Vik Singh

So the queries that people have that they run through these firms today are a little bit more broad.

If you have a very specific person you want to talk to, then arguably the better way to do that is through your own network or through an introduction and just go to that person directly.

But if it's more like, hey, I want to talk to 100 customers of Salesforce and I want to find out if they like the product or not and what their issues are.

And if you want to do that, you can call up these consulting firms.

They'll go and try to find you those companies online.

And they'll try to find the right people in those companies.

Maybe you want to talk to the engineering side, or maybe you want to talk to the sales side, or maybe you want to talk to the product people.

So you kind of give like your job title and you give a couple examples of the companies you want to go after.

And then they'll go and like find people either in their network or go reach out to new companies.

And they're sending requests or figuring out the incentives.

Like, hey, if you take this call with this person, I'll pay you 500 bucks.

They have to figure all that out manually.

And in reality, it's actually a big optimization problem.

Right.

So you have this big search space, which is like who you go after and who are the people who are more likely to respond and who's the best match to the request the person has.

And then it's an incentive problem, which is like, okay, should I pay this guy a hundred dollars, $200, $600, $9,000.

So all that stuff is tons of variance.

And this is all being left to, you know, whoever the associates are that you're working with.

And so if you can automate that process, you can lead to better quality matches, do it for a better pricing.

And you can remove the human aspects, the slowness and the variance of it, and actually generate more results.