enterprise software

“Then only after the purchase would some usage occur. And then you constantly battle utilization issues because you sell as much as possible to the entire organization. And then you have to catch up to that contract value in order to get the most value out of i…”

“I think if you have a long sales cycle or a high price point where there has to be many, many, many touch points in order to get somebody to decide to buy, I'm not sure that community should be the number one thing that you invest in.”

“By playing in the mid market, it means our revenue is distributed more evenly across our entire install base, which means that there's no single customer who can hold us hostage really. But what that does is, you know, with great power comes great responsibili…”

“In software, there's what I call reverse gravity. Over time, the market will always pull you up, right? Because what ends up happening is that smart founders and smart management teams will look at the numbers and say, oh, well, as it turns out, our bigger cus…”

“Likely LLMs will improve, like we'll probably be able to create better and better blue. So all sorts of software systems can talk to each other. And so again, very broad idea, but yeah, I think we'll see a lot of very successful companies where that's the kern…”

“Look, you guys, yes, it's tough to be a startup right now, early stage company. There's a lot of risks there, but who's offering more choices, them or you guys? You guys have a partner ecosystem. You have like, 20 different cloud products. You've bought like s…”

“It's like, yeah, we're not going to get into the enterprise, you know, main software development pipeline, but we want to empower everyone to be able to build software.”

“What buyers care about is, is this going to make their team more effective, right? That's the reason that they're making this buying decision in the first place is that they're like, well, you know, the current situation we're in, and especially with larger co…”

“Enterprise software is Overfit to the sales process which is that it wins the RFPs because it has every feature ever, or at least a way of putting a checkbox next to every RFP line ever, but they don't, they're not good, right? Like, it's a great, an RFP is a …”

“So I know people aren't going to tear out SAP and replace it with X, Y, Z. Maybe in five, in like three, five, 10 years, yes, that whole estate will look radically different. And all those jobs will have changed, but it will take, you know, two, three, four, f…”

“Enterprise software sales cycle is like, 18 months if you're lucky. You know, this is always a problem. The enterprise sales cycle is shorter than the venture backed startup funding cycle. Longer, longer, rather longer. Like it takes you longer to get an enter…”

“Now, if you need something a bit more integrated and it, and it's a far more technical solution, what I'd highly recommend is do it for a month or two months, charge them for it, and then use that, that fee that you charge them for and credit it back to them i…”