Allen S.

For Q3, we were at 92% of projections. In Q4, so far, are at 96%. But, ARPU of ~2.5k and age sales cycle of 17 days, so fairly-transactional, which makes it way easier to lock in for modeling than when I was supporting (and leading) enterprise sales.

Oddly enough - Equifax. We got a list from them last year for our legal vertical(s).

Steven N. what did you move to?

We moved to Gong Engage back in April.

Ive seen it done both ways, and in my experience both Brannon S. and Brendan M. are correct. SaaS companies love to use signature date, as it offers more flexibility, but most other companies Ive worked for did it by payment date. That said, Brendan -. is also correct; actioning commissions at time of payment is slightly harder, but you avoid clawbacks entirely. This is how it should be done (imo).

One thing we do is look at the breakout of their pipeline. If its super heavy in prospecting deals, then we look at MQL performance (by channel) in that territory and assess whether any that are "quick, easy levers" will actually work. Ive seen companies fall behind on pacing and spend a bunch of money on PPC to drive leads now, only to learn that channel wasnt effective in those territories (for whatever reason).

We build a custom zip-code object for Metadata stamping when new records are created, and this is one portion of that. I already had a zipcode dataset compiled from different government reports, but theose datasets can be purchased for like <200 dollars. Time zones rarely change, same with county lines. 🤷‍♂️ May be worth a one-time purchase and exploring a similar route?