The Importance of Demand-Gen in a Growth Organization

Four out of five companies bottleneck is demand. The next thing that we want to do is right size and refocus the go-to-market organization based on the bottleneck. If you have 10AEs and your demand constrained meaning EJE is getting, let's call it a few opportunities each week, what you're doing is spreading the limited demand that you do have across 10 people. And so in this scenario, it's actually like addition by subtraction, you will close more revenue with fewer salespeople when you are in an environment that is demand constrained.