It’s a chilly, drizzly Seattle morning in late 2016, and I’m in a boardroom watching a dashboard that appears like a Christmas tree — if Christmas timber had been embellished solely with pink warning lights. I’m working Buyer Success at a B2B SaaS startup and my CEO is throughout from me, frowning softly on the display, ready for an evidence I’m unsure I can provide.
“What’s happening?” he asks, his tone extra curious than accusatory, which someway makes it worse. “Why are we seeing these huge prospects three, 4, even six months into their subscription however but to deploy?”
I’d been asking myself the identical query for months.
Whenever you’re working at a scrappy startup (the type the place beer-on-tap is taken into account a respectable worker profit), huge gross sales wins are occasions. I’m speaking bell rings, high-fives, and sure, these ceremonial chilly ones pulled from the faucet. Six and seven-figure ACVs deserved the fanfare. However celebrations… properly… they finish. And when the final ‘cheers’ and clink of beer glasses echoes by means of the workplace, you’re left with the fact of truly delivering on these guarantees.
