Meeting Title: Default Finance Metrics Clarification Date: 2026-02-26 Meeting participants: Demilade Agboola, Laura Krivec
WEBVTT
1 00:04:54.330 ⇒ 00:04:55.480 Laura Krivec: Hello.
2 00:04:56.270 ⇒ 00:04:57.640 Demilade Agboola: Hi, Laura, how are you?
3 00:04:57.640 ⇒ 00:05:03.800 Laura Krivec: Hi, I’m sorry for being late, I completely… I was doing something in the… The meeting escaped.
4 00:05:04.120 ⇒ 00:05:05.969 Demilade Agboola: Oh, no, it’s all good, it’s all good.
5 00:05:06.290 ⇒ 00:05:14.790 Demilade Agboola: Hopefully this shouldn’t take too long. I just want to clarify certain things, but I just put 30 minutes on just in case we took longer.
6 00:05:16.380 ⇒ 00:05:21.149 Demilade Agboola: Okay, so I shared the doc, and I was able to read your comments, thank you, they’ve been really helpful.
7 00:05:21.350 ⇒ 00:05:27.739 Demilade Agboola: I do want to make a couple observations. I’m going to share my screen.
8 00:05:28.120 ⇒ 00:05:29.400 Laura Krivec: Huh.
9 00:05:29.400 ⇒ 00:05:36.370 Demilade Agboola: Alright, so you shared this dash with me, and also this has also been helpful.
10 00:05:37.100 ⇒ 00:05:39.900 Demilade Agboola: I do want to ask a couple questions.
11 00:05:40.660 ⇒ 00:05:42.800 Demilade Agboola: So, first things first will be…
12 00:05:43.800 ⇒ 00:05:50.350 Demilade Agboola: What data source do you want for a lot of these metrics? So we have… let me put them side by side…
13 00:05:50.980 ⇒ 00:05:56.779 Demilade Agboola: Because we have… We can calculate these metrics from QuickBooks.
14 00:05:56.980 ⇒ 00:05:59.529 Demilade Agboola: We can calculate these metrics from Salesforce.
15 00:05:59.530 ⇒ 00:06:03.399 Laura Krivec: Okay, generally, I want them from Salesforce. However.
16 00:06:03.410 ⇒ 00:06:10.839 Laura Krivec: Okay. What you are… what… so there’s two different things, so we need to be a bit careful on, like.
17 00:06:10.840 ⇒ 00:06:23.839 Laura Krivec: how to, to make sure that we know there’s a difference. There’s the financial part, and by booked revenue, booked revenue, we cannot calculate from Salesforce. In Salesforce, we can calculate ARR,
18 00:06:23.900 ⇒ 00:06:32.479 Laura Krivec: But book revenue, the definition of booked revenue is recognized revenue that can only come from the P&L in QuickBooks.
19 00:06:32.480 ⇒ 00:06:35.090 Demilade Agboola: Okay. That is different to ARR.
20 00:06:35.090 ⇒ 00:06:41.590 Laura Krivec: So, I would say that the metrics you have on the left, booked revenue.
21 00:06:41.820 ⇒ 00:06:55.009 Laura Krivec: revenue growth, margin, burn rate, runway. All this, QuickBooks, because those are financial metrics. Hence, they need to come from financial statements, which you will find in QuickBooks.
22 00:06:55.280 ⇒ 00:07:03.829 Laura Krivec: all the other stuff, ARR, ARR by component, and customers, churn, blah blah blah, Salesforce.
23 00:07:04.310 ⇒ 00:07:05.430 Demilade Agboola: Okay, alright.
24 00:07:06.860 ⇒ 00:07:10.990 Demilade Agboola: That is very helpful, because I just wanted to be sure of all that.
25 00:07:10.990 ⇒ 00:07:12.089 Laura Krivec: Yep.
26 00:07:12.470 ⇒ 00:07:15.960 Demilade Agboola: Another thing I wanted to say… is…
27 00:07:16.340 ⇒ 00:07:24.500 Demilade Agboola: When you’re calculating ARR, how do you view ARR? Is it the… Invoices of the last month.
