3 · Cm 4 3.45
Q Interesting. Interesting. Okay. Very cool. Um, talk to me a little bit about how you're scaling the sales team, right? Everyone listening is going, man, I have 10 reps. I'm trying to figure out what quota to set for my mid market enterprise reps in 20, 23. How did you think about quota targets?
A Yeah, um, right now I feel we have, let's say, enough capacity in our sales teams that we don't, um, want to just go and hire new sales reps. I think for our company, the challenge is to keep improving the, um, efficiency or productivity of the sales team. I think over time, um, our sales reps can, um, close more, uh, ARR, uh, per sales rep. So let's say we are very focused in figuring out how to best do that. Should we invest more in marketing? Uh, how to be smarter in how we sell and should we just increase our brand awareness in the US market to, to help sales? But it's, it's not so much about scaling the team size currently. It's about getting to larger deals and making sure that the time, uh, the team spends with the prospects is, is like well, well spent.
AI assessment note: “it's not so much about scaling the team size currently. It's about getting”
Partly produced feed
D 3 · C 4 · P 3 · Cm 3 3.30
Q I see. Okay. So give me a little bit of the story today, right? Tell me the story of a customer who's using you and exactly how they use you.
A Well, um, our ideal customer is a knowledge work company. So companies in the professional services vertical, especially companies like many management consulting firms, accounting firms, tax advisors, um, audit firms, um, companies that, um, deal with a lot of information Um, they typically provide expert services for their clients and for, for such companies and files is really the operating system for them to run, uh, run, run, uh, their business. They take information in, they apply their expertise to produce, uh, work outputs for their clients. And then they, well, they use our platform to manage all of that and in an organized fashion and a secure fashion, but they also use our, our, um, platform to, Share those work products with their clients and to collaborate.
AI assessment note: “our ideal customer is a knowledge work company. So companies in the professional services vertical”
