Andy Raskin

When we talk about this shift and the stakes and do they stick. Do they kind of say, 'Yeah, let me tell you how that's playing out for us,' or, 'Am I? Yes, I'm seeing that.'

What's really, I think key is naming it, naming that old game. The examples you saw, software, cloud, transactions, subscription opinions, reality. This very, very concise naming is really key.

These three words aren't going to do it. Take Gong, I mean already other companies were using this term revenue intelligence. With Gong, it suddenly becomes a thing because I think they have this opinions-to-reality story behind it.

Having a shit draft is a million times more valuable than having all these great ideas. But it's also really painful.

It becomes the strategic north star for the product. We are constantly getting feature requests through sales, through customer success. And we had sort of no way, bar to decide well what do we take on, what don't we take on? And this clearly has become our bar.

We get a lot of requests for features and a lot of them are basically about opinions, some way to record opinions. We're not going to do those.

We get a lot of requests for features and a lot of them are basically about opinions, some way to record opinions. We're not going to do those.

Make the title the takeaway of the slide so that the person looking at it has to do zero work to take away. So example, you'll sometimes see, 'The problem,' or, 'The team.' Replace, 'The team,' with, 'Our team is veterans of whatever industry.'

Every movie starts with some kind of shift in the world, and I call this shift the shift from the old game to a new game. This structure really is about defining a movement, and that's very different from, 'Hey, I'm going to solve your problem.'

We got to show them that the future is not going to just be sort of okay. They see it as split between a very negative outcome and a potentially very positive outcome.

In a way you're not pitching product. Product is like a prop for making the story come true. Very important prop, but there's this higher level overlay that becomes the focus of the conversation.