David Schneider

Given that, how do you think about analyzing market size as an investor today? As you said, we don't see a pathway out over a billion. Gartner specializes in market sizing. How much focus do you put on market size today when investing?

How important is market timing for you when investing? You mentioned there the speed to IPO and what you wanted to do. You have to hit the market just at the right time for that to be possible. For you investing today, how do you think about that?

How important is market timing for you when investing? You mentioned there the speed to IPO and what you wanted to do. You have to hit the market just at the right time for that to be possible. For you investing today, how do you think about that?

How important is market timing for you when investing? You mentioned there the speed to IPO and what you wanted to do. You have to hit the market just at the right time for that to be possible. For you investing today, how do you think about that?

I think as Marc Andreessen says, there's no such thing as a bad idea, only a bad time.

I think as Marc Andreessen says, there's no such thing as a bad idea, only a bad time.

I think as Marc Andreessen says, there's no such thing as a bad idea, only a bad time.

Does being a sales leader help you on your referencing for companies? Because you are, as a sales leader, probably the most attuned to people, to listening, to knowing what question to ask. It's a real art form. Does being a sales leader help you do the best diligence and reference process?

Does being a sales leader help you on your referencing for companies? Because you are, as a sales leader, probably the most attuned to people, to listening, to knowing what question to ask. It's a real art form. Does being a sales leader help you do the best diligence and reference process?

Does being a sales leader help you on your referencing for companies? Because you are, as a sales leader, probably the most attuned to people, to listening, to knowing what question to ask. It's a real art form. Does being a sales leader help you do the best diligence and reference process?

And being comfortable with silence. It's one of the most important skills I think you learn as an interviewer. I suggest everyone always interviews. I think you become a better husband or wife, a better friend. But being able to ask a question and sit in silence can be quite awkward. But most often magic leads after the silence.

And being comfortable with silence. It's one of the most important skills I think you learn as an interviewer. I suggest everyone always interviews. I think you become a better husband or wife, a better friend. But being able to ask a question and sit in silence can be quite awkward. But most often magic leads after the silence.

And being comfortable with silence. It's one of the most important skills I think you learn as an interviewer. I suggest everyone always interviews. I think you become a better husband or wife, a better friend. But being able to ask a question and sit in silence can be quite awkward. But most often magic leads after the silence.

So I am going to push you a little bit. What's a big mistake that you made with ServiceNow when you think about the mistakes made in that journey? I know it's all up and to the right. I know the numbers show that, but everyone makes mistakes.

So I am going to push you a little bit. What's a big mistake that you made with ServiceNow when you think about the mistakes made in that journey? I know it's all up and to the right. I know the numbers show that, but everyone makes mistakes.

So I am going to push you a little bit. What's a big mistake that you made with ServiceNow when you think about the mistakes made in that journey? I know it's all up and to the right. I know the numbers show that, but everyone makes mistakes.

One of the biggest mistakes I see founders make that we invest in today is they want to expand customer segment too soon. They want to expand into Enterprise too soon. They want to expand into SMB from Enterprise too soon. And I always say, it is so much deeper and richer than you think. And we've only penetrated 1% of it. Let's absolutely double down where our strength is.

One of the biggest mistakes I see founders make that we invest in today is they want to expand customer segment too soon. They want to expand into Enterprise too soon. They want to expand into SMB from Enterprise too soon. And I always say, it is so much deeper and richer than you think. And we've only penetrated 1% of it. Let's absolutely double down where our strength is.

One of the biggest mistakes I see founders make that we invest in today is they want to expand customer segment too soon. They want to expand into Enterprise too soon. They want to expand into SMB from Enterprise too soon. And I always say, it is so much deeper and richer than you think. And we've only penetrated 1% of it. Let's absolutely double down where our strength is.

How do you think about when is the right time to expand customer segmentation? And when is the right time to say, no, we're going to focus?