CIO

“The edge that they had was eventually the route to the CIO, the CTO to then just, all right, let's just Deploy this across the whole organization. That path is very short. Whereas for many PLG companies like us on the distance was really long.”

“And so our team is really good at politely declining to engage, right? Not just because the use case doesn't fit or it's not ICP, but we qualify the champion out, even if it's a CIO.”

“There's less of an emphasis on end user experience, I think in the enterprise space, because once you're kind of over the line where the CIO says, okay, that's on the checklist of things that your software does, anything above that doesn't really matter very m…”

“There has to be top-down alignment. That's what we found, is that there has to be alignment from senior leaders that this has to be done. Because as you get into larger organizations, the actual folks doing the implementation, it can be a very large team. And …”