Massimo

Third principle that we use a lot, best in class.

On board that presented earlier, perfect example.

They're not just a meeting platform.

They are a meeting platform for board meetings.

And the one thing that you decide that you're going to be really good at, you got to be kick ass.

And you got to repeat it all the time.

And again, is this obvious?

Maybe.

But what's not obvious is what comes after that.

because to be really good at something you need to focus at the point where you say no a ton of times and say no it's not easy uh customer department product department you know the sales team they need to be really good at saying no because they know what to say yes to they know that we are very good at something and not at the other stuff and so best in class creates that clarity

Now, how do you know if you're best in class?

One of the ways is to analyze churn reasons, analyze messages from NPS.

We've talked about that now multiple times.

We do the same thing that Pendo does, where we go through those NPS messages in Slack.

So that's a great place to look.

So if, for example, let's say, again, in our case, we're a visual builder, right?

If people complain that it's not easy enough to use or it's not fast enough, okay, that's a real problem because that is at the core, okay?

It means we're not actually best in class at that very thing.

If they're complaining about something else, then that's fine.

For example, people complain all the time that you can't access the HTML code through our no-code builder, right?