Salesforce

“Salesforce itself is almost like the Berkshire Hathaway of SaaS, if you will. Like, they are a conglomerate that has many different product lines. So they definitely have a single voice as a corporation or an umbrella brand, but all their products kind of live…”

“They approach marketing in an iterative prototype driven way, the way that we've always approached products.”

“In some ways, to your point, that kind of premise, if you will, of the acquisition was, if you can take the company that pound for pound is probably the absolute best at enterprise sales and marketing in the world, as in Salesforce, and you can take the compan…”

“77 of the Fortune 100 use Slack, and probably a hundred of them are Salesforce customers.”

“My gut says we should do A, somebody else thinks we should do B, and it turns out poorly. There are plenty of times we said I should do A, and it turns out poorly. I don't remember any of them. The ones I remember are like these deep existential, my intuition …”

“The thing that actually helps Salesforce win. It's not necessarily that the product is amazing. It's that they have this incredible distribution engine that is really difficult to compete against.”

“This is something that I see a lot of PLG companies get wrong, which is they confuse segments and motions. If you take a step back, traditionally enterprise companies are set up and they are split by segments, SMB, mid-market enterprise, right? And of course y…”

“I think a lot of companies are trying to be like the better version of Jira. To me, that's like being the better version of Salesforce. It's going to be really hard to do and replace.”

“We got to build things from the ground up with our Salesforce instance using reverse ETL and all these products that were kind of merging in that time, 2018, 2019, so that we could actually pipe product data into Salesforce. So as we started building the buzz,…”

“I think a lot of founders overcomplicate things, trying to think, think of someone that worked at a big name company, say Google, Salesforce, whatever it may be, and not really someone who has the right experience, whether it's working in the industry and kind…”

“Part of our vision was also that we're not trying to find a single data point for a single industry. We're actually trying to build a platform and, you know, thinking about what did a company like Salesforce do for sales teams and for customer data? In the ear…”

“And I think what large enterprises want to do is not adapt their process to your software, but adapt your software to their business process. And these large enterprise software platforms like Workday and Salesforce and ServiceNow, they're very good at that. T…”

“AI gives them a chance to compete both on simplicity and user experience and also configurability because you're using AI to set these configurations or maybe achieve value propositions that these other platforms just can't touch.”

“I think in many ways, what the forward deployed engineer role has actually replaced are the implementation consultants for large organizations, large companies like Workday and ServiceNow and Salesforce that are customizing that software to meet these organiza…”

“Most enterprise software. This is my learning is you can put into three buckets in terms of sales experience. One is business applications, CRM and all that. And they're like very good salespeople who are very well-trained to do that. Like, you know, they work…”

“CRM is Salesforce is water to the sales team. That's not selling. You don't know how to sell. You know how to do a deal. It's order taking. And so that's what the LLMs are doing right now. They're order taking. At some point, if you build a world-class organiz…”