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Created: August 15, 2023
Last Updated: February 19, 2024
By: @Dan Buczaczer
This framework is designed to focus our efforts in acquiring new business. We want to make sure we are utilizing GTM and EPD resources on the prospects most likely to become healthy MetaMap users and, as a result, stay and grow with us. This doc has been updated to reflect our priorities for the first half of 2024. (This is further refined from the original framework, which was developed in October 2023 and based on churn data from the past 6 quarters).
See definitions of all terms here
We now have enough data to realize that we consistently have strong product market fit in some regions while others continually present challenges (and, therefore, churn). For this reason, we want to focus our efforts on the regions where our product-market fit is strong and continue to grow our advantage there.
That being said, Sales can still pursue any leads across Tiers 1-2 below with a core use case that is a strong fit for MetaMap. CSMs should also continue handling accounts as they have been doing historically - once an account signs at a certain ARR we will continue serving those customers according to their CS Segment, regardless of region (but especially for Tiers 1-3).
Note: When referencing region, we are talking about the Country of Operation vs. the Billing Country. For example, the Billing Country for Didi is China but the Country of Operation is Mexico.
Tier 1 is currently only Mexico, by far our most successful market to date. Mexico remains a focus for GTM and customer success attention EPD resources will be prioritized for this market.
Mexico
What This Means:
Sales: Will pay extra attention to these leads knowing EPD is focused on building a product that works optimally for theis region. GTM will also make these leads top priority to pursue first and in mode depth.