Winston Weinberg

And I think that what that requires then is going back to what we were saying, which is how you go product market fit and then how do you get company market fit?

And that's actually like how you structure your company.

And I think part of that is different than how it used to be in the past, where if you have long implementation cycles or

One thing that is going to end up happening, I think, is a lot of these verticals are going to land at a big Fortune 1 or Fortune 2 or whatever, right?

And their product is going to expand massively.

This is a really interesting thing about Microsoft.

I don't know how much you know about Microsoft Salesforce, but they started in the beginning and the vast majority of their sellers, it was pre-sales, right?

So spear fishermen, like you have tons of that, right?

Old school spear fishermen.

And they actually eventually migrated to a lot of what they have is post-sales.

Like a lot of their investment is actually in post-sales.

And the reason why is because their customers just, their NDR goes up, up, up, up, up, up.

They keep buying more things.

They buy more compute, et cetera.

And I think a lot of these enterprise companies should start thinking about their company that way in the sense of like, sure, there's some of a land grab right now, but really what's going to matter is if you are bullish on AI, you should be bullish on your product, the value of your product.

Like we are in day one of product development.

Like it's going to change astronomically.

And so it's more important than landing new customers and getting really high RR is can you retain those customers?

Because that customer that pays you a million today, there's a real world in which they pay you 100 million at some point.

I think Databricks is a company that's done an incredible job with this.