James Davies

Just so I could see the inner workings of what was working, what wasn't, and what needed to be done for a leadership position there.

And then after a couple months went by, we had some successes.

I was able to bring in someone to run the growth function of our organization.

I would say that was MVP number one, is really getting a solid growth organization off the ground after being such an engineering-led company for so long.

Another challenge, though, is that our product is quite generic.

It's really, you can think of it as almost a framework for building really robust user experiences and workflows, but it's more of a toolkit.

And so for the technical people in the audience, that's actually a neat thing.

Like a lot of times you don't want a pre-canned solution.

You want to build exactly what you want.

But it introduced a time to value problem within our sales cycles and within our customers.

And so we decided to do really the MVP that I'm talking about now is a starter effectively on our platform that's got a whole bunch of pre-built stuff that gives our customers a leg up and increases time to value.

And so we had our success team and our engineering team put a lot of effort into just making it much easier to onboard a new builder into our platform and give them the tools that they need to explore.

And then they could take that and go off on their own.

And that's drastically reduced the time to value for our customers.

It's helped us with documentation and training as well.

Just having a reference implementation that we could refer to and then start customers from.

It's an interesting question because we're in the middle of figuring that out right now.

So we've got that baseline in place.

We're in an interesting market in that we're not your traditional SaaS company where it's $29 a month, you put your credit card in and go.

We sell to the