Girish

And the mistake to do when you're trying to move up market is to believe that everything that's true in your SMB segment is going to be hold true over here.

You need to look at this as a net new thing, and you need to start fresh.

And then you need to do this as seriously and as rigorously as it requires.

So that's the first step.

You need to know where you're going, else you're going to fall short of gas somewhere on the way, and you don't want to be there.

Right.

Having figured out where you're going, now you need to make sure that you can prep your car so that you reach where you're going.

And you need to translate that into actual items that you can execute.

So far, this is an exercise that is extremely founder-centric.

Maybe one or two people in your company are doing a lot of these conversations.

Now you need to translate it to actual things that will help you actually penetrate that market and get into the market.

The most important thing to realize and the difference that happens as you're moving from an SMB segment to an upmarket segment is that as you move more upmarket, you're talking to people that are more risk averse.

Trust and confidence is the most important thing that you have to teach yourself and your organization is about how you build that is the most important thing that you need to teach your organization.

Everything that's listed out here is ways of actually building that trust and confidence.

And I'll talk a little bit more specifically about this.

But the thing to understand is that

as you move mid-market and enterprise, the way your customer looks at you is that they're trying to build a long-term relationship and they need certain amount of trust, certain amount of confidence to be able to work with you.

And your job is to build assets inside of your company so that you can actually give this to them.

Right, so the first thing that I usually...

says that put yourself in the shoes of your customer, right?