Board Update

November 2024

Q4 Month 2 · Series B

01 / 10

Best month in pipeline history.
ARR slightly soft.
Hiring is back on track.

Bottom line: We're building enterprise momentum but November bookings slipped to $127K vs. $165K target. Two deals pushed to December close. Pipeline coverage is strong at 4.2x — confident we hit Q4.

02 / 10

November KPIs

ARR

$14.2M

↑ 2.1% MoM

Net New MRR

$89K

↓ vs. $112K target

Monthly Burn

$782K

Flat MoM

Runway

18 mo

$14.1M cash

Headcount

80

+3 this month

Gross Margin

78%

↑ from 76%

New: $127K

Expansion: $38K

Churn: -$76K (0.6%)

03 / 10

Pipeline & Bookings

November actuals: $127K vs $165K forecast · 77% attainment

$2.8M

Total weighted pipeline · 4.2x coverage

Account	ACV	Stage	Expected Close	Owner
Shopify	$340K	Verbal Yes	Dec 15	Marcus R.
DocuSign	$185K	Negotiation	Dec 22	Sarah L.
Zoom	$165K	Negotiation	Jan 10	Marcus R.
HubSpot	$142K	Proposal	Jan 15	Priya M.
Atlassian	$128K	Proposal	Jan 20	Sarah L.

04 / 10

November Wins

NOTION

$92K

3-year contract · Expansion from pilot

Deploying across their entire customer success org (140 seats). Replacing Gong for async use cases. Champion: VP of CS.

FIGMA

$78K

2-year contract · Net new

Product analytics integration sold it. Using for PMF research interviews and user testing synthesis. 12-week sales cycle.

STRIPE

$64K

1-year contract · Net new

Started in Developer Relations, expanding to Solutions Engineering. Inbound via G2 review. Closed in 6 weeks — fastest enterprise deal this quarter.

05 / 10

Product Update

Shipped in November

Salesforce bi-directional sync

Real-time sync replaces nightly batch. Top-requested enterprise feature. 3 deals were blocked on this.

Custom AI model training

Customers can now fine-tune on their own data. Already enabled for Notion and 3 others. +$15K ARR uplift per account.

SOC 2 Type II certification

Completed with zero findings. Enterprise table stakes — been blocking deals for 6 months.

December Roadmap

Slack integration 2.0

Threaded conversations, scheduled summaries, channel-level permissions. Ships Dec 8.

Multi-language support

Spanish, French, German, Japanese. Required for HubSpot EMEA expansion. Ships Dec 20.

Enterprise admin console

SSO group mapping, usage analytics, permission templates. Table stakes for 100+ seat deals.

06 / 10

Team Update

80

Current headcount

+3

Hired in November

7

Open requisitions

1

Attrition (voluntary)

Recent Starts

Jessica Tran · Sr. Enterprise AE · ex-Datadog
Ravi Krishnamurthy · Staff Engineer · ex-Stripe
Amanda Chen · Product Manager · ex-Notion

Priority Open Roles

VP of Engineering · Final round with 2 candidates
Enterprise AE (2) · Sourcing. Need referrals.
Solutions Engineer · Offer out to Slack candidate
Sr. ML Engineer · Struggling to fill — 4 months open

07 / 10

The one big challenge

Enterprise sales cycles are stretching from 90 to 140+ days. We're seeing more stakeholders, longer security reviews, and budget holds.

What's happening

CFOs requiring additional ROI validation
Security reviews taking 4-6 weeks vs. 2 weeks
Procurement teams consolidating vendors
2025 budget uncertainty stalling Q4 closes

What we're doing

Building ROI calculator with Notion case study data
Hired security-focused SE starting Dec 1
Offering flexible start dates to match budget cycles
Marcus running "exec alignment" earlier in cycles

08 / 10

Asks of the Board

1

Intro to Snowflake VP of Product

Their PM team (200+ people) matches our ICP perfectly. Cold outbound isn't working. David — we know you were at Databricks when he was there.

Target: David Chen → Vijay Bharadwaj

2

VP Engineering candidates

Down to 2 finalists but neither is a slam dunk. Looking for someone who's scaled eng orgs from 30→100. Platform/infra background preferred.

Ask: Anyone in your network who's done this at Series B/C?

3

Enterprise GTM advisor

Need 2-3 hours/month from someone who's sold $200K+ ACV deals into ops/analytics buyers. Our AEs are learning on the job.

Ask: Operating advisor or fractional VP Sales referral

09 / 10

Questions?

Let's discuss pipeline, hiring, or the enterprise cycle challenge.

Materials shared in Notion board folder. Next update: December 18.

10 / 10