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Lemkin's point is that almost everything about your company, from the sales team to support to marketing spend, is set by your contract value, not your logo count. When each customer pays a lot, you can afford planes, sales engineers, and high touch service a low price business never could. Useful for turning a high value model into concrete operating choices.
Everything is Sort of the Same at a Given ACV
From SaaStr, by Jason Lemkin by Jason Lemkin 6 min read
- Your contract value, not your customer count, decides how you sell and support.
- High value deals justify expensive, high touch go to market.
- Overcharge when the customer is large; the economics reward it.
