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THEME OF THE WEEK
Workflow optimization. Our product has flows that aren’t optimized. Every team has flaws that aren’t optimized. We have systems that don’t talk to each other. We have partners who aren’t organized enough to handle the scaling turbulence. For example, my inbox swallowed me so I couldn’t send out updates last week. The good news is that we know it. We’re in the midst of this big transition, this rapid evolution, as we gear up for scale at every level. Integrate the systems. Design workflows. Make decisions. Streamline, streamline, streamline!
PROGRESS & NARRATIVE
There are only two days left in the month. At the start of the month, we were at $100K and shooting for $120K. Now we’re at $90K, shooting for $100K. It’s been a bloody month. But the fundamentals remain strong: we’re upgrading the platform, upgrading the service, upgrading our distribution, upgrading our expansion machine. We have to have faith that, that will play out. And the usage data this month indicates major upsell next month. But don’t sugarcoat it. Feel the fear. Turn it into determination. Then work even harder. Moments like this force us to dig deeper.
The two big limiting factors remain sales and analytics. Andrew, Ali, and Jay need 72 hours in a day: split between sales and expansion/support. So we’re hiring more Account Directors while upgrading our sales systems and workflows. Joe will be helping Scott and Zach move faster on analytics so that we generate the views that we’re still missing.
All the other parts of the organization are positioned to provide leverage. Product/Engineering, Operations, and Marketing can all drive sales and improve service quality, by working harder and launching more deployments. Deploy, deploy, deploy!