The Official SaaStr Podcast: SaaS | Founders | Investors SaaStr 721: How Revenue Leaders at Box, Calendly, and Lattice Scaled From $0 to $100M+ and Beyond
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Feb 6, 2024 
Mark Roberge, Dini Mehta, Kate Ahlering, and Mark Wayland share their advice on refining an ICP, stopping a PLG motion, differentiating Enterprise and Mid-Market reps, diagnosing and solving churn, and handling challenges as a new C-suite member.
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Lattice's Early Growth Challenges
- Dini Mehta joined Lattice early on when sales activity was high but deal sizes were small and inconsistent.
- By setting a minimum deal size, pausing product-led growth, and defining the ideal customer profile, Lattice saw increased productivity and win rates.
Refining Your ICP
- Founders often focus on close rates and customer acquisition cost (CAC) when refining their ideal customer profile (ICP).
- Instead, prioritize customer value and identify power users who are highly engaged and provide valuable feedback.
Calendly's Enterprise Expansion
- When Kate Ahlering joined Calendly, the company was transitioning from a product-led growth model to enterprise sales.
- This required significant investment in product development, personnel, and processes across the entire organization.