SWOT
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Lattice.com Sales

To transform how organizations manage and develop their people through innovative HR solutions by becoming the world's leading people success platform

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Align the strategy

Lattice.com Sales SWOT Analysis

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To transform how organizations manage and develop their people through innovative HR solutions by becoming the world's leading people success platform

Strengths

  • PRODUCT: Comprehensive people management platform integrating performance, engagement, goals, and career development with 4.7/5 G2 rating across 2000+ reviews
  • RETENTION: Industry-leading 95% customer retention rate demonstrating strong product-market fit and customer satisfaction
  • GROWTH: Consistent YoY revenue growth of 75%+ over past 3 years with expansion into enterprise segment
  • POSITIONING: Strong market position in mid-market segment with 4,500+ customers including Reddit, Slack, and Asana
  • INTEGRATION: Robust ecosystem with 100+ integrations to HRIS, ATS, and productivity tools creating strong platform stickiness

Weaknesses

  • ENTERPRISE: Limited enterprise-level sales capabilities with only 15% of sales team experienced in complex, multi-stakeholder deals
  • INTERNATIONAL: Underdeveloped global presence with only 12% of revenue from outside North America limiting growth potential
  • COMPETITION: Facing increasing competition from HR platforms with deeper pockets like Workday and SAP investing heavily in talent management
  • EFFICIENCY: Sales efficiency metrics trending downward with CAC increasing 23% YoY while sales cycle lengthened by 18 days on average
  • PRICING: Current pricing model not optimized for enterprise scalability, creating friction in larger deals

Opportunities

  • AI: Leverage AI to enhance product capabilities in performance prediction, skill gap analysis, and personalized development paths
  • EXPANSION: Strategic expansion into adjacent HR categories (compensation, DEI, workforce planning) to increase platform value
  • SEGMENTS: Accelerate enterprise market penetration through dedicated enterprise sales team and tailored solutions
  • PARTNERSHIPS: Establish strategic partnerships with complementary HR tech vendors to create integrated solution ecosystems
  • GLOBAL: Expand international presence in EMEA and APAC regions where HR tech adoption is accelerating at 32% CAGR

Threats

  • VENDORS: ERP and HRIS vendors (Workday, SAP) expanding into performance management space with integrated offerings and larger resources
  • ECONOMY: Economic uncertainty causing HR budget constraints with 37% of prospects reporting extended purchasing decisions
  • STARTUPS: Emerging AI-native HR startups capturing market attention with innovative, lower-cost solutions
  • CONSOLIDATION: Industry consolidation creating larger competitors with broader product suites and deeper resources
  • COMPLEXITY: Growing buyer confusion in crowded HR tech marketplace with 60+ vendors competing in talent management space

Key Priorities

  • ENTERPRISE: Develop enterprise-ready sales strategy, team structure, and pricing models to penetrate larger accounts
  • AI: Accelerate AI integration across platform to enhance product differentiation and create measurable customer outcomes
  • ECOSYSTEM: Expand strategic partnerships and integrations to strengthen platform position against larger competitors
  • INTERNATIONAL: Invest in international go-to-market approach to capture growing global demand for people management solutions
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Align the plan

Lattice.com Sales OKR Plan

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To transform how organizations manage and develop their people through innovative HR solutions by becoming the world's leading people success platform

ENTERPRISE DOMINANCE

Become a formidable force in enterprise HR technology

  • TEAM: Build specialized enterprise team of 25 sales professionals with 10+ industry veterans by end of Q2
  • PROCESS: Implement enterprise-specific sales methodology and playbooks resulting in 30% reduction in sales cycle
  • PRICING: Launch enterprise-ready pricing model with flexible deployment options driving 20+ deals above $250K ARR
  • ENABLEMENT: Develop and deliver enterprise readiness certification to 100% of customer-facing teams
AI ADVANTAGE

Lead HR tech innovation with meaningful AI capabilities

  • FEATURES: Launch 3 high-impact AI capabilities (performance prediction, coaching recommendations, attrition alerts)
  • ADOPTION: Achieve 40% adoption of new AI features among existing customers within 60 days of release
  • ROI: Document 15+ customer success stories with measurable ROI from AI capabilities for marketing and sales enablement
  • TALENT: Expand AI engineering team to 25 specialists through hiring and upskilling initiatives
GLOBAL EXPANSION

Capture international markets with localized approach

  • PRESENCE: Establish dedicated sales teams in 3 key international markets (UK, Germany, Australia) with local leadership
  • LOCALIZATION: Complete product localization in 5 languages with region-specific compliance capabilities
  • PIPELINE: Generate $15M in international pipeline with 40% from new logos and 60% from existing customer expansion
  • PARTNERS: Establish 10+ regional implementation partners to support international customer deployment and success
ECOSYSTEM GROWTH

Build the most powerful people platform ecosystem

  • INTEGRATIONS: Expand integration ecosystem to 150+ connections with priority focus on enterprise-grade systems
  • PARTNERSHIPS: Establish 5 strategic partnerships with complementary HR tech vendors creating bundled offerings
  • MARKETPLACE: Launch partner marketplace featuring 25+ validated solutions delivering additional customer value
  • PLATFORM: Develop open API framework enabling customers to build custom integrations and workflows
METRICS
  • Annual Recurring Revenue (ARR): $95M
  • Net Revenue Retention: 120%
  • Enterprise Deals (>$100K ARR): 75
VALUES
  • Customers First
  • Ship, Measure, Learn
  • Take Ownership
  • Uplevel Each Other
  • Enjoy the Journey
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Align the learnings

