Amin

you hit the wall and you would think that the market is the problem.

And a lot of times, I bet that the market itself is not the problem, but our approach to the market is usually the problem.

The way that you can sell to an SMB is different than enterprise.

What they need is different, how they buy is different, how they find you is different.

So it's very important to take that opportunity to detour and to change your approach on how you sell to them.

So let's talk about bridging the gap.

And basically, the mantra here is that you don't have to reinvent the wheel.

We just need to adapt those tactics.

Enterprise, there's a lot of literature out there.

Enterprise SaaS has been honing their tactics and strategies over the years.

There's a lot there to learn and we should do that.

We should pick up those pieces.

But when it comes to deploying them, you need to adapt those tactics and not just adopt them.

We've done that with a bunch of tactics from enterprise early years.

We adopted them and they didn't work.

I mean, just put them aside.

Outbound doesn't work for SMB, put them aside.

Then we had to come back to it a few years later, figure out why doesn't it work, and figure out the formula, and then go from there to actually adapt it to our business, to the SMB market that we are going after, and really make it work.

The last thing here is about diversification.

For SMB SaaS to really success,