28 00:07:25.450 ⇒ 00:07:33.719 Demilade Agboola: of the previous month, by 12, or, like, do you have a… do you have an average that you use, or, like, how do you get your ARR, or how do you… would you like to calculate ARR?
29 00:07:34.070 ⇒ 00:07:39.089 Laura Krivec: ARR is already a field in Salesforce.
30 00:07:39.090 ⇒ 00:07:39.780 Demilade Agboola: Oh, okay.
31 00:07:40.010 ⇒ 00:07:52.180 Laura Krivec: So, if you go on your tab, if you go to ARR Data, go to ARR Data, there’s a tab below. So, you’re currently in the dashboard tab, and then you have some…
32 00:07:52.890 ⇒ 00:07:56.240 Laura Krivec: So, if you go down, like, at the bottom, it’s like…
33 00:07:56.420 ⇒ 00:08:01.999 Laura Krivec: No, it’s a tab, so you’re currently in one of the tabs, but go to another tab.
34 00:08:02.830 ⇒ 00:08:06.370 Demilade Agboola: Oh, gotcha. ARR data? Yeah, gotcha.
35 00:08:06.370 ⇒ 00:08:07.320 Laura Krivec: Exactly.
36 00:08:07.540 ⇒ 00:08:09.899 Laura Krivec: So, here is the raw data.
37 00:08:10.380 ⇒ 00:08:25.409 Laura Krivec: So you can see where it’s coming from. It’s coming from, total ARR in that… but it also comes from new ARR, depends on, what chart, but all the ARR data is coming from this, the Salesforce.
38 00:08:25.620 ⇒ 00:08:26.999 Demilade Agboola: Okay, gotcha, gotcha.
39 00:08:27.780 ⇒ 00:08:29.089 Demilade Agboola: Alright,
40 00:08:29.570 ⇒ 00:08:36.980 Demilade Agboola: That makes sense. So, effectively, you want a chart that has this combination of QuickBooks data and Salesforce data all in one.
41 00:08:36.980 ⇒ 00:08:38.039 Laura Krivec: I want…
42 00:08:38.320 ⇒ 00:08:46.559 Laura Krivec: there’s two different things, so that’s why I’m saying, like, I think that’s what I was trying to say in common. There’s a financial summary… financial summary chart.
43 00:08:46.560 ⇒ 00:08:47.659 Demilade Agboola: Okay. That…
44 00:08:47.660 ⇒ 00:09:01.269 Laura Krivec: is there, and then there’s a separate chart, which we can call, either AR Go Overview or, like, go-to-market metrics, whatever, and it’s all the data from Salesforce, yes.
45 00:09:01.590 ⇒ 00:09:07.299 Demilade Agboola: Okay, alright. So basically, you want two chart… I just… so you want two charts, basically.
46 00:09:08.350 ⇒ 00:09:10.950 Demilade Agboola: And then… VR.
47 00:09:10.950 ⇒ 00:09:12.760 Laura Krivec: Two dashboards, two dashboards.
48 00:09:12.760 ⇒ 00:09:15.050 Demilade Agboola: Gotcha, gotcha. Alright,
49 00:09:17.300 ⇒ 00:09:24.889 Demilade Agboola: I think that will largely be it. Also, how would you want to see this revenue? Would you want to see it last year?
50 00:09:25.640 ⇒ 00:09:26.640 Laura Krivec: Thank you, sorry.
51 00:09:27.160 ⇒ 00:09:32.349 Demilade Agboola: When you want to say, like, this is, like, booked revenue, how would you want to see it? Would you want to see it, like, month on month?
52 00:09:32.460 ⇒ 00:09:38.620 Demilade Agboola: would you want to see? Like, how do you… like, what is important to how you see it, or how you utilize it?
53 00:09:42.400 ⇒ 00:09:51.699 Demilade Agboola: We can do it on a chart, we can do a bar chart. Okay, so you just want a bar chart that shows the revenue… booked revenue month on month, basically.
