Restructuring the Revenue Engine in Chicago

Sean (CRO) and Lauren (CFO) meet in a Chicago office to debate shifting small accounts to a self-serve motion.

Restructuring the Revenue Engine in Chicago

Listen and choose the right answer

What is Lauren's main concern about moving small clients to self-serve?

• That revenue might fall
• That the software is too complex
• That enterprise clients will leave

What does Sean argue about the current direct sales approach for small deals?

• It generates too much profit
• The customer acquisition cost is too high
• It requires too many software engineers

What surprise does Sean reveal at the end of the conversation?

• Small clients have been buying through a reseller's website for a year
• The board rejected the new budget completely
• All enterprise clients have switched to self-serve

How does Lauren react to Sean's final revelation?

• She gets angry and leaves the room
• She realizes the problem solved itself and laughs
• She demands an immediate audit of all invoices

Listen again and complete the sentences

• Sean: Good morning, Lauren. I've been reviewing our ____ for small accounts, and we really need to shift them away from our direct sales force.
• Sean: I understand your hesitation, but the fact that our ____ is too high for small deals means our current approach is broken.
• Lauren: That may be true, however how will a ____ protect our margins without cannibalising our lucrative enterprise contracts in downtown Chicago?
• Sean: We'll build a clean ____ that separates low-end buyers from our major clients, ensuring our coverage efficiency improves drastically.
• Lauren: Have you calculated the channel economics on this? Implementing a ____ model isn't cheap when you factor in software maintenance.

Sources: photo by Yan Krukau on Pexels