enterprise software

“In the nineties and you had to sort of top down sell your software to get in, in the first place, then you had to make some really, really key early trade offs. Like you had to actually decide where am I going to get a flywheel effect going? And you don't real…”

“If you look at the history of enterprise software and SaaS companies, you know, most companies rarely build a second product, you know, second product that's kind of as meaningful and as big and has as much potential as the first product.”

“The lesson learned there is understand early on, you know, the answer to the question, which is, how do you guys buy software? Because when you attack those, it's never about the, ah, necessarily winning the technical end of it. It's gonna be about everything …”

“Maybe everything in enterprise sometimes is four to five years later than consumer.”

“What we learned from our largest customers, Amazon being one and others is how to support massive complexity in the simplest way possible. And what we learned from some of our smaller customers is how to keep things very intuitive and user centric, but at the …”

“No matter how enterprise your app is, it should have a self-service component. Because if it does, you will be able to figure out how to get to the atomic element of this app without training, right? If you have no self-service, you can skip, you can have as m…”

“And I think this is a secular trend. So in a couple of years, I think it's going to be an absolute requirement. Like I don't want to, if your software only works on this cloud, I'm not sure I'm just going to be in this cloud.”

“The investor really likes the platform story to be told, and you can keep talking about the platform for the right audience, but that's not how customers will purchase or fund the project.”

“Enterprise software sucks as a life. You've got these extended sales cycles. It takes you so long to figure out product market fit because you don't get as many data points back.”

“I think that model is going to become increasingly, you know maybe not obsolete, but just It's gonna be increasingly outdated relative to this new you know, product-led approach”

“We thought there were five or six different categories of, you know, sales enablement. They're all now trying to get into each other's business. And buyers are starting to sharpen their pencils and say, well, we just need one of these. And I think that's gonna…”

“The consumer is just like 10 times more stressful because you don't have recurring revenue at any moment, like one single platform change. You know, can alter the entire dynamics of your business model. You're dealing with the whims and the mercy of the consum…”

“That's going to drive your CAC up because CAC is a function of growth rate in enterprise software because you're carrying unproductive slash ramping resources, right?”

“There's two ways to solve that problem. One is to have super consistent pricing, which in my experience in enterprise is very difficult. The other is to have very complicated pricing. So it's very hard for them to figure out who got the better deal.”

“In enterprise sales or enterprise software, it's not super elastic. That's the bottom line. Splunk may be one of the more elastic enterprise products than others, but you're not going to wake up one more, one day and say, oh, let's buy a bunch of Oracle today.…”

“So the whole idea is what if you can have agents across your enterprise software talk to other agents in other enterprise software And I think for all of us as an ecosystem, this is going to completely change what interoperability looks like, what the future o…”

“Think about AI is actually a change to the labor model of using the software. So what can you do in a world where you can effectively create digital workers that That can go automate anything, you know, within the confines of your software.”

“So, so we can now effectively think about our software as having labor attached to it, which for all of us building enterprise software is like a completely mind bending, you know, concept where we're no longer just limited by the number of people that we sell…”