Technology multiplies sales effectiveness

I think what we've done differently is we've really focused on making all of those investments very much driven by technology and data. And so one example that I'll give you is that our sales teams are actually incredibly efficient by any metric that we look at and we obviously benchmark them. And the reason for that is because we actually have a growth engineering team that's dedicated to supporting that efficiency but including adjusting third party data and using AI to automate much of their workflow.

People knew that Gmail doesn't connect to Salesforce, they know Salesforce doesn't connect to Gmail, but they're looking for ways to pair it together. So what if we created as a product a marketing way to showcase that this product of zapping Gmail to Salesforce exists?

Provide guardrails for what a good experience is in your marketplace, set a clear bar for quality, and provide the right coaching and tools for supply to be successful, and then take a step back and see where the gaps are and invest more in hands-on tactics just to close those gaps more specifically.