54 00:09:51.700 ⇒ 00:09:57.359 Laura Krivec: Exactly, yeah, and then, like, we can show, we could even do…
55 00:09:59.920 ⇒ 00:10:11.810 Laura Krivec: revenue growth on the same chart, but as a line, you know? Like, a bar chart with a line chart, yeah. Okay. And then I would do one on margin, and one on burn.
56 00:10:12.980 ⇒ 00:10:22.500 Laura Krivec: Burn and runway… you could also do burn and runway on one, so burn being the bar chart, and runway being, like, a number on… on a line.
57 00:10:23.020 ⇒ 00:10:23.590 Demilade Agboola: Alright.
58 00:10:23.590 ⇒ 00:10:24.430 Laura Krivec: Nope.
59 00:10:24.430 ⇒ 00:10:31.389 Demilade Agboola: Gotcha That’s very helpful. So yeah, I would look into that, and…
60 00:10:31.610 ⇒ 00:10:34.179 Demilade Agboola: Do that for the financial summary dash.
61 00:10:35.000 ⇒ 00:10:43.480 Demilade Agboola: And then also try and integrate this from Salesforce data into… Into the ARR dash.
62 00:10:43.630 ⇒ 00:10:52.929 Demilade Agboola: Also, clarification, because ACV’s already here. I can’t seem to see GRR and NRR.
63 00:10:53.140 ⇒ 00:11:02.629 Laura Krivec: No, you’ll… we don’t have it currently. This is something you’re gonna have to calculate, and actually, I need to add something. Wait, I’m gonna go on your thing,
64 00:11:03.650 ⇒ 00:11:10.939 Laura Krivec: So… okay, one second. Sorry, I just… I’m having a sneeze attack.
65 00:11:10.940 ⇒ 00:11:11.619 Demilade Agboola: Last year.
66 00:11:15.430 ⇒ 00:11:23.249 Laura Krivec: Okay, so that’s basically… the weight.
67 00:11:26.640 ⇒ 00:11:27.700 Laura Krivec: One second.
68 00:11:29.520 ⇒ 00:11:30.730 Laura Krivec: Read…
69 00:11:38.070 ⇒ 00:11:42.610 Laura Krivec: Okay, so that’s basically renewed.
70 00:11:42.730 ⇒ 00:11:48.200 Laura Krivec: ARR over, ARR available.
71 00:11:48.880 ⇒ 00:11:50.760 Laura Krivec: for renewal?
72 00:11:51.380 ⇒ 00:11:58.740 Laura Krivec: And then ANRR is… Renewed ARR+.
73 00:11:58.890 ⇒ 00:12:02.100 Laura Krivec: Expansion, ARR.
74 00:12:02.350 ⇒ 00:12:10.179 Laura Krivec: over… ARR available for renewal.
75 00:12:10.420 ⇒ 00:12:11.790 Demilade Agboola: Okay. So…
76 00:12:12.050 ⇒ 00:12:19.680 Laura Krivec: Okay, and then we need this… let’s do… fill… led to…
77 00:12:24.080 ⇒ 00:12:27.790 Laura Krivec: Wait, just here to be… Kids.
78 00:12:30.290 ⇒ 00:12:35.430 Laura Krivec: Sorry, I’m gonna stop suggesting anything. So, let’s…
79 00:12:36.400 ⇒ 00:12:38.699 Laura Krivec: Actually, you know what? We’re gonna do…
80 00:12:39.170 ⇒ 00:12:45.650 Laura Krivec: Okay, and so then we need them normal plus
81 00:12:45.930 ⇒ 00:12:48.729 Laura Krivec: cohorted. So, I’ll show you one second.
82 00:12:54.600 ⇒ 00:13:04.460 Laura Krivec: Okay, so for… So for this, we will, we need two calculations, and maybe actually thinking about this.
