Jeff Lash

Like, let's get to here.

Do we have enough confidence to get us that first step?

And then enough confidence that that first step will be good enough for our clients, our customers.

And then you plan to iterate it after that.

All right.

For everyone who's listening, I hope you just... Jeff is after my own heart here.

So I hope you understood what he said just there.

If you're starting a new big project, a new initiative, something that is not in the market yet, get research done on it as early as possible.

You definitely want to stop working on something that doesn't make sense to customers.

They don't want it.

They don't care about it.

It's

Do that as early as possible.

So I loved hearing you say that.

And since that was sort of almost like a grand statement, I'm going to ask you to sort of exude your inner oracle for the moment as people are going to really need help with this one.

And this is a bit of conflict resolution internal at orgs, which is –

It's not, I don't want to say ever present, but usually it is.

Let's say you're getting feedback from sales or support or one of these other channels, and it conflicts with what you're hearing directly from customers when you do your own research.

How do you help teams sort of reconcile the differences without sort of eroding trust or breaking down relationships in your organization?

I'll pause here and give you my Oracle, do my best to channel it.