Goals
- Hit or exceed individual quota targets (All TAEs)
- Hit or exceed team quota target (Alex)
- Trials 2.0 — Automate the pre-sales trial motion (Alex, Sachin)
- Test whether trials grow opp value: run trials on a set of open oops and compare TCV against a control group. (Alex)
- Ship a 2-way Slackbot and email automation that run trial touchpoints without rep effort. (Sachin)
- Rebuild discovery to lift TCV and multi-product attach (Joey + Chris B)
- Write the new discovery framework into the handbook.
- Run it on live deals and measure TCV and products-per-deal against the old approach.
- Sell value to executive buyers, not just users (Chris + Tomas + Alex)
- Build the exec-facing story: a "PostHog for CTOs" page and/or a deck that shows what teams are getting from PostHog.
- Document value-based selling in the handbook.
- Experiment with enterprise sales (Chris) - figure out 'how we do sales' with customers at large scales.
- Fix QuoteHog (Sachin)
- List the current failures, fix them, and ship the enhancements reps have asked for.
- Ship the context engine for leads (Chris + Sachin)
- Give reps one place to see everything known about a lead before first touch — wherever it lives (Scouts, Gateway, etc.).
- Keep shipping HogShop (Seb)
- Ensure HogShop stays up to date with new PostHog products, demo data + Self-driving work-flows.
Handbook
Responsibilities
- Own initial inbound contact requests from the website
- Deliver compelling product demos
- Help users get up and running with the product, and introducing the right PostHog people at the right time
- Make it easy to become a paying customer
Customer
- People who could potentially pay $20k+/year to use PostHog
Output metrics
- New revenue
Principles
No sales-y talk - we are direct, open and honest with customers. We share as much as possible publicly, rather than hiding it behind a mandatory demo call. We are honest when we don't know the answer, or if we're not sure that PostHog is the right solution for a customer.
Speed - we are frighteningly responsive. If a customer is in a rush, we do our best to work at their pace. We are clear about expectations, and do not promise what we cannot deliver to close a deal.
Engineers helping engineers - there is nothing more frustrating than talking to a salesperson who can't give you all the answers. We keep 'let me find out from the team' to an absolute minimum.
Being power users of PostHog is a must - otherwise we won't be credible. PostHog is a big and growing platform, so this is a challenge to stay on top of!