83 00:13:05.260 ⇒ 00:13:11.529 Laura Krivec: Hmm… I wonder… If this is…
84 00:13:12.980 ⇒ 00:13:15.240 Demilade Agboola: When you say cohorted, like, you mean based.
85 00:13:15.240 ⇒ 00:13:16.350 Laura Krivec: I’ll show you now.
86 00:13:16.350 ⇒ 00:13:17.040 Demilade Agboola: You’re okay.
87 00:13:17.300 ⇒ 00:13:27.299 Laura Krivec: It’s actually all in that equals thing I shared with you, but it’s somewhere else. One second. here. Can you see this? One second.
88 00:13:28.520 ⇒ 00:13:29.255 Laura Krivec: Hmm…
89 00:13:35.000 ⇒ 00:13:39.899 Laura Krivec: If… I’m sharing the link with you. Can you click on this? Can you see it?
90 00:13:40.530 ⇒ 00:13:42.450 Demilade Agboola: Let’s see…
91 00:13:53.900 ⇒ 00:13:55.759 Demilade Agboola: No, I don’t have permission.
92 00:13:55.810 ⇒ 00:13:56.540 Laura Krivec: Huh.
93 00:13:56.540 ⇒ 00:13:56.990 Demilade Agboola: Orthox.
94 00:13:56.990 ⇒ 00:13:58.530 Laura Krivec: Let me share my screen.
95 00:14:01.180 ⇒ 00:14:02.330 Laura Krivec: Mmm…
96 00:14:05.920 ⇒ 00:14:07.149 Laura Krivec: Can you see?
97 00:14:07.270 ⇒ 00:14:08.030 Demilade Agboola: Yes, I can.
98 00:14:08.310 ⇒ 00:14:16.659 Laura Krivec: Okay, so basically, I’m just gonna screenshot this, and I’ll share in our chat.
99 00:14:17.300 ⇒ 00:14:19.050 Laura Krivec: On Slack.
100 00:14:19.400 ⇒ 00:14:20.100 Demilade Agboola: Okay.
101 00:14:20.650 ⇒ 00:14:24.109 Laura Krivec: But it kind of explains what it is in…
102 00:14:27.430 ⇒ 00:14:29.059 Laura Krivec: Where are you?
103 00:14:33.920 ⇒ 00:14:43.229 Laura Krivec: I shared in our thread. It’s basically for the month of January 2024, and…
104 00:14:43.640 ⇒ 00:14:47.450 Laura Krivec: How many of those customers have been retained?
105 00:14:47.860 ⇒ 00:14:49.380 Laura Krivec: A year later.
106 00:14:50.110 ⇒ 00:14:50.810 Demilade Agboola: Okay.
107 00:14:51.270 ⇒ 00:14:59.789 Laura Krivec: We need to calculate it on a cohorted basis, and actually that’s the main way of looking at it, so we need the cohort.
108 00:15:01.040 ⇒ 00:15:01.730 Demilade Agboola: Oh, okay.
109 00:15:02.720 ⇒ 00:15:05.500 Demilade Agboola: Couple questions about your cohort analysis.
110 00:15:05.970 ⇒ 00:15:14.579 Demilade Agboola: One is, there are certain months where you get over 100%. I’m curious how that works, if…
111 00:15:14.730 ⇒ 00:15:25.650 Laura Krivec: Because if you look at the definitions I added in the spreadsheet… in the… in your Word doc, what NRR is, is Net Revenue Retention. The way to calculate it is…
112 00:15:25.650 ⇒ 00:15:26.040 Demilade Agboola: Oh, God.
113 00:15:26.040 ⇒ 00:15:34.409 Laura Krivec: Renewal plus upsell. So if you renew all customers, and then you increase the contract, yeah, it’s actually our target
114 00:15:34.570 ⇒ 00:15:45.390 Laura Krivec: we’re doing pretty badly, but our target should be, like, 120 to 140 plus, so we should see everything be over 100. The data is not great, so…
115 00:15:46.500 ⇒ 00:15:48.760 Demilade Agboola: Gotcha, okay, that makes a lot of sense, that makes a lot of sense.
