[Music] so now maybe moving on to uh kind of value selling so uh what are some of your thoughts there so I think this is the core of everything uh it doesn't get talked about enough or if it does it's very esoteric um my deal is how do I really really make that actionable okay so bear with me this is usually about a you know I was an old journalist so this is usually a six minute Soliloquy I'll I'll break it into pieces and try to make sure that it's it's barable but here here's where
I come at with value selling okay at the end of the day you have to have all of your business units across go to market integrated and integral with each other okay so I started a little earlier product has to be so good at understanding what the platform can do that we can extract what that value is not just the features not the speeds and feeds of the old days or whatever that is okay and if product does that well and they're bir directional and are able to get feedback from our customers especially at a
smaller Stage Company we can build the platform out well then you move over to marketing okay marketing must understand that value from product so we know our ICP and our personas otherwise you're fishing in the wrong place and you're not using the right bait for the right fish yeah so that's critical on the marketing side then as you go farther down on that side of things if you have good competitive intelligence from product and product marketing can articulate that you can use really cool tools like gong or in my case I just switched to wingman
which is uh a competitor of gong that got bought by clearly and you can build out battle cards okay and those battle cards can help you when you're doing what you need to do to compete and build out playbooks without enablement and without solid playbooks you're screwed right you could throw a bunch of sales people at it but it's going to be manic so building out the right Playbook which leads to if you can't teach your own people how to fish how do you teach a channel so that lets you build out your channel then
you go over to sales if you get into sales being transparent inspecting what you inspect we actually integrate the value selling and medic into our Salesforce in Clary so what's your you know every conversation and it's one thing to have those fields but every conversation that we have they're uh Frontline managers second line managers cro me we are speaking the same language of do you understand what the you know the current situation is the pain how do they measure that what's the future State what what is it that they're looking for and how does that
apply to their business how do we do it how do we do it better who have we've done it before we run those conversations all the time and around that did we meet the economic buyer do we have a champion do we understand the decision process all of those things are built in and then you keep going over if you get to finance I work very Randy I think we've got a meeting coming up comp plans need to be tailored to your business I think where companies screw up is as soon as they see a
little slowdown in the economy or the business they up new logo new logo new logo and they forget someone's Point what about keeping your customers happy and SAS because you need that upsell and cross sell the biggest mistake I see is finance being in a vacuum thinking that they need to grow a new logo when you really got to have a a comprehensive plan across every function to get go to market and then last but not least it goes all the way over to HR we are a hero brand if you want to talk about
our brand we're a disruptor okay we can't hire somebody Randy let's say from we couldn't hire somebody that does global Accounts at HP that has one account that they've worked on for 10 years and that's their thing we need hungry people that'll kick open doors at every level of the organization not just sales and once you kind of understand all of that the value that we bring that comes out in our messaging that comes out in our brand it comes out in our swag it comes out when we're on doing events and that's that kind
of how we incorporate that into our business that was four minutes I did a little better than usual so there you go there you go so on the back on the value selling side so like for me I usually will say okay if you're in the elevator and you have 20 seconds and the CFO is there they're a customer what are you going to say that you do or a deal that you're trying to get done what are you going to say that you're going to do and it's got to be all around things that
a CFO cares about it's not the technical speeds and feeds you know maybe there's some some compliance issues but it's how you g to help generate Revenue how you GNA help them save money How You Gonna help them get a competitive advantage and to me from a value selling perspective that's usually what nails it so maybe if I put you on the spot I'm the CFO what are you gonna say about core Logics I mean in our case it's really pretty simple right and we've been work what I think what's more important than what I'm
going to say to you is that I know that there are multiple messages based on personas right like to your point to a CFO versus maybe someone that's hands on keyboard that's number one number two we're always always checking our messaging listening to it on wingman listening to it uh in in practice sessions and AB testing what message works you know each time so I mean in our case it's a very simple message like I said I try to keep things simple it's that we're a better mous trp we're faster better and half the price
