Caroline Guo - Head of Growth at HashiCorp - How To 2X Pipeline & User Acquisition In 1.5 Years
The Growth Hub Podcast
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The HashiCorp Go-to-Market Model
HashiCorp went through an exercise within the company where we were looking at account segmentation. And so what that ended up being is more of the Fortune 500 type companies and how they consumed our products was through particularly longer deal cycles. On the flip side, if you look at like our SMB space, it's a lot more about high velocity, lower deal size, but much faster opportunity open to close one rates. We're relying a lot more heavily on digital tactics through emails, through inviting them to webinars and through product education nurtures along way.
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