Are You a Sales Lead?

I'm a convert. I had spent my whole career doing more sales led traditional sales, you know, let's think through the buyer personas and do more outbound to attract customers. And so when I tried to put some of those playbooks in place at Time Scale, I realized pretty quickly it wasn't going to work. It was a very developer sale,. We had to find the people who are starting to be product champions  and then work with them to figure out how to monetize it. But obviously I learned a lot along the way enough to realize that this, I thought was a much better way than the old way.