Chris Brisson

And through that, you have SMB, you have mid-market, you have enterprise.

And so what they built is essentially their sort of flywheel version of that.

And so, hey, we're gonna go on the marketing hub, we're gonna go on Starter.

Starter is SMB, what do they need

From a product perspective, what do we need to create to drive that traffic?

What do we need from a sales process?

So all these quadrants expand into the entire organization.

And so we can start to model like, hey, we're going to go deep on the marketing hub.

We're great in SMB.

Let's move into mid-market.

And then over time, we can build out to enterprise.

But you have to have product market fit to then get to go-to market fit to then get to growth and moat and scale.

And so we're not going to go to enterprise because we can't win deals.

Why?

We don't have SOC 2 and all these other things that they require to even be in part of the deal.

So what we call is the platform game.

This is a very basic version of it.

But what we do is go, hey, what's our vision for the future?

What products do we need to create?

And then from a high level, how can we work backwards and really get to a line item of here is exactly what we're going to build.