Harry Stebbings

Do they have to bring a certain amount of pipe or promises to get a certain amount of allocation?

I totally agree.

I totally agree.

I think the other thing that you also get is like a public market messaging story, which is like we're closely partnered with Eleven Labs, a pioneer in the industry, and four large telecoms providers wherever you are around the world, or whatever enterprise you are, that helps a lot.

I think the other thing that you also get is like a public market messaging story, which is like we're closely partnered with Eleven Labs, a pioneer in the industry, and four large telecoms providers wherever you are around the world, or whatever enterprise you are, that helps a lot.

What are the biggest mistakes that you think people make with partner ecosystems?

What are the biggest mistakes that you think people make with partner ecosystems?

I think people think of them as like a silver bullet.

I think people think of them as like a silver bullet.

Oh, we'll have a partner.

Oh, we'll have a partner.

How do you think about the justification of rep time across account?

How do you think about the justification of rep time across account?

And what I mean by that specifically is like any company that's very large could spend a large amount of money.

And what I mean by that specifically is like any company that's very large could spend a large amount of money.

And with PLG, everyone tends to start small and then the hope is they expand much bigger and bigger and bigger.

And with PLG, everyone tends to start small and then the hope is they expand much bigger and bigger and bigger.

How do you think about what ACV is large enough for reps to spend significant time on trying to get it?

How do you think about what ACV is large enough for reps to spend significant time on trying to get it?

Are you ready for a weird one?