Speaker unverified: belief

Transcript context

…Julia, I’m curious. How do you think about the things that were unique to Eventbrite about this and the path going forward? I think when you have such a massive business disruption, there are a few key things that you have to get right in order to make it through that eye of the storm. We were immediately in the fog of what felt like war because our revenue went from 100% to 0% in a matter of two weeks. We were huddled together, immediately created a strategy that would lead us through to where we needed to be as a company. Not a strategy of how are we going to get through this crisis as much as what would we do if we could do it all over again. Asking ourselves that question allowed us to narrow our focus because we knew we had to. We couldn’t be doing everything we were doing pre-COVID in the middle of this crisis and still make it through. So, we immediately made a cut that was deep, and it was painful. It was a cut that we may not just for cost-cutting sake but actually to prepare the company to narrow its focus. For us, the strategy was very clear. We have an incredibly vibrant sell sign-on channel that grows faster and has a stronger gross margin than our sales channel. We have a self-service platform that really doesn’t need someone to be providing high-touch human service. We think a bit about how our go-to-market works, but that wasn’t our biggest problem. Our biggest problem was how we were going to get through to the other side. Sales channel, just to clarify, make sure I understand, that’s like when you go and you sign a big customer, like a multi thousand-person music festival, you enter a more complex financial arrangement, you change the cash flow dynamics, they’re assigned a headcount, and you work out a special deal for refunds. Each one of those is like a unique special child, more so than just, Ben and David are hosting an Acquired meet-up.…

Stored transcript either side of the excerpt. The highlighted words are the published quote; the surrounding text is unedited source, never generated.