Jesse Zhang

You have to target it based on what that person owns.

If that person is very senior, you can ask them about multiple.

So if you talk to like a COO, for example, you can talk about a bunch of different use cases.

That gives you some signal too.

And then if you're talking to more of like a VP of a certain area, you're probably focusing on one use case.

So, yeah, let's say we get into the call and you start by just doing very high level discovery, like, hey, what are the sorts of projects that are ongoing right now?

How do you spend your time?

What is kind of like stressful for you right now, et cetera.

And then you can kind of get a sense for the types of use cases.

And then very quickly, you can just form hypotheses like literally on the fly of like, OK, what would a product be that makes sense here?

And so then you're kind of explaining like, OK, yeah.

So what if something like an agent could do X, Y, Z?

Would that be helpful?

And most likely they will say yes, because there's this thing that happens where if someone's on a call with you, they almost feel like they owe you like a positive that you can take away.

So they're like, oh yeah, yeah, that'd be great.

Now you've kind of solidified at least the potential product ideas.

They might adjust it a little bit.

They'll be like, yeah, no, actually no, it should work like this and so on.

I remember we talked to a lot of ops leaders like Matt McGinnis from Rippling is like a great friend of Decagon and telling us about all the different things that happen on his team because there's like so many.

And similar with other ops leaders, we would talk to, it was kind of a range of companies as well, people like Oura Ring and so on.