Edward Kandel

We looked at, hey, is there stuff we can recommend?

We already recommend, for example, a bunch of RFP tools to community members, a bunch of stuff we love out there.

But there was nothing here for that OS approach.

And so that is what Focal is.

Focal is that operating system for a team that ensures every deal they're working

And if it isn't a good fit deal, should we either be disqualifying it or is that information we have from elsewhere to turn it into a good fit deal?

That knowledge that's in everyone's heads gets captured and surfaced.

So we cut ramp time.

And then the final one is because that's all in one place, for the first time, you can really start to prove the impact of this would be the impact on pipeline of having an extra team member.

So it's really focused on how do we help teams hit those revenue targets, but also build that trust internally.

We always have the answers.

Everything we're working on is winnable and deliverable.

And if you invest in us, this will be the outcome you get.

So that's kind of how we think about the two problem areas.

So we think about it in terms of times of the day where we want Focal to add value.

So the short answer is both.

So for a leader where we see with teams like Remote and GoCardless who've onboarded and others, we want to be the most helpful place for every one-to-one and every forecast meeting, where rather than the hours of detective work they're doing trying to find answers, they get the information exactly what they need, what deals are good, what deals are about to go wrong, what deals have scoping gaps in them, etc.

What have we learned from other deals that influence this?

So leaders use us for that.

And ICs use us mainly around calls before a call to go, hey, by the way, watch out, there are these risks.