Sri Batchu: evaluation

Transcript context

…Okay, awesome. So that's a good segue to the next question I had, which is if you're going to create a pie chart of how Ramp grows and ideally if you could even share early on and then now, how does that pie chart look? What are the slices of that pie and then what are the rough percentages of where growth comes from for Ramp? Rather than going into the specifics, one thing I'll say about the growth system today is if you were to look at what percentage of our business comes from outbound sales, paid marketing, field, and then a bunch of other channels and then you compare it against industry benchmarks, I think the secret sauce of Ramp is not that we've found a channel that's unique and that we've over-invested or under-invested. I don't think our distribution would be not that far off from looking at other companies at our size and stage. I think what we've done differently is we've really focused on making all of those investments very much driven by technology and data. And so one example that I'll give you is that our sales teams are actually incredibly efficient by any metric that we look at and we obviously benchmark them. And the reason for that is because we actually have a growth engineering team that's dedicated to supporting that efficiency but including adjusting third party data and using AI to automate much of their workflow, et cetera. And we've been doing this well before AI has become the buzzword for a lot of folks, but this is something we've had this team for almost two years now that that's been working on sales automation and data to just make our sales teams more efficient. That's just one example, but we've got similar types of mandates for every channel that we invest in and thinking about how do we inform this better customer and prospect data and how do we automate and technologize it so that we can build that competitive mode for each channel. I'd love to learn more about this growth eng team that works with sales. How is that structured maybe as the first question and then just what are their goals? How do you measure their progress and success?…

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