Maker of the visual collaboration products Lucidchart and Lucidspark. Its freemium, self-serve adoption became the base for a sales-assisted motion built by Dan Cook, who served as CRO as the company scaled past $150 million in ARR.
Dan Cook (CEO, PDQ) on testing whether sales is accretive or just cannibalizing self-serve, the 4x payback rule, a 6:1 seller-to-RevOps ratio early, a first CRM built in a Google spreadsheet, and an M&A playbook worked backwards from the easiest step