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We started flatlining on our pipe gen.

So you can see that the changes that we made really did have an impact.

Click-through rate of Get Started Free was nine times higher, nine times higher than Booker Demo. And so what I'll talk about today is something we've never spoken about publicly before.

We'll be talking about how we changed our go-to-market and the decisions and inputs we had for that.

And my hope today is that we all go back to the office on Monday, and at least, A, you've learned something,

B, you sign up to Cladara along the way, but C, you can use some of this in your own go-to-market

function. So we changed our go-to-market very aggressively between Christmas and New Year last year, right? So why did we do that? Well,

first of all, we have a lot of data, right? So we could see among our customers that were

buying software through us how buyer behavior was changing both at the initial purchase and the

renewal. We could see how that was changing over time.

So what we'll talk about is how we use that data, what we changed, how we approach pricing,

how we approach packaging, how we aligned sales and marketing, and then how we brought that

all together in our sales team quotas and the

buyer journey.

So hands up, who found last year challenging?

Who felt like they got punched in the face?

We've heard that before.

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