Gassner: Veeva's initial prospective customers rejected the idea but later all bought
Peter Gassner · Capital-Efficient Growth (with Zoom CEO Eric Yuan & Veeva CEO Peter Gassner) · Acquired · May 19, 2022 · at 16:56
Veeva Systems CEO Peter Gassner discusses early customer discovery and reading customer sentiment with Acquired hosts Ben Gilbert and David Rosenthal.
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“I talked to three or four potential customers for our first product, and they all said, we don't need that. You know, that's not interesting. It's not a good thing to do, but I wasn't listening for that. I was listening. Are they emotionally attached to where they're getting their product now? Are they emotionally attached to those people? Do I feel like they're getting Value out of that thing. And I could tell in their responses that they weren't attached and they weren't getting value. So yeah, all four customers said it's a bad idea. They're all customers now, though.”
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