Starting off with building out a huge BDR team to do inside sales for cold leads feels like if you already had a product like growth motion, not the right place to begin. The best leads aren't ones that you called email or that you sent a link didn't know to it's the ones that there's already some ember of usage and traction within that organization. When we went public I think it was 85% of our enterprise deals by the time we went public at our IPO had started off as paid customers through self service - meaning they actually paid with a credit card before they ever talked to a salesperson.

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