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An Operationally-Focused CFO’s Guide to Scaling From SMB to Enterprise: Lessons From ServiceNow

Run the Numbers

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Intro

This chapter explores a seller survey indicating a lack of time allocated to prospecting, leading into a discussion with a seasoned CFO on operational strategies for scaling SaaS companies. Key topics include the evolution of sales processes, defining customer value, and challenges in consumption-based pricing, coupled with practical spend management advice.

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