116 00:15:50.290 ⇒ 00:15:51.400 Demilade Agboola: Alright.
117 00:15:51.400 ⇒ 00:15:57.510 Laura Krivec: And then another thing, which actually what we’re getting then into is… Mmm.
118 00:15:58.190 ⇒ 00:16:05.670 Laura Krivec: kind of, like, the other dashboards that I’ve listed on my note, on my, document, but, like.
119 00:16:05.870 ⇒ 00:16:13.189 Laura Krivec: basically, for GRR and NRR, we need to do them also
120 00:16:13.920 ⇒ 00:16:21.649 Laura Krivec: by Customer Success Manager, so we know which Customer Success Manager is performing well.
121 00:16:22.080 ⇒ 00:16:22.710 Demilade Agboola: Okay.
122 00:16:22.710 ⇒ 00:16:36.490 Laura Krivec: we also need it by CS Manager. So, Lauren, Beth… Deanna.
123 00:16:37.680 ⇒ 00:16:41.479 Demilade Agboola: So, the way it would work is there’ll be a…
124 00:16:43.410 ⇒ 00:16:47.089 Demilade Agboola: toggle, like a filter for the success manager, and you can then see.
125 00:16:47.090 ⇒ 00:16:48.510 Laura Krivec: Okay, that’s fine, Neil.
126 00:16:50.050 ⇒ 00:16:50.820 Demilade Agboola: Okay.
127 00:16:51.210 ⇒ 00:16:51.860 Laura Krivec: Yep.
128 00:16:52.110 ⇒ 00:16:55.640 Demilade Agboola: I think… With that, those are the major questions I had.
129 00:16:59.700 ⇒ 00:17:08.300 Laura Krivec: And then, I want to… I have a question. So, you know how I shared with you, or Caitlin shared with you, the dashboard list that we created?
130 00:17:08.540 ⇒ 00:17:09.150 Demilade Agboola: Yes.
131 00:17:09.760 ⇒ 00:17:21.979 Laura Krivec: So, so, just to understand, one thing that kind of came up is, I think Nandika is now messaging you about it, but, if you go to… 0.5B.
132 00:17:22.849 ⇒ 00:17:29.129 Demilade Agboola: 5B… give me one second, I’m on this slide, I’m just trying to find 5B. Alright, yeah, BizDev and BDRs.
133 00:17:29.130 ⇒ 00:17:35.079 Laura Krivec: Yes. So, if I understood your tracker correctly, this will be done next week?
134 00:17:36.120 ⇒ 00:17:43.720 Demilade Agboola: So… not necessarily next week, so let me quickly look at the… Chart.
135 00:17:45.140 ⇒ 00:17:51.010 Demilade Agboola: So, BizDev… It’s in a street next week, no.
136 00:17:51.450 ⇒ 00:17:57.319 Demilade Agboola: Because there’s a lot of stuff to do. Give me one second. There’s LinkedIn and customer productivity.
137 00:17:58.580 ⇒ 00:18:05.730 Demilade Agboola: Because I understood all the go-to-market team-specific dashboards would be next week, but… No, no, so the…
138 00:18:05.990 ⇒ 00:18:14.199 Demilade Agboola: The modeling behind that, like, so putting all the data together and trying to, like, model that will start,
139 00:18:14.700 ⇒ 00:18:16.270 Demilade Agboola: Yeah, next week.
140 00:18:17.450 ⇒ 00:18:21.469 Demilade Agboola: But in terms of, like, dashboards and all that, that would come after.
141 00:18:22.530 ⇒ 00:18:22.950 Laura Krivec: Okay.
142 00:18:22.950 ⇒ 00:18:26.909 Demilade Agboola: So we want to start modeling it, but the dashboards will come, like, the week after.
143 00:18:27.830 ⇒ 00:18:29.260 Laura Krivec: Okay, so in 2 weeks.
