HM
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Hamish describes going through a period of anxiety and then clarity. Order Editing will finish the year doing about two and a half in ARR — roughly 3x on last year — and he was freaking out about how to go from 2.5 to 7.5 in 12 months, calling it actually insane.
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The math drove the clarity: even at a 50% close rate without changing the ACV they'd have to pitch around 2,000 people next year — eight deals a day — and it could be 3,000 deals to acquire in the pretty small market of the Shopify ecosystem. So the strategy update became about building a product team to make room for ideas, and a strong account-management and client-management layer so it's easy, fast and efficient to sell more products to existing customers.