How Do You Create a Successful Startup?

When we started the company, since I've worked at Cisco, I was desperately scared of the Cisco Salesforce. We just got emboldened to say, hey, you know, I have a 16,000 person Salesforce. Can we really go up against that? Well, when you have the opportunity to be product led, and your primary sales motion is, hey, can I put you on the phone with somebody who's using it? Suddenly, it kind of feels like it's not a crazy fight to pick. Our near-death experiences happen much more later.