Pete Kazanjy: prediction

Transcript context

…Just to punctuate that, basically 100% of B2B companies end up building a sales team? I would say that's the case. It's more of a question of when versus if, so even the really famous ones like Atlassian. Atlassian, they had a sales organization, they just didn't call it a sales organization and they went pretty far without a lot, but instead what they did was they just priced the product breathtakingly low. I think developer tools can oftentimes do this, where because developers are pretty technical, they can adopt product, they don't need handholding in order to adopt a product that is complicated enough to be valuable. Datadog's a good example or New Relic or AppD, but even those guys very early on had meaningful sales organizations. There's a lot of reasons why Datadog ended up winning that market, but their sales organization is no joke. Even developer tools, you might think, cool, well, the developers can just swipe their credit cards. Yeah, they can, but then you're going to be eventually capped there. Look at Snowflake. Snowflake has, I don't know, 500 salespeople, you're going to need a sales org. Let's shift a bit to talking about just how to get better at sales, at the scale of sales. I think it's interesting because you don't have a sales background and so you've had to learn how to do this and you did a lot of research and building your business, you've had to get really good at sales. So, maybe a first question, what's the number one tip that you have for getting better at sales?…

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