A SaaStr Europa quick-take on why quality customer logos matter more than quantity. Enterprise deals like HSBC and McDonald's running major digital transformations take about nine months to close, so the strategy is to land massive transformation deals first, then move to smaller customers as you scale.
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. McDonald's I love because you look at their share price the last 18 months, 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 nine months whether you're spending 50k or 5 million with us, right? So we just realized if that's the way it's going to 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.
