Summary
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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