Annie spoke with Matt Cillis, CRO at Instana. He believes that metrics need to be simple and align with the mission. Matt uses one comprehensive dashboard which breaks down by different regions.
He creates cross-functional alignment through excellent communication. Getting people together in the same room is essential, shared objectives must be clear. Matt drives communication by discussing best practice between revenue teams.
He understands people sell software because of connection, the ability to create one is essential. Sales has changed as people have access to so much more data than before, being authentic is key.
He has learned many lessons from his losses, one takeaway is to always be clear with expectations.