The key to sustainable growth comes down to aligning your internal and external incentives with your customers.
These slides show you how to align your companies incentives and increase customer retention and satisfaction. Lessons learned from Compete, Performable, Ghostery, HubSpot and now Driftt.
Video version: https://youtu.be/OY-HebjR-bA
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“The power that incentives and disincentives have on the actions of others cannot be overstated. Munger says this should be obvious but so many people don’t understand the how important incentives are for shaping people’s motivation to complete a task. Incentives and disincentives are extremely important in changing behavior.”
http://25cognitivebiases.com/bias-1-reward-and-punishment-super-response-tendency/
Tell HubSpot Engineering team story.
Gaming
Thought they were doing a great job despite internal and external customer frustration
put the customer at the center of your business.
at the center of each of your team’s metric
Source: http://www.driftt.com/
Not just MQLs
Not just MQLs
Own SDRs ( not sales ) if you have an inside sales model so that leads are not burned
Owns PMM, Growth, Engineering & Design
They own usage,
Owns PMM, Growth, Engineering & Design
They own usage,
Owns PMM, Growth, Engineering & Design
They own usage,
Owns PMM, Growth, Engineering & Design
They own usage,
Owns PMM, Growth, Engineering & Design
They own usage,