Discover/The PMF Show/He failed for 5 years. Then hit $20M ARR...

Finance people love Excel, everyone else calls it the second-best tool for everything

The PMF Show · He failed for 5 years. Then hit $20M ARR with 100%...

“The second this is always the second best tool.”

15:08 / 15:47

that the reaction for finance people, today, it looks like almost obvious, but for us, it was pretty new that finance people, they have different relationship with Excel. If you speak with the the CIO of the company, you speak with the the the the business the typically business user, they use Excel. But their

their dream is to get rid of Excel. Right? Yeah. They don't love Excel. They don't live in Excel. Yeah. Yeah.

Yeah. They you know what? They call in Microsoft, they call Excel the second best option for anything. The second this is always the second best tool. And so when you go outside of the finance department,

About this clip

Datarails founder reveals a key customer insight that shaped their product strategy: while finance professionals have a deep relationship with Excel and live in it daily, other business users view Excel as merely 'the second best option for anything' and dream of replacing it. This realization helped them understand different user personas and their varying relationships with spreadsheet tools.

Why this clip

This clip captures a counterintuitive customer discovery insight that likely influenced a B2B SaaS company's entire positioning and go-to-market strategy.

15:08 - 15:4739smarket insight

customer-insights user-personas excel-alternatives

LinkedIn X

What they said next

From 100k ARR to discovering the one feature customers actually loved

14:17 - 41s · founder story

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