Edward Kandel

Here are the remaining scoping gaps on this deal for that deal specifically.

But also here's some knowledge.

This objection is likely to come up.

What is a good answer from someone else on the team?

And the idea is everything is delivered in the place where people work.

So everyone's getting these Slack nudges, but also there's a UI they can go to chat with, engage with, see it all in more detail.

So the idea is it is that one place the team works, we're cutting out hours of admin and giving them far better intelligence to be able to be more effective to increase the impact they're having.

Yeah, and fully agreed on SE attached.

Like it is for most teams, the most and only accessible data point, as you say, but exactly agreed on the problems.

Like you also get CROs we hear going, can you compare these two data sets?

You know, the deals you worked on didn't work on.

You know, often are you picking the higher quality deals to work on?

So it's not a fair comparison.

Yeah.

And then also when people use it for headcount, you get the diminishing returns argument back.

right well oh well if every new deal you work on is that going to be the same quality as the deals you worked on before or am i going to get diminishing return on this investment so fully agreed on the issues but again it comes back to the fact of because ultimately you need something which is connecting inputs to output the only place se teams can do that today is in salesforce and salesforce doesn't capture what we're doing or our activities so as you say that makes sense but um

I think the way we think about it philosophically, after diving into this in every city, many meetups,

is obviously one, you need to meet the executives, where the executives are, what do they care about.

Ultimately, it is revenue close, but also for usage-based teams, it is go live success and on time.

So everything needs to be benchmarked to the impact we're doing on that.