UserTesting

“The good news is, is that, ah, that's a requirement for selling into these companies, and it becomes a competitive differentiator After you've invested that time in it, so the other little startups are coming along, they, they're gonna have to go through that …”

“When we think about, you know, that issue of large startups wanting you to do special things that maybe weren't on your roadmap, whatever we've been pretty disciplined about that, and the policy is, if it's something that's pretty close to something that was, …”

“When we're selling to an SMB, it's very transactional. It's about demoing the tool and demonstrating utility. When you're selling upmarket, you are you have a selling process where you want to slow things down and go through a process of discovery.”

“Get to a kind of a level of trust where, ah, we could put out that, ah, roadmap and understand that, you know, some of the things that are further out aren't gonna happen. It's gonna change and, ah, believe that customers are gonna understand that. They're not…”

“I think one of the last one that we did was secure prototype hosting, because the, this company that we were dealing with Envision's hosting did not meet their security requirements. Uh-oh. And we did. So they now test all Envision through user testing.”

“We still have a 49 dollar pay-as-you-go offering, which creates price anchoring problems for the sales group, and we continue to look at how we can evolve that. So that, you know, there's, that's less of an issue, but it's always been a great source of leads f…”

“It's not untypical for a salesperson selling a large six-figure deal to never show the product. To the executive they're selling to.”

“If you're gonna start down market and move up market, you need to have the product maturity to justify the pricing difference, and pricing becomes a challenge. You need a value metric that scales”

“Enterprise is, you know, the fastest growing part of our business in terms of revenue, not in terms of customers”

“The reality still stands that you kind of have to do a lot of in-person selling if you're going to be selling six-figure deals into large companies and you're hiring, ah, you know, a more experienced rep who has the sophistication to, ah, ask the right questio…”