Growth Is About Conversations — Not Headcount
VC-funded companies have focused on adding and onboarding headcount as an essential capability for high growth. The pandemic, however, has changed the goals of all companies from “grow heads” to “survive and grow as much as possible, but with fewer heads.” The real bottleneck to logo and revenue growth was never headcount: that was just a demonstration of ability to scale. Conversations, both in terms of targeting, effectiveness and quantity, were always the constraint on growth. The key pivot for this pandemic and beyond is to move from hiring, onboarding, and promoting to targeting, messaging, and holding great conversations that yield market intelligence, immediate results, and the deep pipeline every firm needs to weather uncertainty and grasp opportunity.