Liu: Building vertical edges on horizontal software enables repeatable enterprise sales
Howie Liu · Scaling for the Enterprise: Top 5 Lessons on the Upmarket Journey with @AirtableApp CEO Howie Liu · Dec 20, 2022 · at 14:09
Airtable CEO Howie Liu explains why horizontal platforms should package dedicated vertical solutions for specific customer use cases to focus go-to-market efforts.
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“Creating vertical edges on top of a horizontal platform has given us this much sharper focus. And we, you know, we've seen the results you know, speak for themselves, like being able to much more easily sell into the same use case, same buyer type again and again and again and make sure that our product is actually delivering on those needs. It's just a much easier way to execute than trying to be all things to all people.”
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