of anybody in the business and we scale and help you grow your business you know because data grows faster than Revenue let's bring that curve down and uh we do it we do it in a way that makes it kind of seamless to migrate over to us it's it's that simple and that we work the way that they do you know they can use this more people use it the business gets integrated and and you know we've got some of the best names in the business including you know some of the names I can't mention
but we have the largest customer in the entire world that we want a POC with you know so we're doing 15 pedabytes a day with a customer now think about that that's like 300 gigabytes a second that is running through this pipeline that we created that's insane so quick customer reference quick value to a CFO they care about the money that's the pitch to the CFO you know and it's less complex and it's not going to disrupt the business oh that's great now uh previously also touched on the importance of a Compensation Plan some would
call it you know sales Performance Management so um I assume you're a firm believer on comp Drive behavior and they have to be simple yeah you know my daughters so my oldest daughter lives in Australia for a long time she's in Tech uh not in sales uh and my youngest daughter's in commercial real estate they will tell me right now if I if I just said compensation their answer would be dries Behavior I've been compensating my daughters from their since they were this big they were very uh competitive in sports so I absolutely believe that
compensation drives all Behavior I I'd like to think that we're in this you know to better the world which there is altruism involved but I'll be I tell my team all the time you know we're not curing cancer solving world hunger but but making sure your compensation like I said earlier is aligned with where you want to go as a company okay making sure that in the world of SAS let's say that we really care about our customers and that we're there's enough compensation across the stack that we have our best talent working on our
existing customers because they're so hard to get uh we've been really fortunate and this is a little commercial for us our net retention here you know including just upsell of one product because now that we have three is absolutely Best in Class we got up to 150% I think the only done it at our scale is is snowflake I think data dog that's in the 120s so we've had less than 1% churn so that's one two incentivizing the right things you know we make it fun we pay well I don't pay well I don't pay
considerably over market for the initial uh OT I hate that I I it's a personal thing for me I want someone who's hungry to work here we make sure that the quotas are great that the territories are great and then as soon as you get over your quota we absolutely crush it with accelerators I've got four or five reps uh that are they closed out their quota in q1 okay which is good or bad depending on how you look at it and they're making 25% commissions now on new business great oh by the way Randy
last bit on that we also make sure what are you commissioning on we call UPS sales and cross sales new business because I want to continue to expand in our customer so it's just it's picking the right things and making sure you're aligned as a company at a leadership level not not just a sales leader or a marketing leader it has to be at the highest level of the company to be compensating the right activities you know yep totally and uh in terms of tools that help uh probably better not to say we have a
call after this about that but you're also looking at saying okay from a tool-based how can you find kind of for lack of better words a you know commission platform that can be flexible people know what's going on they can check it it's easy you know things like that so being able to have a good kind of automated system and tracking system so sales teams reps aren't worried about hey you know how or where when am I going to get paid it's just all right there right yeah you know it's funny uh I think in
our past um we've been not able to affect everything even at your level it was really difficult in some of my jobs and for some of my people to understand how the hell they were getting paid you know and it would take months you remember I mean it was you know after we would send out commissions you'd have to deal with the reconciliation for like three four weeks right so I I having an ability to have a clear comp plan that's one thing having an ability to have a uh an to show H what you
got paid on and why that goes all the way back to Salesforce that goes all the way back to having a something like an exactly or whatever it is we're just looking to implement that now where it becomes really complicated for me is we have multiple products now we have spiffs going on all the time to spiff that behavior we've got um you know accelerators we've got quarterly plans monthly plans and we just want to make sure it gets to be really onor on sales Ops unless you have a platform so we're just starting that
now yeah I remember at several meetings when I was at HP Dave donatelli who we both know and I work for so we go through you know the the team Finance Ops would you know go through all this fancy stuff and we had you know up the Wazoo comp plan so I try and short them down make them simpler so I would go through and I'd say Okay Dave so you realize then this Global account manager is not going to go sell storage because they're not going to get paid on you're just like you know
the different things like ah you know these people like oh you're just supposed to rubber stamp I'm like all right but you got to figure out what's the behavior you want you want to have them sell get paid on whatever it is that you want to have them sell so there's we we've SE we've seen those movies it's not that deep but where I think things get complicated is you know you get Finance involved too deeply and and you got to read through your comp plan and understanding how you get paid and point percentage this
