Government software expansion is driven by product capabilities, not user licenses
Shyam Sankar · Shyam Sankar: The Broken Incentive Structure of How Governments Buy Defence | E1104 · 20VC with Harry Stebbings · Jan 17, 2024 · at 14:27
Shyam Sankar is the CTO of Palantir Technologies. He contrasts Palantir's defense contracting growth strategy with commercial software-as-a-service expansion.
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“The first is that the land and expand doesn't work the way it does for commercial SaaS companies. What you're not trying to do is it very much is about expanding the product surface area. So as opposed to the license surface area, or I'm trying to get more users. I'm trying to, so it's not sales driven expansion. It's actually product driven expansion.”
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