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 18 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
Bellows: Founders should generate $1M in sales before hiring first rep
“My recommendation is that the founding team, whether that's If the engineer is the sort of CEO person, the partner, sell about a million dollars worth of product before you go out and sell and hire your first or second salesperson. You want to get to about a m…”
Bellows: Google Apps represents roughly 5% of Yesware's total market
“Companies in the Google Apps world, which is about five percent of our total market.”
Bellows: SaaS usage data is messy, requiring intuition over clean metrics
“My, the real advice I would give to your listeners is don't be frustrated if things aren't crystal clear. Like, when I read the blog posts about doing cohort analysis, this is where I read the blog posts about finding the feature that determines whether or not…”
Bellows aims for Yesware to hit a $30M ARR by end of 2016
“I would like to end the year at about a thirty million dollar run rate.”
Bellows: Yesware counts approximately 750,000 registered users
“We have about, like you said, 750,000 registered users.”
Bellows: HBS case study documented Yesware at $7M ARR a year prior
“Harvard Business School did a case on Yesware, where we talked about, this would be about a seven million dollar company. That was about a year ago.”
Bellows: Yesware targets companies with 1,000 to 2,000 employees
“Our target market is customer, you know, companies with a thousand to 2000 employees. Two to 300 sales people, and those are companies that we go after aggressively. We can do a little bit smaller companies, we can do a little bit larger, but that's kind of ou…”
Bellows: Yesware's average deal size is around $500 per month
“Our average deal size is around 500 dollars a month.”
Bellows: Yesware sales reps need 100 monthly leads to close 8-10 deals
“We look to give us each individual sales rep about a hundred leads a month. To close eight to 10 leads they need to make their quota.”
Bellows: Yesware reps carry a monthly quota of $4,000 in new MRR
“Yeah, our quota is, is 4000 dollars of new monthly recurring revenue a month.”
Bellows: 90% of Yesware's leads come from organic inbound channels
“We do a little bit of paid but I would say 90% of our leads are from inbound to the website, or inbound to the Chrome store, or the Google Apps marketplace. Those are our main channels.”
Bellows: Yesware uses organic individual adoption to qualify enterprise outbound leads
“Yeah, so, so, so if a company has 10 or 20 or 30 reps already using Yesware, and on, on average, you know, five to 10 will be paying reps, paying users who they will put in their credit card, that, that's a great lead for us. So, we want to spread this product…”
Bellows: Marketing automation is one-to-many; sales acceleration is one-to-one
“Those people are sort of higher in the funnel, if you will.
Those are marketing automation companies, and so they focus on one-to-many marketing blasts and communications from a marketing group, and whereas we focus on the one-to-one between the salesperson a…”
Bellows: Yesware has 80 total employees and about 30 in product
“Total employees is 80. We have about 30 people in the product group, which are engineers, designers, and product owners.”
Bellows: Yesware employs roughly 25 to 30 sales staff
“We have about 25 or 30 folks in the sales department.”
Bellows: Yesware partners with Salesforce, competes with InsideSales and ClearSlide
“We are a partner for Salesforce.com and other CRMs.
we compete with companies like Insidesales.com or ClearSlide or others that, you know, are also trying to make salespeople more effective with their software.”
Bellows: Yesware uses Reid Hoffman's 'The Alliance' framework for executive roles
“And we've just rolled that out to our executive team here as a framework. And it's really, it's a fantastic, helpful way to talk about how long people want to be at the company and what they're going to do in the next, in their next, what they call tour of dut…”