Michel Feaster, Usermind CEO. (GeekWire Photo / Kevin Lisota)

After realizing that it stood a better chance selling its customer-support software as part of larger deals, rather than generating a lot of smaller deals, Usermind laid off an undisclosed number of employees last week.

A source familiar with the layoffs suggested that as many as 15 percent to 20 percent of Usermind’s workforce was affected by the move last Friday, but Usermind CEO Michel Feaster said the actual number was “materially below” those figures. The Seattle startup has changed its sales strategy over the last year or so, shifting from an organization built around high-volume low-price deals to one that chases bigger deals with longer sales cycles, Feaster said in an interview with GeekWire.

EARLIER: Seattle’s Usermind raises $23.5M as demand for its marketing tech grows

“It’s always challenging to have to lay folks off,” Feaster said. “For me, it’s very much about positioning the company for success.”

Usermind sells marketing software as a service that helps companies manage their own sales cycles, which can be a pretty complicated endeavor in the business-to-business world. At one point, Usermind thought its business model would resemble that of a company like Zendesk, which …read more

Source:: GeekWire


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