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 What's the kickback there? Are you paying, like, 30% of ARR or something like that? How do you incentivize these guys?
A Yeah, so, um, also interesting. Normal SaaS, um, uh, you know, sort of commissions can range in the Microsoft world. 16 to 20% can range up, you know, 40% and higher, uh, in other places. But the real, uh, beauty of this model was, let's take a typical deal. Say it's, um, um, you know, 75 seats of, uh, Microsoft Dynamics. My numbers may be a little bit off, but that might be a 120,000 dollars of Microsoft, uh, you know, uh, subscriptions, probably a 120,000 dollars of implementation fees, and maybe 10,000 dollars of click dimension software on which that partner might make, you know, a 21% margin. So what's the deal? Well, the thing is that 10%, that 10,000 dollars was the fuel accelerant that helped them win That much larger deal, including the 120,000 dollars of services, which is really their main business.
AI assessment note: “on which that partner might make, you know, a 21% margin.”
Answered produced feed
D 5 · C 4 · P 4 · Cm 4 4.30
Q And are you referencing the dynamics kind of channel for distribution still, or are there other ones you've discovered?
A We really focus on the Dynamics channel, and if I were to look back at what the real genius of the guys that started this company, they really understood the Microsoft Dynamics, uh, channel. Uh, they understood, uh, how they made money. They understood how to connect with them. They understood what it was like to live in a business that is dominated by the world's largest software company, and they really connected well on that. Um, and so, uh, what we've really taken, um, You know, the opportunity to do is to leverage our very effective cost of acquisition and allow us to build out, uh, you know, a complete digital marketing portfolio for B to B customers, and we get to do it in a, in a domain where, frankly, we win more than our fair share, uh, of customers because of our Dynamics expertise. So we're, we're sticking in the, uh, in the Dynamics ecosystem. It was primarily the growth came through new logos, But we've been working on that cross-sell and up-sell motion for the last nine months.
AI assessment note: “We really focus on the Dynamics channel”
Answered produced feed
D 4 · C 5 · P 4 · Cm 4 4.30
Q Where will you spend that money besides incentivizing partners with that 21% fee? Do you do any direct paid stuff or conferences or?
A Yeah, we do, and, um, but I'll tell you, we put more and more and more, you know, the bulk into the, into the channel. Um, our sale at the moment really comes, and we win a disproportionate amount when somebody is in the early process of deciding to go to Microsoft Dynamics. We win a lot more in the front than if somebody's implemented Dynamics, and it's, you know, two years after they've been live, and they decide they want to upgrade their marketing automation. Yep. Our win rates aren't quite as high there. So, what we're really doing is trying to help, uh, our partners drive more new dynamics, um, activity that pulls us along. And so, it's a very different model than, say, what a HubSpot or a Marketo, uh, or an Act-On would do.
AI assessment note: “Yeah, we do, and, um, but I'll tell you, we put more and more”
Answered produced feed
D 4 · C 4 · P 4 · Cm 3 3.85
Q Yeah, no, that's great. Now let me ask you a different question that will kind of help me understand about how aggressive you're being. Uh, how aggressive are you being with payback period? You happy to wait 24 months or you want to be 12 months or six months or less?
A Yeah. So, uh, you know, I, I'm sort of like standard, uh, SAS businesses to be, uh, you know, Under 12 months, 12 months or less if you can do it, we're a good bit less than that. Um, and, you know, one of the things that's, that's really unique about this, um, channel model that these guys built, uh, that would be very hard to replicate and very, if you were looking at a business plan that said, hey, I'm going to build a business that has 650 active partners, that's how many partners we've done at least one deal with in the past year, to build that from scratch would seem, you know, Intimidating. And if you look at some of the- What does that mean though, Mike?
AI assessment note: “12 months or less if you can do it, we're a good bit less than that.”
