Prasanna

So they had to go against the grain, and they had seen a dip in the revenue, and they had to actually weather that and then move forward.

But then that set the foundation for the next level of the S growth.

Let me talk about the fourth choice.

The fourth choice is about positioning.

You want to be very, very deliberate about positioning.

This is something, again, developers struggle with.

This is one of those things which, once you see it, then you cannot see it.

Because when you change the way you look at the things,

then the things that you look at, they change.

Positioning is criminally underrated.

What happens is we as humans, we make sense of the world by having boxes and containers in our head.

Like when you're looking at me, you're asking this question, are you a developer?

Are you a product manager?

Are you an investor?

Are you a founder?

And you're going to ask this question saying, is this a CRM?

And it comes to products or is it a customer experience management?

CXN.

So oftentimes I see that, you know, founders come back and say, hey, sales is not working.

Sales is not closing.