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Dennis Fois- 2019 APPEALIE SaaS Conference Featured Speaker

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Running a successful business requires a thorough analysis of the work, sales, and financial results. And it can’t be done without tracking relevant business metrics.

Business metrics, also called KPIs (key performance indicators) display a measurable value that shows the progress of a company’s business goals.

Here's how the business behind the metrics is your business from Copper's CEO Dennis Fois.

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Dennis Fois- 2019 APPEALIE SaaS Conference Featured Speaker

  1. 1. The business behind the metrics is your business. COPPER x APPEALIE
  2. 2. #1 COPPER x APPEALIE Product Market fit & Go-To-Market fit are interdependent.
  3. 3. #2 COPPER x APPEALIE Have real people processes.
  4. 4. COPPER x APPEALIE Org structure evolution Q3 → Q2 2020 VP Engineering CRO Revenue Leadership Growth Marketing Sales CS Partner Ops INTEGRATED GO-TO-MARKET TEAM CCO CEO EA VP Product CFO GC / Compliance CHRO
  5. 5. #3 COPPER x APPEALIE Everyone is in Sales Customer Success.
  6. 6. #4 COPPER x APPEALIE Set goals at Company & Team levels.
  7. 7. NO PROGRESS DELIVERED
  8. 8. #5 COPPER x APPEALIE Every leader provides a forecast, weekly to each other.
  9. 9. *FORECAST
  10. 10. #6 COPPER x APPEALIE Communicate, Communicate, Communicate.
  11. 11. COPPER x APPEALIE Operating Cadence Checklist Simplify, Focus on execution, Accountability → Weekly Estaff (Scorecard, Metrics) → Extended Leadership team weekly after eStaff - OKRs → Weekly all company playback - 30 min. → Weekly CEO Email → Monthly All hands → Quarterly QBR → Board - Monthly Flash, Mid Q Call, Quarterly Meeting
  12. 12. COPPER x APPEALIE On Culture, authenticity trumps all. #7
  13. 13. COPPER x APPEALIE Focus on the inputs. → Leading vs lagging indicators → Customer first → Lead with vulnerability → Do the right thing, make things the right way
  14. 14. THAT’S A WRAP Thank You. linkedin.com/in/dennisfois/ copper.com

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