Public evidence record
Published podcast speaker
Claim ledger
13 transcript-backed records
01 / uncertainty
“I don't know if you're going to grow, I don't know if you're going to become a venture return, but I'm going to take you going out of business off the table.”
02 / belief
“After the chasm, they say, "I'm not sure about that, but we need what you have." So transitioning from, "We believe what you believe," which is how you sell to visionaries to, "We need what you have," which is how you sell to pragmatists.”
03 / belief
“I think in our world right now with digital transformation, most entrepreneurs are doing some software led play, which means you can work with a small team.”
04 / commitment
“Nobody is going to handle this problem with this kind of technology the way we will, and that's our claim of fame.”
05 / belief
“I think what I realized over time increasingly was this is a model that's really optimized for B2B markets, because it implies federated decision making around high risk buying decisions.”
06 / observation
“You're still the leader, because the ecosystem organized around you. But when you're little, the only way you can get an ecosystem to organize around you is to go after a segment where you're a big fish in that pond.”
07 / belief
“Typically, my experience is you probably have worked with at least one company in the industry at some point along the line.”
08 / evaluation
“The tendency when you're in the chasm is, "I just need more customers. I should take any customer I could find," because we need revenue.”
09 / recommendation
“The other case, you use your partners, because the partners who built the one use case will say, "Well, we got another segment that we work with.”
10 / evaluation
“Because they have a customer base that's loyal and they have a ecosystem of partners that bring them into new deals and they have established their CAC and LTV, and they've kind of figured out their operating model.”
11 / recommendation
“I think you need to talk to the economic buyer as opposed to the end user, because the end user will be saying, "Oh, yeah, you're right.”
12 / evaluation
“I don't know why everybody doesn't speak English, but apparently they don't. So they have to be same geography, same industry, because dentists do not talk to software designers, who don't talk to advertising people and in the same profession.”
13 / prediction
“" I don't know what it would be, but the point is Gen AI I think can be absorbed by the marketplace at multiple places.”