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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
TSIA is well worth the investment. This is the one place where you can come and get a fusion of ideas that you can then marry up to the goals and objectives of your organization and boil that down into several actionable plans that you can implement over the next 6 months to a year.
Peg Rodarmel, SVP, Subscription Services, Infor
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