Christine Newman thanks for weighing in. Yes, we've done all of the above, with marginal success – I think getting this into annual goals in a much more aggressive way is definitely something that needs to happen, it's technically included but not in a way that creates real accountability
We're looking both at internal user data and SFDC – the thing that's tricky is that we're a SaaS co where we're just not a critical part of the tech stack, we usually end up in enterprises via IT consolidation
The main problem here is that I don't have any real tools for incentivizing customers right now, either, typically discount structures have worked, but our sales team is disincentivized to do that
