Edward Kandel

This is unclear.

This makes teams less effective, less able to hit their win rate targets, revenue targets.

So that's the goal of the community.

On the focal side, it was really three things.

Teams share, they're often wasting time on bad fit deals.

And this is because AEs bring us in with minimal notes, if any, and link to that

The knowledge of what makes a good deal and a bad deal, what our product can and can't do, what are the workarounds, what helped us win similar deals, that's all siloed in people's heads.

Maybe there's a notion or a confluence which has some bits of it, but it's often out of date.

And so that means, one, that there are deals which we waste time on in pipeline, which actually we should be qualifying earlier, or deals that we could be winning, but actually we don't because I am an SE on a team.

Jessica had a deal two months ago that were very similar.

They won with this case study and the solution.

I have no idea that's there, so I don't leverage it.

So there's kind of the bad fit deals, the silos, and both of those come together.

Because none of that is being tracked in one place, because most SE teams in the community are across Salesforce, Gong, Slack, Notion, Calendar, maybe Ajira, that isn't being brought into one place where you can go, what is the impact we're actually driving?

And as a result, as you say, when you go look at why should we have another member of our team for the account execs, it's very easy.

You go,

Whereas for solutions, too often it becomes a cost-centered discussion of, we are busy and doing this many demos because this is what we can track or this is the deals we're associated to.

And it leads to discussions of, hey, why don't you guys just do more demos per person, etc.

And so those are the kind of problem statements.

And we really dived in.