enterprise software

“Our first, like our first iteration of our first customers, they were contracts with deposits, but the balance was due on delivery of the product, which is when you're selling into, you know, mid market enterprise, that's super high risk because the definition…”

“The challenge is like when you're an everybody tool and you don't have enterprise in your blood it's a different way of being, right? Like you're doing sales driven motion... And if your company culture is a certain way, it's not easy to change your company cy…”

“So this first one, you can kind of easily build up in the early stages with a customer. If they spend enough time with you could say, this is what's happening today. Here's exactly what you're going to do in the future. I can build a case off of cost savings. …”

“There's two things that you can't have at the same time. You can have a fast decision time, or you can have very high stickiness. You can't have both, because enterprises are very aware of the risk of the vendor looking, and so the more critical you are to an …”

“The other kind of journey is I think when there's a new area of technology that's a vacuum, and then people have no idea what to buy, but they're trying to buy something... It's sort of a race. To what becomes the industry standard. And the way to win there is…”

“That's a huge one by the time to value, I think is an underrated, underappreciated concept just in general, like less value, but in less time, you know, a lot of times beats massive value in a very long time because you don't get there.”

“What I found with my last company is sometimes it was like the junior person who's like day to day deep in the weeds. We did really well with, and then actually when we like skipped one or two levels and went to the top, they also really loved what we were doi…”

“If you are establishing a 10 year relationship with a vendor in your mind, You want someone that you trust is going to operate well into the future.”