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Lattice.com Sales

Drive revenue by transforming how organizations manage talent to become the global performance standard

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Drive revenue by transforming how organizations manage talent to become the global performance standard

Strengths

  • PLATFORM: Comprehensive HR suite with performance, engagement, and analytics integrated for complete talent management
  • CUSTOMERS: Strong enterprise client base including Slack, Glossier, and WeWork with high retention rates above 95%
  • PRODUCT: User-friendly interface with modern UX that reduces training time and increases adoption rates significantly
  • MARKET: Leading position in performance management category with strong brand recognition and thought leadership
  • FUNDING: Well-capitalized with $328M raised enabling aggressive R&D investment and market expansion initiatives

Weaknesses

  • PRICING: Premium pricing model limits SMB market penetration compared to competitors like BambooHR and Workday
  • INTEGRATION: Limited native integrations with legacy HRIS systems creating implementation friction for enterprises
  • SALES: Long sales cycles averaging 6-9 months for enterprise deals impacting revenue predictability and growth
  • FEATURES: Missing advanced compensation management and succession planning features compared to Workday competitors
  • GEOGRAPHIC: Limited international presence with most revenue concentrated in North American markets only

Opportunities

  • AI: Growing demand for AI-powered performance insights and predictive analytics in talent management space
  • REMOTE: Shift to hybrid work creating need for better performance tracking and employee engagement solutions
  • MARKET: HR tech market projected to grow 12.8% CAGR reaching $33B by 2028 with performance management leading
  • ACQUISITION: Opportunity to acquire complementary solutions in compensation, learning, or workforce planning spaces
  • INTERNATIONAL: European and APAC markets represent untapped $8B opportunity for performance management solutions

Threats

  • COMPETITION: Microsoft Viva and Google Workspace expanding into performance management with integrated suites
  • ECONOMIC: Economic downturn causing HR budget cuts and longer buying cycles impacting new customer acquisition
  • CONSOLIDATION: Larger players like Workday and ServiceNow acquiring niche HR solutions to build comprehensive platforms
  • CHURN: Rising customer acquisition costs while maintaining low churn requires increased investment in success teams
  • REGULATION: Increasing data privacy regulations in EU and US creating compliance costs and feature development burden

Key Priorities

  • Accelerate AI-powered analytics development to differentiate from Microsoft and Google's basic performance tools
  • Expand international presence starting with UK and Australia to capture $8B untapped market opportunity
  • Develop mid-market product tier to compete with BambooHR while maintaining enterprise value proposition
  • Build strategic acquisition pipeline for compensation and learning solutions to create comprehensive platform

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Drive revenue by transforming how organizations manage talent to become the global performance standard

Lead market with AI-powered performance insights

Become the AI-first performance management platform

  • BETA: Launch AI performance insights beta with 25 enterprise customers by July 31st, 2025
  • HIRING: Recruit VP AI and 6 ML engineers to build world-class AI development team by June 15th
  • PARTNERSHIP: Sign strategic AI partnership with OpenAI or Google to integrate LLMs by August 30th
  • REVENUE: Generate $2M ARR from AI-powered features through premium tier pricing by December 31st
Capture international market opportunities

Establish strong presence in UK and Australia markets

  • CUSTOMERS: Acquire 25 new enterprise customers in UK and Australia markets by September 30th
  • TEAM: Hire regional sales directors and customer success managers in London and Sydney
  • COMPLIANCE: Achieve GDPR and local data residency compliance for European market entry
  • REVENUE: Generate $5M ARR from international markets representing 15% of total revenue
Develop competitive mid-market strategy

Create flexible pricing to capture SMB segment

  • TIER: Launch mid-market pricing tier starting at $8 per user per month by June 30th
  • CUSTOMERS: Acquire 100 mid-market customers with 50-200 employees through new pricing model
  • RETENTION: Maintain 92% retention rate in mid-market segment through enhanced customer success
  • REVENUE: Generate $3M incremental ARR from mid-market tier without cannibalizing enterprise
Reduce sales cycles and improve efficiency

Streamline sales process and increase win rates

  • CYCLE: Reduce average enterprise sales cycle from 8.5 to 6.5 months through process optimization
  • TOOLS: Deploy ROI calculator and business case generator for 100% of enterprise opportunities
  • INTEGRATIONS: Complete top 8 HRIS integrations including Workday, ADP, and BambooHR by August
  • CONVERSION: Increase demo-to-close conversion rate from 12% to 18% through improved qualification
METRICS
  • Annual Recurring Revenue: $85M
  • Net Revenue Retention: 118%
  • Customer Acquisition Cost: $8,500
VALUES
  • People First
  • Customer Success
  • Continuous Growth
  • Data-Driven Decisions

