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

3011.565 - 3037.576 AJ Tennant

I approach it early days, do it, get the deals done. But once you get past like 10, 15, 20 million in revenue, you really need to have a very tight discount matrix and don't give away just horrible deals because it's going to impact the market discount rate. Do logos really help subsequent logos? Absolutely. If you get a marquee customer and get them successful, it's more important than the logo.