Nathan Latka

Takeaway for all of you guys is you should have a kill sheet for every competitor that basically lists on the left side all the different features and then how you win or how you lose.

And that kill sheet should be in with all your sales reps so they can talk about positioning, edit the kill sheet every week, and keep making the kill sheet better.

I tried to ask you with a straight face, but I'm just kidding.

Yeah.

So it was 2.6.

Okay.

What options, like, do you, what do you predict Pendo's outcome will be?

Are there enough buyers since you've raised such a high valuation, or do you have to really IPO?

It's IPO or bust.

But who are the private market buyers that would have enough cash to sort of buy you guys?

Or do you really just have to IPO?

Who would be like the top one or two?

When you were at Pendo, did you ever get a term sheet from Vista?

Okay, but interesting.

Why did the verbal calls never get to a term sheet?

Interesting.

He's good.

He's good on his feet.

On that note, 597 bucks, January 1st, 2015, the first customer.

Now, scaled in 2017 to $13 million, you saw his playbook really using webinars, organic website traffic, and in-person events, branding the color pink, branding kill sheets, and product positioning.