Lattice.com Sales Retrospective

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To transform how organizations manage and develop their people through innovative HR solutions by becoming the world's leading people success platform

What Went Well

  • REVENUE: Achieved 82% YoY revenue growth, exceeding target by 8 percentage points, driven by strength in mid-market segment
  • EXPANSION: Net revenue retention reached 118%, demonstrating strong customer expansion through cross-selling additional modules
  • PRODUCT: Successfully launched compensation management module with 215 customers adopting in first quarter
  • CUSTOMERS: Added 325 new logos, a 22% increase over previous quarter, with notable wins including Canva, Atlassian, and Shopify

Not So Well

  • ENTERPRISE: Struggled with enterprise deal velocity with 35% of deals pushed to future quarters due to extended decision cycles
  • EFFICIENCY: Sales efficiency declined with CAC payback period extending from 14 to 18 months as market conditions tightened
  • COMPETITION: Win rates against key competitors declined from 62% to 54%, particularly in enterprise segment opportunities
  • INTERNATIONAL: International expansion missed targets with EMEA and APAC contributing only 12% of new ARR vs. 18% target

Learnings

  • COMPLEXITY: Enterprise deals require earlier finance and legal involvement, with procurement process starting 45 days earlier on average
  • VALUE: Economic conditions demand clearer ROI articulation, with successful deals featuring quantifiable business impact metrics
  • ENGAGEMENT: Multi-threading with 5+ stakeholders increased close rates by 37% compared to single-threaded opportunities
  • ENABLEMENT: Sales teams with advanced product certification closed deals 28% faster than those with basic certification

Action Items

  • SPECIALIZATION: Create dedicated enterprise sales team with specialized roles for complex, multi-stakeholder deals
  • ENABLEMENT: Develop ROI calculator and value framework tools to articulate economic impact more effectively
  • PROCESS: Implement deal desk function to streamline complex contracting and accelerate enterprise sales cycles
  • EXPANSION: Refine account expansion playbook to increase module attachment rate from 1.8 to 2.5 per customer
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Drive AI transformation

Lattice.com Sales AI Strategy SWOT Analysis

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To transform how organizations manage and develop their people through innovative HR solutions by becoming the world's leading people success platform

Strengths

  • PLATFORM: Extensive people data across performance, engagement, goals, and development provides rich foundation for AI applications
  • ADOPTION: Strong customer adoption of existing analytics features with 78% of customers actively using reporting capabilities
  • TALENT: Growing AI engineering team with 15+ specialists experienced in ML applications for people data
  • PRIVACY: Robust data privacy framework already in place, critical for responsible AI deployment in sensitive HR data environment
  • LEADERSHIP: Executive commitment to AI innovation with 18% of R&D budget allocated to AI initiatives

Weaknesses

  • INTEGRATION: Limited integration of AI across product suite with siloed implementations rather than holistic approach
  • EXPERTISE: Shortage of specialized ML engineers with people analytics domain expertise creating development bottlenecks
  • INFRASTRUCTURE: Data architecture requires modernization to fully support advanced AI capabilities and real-time processing
  • EDUCATION: Sales and success teams lack sufficient AI knowledge to effectively position and drive adoption of AI features
  • DIFFERENTIATION: Current AI capabilities largely match competitors rather than creating distinctive competitive advantage

Opportunities

  • PERSONALIZATION: Deploy AI to deliver personalized development paths, feedback prompts, and coaching recommendations
  • PREDICTION: Develop predictive models for flight risk, performance trends, and engagement patterns to enable proactive management
  • AUTOMATION: Automate routine HR workflows (review scheduling, feedback collection, goal alignment) to increase admin efficiency
  • INSIGHTS: Surface actionable team and organizational insights from unstructured performance and engagement data
  • BENCHMARKING: Leverage anonymized cross-company data to provide industry benchmarks and best practices

Threats

  • COMPETITORS: Major HR tech rivals accelerating AI investments with Microsoft, Google, and Oracle spending 5-10x on AI R&D
  • REGULATION: Evolving AI regulation may restrict certain applications in HR/people decisions requiring compliance overhauls
  • ADOPTION: Customer hesitancy to adopt AI for sensitive people decisions with 42% expressing concerns about fairness and bias
  • EXPERTISE: Intensifying competition for AI talent driving up compensation expectations and extending hiring timelines
  • EXPECTATIONS: Risk of overpromising AI capabilities leading to customer disappointment and damaged credibility

Key Priorities

  • PRODUCT: Develop comprehensive AI roadmap integrating capabilities across the platform rather than feature-by-feature approach
  • DIFFERENTIATION: Focus AI development on high-impact use cases that create measurable ROI and competitive differentiation
  • EDUCATION: Create robust AI education program for internal teams and customers to accelerate understanding and adoption
  • TALENT: Establish dedicated AI Center of Excellence combining technical expertise with people management domain knowledge