Jen Abel: evaluation

Transcript context

…I imagine priorities for a lot of companies these days is saving token costs. I know, classically, you don't want to focus on lowering costs as a sales pitch, "This is the cheaper option." Thoughts on if that just comes up a bunch like legal, "We just need to save costs." Yeah. So in pricing, their job is to ... There's usually going to be two motions, "I need the lowest cost way to do X because it's low on the totem pole and I really don't care. " If it's 60% of the way there, no one's getting fired over it, I'd rather just save budget. Or you're solving a problem that you can charge 250, 500k land because it is a high risk. If you're dealing with legal, there's high risk to it, right? Missing information, being delayed on something, not having people understand the importance of some new regulation or law, not being buttoned up. So I think every organization looks differently, right? Marketing and sales, it's very clear that numbers drive them. For legal, it's probably they need to stomp out risk. Awesome. So yeah, basically this comes back to the idea of alpha and upside. The more you can be in that bucket, the more you can charge.…

Stored transcript either side of the excerpt. The highlighted words are the published quote; the surrounding text is unedited source, never generated.