Goals
- Hit quota targets (All TAMs)
- Hit the overall team revenue goal (Landon, Simon)
- Successfully cross-sell two products in your managed book (All TAMs)
- Develop better automation around signals for book accounts that need more engagement (Landon)
- Support SMEs in creating engaging, pedagogically sound learning content (at least 1 module each) for every product we have an SME for (Andy)
- Make Vitally actionable for TAMs (Simon)
- Develop milestones and tracking for customer accounts (Andre & Anna Marie)
- Build and share a library of reusable Cowork skills across the TAM team that automate repetitive tasks (Catherine and Leo)
- Run an experiment on product led leads to determine best method leading to highest success rate in converting leads to opportunities. (Leon)
- Crunch numbers to output a data-driven adoption threshold for each product as it correlates with retention and growth impact, to more closely align our work and output with $$$ and retention (Andy)
Handbook
Responsibilities
- Help users get up and running with the product, and introducing the right PostHog people at the right time
- Help customers evaluate new products
- Ensure long term success with PostHog
Customer
- Customers currently paying $20k+/year to use PostHog who have high growth potential
Output metrics
- Revenue retention
- Cross-product adoption
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!