“Let them present to the team. Let them own things. Let them own the client relationship. Let them present to the team. Let them own the customer journey, big meaty problems. Let them make decisions you'd normally make yourself.”

“I’m also customer zero… I use a lot of our own tech on our own website to make decisions.”

“If somebody else gives you permission to take action, the person can also take away your permission… make the decision yourself”

“AE is with this customer for the life of the customer. They are covering the customer pre, during post sales, that, that engagement with, with, from an executive standpoint, from the commercial standpoint, the field engineering team, the solution architects, they're owning the technical journey with that customer pre, during post.”

“We've done a lot of research where we'll even ask our own clients and our own prospects. Like how did you find us? What are the actual prompts that you use? And then build content and scaffold around that entire buyer's journey.”