Chris at Blackthorn.io

So we just combined it into one, and then we sold it as a story rather than as a feature, which was another big problem of founders, that they're technical.

They just focus on the feature, not really the benefit.

So then within Hired and Nonprofit, we then started to tell the story about how you need events and payments and messaging.

So we painted this vision for them about how they can go down this road to buy all of our products into this platform that people really want to then be able to use.

You can buy from one vendor to get all this stuff instead of going to all these different places.

We're launching a storefront app next month, which focuses on continuing an executive education as sort of like a Shopify for Salesforce.

That idea only came out of listening to customers.

We didn't magically come up with this idea.

It just came from them.

And we have just crazy demand for this thing.

So some key takeaways.

We have about 630 customers.

We've processed about $3 billion through the app.

And we sent 31 million SMS messages, which Twilio is the underlying technology here.

And some big things I never really understood.

It is far better to make a decision rather than making no decision.

If you get stuck making no decision about what you want to do, it is way worse than making a wrong decision.

Kill your weak product lines.

Kyle Porter of SalesLoft did some LinkedIn post about having a line that was making six to seven million ARR a year.

And that's like a lot of people's businesses.