Micah Joel

For a small company just getting started, it may be the only way for people to get their eyes on things. But it drives me crazy because I want to see it now. I don't want to have to interact with a human being to use your software that you claim is going to prevent people from having to interact with human beings.

For a small company just getting started, it may be the only way for people to get their eyes on things. But it drives me crazy because I want to see it now. I don't want to have to interact with a human being to use your software that you claim is going to prevent people from having to interact with human beings.

So I like to at least clap eyes on the product and develop my own understanding of what it is before you commit me to talking to a person. Auch, ich denke, wir Solution-Ingenieure sind im Verkauf, also wissen wir, wann wir verkauft werden. Ich denke, wir sind sehr sensibel dazu. Wenn du im Verkauf bist, weißt du, wann du verkauft wirst und weißt du, wann du verkauft wirst.

So I like to at least clap eyes on the product and develop my own understanding of what it is before you commit me to talking to a person. Auch, ich denke, wir Solution-Ingenieure sind im Verkauf, also wissen wir, wann wir verkauft werden. Ich denke, wir sind sehr sensibel dazu. Wenn du im Verkauf bist, weißt du, wann du verkauft wirst und weißt du, wann du verkauft wirst.

Und klickst du auf das Buch-ein-Demo-Button, weißt du, dass du auf einer Mail-Liste gehst, weißt du, dass jemand dich anrufen wird, weißt du, dass sie dich anrufen werden, weißt du, dass du fünf E-Mails über die nächsten drei Wochen bekommen wirst. Ich glaube, ich weiß, dass jeder das weiß. Wir wissen das, richtig? Ja. But it hurts us. You know, it hurts us more. But yeah, I think we sense that.

Und klickst du auf das Buch-ein-Demo-Button, weißt du, dass du auf einer Mail-Liste gehst, weißt du, dass jemand dich anrufen wird, weißt du, dass sie dich anrufen werden, weißt du, dass du fünf E-Mails über die nächsten drei Wochen bekommen wirst. Ich glaube, ich weiß, dass jeder das weiß. Wir wissen das, richtig? Ja. But it hurts us. You know, it hurts us more. But yeah, I think we sense that.

And I think customers sense that very much. And so they're hesitant to commit. I would just rather show me what you have. I'll make a decision. And if I'm really interested, I'll engage a human being. Thanks for sharing your perspective.

And I think customers sense that very much. And so they're hesitant to commit. I would just rather show me what you have. I'll make a decision. And if I'm really interested, I'll engage a human being. Thanks for sharing your perspective.

Tooling, mit all due respect to the demo environments, because that was where I came from, Tooling was definitely my favorite part of the business. And the concept behind the Tooling was, you go ask your SEs, what's the thing that takes you longest that you hate doing the most? And they tell you. Can you give them an example? I hate filling my demo with industry-specific data.

Tooling, mit all due respect to the demo environments, because that was where I came from, Tooling was definitely my favorite part of the business. And the concept behind the Tooling was, you go ask your SEs, what's the thing that takes you longest that you hate doing the most? And they tell you. Can you give them an example? I hate filling my demo with industry-specific data.

I hate branding my portal. I hate configuring the product because it takes an hour to configure the product for every demo because I need to load it with a whole bunch of stuff and make all the configuration changes. And so you find out what SEs are spending their time on that they'd rather not be. And then you go get a developer or several developers to build a solution to solve that problem.

I hate branding my portal. I hate configuring the product because it takes an hour to configure the product for every demo because I need to load it with a whole bunch of stuff and make all the configuration changes. And so you find out what SEs are spending their time on that they'd rather not be. And then you go get a developer or several developers to build a solution to solve that problem.

Let's make a tool that will, if you press a button that says healthcare, it'll dump a healthcare dataset into your demo environment and you're 90% of the way there. Make a button that when you click it, it pre-configures this new product with all the buttons and switches that need to be done so you don't have to go through the documentation and do it yourself.

Let's make a tool that will, if you press a button that says healthcare, it'll dump a healthcare dataset into your demo environment and you're 90% of the way there. Make a button that when you click it, it pre-configures this new product with all the buttons and switches that need to be done so you don't have to go through the documentation and do it yourself.

And in some cases, so building tools that save SEs time. And the reason I was really passionate about it was Because we could measure the direct impact we were having on the business. I would look at a manual process and SE would say, I hate loading data. Great. I would sit down with an environment and I would load data the same way an SE would, with a stopwatch.

And in some cases, so building tools that save SEs time. And the reason I was really passionate about it was Because we could measure the direct impact we were having on the business. I would look at a manual process and SE would say, I hate loading data. Great. I would sit down with an environment and I would load data the same way an SE would, with a stopwatch.

And I'd start it when I started and I'd stop it when I stopped. And then we'd build a tool. And if you could click a button and it would do that work, let's say half an hour, then every time someone clicked that button, you save the organization half an hour. Wenn 10.000 Leute diesen Button dieses Jahr klicken, dann sind das, ich weiß nicht, 5.000 Stunden, das sind etwa 2,5 Jahre SE-Zeit.

And I'd start it when I started and I'd stop it when I stopped. And then we'd build a tool. And if you could click a button and it would do that work, let's say half an hour, then every time someone clicked that button, you save the organization half an hour. Wenn 10.000 Leute diesen Button dieses Jahr klicken, dann sind das, ich weiß nicht, 5.000 Stunden, das sind etwa 2,5 Jahre SE-Zeit.

Und wenn du das mit einem SE-Zahlrag zahlst, dann sind das etwa 500 Millionen Dollar.

Und wenn du das mit einem SE-Zahlrag zahlst, dann sind das etwa 500 Millionen Dollar.