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10 results for “platform strategy”
why are they using it and getting very clear on your ICP. And the value that the product is giving to customers, the more you can expose there. And I think then there's more opportunity to, like, okay. I see this level of excitement in founders that,
48:45 / 49:51
from transcript48:45 – 49:51
How can you describe, like, the go to market systems you'd recommend for building out your internal growth engine? So talking team members, automation contracts, etcetera. And then how does that scale? So what does that look like from the kind of zer
47:55 / 49:07
from transcript47:55 – 49:07
employees. And we had high conviction on that. But when we looked at the user base of this, we were like, oh shit, these two channels, these two growth mechanisms. Yeah. We're getting some of that mid market, but there's a huge amount of these like v
33:29 / 35:04
from transcript33:29 – 35:04
have a whole quality QA team to figure out our our code. Here's where it's broken. We can fix it ourselves. So maybe the big org isn't the real target. So let's scale it down to small orgs. And what do small orgs really need? And so really getting mo
6:04 / 7:08
from transcript6:04 – 7:08
it's hard for a large core sales team to go and do that because they are selling Right. They're used to selling in a certain way. And the the current product works well, and then they they know they can sell Exactly. Other ones. And then how does it
7:21 / 8:34
from transcript7:21 – 8:34
for them, I act as a coach or adviser on how to run a sales process. Simple questions like, who's the economic buyer? Have you identified that they really have budget for this? What's their process for procurement like? And helping them think about t
5:18 / 6:22
from transcript5:18 – 6:22
I will be thoughtful about your go to market on being direct or going through partners and our reseller ecosystem. We try to do both. We had a direct team in Japan and also a reseller team. My learning from that experience is when you have a complex
17:15 / 18:24
from transcript17:15 – 18:24
I think what you're getting to is like the economics are hard when you are in that ACV and that is true, but as we added more products, as retention got better, the reps could cross sell and upsell other products like rep PPR started to increase. So
14:15 / 15:23
from transcript14:15 – 15:23
and go pro probably towards relations that need a bit more education, that need a bit more support. And that would benefit actually from either an executive salespeople, but also some solution architects. So once you get into this mid market enterpri
12:40 / 13:50
from transcript12:40 – 13:50
people sometimes need a bit more support to actually really understand what the solution is bringing them, what it's bringing to their business as well, because you will maybe start getting into zones where it's not as easy to implement because you a
11:57 / 13:05
from transcript11:57 – 13:05
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