20VC: Scaling ServiceNow to $5BN in ARR | Leadership Lessons from Doug Leone, Frank Slootman and Bill McDermott | VC Value Add: Is it Real and Why the Worst VCs are "Seagull VCs"

2381.065 - 2408.329 Frank Slootman

so you start seeing an nrr right so even in year one at service now when we sold a contract it could be a million dollar contract we never really fully sized what the customer could be because they didn't even know they were expecting it to be a certain number of users what have you what happened service down which it got implemented more people would start showing up to use it it would grow so six months after the go live of the system we used to see 20 to 40 percent increase in acv size