The key word is 'choice'. You cannot be everything to everybody. You want to target a limited segment of potential buyers with the same needs. Next, you are going to tailor your activities in such a way that they meet these needs. Or in fancy terms: you want to tailor your value chain your company's activities to your value proposition.
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It's called story time with Michael [laughing]. As we've grown actually it's interesting because you realise you have to insert formalities for things that used to happen informally. And that's hit us because we're mostly remote, 60 of the company is remote so you realise you have to do things that you wouldn't need to do if you were on the same place. Every Friday we pair up 4 people together to just shoot the shit over a video conference. It's like a 30 minute work, but it's not for work, talk about whatever.
And it's just to try and create a connection between a sales person who didn't talk to a dev cause they don't work together and they're not in the same office so they're not going to hit the coffee machine or they wont have lunch together. So we had to invent things to create connections between people and build that culture.