Andy Raskin: recommendation

Transcript context

…That's actually was what I was going to ask next is what kind of impact have you seen with someone shifting their pitch story from this doc? What was the arrogant doctor approach to the strategic narrative? Yeah, I mean it's always this kind of thing I hear. I mean, of course it's very difficult to measure this. I mean, what was the value of the strategic narrative for Gong and its growth? Was it 3X versus 1X, 2X? Or I don't, who knows, right? But the things I hear from CEOs, a few things. One is that when they're pitching, they're not pitching features out of context, they're pitching now a movement which is a lot better place to be, I think. In a way you're not pitching product. Product is like a prop for making the story come true. Very important prop, but there's this higher level overlay that becomes the focus of the conversation, at first, and of course we're going to get into product and that helps sell. Once we have this story then everything in marketing can be all about this story. With Zuora, if you look at their website, well when they first started doing this, maybe 80% of the content is not, "Hey, let me tell you about how Zuora is so great," or, "Here's our new release," or whatever. It's, "Here's how music companies are embracing subscriptions. Here's how luxury goods companies are embracing subscriptions." It's all these kind of almost trend pieces that become unlimited fodder. And again, you're not touting your ... it's less salesy, right? Another thing I just hear always, I just interviewed a CEO this morning for my podcast and this is the first thing he actually said was, "It becomes the strategic north star for the product." So what he was telling me, and this was actually a little unusual, I asked him, "Why did you come to me at first?" And of course I'd asked him that before, but he said something this time that was a little different from what I'd heard before. He said, "We are constantly getting feature requests through sales, through customer success. And we had sort of no way, bar to decide well what do we take on, what don't we take on? And this clearly has become our bar." If you think about it for 360Learning, does it help us upskill from within? It's in. Does it not? Or it's prioritized. Does it not? Less prioritized. Amit Bendov told me this directly, he said we exactly the same thing. He said, "We get a lot of requests for features and a lot of them are basically about opinions, some way to record opinions." And this is Gong.…

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