Metrics that Measure Up
B2B SaaS and Cloud founders, CEOs, and Go-To-Market operating executives share their journey as they scaled their business from $0M ARR to $100M and beyond. The guests share their insights on measurements of success, performance metrics, and benchmarks they use to guide and inform their decision-making and growth journey.Guests include founders and CEOs of amazing success stories such as LinkedIn, DocuSign, Marketo, Gainsight, Salesforce Commerce Cloud, ringDNA, InsightSquared, Cloudera and Gong. Beyond founders and CEOs, we also speak with leading Venture Capitalists, Go-To-Market executives and industry thought leaders who share their experience and insights into customer acquisition, customer retention, and customer expansion best practices.
Metrics that Measure Up
Customer Buying Journey - How Customers Buy and Why They Don't - with Martyn Lewis
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Ray Rike
Martyn Lewis, author of How Customers Buy and Why They Don't: Mapping and Managing the Buying Journey DNA shares his insights from interviewing thousands of buyers.
Martyn shares how The Buying Journey trumps the Sales Process, and that Buyers do not typically buy logically or rationally.
Other topics include why your value proposition is just not enough and assuming that you understand the buyer journey is so dangerous.