Godard Abel

When you say like, oh, I'm gonna have a lot more features than all the incumbents.

And I think now the more companies we build, they try to make them as narrow as possible.

Like just start with one thing and do that better than anyone else.

And I kinda learned that the hard way.

And I think then once we started growing, I think what Matt and I learned, how do we make this thing scalable?

And I think learned a lot there from Salesforce.

There's Dave Rudnitsky.

He kind of was famous.

He published their original sales playbook.

But I think having a playbook

Because once it went beyond Matt and I, we started hiring tens, hundreds of reps.

We're like, hey, we have to have a playbook.

And so that's still something we do today.

And it kind of was something probably I also wish I'd always done earlier, like start investing in enablement, start investing in process.

So as you start to get to tens, hundreds of reps, you have a playbook.

But I think don't get too rote.

Because I think the best selling is still an art form, and I love selling.

But I think being able to audible.

You want a process, you want a plan, but then you got to feel the vibe and go with it.

The other thing we learned, especially from Mark Benioff, is acquisitions are a good way to accelerate.