For medium and established companies, we've focused more on the sales motion, in particular the bottoms-up product-led motion. What happens is you get inside a company, and the success team over there says, "Well, that's pretty cool." Then some sales leader says, "It'd be cool to have this one tool across the whole journey." And then the support... See more

Sales-led companies oen add a bottom-up self-serve product, primarily to drive lead gen

It helps to know what will get your negotiating partner a promotion to determine if they are actually interested in doing a deal