For this edition, Golub Capital's Peter Fair interviewed Ian Charles, Chief Financial Officer of Host Analytics, Inc.
Hi Peter, thanks for having me. Heading into the second half of 2017, we see customers requiring a higher degree of diligence in the financial stability of any vendor partnership they enter into. However, we also continue to see customers voting with their wallet and not turning to solution providers simply because of price. There is a growing focus on not only finding a solution to current business problems, but also a solution that scales with those issues that arise in the future. This has become an added requirement for a vendor.
The recent volatility has shaken out some of the weaker players. This has resulted in additional pressure to perform in secondary metrics that include net revenue retention, LTV, growth efficiency index, etc. It’s no longer about top line growth, it’s about the true underlying long term value of that growth and the profitable sustainability.
We are constantly advancing our thoughts and progress towards new features and products that are mission critical to the finance function within Enterprise Performance Management. Our efforts include expanding go-to-market partnerships with companies like Workiva and Sage in addition to the expansion of channel partnerships with Deloitte, Accenture and RSM.
One. Hire the best people who can execute, execute, execute. Two. Don’t think about the current quarter—let your team handle that. Think about where you want to be next year.