Raaz Herzberg

It's like to this day, there are salespeople in Liz that hate me because some big customer has like a terrible unlimited thing I gave them in the early days because it's not about trying to win on the revenue from that first enterprise customer at all.

It's like to this day, there are salespeople in Liz that hate me because some big customer has like a terrible unlimited thing I gave them in the early days because it's not about trying to win on the revenue from that first enterprise customer at all.

It's about really solving their problem, doing an amazing job for them.

It's about really solving their problem, doing an amazing job for them.

And then having them introduce you to two more people was, hey, they've done a good job for us.

And then having them introduce you to two more people was, hey, they've done a good job for us.

You know what I mean?

You know what I mean?

It's a small group of people.

It's a small group of people.

So there's no tricks and magic.

So there's no tricks and magic.

It's really being obsessive about getting them real value.

It's really being obsessive about getting them real value.

They're very smart people and they see a lot of vendors and a lot of companies.

They're very smart people and they see a lot of vendors and a lot of companies.

So how do you actually deliver real value for them?

So how do you actually deliver real value for them?

Yeah, we do POVs.

Yeah, we do POVs.