Girish

What is it that you're going to do if something breaks?

Is there a phone I can pick up and call?

Are you going to give me some SLAs?

So they need some guarantees, they need visibility, and they need control around your application.

And you need to be able to speak their language as you move up market.

This is crucial.

Otherwise, you seem like you're a fish out of water.

This doesn't make sense to them.

The last thing that I'd say is that you need to put all of these things together into a package that's coherent, that's cohesive.

And that means putting together these things about, think deeply about how exactly do you reach your customer?

What is it that they need in order to actually make sense of this whole thing as a package?

That means stuff like case studies.

They need sales collateral.

You need to arm your salespeople with the ammunition that they need to be able to put these things together and make a consistent story to your customers.

That usually means I've typically seen the specific way to make this work is to separate out your sales team that goes off market versus the sales team that actually serves SMB because that allows you to learn and iterate and train them differently because otherwise there's a lot of

stuff that doesn't translate quite well.

So the simplest thing that you can do is to separate the two teams, and you need to make sure that this is working the way you expect it to be.

Right.

The part three that I'm going to talk about is this is a place where until now, you as a founder were closely involved.

You were doing everything that's required.