In 2022 we were heavily focused on selling to B2B Sales teams, and as 2023 kicked off we made the decision to pivot our GTM and ICP to Contact Centers & Agents. The product didnt need to change, who we sold it to did.
What data points did we use to justify this switch at the beginning of one of the worst periods of time in recent memory to try and raise Seed capital? Honestly, most of it was subjective. People thought we were crazy to admit to VCs we had no objective data that these customers were the right ones, but could feel it. We would say things like....
- These customers "just get it".
- Contact Center customers are already trying to enforce Playbooks and Battlecards, they just havent had a mechanism to do so.
- Our biggest competition is Excel
As Steve Jobs famously discussed in his Stanford commencement speech, "Its only possible to connect the breadcrumbs looking back". Beyond the fact that we have customers in an entirely new customer segment on G2 within a 12 month period, the business metrics back up this decision.
LTV/CAC
2022: 2.01
2023: 7.98
Avg MoM Growth
2022: 5%
2023: 18%
Avg Monthly S&M Magic Number:
2022: .11
2023: 1.19
Avg Payback Period:
2022: 64
2023: 17
Sometimes you just gotta go all in, trust your amazing teammates Clare Dobson Spencer Fossen Cole Ackerman, MBA and then 12 months later get some cool badges from our awesome customers :)
❤️️
Thank you to all of our incredible customers!
Amazing, congrats!