pipeline

“But I do think it's very important for sellers to create Some of their own pipeline. They're not fully responsible for it, but they have to have skin in the game on creating pipeline.”

“And what I realized is that this individual lacked the skills to go build pipeline. He just didn't know how to do it. He was a relationship seller, a competent guy, a hardworking guy, but the skills to actually go and call a stranger and deliver a value prop a…”

“Compute is the easiest knob because it just keeps getting better and better and better every year. And if I write enough you know, if I write a check for enough money and I'm willing to wait a little while, I'm going to get more compute. It's the most predicta…”