and that too much it's too much yeah you can't keep track of it uh and then speaking of tools on the the value selling side are there any uh everything that you just talked about is that just kind of the the matte Handler method or do you actually use any uh platforms or tools there to help facilitate that I think command of the message is probably the best out there um you know those are old PTC guys I think as well um I've done it for so long and lived it for so long that I
don't really use them too much anymore what will use companies like that um I I think um I forget Jack Napoli company that does the medic what they what they call it I'll think about it in a minute the I we use them a lot of times in kickoffs for training to help people really understand the medic and value selling side and then I'll run an exercise now I didn't do this here because we started kind of from scratch but if I come into an organization um and I'm trying to accelerate it and do a
little tweaking I'll bring in somebody like the the command of the message folks will do us a a good way of looking at a seminar and a two-day workshop of what is our messaging today what is you know are we getting the value out of it we do we have a good elevator pitch those kinds of companies are great I think when you have an existing Salesforce and you want to do better and accelerate you know so in this case I just used what I know gotcha great so uh T time flies here when you're
having fun uh Colette I didn't mention before she says marketing collateral give out events really helps to spread your brand exponentially totally totally agree Colette so uh maybe for a last question here any uh PG Randy stories I mean I think it goes back to inspect what you expect um my first Global Leadership qbr it was you and donatelli I believe it was I think it was in Barcelona uh I had you know it's my first time meeting you and and uh everyone said uh uh you got to be ready for Randy Randy is going
to drill in your business he knows everything that's going on and I was like okay and before I went somebody had gone that did not know their business and you know I know you well now you weren't you weren't anything other than honest and it was open inspection but it taught me a lot because this person almost cried I mean they just didn't know what they didn't know and you can't know your you have to know your business yeah and so you know I was furiously going over all my stuff and trying to be ready
but I think my key learning from that was if you know your business somebody like Randy when you get into a qbr you gave me amazing advice on like hey why don't you look at this why don't you look at that and it gets back to having when you're comfortable that I know what I'm doing or that your reps know what they're doing or that your leaders know what they're doing and you can speak a language about value selling you know just to bring this all back home you know hey Matt do you understand this
this this what about this how can I help you with that it changes the conversation from just inspection to helping them close deals and that's my uh I have others that aren't PG but I'll leave it at that all right thanks I appreciate it yeah always with h yeah qbrs it uh would always am I know people would spend way too much preparing qbrs for me I would hate it but would always say look you shouldn't be preparing you should know your business and then the value of doing the qbr isn't as much of what
I get out of it but who's ever presenting or putting it together should get a lot out of it and if you're not that just defeats a purpose which I think totally um you know you see a lot and I've got this uh I might be old school and I'm just making a note right now uh because every I mean I have this Tucker and I have a backlog I think 30 or 40 things but once a week I do this I might be old school but it just all this stuff that you just see
and hear these days you know just is just crazy anyway so thanks for the compliment and you I need a favor I need a favor if anybody is actually listening out there we are hiring I saw a a question about yeah L says great great messaging around comps spot on Matt Handler and medic and Forest Bravo would love to introduce introduce you uh someone spectacular for your team so definitely you can feel free to message him you can message me I'll for it to them whatever you want but um great great great way to do
a final final uh so what roles you hiring for uh we're looking we just hired to uh heads of the East and the West in the States but we are hiring AES SE uh we need them uh We've grown smartly it's great comp plan as we talked about and we're hiring in uh England France Germany uh and the nordics so that's kind of our world right now we're we're pretty set everywhere else oh oh wait wait wait uh Singapore Singapore Singapore there you go awesome all right well uh Tucker thanks for your help behind the
scenes Matt uh you've been fantastic really appreciate it uh as my voice is done here so uh anyway everybody have a great uh rest of week thank you to Soso for sponsoring it some great uh Snippets here around that great uh input around value selling around lead genen a lot of different other uh sales best practices and a reminder uh if you're not member of sales Community you can join for free just go to sales community.com it says summerfree and uh you'll be able to check out uh Soso and uh some other of our great
sponsors there as well so uh Matt take care have a great uh rest rest of week and definitely look forward to seeing you Friday okay and uh don't hang up because Tucker shuts it down and then we do a little recap okay no problem sounds great go thanks everybody [Music]
