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In its early days, Splunk relied on a free download and its passionate user community to drive new use cases and license expansion. That passion grew the business at 40-50% each year. But once the license expansion transactions got into six- and seven-figures, executives started to question the business value they were gaining from Splunk. Was it just a tool for sysadmins? Did it provide any real business value? At the same time, Splunk began to exit the early adopter phase so a new customer's ability to drive expansion from their own creative juices began to slow. Being able to articulate and prescribe the value, use cases, and data sources a customer should deploy became the only way Splunk could maintain its super growth rates.
In this session, join us to hear how Splunk: overcame the question of business value driving exceptional customer outcomes; innovated and built an expand selling program; scaled that program to every sales rep, SE, and partner; and has sustained the 40-50% growth rates as they approach $1B in annual revenue.
AVP, Global Field Success, Splunk
Publish Date: October 25, 2016
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Peg Rodarmel, SVP, Subscription Services, Infor
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