Progress update

Recruit 10 senior sales pros (Jeff Waters)

Progress: Referral system launched with our existing sellers - 13 referrals received, 5 high priority. Discussions underway to discuss territory model - leaning towards segmenting by vertical instead of geography. Compensation options identified and materials prepared for SteerCo discussion.

Roadblocks: Compensation structure for existing senior sellers not fit to scale; we need to finalize a new compensation model and determine whether existing sellers should stay on current plan vs. any new plan. Need executive input and decision made by end of next week.

Next Steps: Everything else on pause until we get a decision on compensation option. Once decision is made, recruiting to reach out to referrals to kick off interviews and post job on LinkedIn / website.

Restructure inbound team (Kevin Nelson)

Progress: Finalized end-state team size (-2 vs today) in line with new team scope discussed in last update. Decision made to pause implementation of changes until after fall conference season to avoid disruption to team at critical inbound time.

Roadblocks: Delay decision means we are unable to meet previously-agreed schedule - this means in-year payroll savings reduced by 1/6.

Next Steps: Maintain status quo for 8 weeks. Make decision of which 2 FTE impact, then communicate changes.

Introduce "Lite" offering for SMB (Liz Francia)

Progress: Customer research has kicked off, with 4 interviews completed, further 12 scheduled. Early insights available in this attached document; confirming hypothesis on reduced number of features, user seats, etc.

Roadblocks: Two researchers on sick leave last week, slowing down completion of customer research. Expecting them to return to work on Monday.

Next Steps: Continue customer research as planned. Buffer built into work plan so we should make up the time soon.

Build SDR function (Jen Tejero)

Progress: Clarified R&R split between SDRs and AE/AMs and secured approval from VP of Sales. Compensation and incentive structure approved with Finance. Finalized job posting with HR and passed to recruiting to kick off hiring process for first 5 SDRs.

Roadblocks: None.

Next Steps: Create SDR onboarding program by end of next week, leveraging AM onboarding content as starting point. Finalize reporting structure for SDRs - decide between each SDR reporting to AM vs. SDR-specific leader.

Launch customer success team (Sam Mavemba)

Progress: Team almost complete, ahead of schedule. 4 out of 5 hires made already, including 3 transferring internally from Support team. Drew selected to lead the team. R&Rs between CS and Sales defined and shared with sales teams (well received).

Roadblocks: No current blockers, but we are hiring top talent for this role who are already asking about career progression options.

Next Steps: Hiring final CS rep (final round with 3 candidates), building dashboard to help CS team monitor client health. Customer success team to hold offsite once final candidate hired.

Launch 3 features for hero product (Dominic Grant)

Progress: Intake (19 feature requests) and prioritization processes completed; features prioritized are expected to require more resourcing than anticipated, reallocation of dev resources expected to be confirmed once PRDs are reviewed.

Roadblocks: None, though resourcing for this initiative is causing challenges for resourcing other initiatives (Lite & API).

Next Steps: Completed PRDs for prioritized features due for submission by eod Thursday for review by product teams, before resource allocation decisions to be made.

Revamp pricing model (Johnny Ball)

Integrate product with CRM (Emma Netherby)

Integrate product with CRM (Emma Netherby)