20Sales: Biggest Lessons Scaling Slack from $6M to $1BN in ARR | How to Build a Customer Success Machine and Where Most Go Wrong | The Framework to Hire All Sales Reps: Take-Home Assignments, Hiring Panels and more with AJ Tennant @ Glean

1605.743 - 1627.052 AJ Tennant

And over the course of nine months, the AE, the SE and the CSM turned that account into a $500,000 plus contract. They focused on deployment. They focused on success. They've tied it back to value. That's the sweet spot you want to be. Now, you can't do that if you're talking about a velocity motion for like a commercial or SMB segment. And that's not going to be our strategy there.