“It's not about having happy years and trying to run a deal cycle, but really just doing genuine customer-centric discovery, where you are completely enabling them to go internally and figure stuff out.

And obviously, all these deals at an enterprise infrastructure level require different levels of champions and buyers and people that need to give you the green light, but something we're really focused on is how do you connect with the team that you're working with and how do you help them get to that next level? Because in AI and machine learning, these projects, they can get pushed back forever. I've met with an agriscience company the other day who's doing product life cycle planning for 2028 right now.

And it's a huge win for someone on that team. if you can get them to 2024. And so, how do you equip them to make that happen? The sooner you do that, the sooner your customer life cycle value goes up. There are a million things that you can track KPI-wise that say, okay, this is good for our business, but in terms of creating a customer for life, you really got to care about what's important for the person you're working with.”

- Thomas Hall, Head of Sales, Pachyderm

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