Case Study

OpenDNS: Building An Intelligent Hiring Model Based On Reverse Waterfall Analysis

January 1st, 2018
Matt Papertsian, null
Matt Papertsian


One of the biggest challenges for rapidly growing companies is to hire the right people at the right time to scale the business and support aggressive targets. Creating a model that helps determine the requisite capacity for each revenue-generating function is vital for the achievement of revenue goals. In this case study, we describe how OpenDNS developed and implemented a sustainable hiring model that utilizes historical Demand Waterfall data to determine future capacity needs for marketing, teleprospecting, and sales.

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