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Anaplan's FQ1 report was our first look at how SaaS businesses have been affected by Covid-19, 10% billings growth not all attributable to Covid but certainly impacted.

Some good learnings on how they're tweaking top down sales model to deal that I'll expand upon in this thread
Before getting into some of the transcript, I just wanna say hopefully multiples of public software businesses will show entrepreneurs and investors that the public markets do indeed think long term. PLAN just reported 10% YoY billings growth and still trades at 17x LTM rev!!
While going public certainly does have significant operational burdens, it helps the brand, grants easier access to capital and brings investors who truly value the long-term. These are valuable arrows to have in the quiver while trying to grow market share
On to learnings:
1) Top down models are not bad. The sales model needs to fit the product/market. PLAN continues to do consultative selling during this time to keep and expand w/in existing customers and to be a partner rather than just a vendor for new logos
2) Can tweak a top down model to fit the times & help customers. Goal is lower friction. Levers: a) free trials or b) lower initial contracts (perhaps selling to one business unit at lower ACV to show value and then expand to larger contract in better macro times)
3) Although budgets are tight and may require CEO approval, use cases that resonate or have even grown in value during these times. For PLAN, that was zero-based budgeting and supply chain forecasting; different products/modules to arm sales team with (consultative sales)
One of the best essays on startups/business strategy still is @paulg Do Things That Don't Scale paulgraham.com/ds.html

Right now is the time to do that! Workshops, remote professional services, collaboration w/ IT, best practices sharing. Be a partner not just a vendor!
Test new models, lower ACV higher velocity sales playbooks, free trials. Reduce friction and cognitive load!

There is a ton of value to be unlocked right now in accelerating digital transformation in F500 customers, just need to experiment to find the right motion
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