144 00:18:29.260 ⇒ 00:18:33.620 Demilade Agboola: Yeah, in two weeks, and that would most likely be, like, a version 1, sort of.
145 00:18:34.210 ⇒ 00:18:40.120 Demilade Agboola: Because, like, we will start putting out the numbers, and sometimes we’ll get feedback, like, hey.
146 00:18:40.120 ⇒ 00:18:40.810 Laura Krivec: Yeah, yeah.
147 00:18:40.810 ⇒ 00:18:44.510 Demilade Agboola: Yeah, so that would probably what… that was probably what that’s gonna be like.
148 00:18:44.740 ⇒ 00:18:51.599 Demilade Agboola: But yes, in two weeks, we should have some numbers around that, and then we’ll start iterating up based off of that.
149 00:18:52.670 ⇒ 00:18:54.380 Laura Krivec: Okay.
150 00:18:54.830 ⇒ 00:19:05.029 Laura Krivec: Yeah, with this one, the… ideally, that would be a bit earlier. We don’t understand our performance of BDR, so I would love to see it earlier.
151 00:19:05.880 ⇒ 00:19:11.989 Demilade Agboola: So here’s what we can do. So if you talk to Caitlin, we can always, like, reprioritize things, like…
152 00:19:11.990 ⇒ 00:19:12.440 Laura Krivec: Boom.
153 00:19:12.440 ⇒ 00:19:13.999 Demilade Agboola: But the idea is we…
154 00:19:14.800 ⇒ 00:19:26.659 Demilade Agboola: Obviously, we know that there’s just a lot of stuff to do across the company. Even your metric shits, there’s a lot going on there. But the idea is we need to be able to prioritize so that we don’t, like, lose everything trying to just do everything at once. We want to be able.
155 00:19:26.660 ⇒ 00:19:27.940 Laura Krivec: Yeah, that’s fine.
156 00:19:28.480 ⇒ 00:19:29.739 Demilade Agboola: Then move to the other.
157 00:19:30.010 ⇒ 00:19:34.960 Laura Krivec: Okay, m… Boca.
158 00:19:36.410 ⇒ 00:19:46.620 Laura Krivec: One other thing that I wanted to highlight with… when you are modeling go-to-market metrics based on Salesforce.
159 00:19:46.940 ⇒ 00:19:47.480 Demilade Agboola: Yeah.
160 00:19:47.930 ⇒ 00:20:00.339 Laura Krivec: How our, contract works is we have yearly contracts, right? So, typically, aside from, like, 4 special cases, when a customer signs with us, they sign for a year.
161 00:20:00.600 ⇒ 00:20:14.839 Laura Krivec: Okay. What then ideally happens is… I’m sorry, when the customer signs, in Salesforce, there is a field that’s created that is called Renewal Opportunity, because it means that in a year.
162 00:20:15.480 ⇒ 00:20:20.470 Laura Krivec: We can… basically, that customer is eligible for a renewal, right?
163 00:20:20.470 ⇒ 00:20:21.150 Demilade Agboola: Yes.
164 00:20:21.340 ⇒ 00:20:25.409 Laura Krivec: In practice, there are situations where
165 00:20:26.960 ⇒ 00:20:32.560 Laura Krivec: A customer is signed, they’re with us for a year, and then they renew.
166 00:20:32.870 ⇒ 00:20:36.009 Laura Krivec: Two weeks after the yearly mark.
167 00:20:36.220 ⇒ 00:20:36.960 Laura Krivec: Okay?
168 00:20:37.220 ⇒ 00:20:37.980 Demilade Agboola: Yeah.
169 00:20:37.980 ⇒ 00:20:44.870 Laura Krivec: Or sometimes they even renew a month after the yearly mark. Ideally, they renew before the contract is.
170 00:20:44.870 ⇒ 00:20:45.480 Demilade Agboola: brighters.
171 00:20:45.480 ⇒ 00:20:55.919 Laura Krivec: expires, and then you kind of just continue, but there are situations where, you know, like, there’s negotiation, whatever, whatever. So, there is a gap between the contract end date and a renewal.
