Alex Wiltschko

And we did that.

And like, we're still doing that.

We have like a bunch of the Fortune 500, like running really critical operations on Airtable, whether it's like content production at a big media company or like, you know, like fund operations at a company like, you know, like financial services company.

So these are like the like, almost like modern ERP experiences

It was a little of both.

I mean, I think it's a different muscle.

I think Rolodex selling is, even at that time, not that effective.

I think just knowing somebody at a big company, even if you're very senior and they're very senior, doesn't actually help that much.

We've had some reps come in.

They've had a decade-long relationship with the CMO of XYZ Company.

And I think that gets you a phone call.

It gets you a meeting.

But ultimately, buyers are wising up.

They have been for quite some time where it's not just like,

oh, I know this guy I'm going to like, or gal, I'm going to buy this product from them.

You actually have to show them why this is going to help them in their job and help the company.

And so I think it became much more about transitioning from like, oh, people can just use it on their own, and they'll figure it out on their own,

to like starting to do more of a consultative sale, like come in and say like, okay, how can we solve like a really big problem for you?

And maybe like for one company, it's like, how do I consolidate like my end to end operations for like how we do all of our brand planning, launching new products, all that.

And that's kind of like, it's like one part consulting one part, like just thinking about like a big enterprise scale solution.