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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