Elena Verna: belief

Transcript context

…Wow, that's really interesting. I'm also happy to hear that answer. Great. Okay, so let's continue down this track of what it takes to implement a product-led sales motion. Just talked about the data component. What about just systems and infrastructure and tooling? What do you recommend there as a start? I approach the subject always as an evolution, not a revolution, so start with your existing systems as much as possible. I would say the biggest mistakes to avoid if your sales team is very heavily embedded into Salesforce, don't try to have them switch to a different solution. It's just not going to work. You need to try to figure out how to embed what you need the data into Salesforce, not get them to use some other third-party tool. Then, I wouldn't jump into any big commitments until I really prove out viability of product-led sales motion before automating any of it. I'm more of kind of Wizard of Oz it as fast as much as possible to get the initial traction so then we can validate that there is investment to be had in scaling it and there's a business value in it. The tools you're using at that point, is it like Google Sheets? Or is there something else involved in [inaudible 00:50:17]-…

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