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Capital-Efficient Growth (with Zoom CEO Eric Yuan & Veeva CEO Peter Gassner)
Acquired
We're Optimizing for the Long Term Value, Right?
Viva is selling in a very confined vertical. There's basically no one else out there who could be a customer without you expanding the market, right? We have a we sell into i dofienc that a customer's life scienceis ins thers, kind of top 20. And then there's another thousand or so that are doing smaller things. So when we sell to a customer, we might have 20 things that we can sell to them. They start in this area, they start in that area. It's fine for us to spend a hundred thousand dollars a year maintaining free relationships. That's not wastefulso because we have a lot of showing up the door with a hundred
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