Summary Stats & Clustering

Cleaning Data

Employee Count Histograms

Histogram 1

Sizing Self-Serve

CUSTOMER_SEGMENT Self_Serve activity_indicator sales_cycle_duration_bucket count Amount sizing Percent_of_Total_Segment Percent_of_Total_Segment_Self_Serve
Entrepreneur FALSE Activities Logged 0-3 days 1390 $312 $343,330 12.561% 22.333%
Entrepreneur FALSE Activities Logged 3-30 days 768 $625 $354,816 13.903% 24.718%
Entrepreneur FALSE Activities Logged 30+ days 429 $640 $234,663 7.952% 14.139%
Entrepreneur FALSE No Activities Logged 0-3 days 2697 $116 $267,003 9.061% 16.110%
Entrepreneur FALSE No Activities Logged 3-30 days 115 $318 $29,095 1.059% 1.883%
Entrepreneur FALSE No Activities Logged 30+ days 60 $388 $17,160 0.674% 1.199%
Entrepreneur FALSE No Gong Calls Logged 0-3 days 1069 $268 $208,455 8.298% 14.753%
Entrepreneur FALSE No Gong Calls Logged 3-30 days 130 $431 $46,800 1.623% 2.885%
Entrepreneur FALSE No Gong Calls Logged 30+ days 82 $469 $23,124 1.114% 1.980%
Entrepreneur TRUE Activities Logged 0-3 days 518 $204 $92,204 3.06064% 6.99494%
Entrepreneur TRUE Activities Logged 3-30 days 1 $35 $35 0.00101% 0.00232%
Entrepreneur TRUE Activities Logged 30+ days 2 $85 $170 0.00492% 0.01125%
Entrepreneur TRUE No Activities Logged 0-3 days 22028 $55 $1,189,512 35.09052% 80.19774%
Entrepreneur TRUE No Activities Logged 30+ days 4 $32 $128 0.00371% 0.00847%
Entrepreneur TRUE No Gong Calls Logged 0-3 days 1011 $191 $129,408 5.59289% 12.78230%
Entrepreneur TRUE No Gong Calls Logged 30+ days 1 $45 $45 0.00130% 0.00298%
Mid Market FALSE Activities Logged 0-3 days 78 $2,022 $64,272 15.453% 17.942%
Mid Market FALSE Activities Logged 3-30 days 60 $2,102 $83,640 12.358% 14.347%
Mid Market FALSE Activities Logged 30+ days 159 $3,374 $477,954 52.564% 61.028%
Mid Market FALSE No Activities Logged 0-3 days 129 $154 $18,834 1.947% 2.260%
Mid Market FALSE No Activities Logged 3-30 days 3 $860 $1,920 0.253% 0.293%
Mid Market FALSE No Activities Logged 30+ days 8 $278 $2,120 0.218% 0.253%
Mid Market FALSE No Gong Calls Logged 0-3 days 19 $330 $4,655 0.614% 0.713%
Mid Market FALSE No Gong Calls Logged 3-30 days 4 $2,563 $1,280 1.005% 1.166%
Mid Market FALSE No Gong Calls Logged 30+ days 11 $1,596 $16,929 1.720% 1.997%
Mid Market TRUE Activities Logged 0-3 days 73 $730 $38,325 5.22% 37.6%
Mid Market TRUE Activities Logged 30+ days 1 $23,551 $23,551 2.31% 16.6%
Mid Market TRUE No Activities Logged 0-3 days 430 $118 $49,880 4.97% 35.8%
Mid Market TRUE No Gong Calls Logged 0-3 days 26 $537 $3,042 1.37% 9.9%
SMB FALSE Activities Logged 0-3 days 526 $825 $351,368 19.37% 23.22%
SMB FALSE Activities Logged 3-30 days 517 $1,004 $453,926 23.17% 27.77%
SMB FALSE Activities Logged 30+ days 532 $1,211 $569,772 28.76% 34.47%
SMB FALSE No Activities Logged 0-3 days 520 $197 $98,280 4.57% 5.48%
SMB FALSE No Activities Logged 3-30 days 44 $434 $16,412 0.85% 1.02%
SMB FALSE No Activities Logged 30+ days 34 $337 $8,840 0.51% 0.61%
SMB FALSE No Gong Calls Logged 0-3 days 190 $416 $66,120 3.53% 4.23%
SMB FALSE No Gong Calls Logged 3-30 days 50 $648 $31,150 1.45% 1.73%
SMB FALSE No Gong Calls Logged 30+ days 52 $529 $25,168 1.23% 1.47%
SMB TRUE Activities Logged 0-3 days 238 $397 $89,964 4.218% 25.50%
SMB TRUE Activities Logged 3-30 days 1 $145 $145 0.006% 0.04%
SMB TRUE No Activities Logged 0-3 days 1878 $120 $217,848 10.062% 60.81%
SMB TRUE No Activities Logged 3-30 days 2 $2,266 $4,532 0.202% 1.22%
SMB TRUE No Activities Logged 30+ days 2 $435 $870 0.039% 0.23%
SMB TRUE No Gong Calls Logged 0-3 days 186 $243 $42,780 2.018% 12.20%
NA FALSE Activities Logged 0-3 days 3 $478 $1,266 23.1% 36.5%
NA FALSE Activities Logged 3-30 days 1 $1,820 $1,475 29.3% 46.3%
NA FALSE No Activities Logged 0-3 days 8 $57 $456 7.3% 11.6%
NA FALSE No Activities Logged 3-30 days 1 $150 $130 2.4% 3.8%
NA FALSE No Gong Calls Logged 0-3 days 1 $70 $70 1.1% 1.8%
NA TRUE Activities Logged 0-3 days 1 $20 $20 0% 1%
NA TRUE No Activities Logged 0-3 days 37 $61 $2,257 36% 99%

