2 clips
TThe PMF Show
Didi Gurfinkel explains a key user psychology insight: finance professionals embrace Excel as part of their identity and skillset, while other departments view it as a necessary evil they'd rather replace. This creates a unique challenge for B2B SaaS companies trying to displace Excel in enterprise workflows.
Datarails founder explains the psychology behind why finance professionals cling to Excel despite wanting to replace it - it's tied to their professional identity and skills. He reveals how understanding this user psychology led them to focus on FP&A as their primary use case, since it involves the classic consolidation workflow that finance teams need to do monthly.