Richard Socher

of the same kinds of programs yeah like microsoft office but uh we retain a lot of what makes us us but you should see what this guy can do with a spreadsheet it's insane yeah he knows that i'm better at life stuff like music pictures movies stuff like that whoa what what exactly do you mean by better by better i mean making a website or photo book is easy for me and for you it's not oh oh that kind of better yeah i i was thinking of the other kind what other kind

And I actually didn't believe them because I was like, there's no way this has not been a solved problem.

And they were like, no, seriously.

And in some cases, it was the number one negative NPS surveyed software inside of their business.

Yeah, so I think the mother of all tailwinds for us right now, which is the challenge that every incumbent is going through, is that every 10 years there's a new CPQ vendor that comes alive.

And the reason for that is because about every 10 years there's a new technology shift that happens.

We went from software to SaaS.

Every 10 years, that puts a bunch of pressure on pricing models.

And every 10 years, you need to be able to actually get quotes out the door, leveraging those new pricing models.

And the underlying software that they're using is just fundamentally broken.

Those are the two people that really matter.

All of these folks touch this business process.

It's actually quite difficult both to build because you have to build for all of these personas and sell because you have to get all of these people involved.

um, kind of on board with you, even if you can get all of that done, then you have to convince them that running one of their most important production systems onto an early stage startup makes sense.

And so I think that's like kind of the, the, the hill that we, that we, I guess that we have the honor of climbing.

Jordy?

And the models are very good at reasoning with them.