What's So Different About Solution Selling at Ironclad?

When I joined, there were six SCs on the team. We didn't have trials on our website. They would build a prospect, we'll give them a contract. So it's very, very different. It was kind of eye-opening how differently startups with small teams have to function because they didn't have another choice. There was no chief security officer. So SCs have to do security and vendor assessments,. so from that perspective, that was my biggest realization, I guess, and shock when I joined.