Annie Pearl: recommendation

Transcript context

…Just one quick question on that actually, because that's really interesting. I don't know how involved you are in hiring these folks, but is it like, look at their background and they've worked at a company like that? Or is it personality type? Is there anything to look for specifically there? Yeah, I think it is mostly background and the type of selling that they've done previously more so than personality type. But I think the second piece, that's important too, and I'll answer your question on that one too, which is the target buyer. So, when you transition from PLG to sales led or adding this direct sales motion, the buyer is usually just the department head. It's the head of sales, it's the head of rev ops, it's the head of recruiting and it's not a senior person in IT or the CIO. And so, selling into this audience is different than selling into IT. And so, I think you have to be sure again that you have the right fit of sales folks with the target buyer in those early days. And so, to your question around what's that mean? You wouldn't necessarily want to bring on a bunch of sales folks who are at Oracle who are heavy in selling into CIOs in the early days because that's just not who you're the buyer's going to be. I mean, think we will graduate there eventually, but it's probably going to start from team lead to someone in IT to eventually a CIO led purchase, but that's certainly several years away. And so, making sure that the profile, the folks you're bringing on early match that target buyer in addition to match the motion around how you're going to be acquiring customers. And to see that, is it similar? You look at the companies they worked at, it's like PLG-ish companies.…

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