172 00:20:56.010 ⇒ 00:20:56.810 Demilade Agboola: Yeah.
173 00:20:57.430 ⇒ 00:21:08.390 Laura Krivec: It is very important that if there’s cases like that, we do not count the customer as churn, and then restart, because
174 00:21:08.580 ⇒ 00:21:22.299 Laura Krivec: they actually, you know, they just renewed. So, when you model this, I suggest the way Equals does it currently is they’ve put, I think it was a 3-month buffer.
175 00:21:22.620 ⇒ 00:21:37.779 Laura Krivec: Okay. So they kind of, like, just continue all the… they, you know, count all the opportunities for 3 months as if they were still with default, and then after that 3 months, kind of, it resets, and then the data corrects itself if needed.
176 00:21:38.300 ⇒ 00:21:39.060 Demilade Agboola: Okay.
177 00:21:39.060 ⇒ 00:21:46.399 Laura Krivec: Maybe, like, a 2-month buffer or a 4-week buffer is enough, but all I’m saying is that we cannot
178 00:21:46.620 ⇒ 00:21:59.629 Laura Krivec: automatically classify something as churn after 12 months, because it could be that it’s renewed a week after. Unless it’s, like.
179 00:22:00.100 ⇒ 00:22:10.689 Laura Krivec: Unless it’s properly closed, lost, and marked as strong, right? But if it’s open, then we have to consider that it might be closed in, like, a week.
180 00:22:11.270 ⇒ 00:22:11.860 Demilade Agboola: Okay.
181 00:22:12.230 ⇒ 00:22:18.310 Demilade Agboola: Alright, that makes a lot of sense. I’m wondering from, like, the BDR perspective, though.
182 00:22:18.540 ⇒ 00:22:22.490 Demilade Agboola: Do they also use that same, like…
183 00:22:22.620 ⇒ 00:22:29.590 Demilade Agboola: process, or… because, I mean, to be fair, maybe I’ll have to ask Lev, because I’m just curious as to, at what point
184 00:22:29.760 ⇒ 00:22:31.689 Demilade Agboola: They want to mark it as churn.
185 00:22:32.360 ⇒ 00:22:38.379 Laura Krivec: BDRs don’t do anything with churn. BDRs, all they do is bring calls and meetings to default.
186 00:22:38.700 ⇒ 00:22:39.150 Demilade Agboola: Oh, okay.
187 00:22:39.150 ⇒ 00:22:58.810 Laura Krivec: So, all they do is cold calling and sending out emails, and they don’t even talk to the clients. Our account executive team talks to the clients, and then customer success is the team that deals with churn. So, they manage the client on a monthly basis, and they try to prevent churn. So, it’s them that will be marking churn.
188 00:22:59.050 ⇒ 00:23:01.280 Demilade Agboola: Okay, alright, thank you for that,
189 00:23:01.930 ⇒ 00:23:09.440 Demilade Agboola: I’ll be able to use that, like, going forward. Okay, yeah, so I’ll just create a buffer, probably, like, maybe 6 weeks, or 8 weeks. Yeah.
190 00:23:09.440 ⇒ 00:23:27.230 Laura Krivec: 6 weeks, but it should be only for the opportunity that are not marked as churned, because sometimes, in most cases, the customer success will know that the customer won’t be renewing, so they will actually mark in Salesforce, okay, this customer’s gone, it’s churned, so that’s fine.
191 00:23:27.430 ⇒ 00:23:36.370 Laura Krivec: Yeah. It’s more like if the renewal opportunity is open, in those cases, it should remain a customer until it’s churned.
192 00:23:36.900 ⇒ 00:23:38.560 Demilade Agboola: Okay, gotcha, gotcha.
193 00:23:38.880 ⇒ 00:23:47.050 Demilade Agboola: Alright, so yeah, I’ll just make the logic statement in there around that. So basically, once it’s closed, it’s closed, it’s churn.