Sales Enabled vs Self-Serve

year SALES_SELF_SERVE_C total_sales percent_Self_Serve
2023 FALSE $4,105,140 71
2023 TRUE $1,657,336 29
2024 FALSE $5,158,836 77
2024 TRUE $1,569,275 23

Sales Enabled vs Self-Serve [by Customer]

CUSTOMER_SEGMENT year SALES_SELF_SERVE_C total_sales percent_Self_Serve
Entrepreneur 2023 FALSE $1,186,095 51
Entrepreneur 2023 TRUE $1,127,350 49
Entrepreneur 2024 FALSE $2,238,352 65
Entrepreneur 2024 TRUE $1,222,604 35
Mid Market 2023 FALSE $1,294,970 88
Mid Market 2023 TRUE $184,521 12
Mid Market 2024 FALSE $944,417 93
Mid Market 2024 TRUE $75,954 7
SMB 2023 FALSE $1,624,075 82
SMB 2023 TRUE $345,465 18
SMB 2024 FALSE $1,971,903 88
SMB 2024 TRUE $268,692 12
NA 2024 FALSE $4,165 67
NA 2024 TRUE $2,025 33

Breakout by Sales Cycle Length

CUSTOMER_SEGMENT sales_cycle_duration_bucket count Amount MRR Calls Contacts Visitors Aggregate_Rev Call_Length employees
Entrepreneur 0-3 days 13133 $130 $123 0.3 4536 3056 $807,428 27.9 1446.9
Entrepreneur 3-30 days 2192 $312 $314 1.3 11102 6348 $642,243 29.2 317.3
Entrepreneur 30+ days 1359 $317 $313 1.4 12515 7503 $737,478 29.3 151.1
Mid Market 0-3 days 486 $337 $433 0.6 7086 16847 $935,021,825 28.1 155049.2
Mid Market 3-30 days 132 $1,289 $1,459 1.8 40690 38196 $648,389,032 31.3 981.1
Mid Market 30+ days 245 $3,053 $4,630 3.5 74571 77540 $1,357,318,926 32.2 2875.2
SMB 0-3 days 2557 $305 $251 0.5 8514 8493 $6,367,080 28.7 62.7
SMB 3-30 days 904 $686 $593 1.9 24502 21978 $6,371,613 29.5 44.0
SMB 30+ days 879 $792 $722 2.3 27871 29176 $7,101,990 31.2 50.3

Breakout by Call Duration Buckets

CUSTOMER_SEGMENT AVG_CALL_DURATION_bucket count Amount MRR Calls Contacts Visitors Aggregate_Rev Call_Length employees
Entrepreneur 0-15 811 $204 $192 1.4 8693 4626 $561,780 9.5 80.3
Entrepreneur 15-30 2219 $283 $249 1.7 9245 4912 $599,413 23.6 239.6
Entrepreneur 30-45 1834 $317 $286 1.7 9832 5764 $637,595 35.9 958.7
Entrepreneur 45+ 689 $269 $342 1.3 10186 5679 $635,999 51.9 10.3
Entrepreneur NA 11131 $113 $114 0.0 4166 2998 $864,848 NA 1601.5
Mid Market 0-15 28 $408 $468 0.9 16530 31147 $660,408,017 10.7 9433.4
Mid Market 15-30 173 $1,255 $2,047 3.1 38562 45160 $434,371,849 25.2 1246.1
Mid Market 30-45 211 $3,296 $4,788 3.5 70574 77645 $1,888,485,625 35.4 3148.1
Mid Market 45+ 47 $1,046 $1,145 1.6 30932 37360 $548,289,704 49.1 4339.5
Mid Market NA 404 $269 $263 0.0 6945 15429 $877,904,106 NA 199061.4
SMB 0-15 204 $368 $330 1.7 14636 11822 $5,958,600 10.6 67.7
SMB 15-30 962 $642 $575 2.3 21207 20707 $6,724,108 24.6 46.8
SMB 30-45 908 $854 $732 2.4 28831 28291 $6,764,433 35.8 45.9
SMB 45+ 186 $799 $673 1.5 17357 21025 $6,778,312 51.1 43.3
SMB NA 2080 $230 $194 0.0 8408 7879 $6,344,324 NA 65.6