Raaz Herzberg

And it's not really authentic for our brand and for our product at all.

And it's not really authentic for our brand and for our product at all.

For me also, fear-based selling in our domain is not giving customers and teams enough credit because no one product can solve for all of your problems.

For me also, fear-based selling in our domain is not giving customers and teams enough credit because no one product can solve for all of your problems.

So there's also, to me, just something not authentic about fear-based selling.

So there's also, to me, just something not authentic about fear-based selling.

I definitely think it's critical to know your pain point and to know how you address it, but it can be on the positive side.

I definitely think it's critical to know your pain point and to know how you address it, but it can be on the positive side.

I mean, in Wiz, the pain point is super clear, but it's now about how does the product enable you

I mean, in Wiz, the pain point is super clear, but it's now about how does the product enable you

to do better, to be positive, to be confident.

to do better, to be positive, to be confident.

When you hit a pain point, it doesn't need to come from a negative place of scaring you about it.

When you hit a pain point, it doesn't need to come from a negative place of scaring you about it.

It can also come from a positive place of, let's resolve this together, which I think is just also more realistic.

It can also come from a positive place of, let's resolve this together, which I think is just also more realistic.

When you're a customer of something, when somebody tries to sell you something, you don't want them to be scaring you.

When you're a customer of something, when somebody tries to sell you something, you don't want them to be scaring you.

You want to feel like they're enabling you, like they're giving you something.

You want to feel like they're enabling you, like they're giving you something.