Customer Logos -- Quality or Quantity? Quick Take from SaaStr Europa

Name: Customer Logos -- Quality or Quantity? Quick Take from SaaStr Europa
Uploaded: 2019-02-22T21:04:52+00:00
Duration: 54 s
Channel: Jason M. Lemkin
Description: A SaaStr Europa speaker explains why his company chases big customers over many small ones. McDonald's digital transformation to kiosks and mobile apps…

22 Feb 2019 · 1 min

Watch on YouTube

0:54

A SaaStr Europa speaker explains why his company chases big customers over many small ones. McDonald's digital transformation to kiosks and mobile apps runs on their platform, reflected in the stock price. With a nine-month sales cycle across all deal sizes, targeting massive enterprises first lets them scale down later.

Chapters

Yeah, it's a good question. Logo quantity or quality? So for us, we went with quality. So we have customers like HSBC running their whole transformation program on us globally. Same with McDonald's. And McDonald's I love because you look at their share price the last 18 months, and right in the top sort of headline is their digital transformation, literally just moving away from, you know, human interactions to kiosks, to apps, to those sorts of things, has driven a very different outcome for McDonald's. And that's all written on our platform. We realized fairly early on that the problem we solve is pretty complicated and the sales cycle will be 9 months whether you're spending $50K or $5 million with us, right? So we just realized, well, you know, if that's the way it's gonna be for the time being, what we should do is pretty optimize for doing massive transformations first and then back into smaller ones as we got scale.