How to Scale Demand Gen Effectively

In 2014, our target was 10 million in ARR we started 2014 about 500,000 of ARR Parker set this stratospheric revenue target of 10 million. We changed the revenue target to 20 million. Two days later Parker couldn't keep the secret and we hit it. And one of the things that that comes to mind is you're telling these stories and you referenced Parker a lot of times four months into benefits. So your role evolved a bit from sort of like effectively the first account executive glorified account executive to spending a bunch of your time on recruiting and making sure that there was pipeline.