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Align the learnings

Lattice.com Sales Retrospective

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Drive revenue by transforming how organizations manage talent to become the global performance standard

What Went Well

  • REVENUE: Strong ARR growth of 35% year-over-year demonstrating product-market fit and customer value
  • RETENTION: Customer retention rate remained above 95% showing high satisfaction and product stickiness
  • ENTERPRISE: Successfully landed 12 new enterprise deals over $100K ARR expanding upmarket presence
  • PRODUCT: Launched engagement surveys and analytics features driving 20% increase in platform usage

Not So Well

  • SALES: Sales cycle length increased to 8.5 months impacting revenue predictability and cash flow timing
  • CHURN: Mid-market customer churn increased 15% due to economic pressures and budget constraints
  • COSTS: Customer acquisition costs rose 22% while maintaining same conversion rates impacting unit economics
  • INTERNATIONAL: European expansion slower than planned with only 3 new customers added in region

Learnings

  • MARKET: Mid-market customers need more flexible pricing and contract terms during economic uncertainty
  • SALES: Enterprise deals require more proof-of-value and ROI documentation to justify budget allocation
  • PRODUCT: Integration capabilities are table stakes for enterprise sales and competitive differentiation
  • TIMING: Economic headwinds require longer nurture cycles and more consultative selling approaches

Action Items

  • Develop mid-market pricing tier with quarterly payment options to reduce buyer friction and accelerate deals
  • Create ROI calculator and business case templates to help sales team justify platform value proposition
  • Prioritize top 5 integration requests from enterprise prospects to remove common objections and barriers
  • Implement customer success early warning system to prevent mid-market churn through proactive intervention

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Drive revenue by transforming how organizations manage talent to become the global performance standard

Strengths

  • DATA: Rich performance and engagement data sets provide strong foundation for training effective AI models
  • TALENT: Strong engineering team with ML expertise and proven track record of shipping data-driven features
  • INFRASTRUCTURE: Modern cloud architecture on AWS enables rapid AI model deployment and scaling capabilities
  • FUNDING: Well-capitalized position allows significant investment in AI research and development initiatives
  • PARTNERSHIPS: Strategic relationships with tech leaders provide access to cutting-edge AI tools and frameworks

Weaknesses

  • MODELS: Limited AI capabilities compared to specialized HR AI companies like Visier and Worklytics analytics
  • RESOURCES: AI development team smaller than needed to compete with Microsoft and Google's massive AI investments
  • INTEGRATION: Current platform architecture requires significant updates to support advanced AI model deployment
  • EXPERIENCE: Limited track record in AI product development compared to established AI-first HR technology companies
  • BUDGET: AI development costs competing with other product priorities limiting speed of AI feature delivery

Opportunities

  • PREDICTIVE: Deploy predictive analytics for turnover risk, performance forecasting, and promotion readiness scoring
  • AUTOMATION: Automate goal setting, feedback generation, and performance review scheduling using AI assistance
  • INSIGHTS: Provide AI-powered coaching recommendations and personalized development plans for managers and employees
  • MARKET: First-mover advantage in AI-native performance management before Microsoft and Google fully enter market
  • PARTNERSHIPS: Collaborate with OpenAI, Anthropic, or Google AI to integrate cutting-edge language models quickly

Threats

  • COMPETITION: Microsoft Copilot and Google AI integrating directly into workplace tools threatens standalone solutions
  • DISRUPTION: AI-native startups like Leapsome and Culture Amp building next-generation performance platforms
  • COMPLIANCE: AI bias and privacy regulations requiring extensive testing and compliance infrastructure investment
  • TALENT: Competition for AI engineers from tech giants offering significantly higher compensation packages
  • OBSOLESCENCE: Risk of current platform becoming legacy if AI transformation is too slow or incomplete

Key Priorities

  • Immediately hire VP of AI and expand ML engineering team to accelerate AI product development timeline
  • Launch AI-powered performance insights beta by Q3 2025 to establish market leadership before competitors
  • Partner with major AI providers to integrate advanced language models without building from scratch
  • Develop AI governance framework and bias testing protocols to ensure responsible AI deployment at scale

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AI Disclosure

This report was created using the Alignment Method—our proprietary process for guiding AI to reveal how it interprets your business and industry. These insights are for informational purposes only and do not constitute financial, legal, tax, or investment advice.

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Alignment LLC specializes in AI-powered business analysis. Through the Alignment Method, we combine advanced prompting, structured frameworks, and expert oversight to deliver actionable insights that help companies understand how AI sees their data and market position.