The Official SaaStr Podcast: SaaS | Founders | Investors

SaaStr 514: Reaccelerating Growth at Scale with Box CRO Mark Wayland and SaaStr CEO and Founder, Jason Lemkin

Jan 5, 2022
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ADVICE

Master the Message

  • Master your message and ensure a repeatable sales motion.
  • A clear message is crucial for effective market communication.
INSIGHT

Content Cloud vs. CCM

  • The "Content Cloud" simplifies Box's messaging, replacing complex terms like "Electronic File Sync and Share" (EFSS) and "Cloud Content Management" (CCM).
  • This simpler message resonates better with customers and enables broader market reach.
ADVICE

Multi-Product Adoption

  • Focus on moving customers to multi-product adoption to increase net retention and overall revenue.
  • Customers who adopt the full product portfolio have higher renewal rates and tend to purchase more.
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