194 00:23:47.190 ⇒ 00:23:50.309 Demilade Agboola: If it’s still open, and it’s still within 6 weeks.
195 00:23:50.310 ⇒ 00:23:50.820 Laura Krivec: Yep.
196 00:23:50.820 ⇒ 00:23:51.490 Demilade Agboola: counts.
197 00:23:51.490 ⇒ 00:23:52.670 Laura Krivec: From there, yeah.
198 00:23:52.670 ⇒ 00:23:54.810 Demilade Agboola: And also, I should also keep it as, like.
199 00:23:54.810 ⇒ 00:24:01.470 Laura Krivec: it doesn’t count as transfer, it should just still be an open thing until 6 weeks have come up. Exactly, exactly. I would say that, yeah.
200 00:24:01.610 ⇒ 00:24:06.350 Demilade Agboola: Alright, sounds good then. I will keep that logic in mind when, building that out.
201 00:24:07.070 ⇒ 00:24:13.390 Laura Krivec: Okay, great. So then, what are… can we expect in terms of the timing? You’re starting with the financial…
202 00:24:13.580 ⇒ 00:24:17.910 Laura Krivec: Metrics and some of the go-to-market that we showed you, and then…
203 00:24:18.720 ⇒ 00:24:20.900 Laura Krivec: That’s gonna be done next week.
204 00:24:21.320 ⇒ 00:24:27.589 Demilade Agboola: Yeah, so I will be able to show you, like, a V1 of, like, a proper dashboard next week,
205 00:24:27.710 ⇒ 00:24:32.869 Demilade Agboola: The idea with that, it would be, you know, get feedback on things that either were, like.
206 00:24:33.840 ⇒ 00:24:39.220 Demilade Agboola: Modeled well, makes sense, this meets your expectation of what the data should look like.
207 00:24:39.220 ⇒ 00:24:39.570 Laura Krivec: Yep.
208 00:24:39.570 ⇒ 00:24:46.419 Demilade Agboola: Or some stuff that’s just like, well, this just seems off, and we need to just get to the root cause of why the numbers look off from your expectations.
209 00:24:46.560 ⇒ 00:25:04.799 Laura Krivec: Okay, and then for the, for the rev… for the financial, part, I think maybe for now we just give access to Nico and I, because I’m not sure if, you know, runway he wants to show to everyone in the company. I’ll check, but, like, is that… that’s possible, I’m guessing.
210 00:25:04.800 ⇒ 00:25:08.540 Demilade Agboola: Yes, yes, so just tell me who you want to have access to the dashboard, because again…
211 00:25:08.540 ⇒ 00:25:16.310 Laura Krivec: I would say just a financial summary, Nico and I, all the other Salesforce, dashboards, everyone can have access.
212 00:25:16.540 ⇒ 00:25:19.079 Demilade Agboola: Alright, alright, so financial summary, you and Nico, so I’ll.
213 00:25:19.080 ⇒ 00:25:21.629 Laura Krivec: Yeah, it’s just the ones in the table, yeah.
214 00:25:22.040 ⇒ 00:25:26.920 Demilade Agboola: Alright, that’s fine. So, like, I’m currently building it out. Right now, it’s just pressed on, no one else can see it.
215 00:25:26.920 ⇒ 00:25:27.620 Laura Krivec: Oh, that’s good.
216 00:25:27.620 ⇒ 00:25:38.509 Demilade Agboola: Yeah, when I publish it, or when I want to, like, make it… basically, you have to do it privately, and then you publish, but when you’re publishing, you can limit the access, or limit the access to you and Nico.
217 00:25:38.980 ⇒ 00:25:39.720 Laura Krivec: Great.
218 00:25:39.720 ⇒ 00:25:41.029 Demilade Agboola: Alright then, sounds good.
219 00:25:41.030 ⇒ 00:25:42.789 Laura Krivec: Alright, thank you so much. Alright.
220 00:25:42.890 ⇒ 00:25:44.610 Demilade Agboola: Bye. Bye.