The Exchanges

Q And so give me, give me a general sense of customer size. What would you say the average customer will pay you per year? Are we talking, you know, a grand, 10 grand, a million?

A So we, the price of outreach varies depending on what you have calendaring or voice along with it, and it varies anywhere between a 120 to a 140 dollars per month. Per seat. And, uh, the majority of our customers have sales teams of around, they start at around 20 to 30 seats, and they go up there. That's sort of the, the mean. Um, we have, as customers are large as CenturyLink or General Electric, uh, MindBody, Splunk, customers of that, uh, ilk. Um, uh, Capital One. It's a, it's a very broad, diverse set of customers. And if you think about it, if you have a, if you have a rep that is facing a customer, you need outreach. It's the way you think about us. And there will always be a communication and a workflow to what your rep does that can be optimizing, can be made better. And that's where we come in.

AI assessment note: “it varies anywhere between a 120 to a 140 dollars per month. Per seat.”

Q Would you, is your, in the back of your head, you're kind of like, wow, the whole team is kind of aligned on, we'd love to go public one day, or do you think there's a path to actually staying private, you know, up to four or five, six hundred million bucks in ARR?

A Um, I think that we have to go public. The accountability is different. The liquidity is different. The liquidity, the ability, I want to do what Amazon is doing, which is they pay their, they pay their, their, their salaries fairly, they're fairly low, but the, the, each employee is capturing the entire upside of their execution because of the market reward. You see what I mean? Exactly. It's a beautiful position to be in, in which you use, you sort of cap your, your base, but the market is paying your employees. You know, their bonuses and their, and their, and their salary increases. So it's, it's an incredible position to be in. And I want to, I want to be the, uh, the Amazon for, for, for SaaS enterprise.

AI assessment note: “I think that we have to go public.”

Q And then go down one more layer. You said each persona has segments. How many segments?

A So each, so we have four segments. So we have four segments and about four personas. So four by four is 16. So there's a few that are non sort of that are just not performing for us. So we have about 15 sort of sequence types that is addressing each of this persona market, uh, uh, dot in the matrix. Right. And so for each, we have a sequence and then we test everything that goes out to them. So to make sure that we are every, every performance improvement of like one or a percent of connection rate or one percent on, on, on, on reply rates, one percent of connect rates on LinkedIn creates a downstream effect. On the amount of funnel that you can create for SDR.

AI assessment note: “we have four segments. So we have four segments and about four personas.”

Q So, so, so Bezos is obviously always in the news, and I want to focus on outreach for the majority of the show, but give us some quick insights. What makes this guy so successful? Is it some kind of discipline? Is he, you know, really strict and mean like Steve Jobs? I mean, what did you see?

A Um, there's a number of things that he does, but he has a philosophy of running the business that I think is unique. Um, the main two things are that he is, there's no detail too small for him. And And not only as part of being CEO and knowing the strategy and having division and where you're going, but also having the, the understanding and the empathy to get down into the lowest levels of your organization and to the deepest and darkest and most broken systems and understand what makes it work in my, what makes, what makes it not work and what can you fix right now and need to fix right now and what can you punt to have that kind of like zoom ability to zoom in and out as a CEO, I think it's a superpower.

AI assessment note: “to have that kind of like zoom ability to zoom in and out”

Q So take us now into outreach. How do you describe yourself and what's your revenue model? Are you pure play SaaS?

A We are PurePlay SaaS. Um, we are a sales engagement platform, which is a new category in sales. And what this does is that sales engagement sort of separates the two sort of core components of the sales stack. One is where you store your data, which is your CRM, where you build your lists, where you keep your accounts, where you keep your contacts, where you come in with your leads, and it sort of becomes this big bucketed repository of lead account and opportunity information and personal information. But you execute On those, on that data somewhere else, meaning you're emailing, you're calling, you're sending calendar appointments, and then you're maintaining Customer and taking it through the journey of, of finding out about you, purchasing your decision, your solution, and then being retained, maintained, and educated within your platform. We enable that wall-to-wall customer engagement that allows, which allows then the rep to be more efficient with their time. Because now we can, the moment that you execute your activity outreach, meaning you send your Emails and your, and your, and your voicemails and make your calls and send you kind of their appointments. We're able to now compress time that takes to get to the same outcome. And that's what the important thing about outreach is that we allow you to increase your productivity as well as compressed time. We give you sort…

AI assessment note: “We are PurePlay SaaS. Um, we are a sales engagement platform”

Q Yeah. All right, Manny, for people that don't know, the rare person that doesn't know what outreach is, what do you guys do?

A So if you were to think of a sales engagement means that if you were to think about what a rep does every day, the rep calls and emails and follows up and book calendar appointments and documents, LinkedIn, et cetera, that whole thing needs to be orchestrated for you to be able to measure it, improve it. So in outreach, it creates the single pane of glass where you can live and take all those actions. So what we do is we're separating the CRM layer, which is where the data is stored to the system of action where the data is acted on. So we, by, by creating a layer where the system is acted on, you actually get better performance because you have visibility to what the rep is doing at all times. And it's not working. It's not getting what you need out of the rep to move the deal forward.

AI assessment note: “outreach, it creates the single pane of glass where you can live”

Q Well, how are they expanding quick? What are the other ways they can expand besides upselling more seats? They just add additional product lines?

A Additional product lines, finding out, you know, uh, adjacent sources of, of business, um, working with internal teams to make sure that the deployment goes right, to make sure that the account is mapped correctly when they send it over. So usually a dream account is one that you have the entire sort of like, you know, coach and champion and user and everybody in between and the decision makers and everybody in between sort of well knocked out by the time it's sold and handed over to the implementation team. And then the implementation team can do and expand very, very quickly. And then all the account manager has to do is make interest and continue to build that account. You see what I mean?

AI assessment note: “Additional product lines, finding out, you know, uh, adjacent sources of, of business”

Q two AEs are closing, and all the things those two AEs close, one implementation manager can handle over, you know, a month to four months, however long it takes to onboard, 70%, measured by sales process motions. Once the implementation manager hits that 70% seat usage, it's passed off to a CSM and call it month four or five, six, somewhere in that timeframe. How many CSMs per implementation managers?

A Um, it's a little lower because at this point the implementation, the CSM is working on it or education programs, meaning he doesn't, the CSM, she doesn't have to worry about adoption anymore. She has to worry about education. So we already have dashboards for all of them to see how, um, How sophisticated they are in the platform. Meaning, are they using A-B testing? Are they, are they break, are they using persona triggers? Do they have their inbound workflows capturing outreach as opposed to the outbound workflows? And if it's not, then go capture that other workflow. Then go capture the account executive workflow. So the CSM is already trained to see for opportunities to capture additional workflows and bring them into outreach.

AI assessment note: “Um, it's a little lower because at this point the implementation, the CSM is working on”