Prasanna

He is not going to do this use case on a daily basis.

But when it is adjusted to another HR manager or a HR person, they have to live in a tool like this.

So when they found a tool like this, the few minutes that they were able to save for each of the time they sent, and when that got added up in the entire day, that was transformational for them.

The code did not change.

It's just the persona changed.

And where they were struggling to sell for $1,000 a year, here it became very, very easy for them to sell it at $6,000 a year.

And that brings me to my next point, which is choose your geography very carefully.

Here, I have to tell you my experience of working with Intuit.

I was the head of product for QuickBooks outside of the US market, which is India, Malaysia, and Singapore.

And we spent a lot of time in these markets.

And one thing we realized, it is very, very hard to sell software.

And I was talking to Greg about this during lunch.

Very, very hard to sell software in a market like India.

And initially I thought, you know, it is maybe because software is an experience product.

It is an intangible product.

You don't get to touch and feel it.

And I thought, like, you know, in a low trust environment, low trust society, if people can't touch and feel it, then maybe it's very hard to sell a product like this.

But then, like, you know, something else happened.

And I saw that, you know, people were able to sell religion.

were able to sell devotion, devotional songs.