Nan Yu: evaluation

Transcript context

…Something else that you've mentioned when we were chatting that connects to some of the things we've been talking about is you have this perspective that B2B software isn't just solving people's problems, it's also teaching them how to work, and it's this accumulation of information. Can you talk about that? Because I thought that was really fascinating. If you think about how a lot of B2B software gets created, it's because there was some person in the middle of some giant company who implemented some kind of process, and they're like, "Wow, this process is really working for us. Maybe we should make it easier," and they build a little tool internally and then all of their colleagues can now press on buttons and good things happen, and then they turn that process and that tool. They spin it off into a startup, and they make a startup. This process repeats thousands of times. So, when you adopt that tool, you're not just adopting the actual software, you're adopting the idea that this is a practice that you ought to be doing in the first place. So, if you're a marketing person, and you adopt some marketing software, you're not just saying, "Okay, now, I can write emails and send them to people." There's all sorts of process around that. You're organizing stuff into campaigns. You're measuring click-through rates. You're calculating cost of acquisition and all that stuff probably comes equipped with a tool because those are the right practices to do when you're doing this sort of marketing exercise. And whether you knew about it before or you learned it from the tool, like as a buyer for this kind of product, what I'm doing is I'm saying like, "Hey, I'm going to bring in this baseline level of marketing competency into my organization, that this is the worst we can do is whatever the tool defaults are. " Interesting. So, you're basically buying into a way of working when you're adopting a piece of software, not just have this problem I need solved.…

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