Varun Parmar: belief

Transcript context

…A great segue to our final question, which is the idea that you started a product growth, sounds like clearly it's a big part of growth today, but as every product growth company does eventually you have a large sales team, I imagine, what have you learned as a product leader working with sales, especially at a product growth company about how to make that relationship work and have a product work effectively with a sales org? There are a few learnings and I would say maybe this is one area where we are working on how we could be doing better in terms of bringing ourselves closer to our high-touch and bringing high-touch closer to self-serve, in terms of how we operate overall. It's a lot of hard work, I would say first of all, basically, to bring both of these organizations together and you have to be very deliberate around the points of intersection and you have to make sure that these organizations don't consider themselves as competition. It's one product, one company, just two channels of how we are serving our customers. There's some things that we've done which is have the product marketing team that basically works across both of these functions and make sure that they are bridging what we are hearing from the sales organization in terms of what directly customers need on the enterprise side, and then what do we need on the self-serve side. There's a full process in terms of how the handoff happens across the maturity of the account. It can start as a self-serve, it drives adoption, and once there's adoption, there's a hand raiser that happens and then there's a sales rep that gets engaged and you go through the qualification process and then you have an opportunity to expand the account. We've over the years sort of architected and built the entire funnel and what the process is, and that's also sort of a key part of how all of this operates. But like I said, I think there are a few areas where we could further streamline how we operate and think of it as one single unit. I imagine that is true for every company out there.…

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