The Twenty Minute VC (20VC): Venture Capital | Startup Funding | The Pitch cover image

20VC: Scaling ServiceNow to $5BN in ARR | Leadership Lessons from Doug Leone, Frank Slootman and Bill McDermott | VC Value Add: Is it Real and Why the Worst VCs are "Seagull VCs"

The Twenty Minute VC (20VC): Venture Capital | Startup Funding | The Pitch

CHAPTER

Navigating Market Missteps

This chapter explores ServiceNow's strategic error in targeting the low-end market with ServiceNow Express, which led to customer dissatisfaction and prompted a reevaluation of their focus. It highlights the significance of understanding customer needs and the implications of a 'land, expand, retain' growth model, while also scrutinizing the role of customer success teams. The discussion provides insights into venture capital decision-making and the challenges faced by companies dealing with longer renewal cycles and recent market stagnations.

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