I'm seeing a lot of tech BD layoffs. Why is that the first to go? Wouldn't you want more BD people if the markets going down? To scrounge what business you can?

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Think you’d try to hold onto your current clients in a downturn. How many BD folks are actually bringing in business worth their salary?

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Bd isn’t just for net new customers and market share they help increase retention and market penetration

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Performance layoffs

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Clients aren’t willing to pay for tech bd? They don’t bring in as much $$$$

Probably laying off the people not hitting quota/lower performers. Plus SDRs are easily replaceable - and you can source remote SDRs for cheaper from LCOL areas

Would you as a BD person want to fight for scraps with a bunch of other people? I wouldn’t. The solution to BD or recruiting is almost never throwing more people at it. It’s developing talent, a pipeline and relationships.

It’s a matter of the whole spend pie shrinking. Adding more headcount wouldn’t necessarily encourage more spend. Revenue per BD headcount would go down significant.

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