Please present your high level strategy, budget and resource plan for 2024 taking into account the following business direction: 1. There is no outbound sales activity and approximately 80% of leads close with no sales engagement. Given the objective of pushing up market, how would you evolve the marketing strategy to support a SLG motion, generating pipeline in the 250-1000 and 1000-2500 market categories? 2. We have spent more time and resource in 2023 creating awareness (through channels such as PR, AR, etc.) and demand for Intruder. We have seen more branded search, and an increase in ‘direct’ business as a result. However overall results from our PLG efforts have remained stable compared to 2022 – just with a different channel mix. How would you take current PLG efforts to the next level? 3. Currently all business is generated, managed, and transacted directly – however, there is appetite to develop a channel program to support our objectives to go up market. How would you test and support the development of a channel plan?
