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It's a myth that it's "very very easy" to measure how much the company gains from a sale. The base revenue is clear as day, yes. But then there's publicity, wor
by kqr 4y ago
It's a myth that it's "very very easy" to measure how much the company gains from a sale. The base revenue is clear as day, yes. But then there's publicity, word-of-mouth, usually extra revenue streams, and the cost of the customer is often not at all clear until they've been onboarded.
One of the big problems in most sales organisations I've seen is that they think that the base revenue is all that matters.
- valenterry 4y agoTrue, but still. Unless we talk about highly custom enterprise contracts or so, the unit economics is much easier. Maybe not very very easy, I take that one back, haha. But estimating the marketing impact per contract signed is still more or less a one time thing. Not so with PRs.
- osigurdson 4y agoThis is a good point. The sale is not equal to net present value. However, at least it is quantifiable in some way and somewhat easy to incentivize for. Much easier than attempting to assign net present value to a patch.