Fred Shilmover

We have an account-based market and an account-based sales strategy.

which means that the quality of our database has to be really high.

So we have a lot of work going into that.

There's all sorts of lead routing and we use tools to do account-based scoring.

So if I look at just at Insight Squared, like the amount of sales tools we use has exploded over the years since we've been founded.

And that, I think we're early in that market.

And I made the, I don't know if the audio came through, I made the connection back to marketing technology.

I think sales is sort of five to 10 years behind marketing in this revolution that we're seeing and how sales can be done, the move from field sales to inside sales.

This consumerization of IT where software that used to be millions of dollars is now hundreds or tens of thousands of dollars and is being able, is sold over the phone or through video.

We're talking over Skype, we use Zoom, we use Chorus to do coaching and machine learning and

around the things that are being said.

So there's a lot of optimization that's happening in sales.

And I think we're early in the lifecycle of that.

Yeah, so we're over the 750 mark in terms of customers.

I'd say our sweet spot now is mid-market.

Obviously, our roots, we started in SMB, and I'm pretty passionate of rooting for the underdog.

But over time, as the power of our platform has increased, we've worked with a lot more enterprises, a lot more publicly traded companies.

Yeah, we don't share revenue numbers.

Same answer.

I think I read Ben Horowitz's Hard Thing About Hard Things a couple of years ago.