Jeff Steiner

It's a way better way to do things.

Now, that's especially critical to do this sort of thing with a database customer because of the complete suite that we've got.

If you look across the whole portfolio...

I would bet 10% of it is specifically relevant to a given database customer situation.

So if you just launch right into a discussion about flex clones, you've got a one in 10 chance that they actually care.

If you take the time to learn about what the requirements are, then you'll avoid boring them with something that they don't need to know.

You still have to ask a ton of questions because you'll uncover problems that they didn't know they had.

But you've got to go through that information gathering phase first.