Earlier this year, I was on a call with the CEO of a £22M ARR SaaS company in the UK.
He pulled up his Q3 board deck and showed me the same slide he’s been staring at for three quarters:
- Revenue growth slowing from 60% to 38%
- Win rates down from 65% to 47%
- Sales cycles stretched from 3 months to 5.5 months
- Average discount climbing from 8% to 17%
His VP Sales says they need to restructure comp plans and add two more AEs.
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