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Michael Maiorano commented on
Hey Paul - are you looking for help on scaling processes, scaling headcount, or both?
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Both - using technology, process, and people as the 3 themes of growth. Thanks. 
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Yes: 1) Establish the right operating model, consisting of these elements: total cost, cost per lead, cost per SQL, demo-close conversion rate, etc... Use not only a top down model (quota/headcount/months/ACV) but also a bottoms up model 2) Understand very specifically where the tech stack is augmenting a human process. Don't buy tech early. Use as... See more
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