Eric Boduch

It's like a tie in baseball.

You don't want a tie.

You've got to win, right?

And so we sat down and really put a lot of emphasis on product marketing.

specifically around how do we differentiate ourselves in ways that are meaningful to our companies, our customers.

We put a bunch of time in that in a really succinct period, and it was all about, in our case, marrying analytics and guides.

Because we're losing the WalkMe because they had some more advanced guide functionality like branching and blah, blah, blah that they're pushing.

And so we looked at it and said, well, we can't fix some of the product areas that our customers arguably needed.

I would say probably didn't, but WalkMe is doing a good job selling that.

But what we can do is play into our strengths.

So we started looking at it and saying, WalkMe has got no real analytics.

Combining guidance and analytics is essential because if you're going to show someone a guide in your product, right?

You want to target it to people based upon their behavior.

There's no point in showing the guide to everyone, because if you don't know who I am and what my behavior is, guide's going to be misapplied.

So we were like, there's no way you should provide guides, like onboarding guides, if you don't understand the analytics in the background.

And we built this whole story around why that was super important.

Didn't have to call WalkMeOut, didn't have to mention any of it, but just said that if you're putting in guides for onboarding, for learning, for technical support, for triage of service calls into your app,

You're going to want analytics.

You're going to want to understand if you're targeting the right guy to the right person.

And just that messaging and that positioning and that sales training caused those results, right?