Vladimir Bougay

In fact, if you are in the data-selling business, you can easily qualify your customers by finding out what other tools they are using. A customer spending lots of money on Snowflake and Looker might be much more likely to buy your data.

…o are still trying to overlay an Atlassian-style sales model. It doesn’t work. Even if you are able to acquire customers to sign up for a trial or a subscription, they will churn if they aren’t able to …

…en you are converting trials to paid subscriptions. In this case, a portion of your customer success costs must be accounted for in your CAC. We often see implementation or professional services fees c…