Demyst’s Post

Transcript

The, the support staff needed, I mean, enterprises do not want to hear that they've got to integrate a bunch of things themselves. They, they need your help getting this done. And if you're not available for that, it just doesn't work for them. It's a privileged club and I don't want that to imply that it's a blue blooded privilege club, but I think it is this interesting ecosystem of enterprise, enterprise vendors and enterprises building off each other's trust that takes decades to build up and there's no shortcuts to it. It does, I think. Often feel to some people like it's subjective because it's based on people's intuitive perception. I've known Brendan for 15 years. I heard about him from these three other peers and other banks. Therefore, I'm gonna add that to my mental qualitative score that is combined with how they answered those questions in that one meeting six months ago about information security and people that enterprises have this kind of qualitative subjective score they're building up about the about the the painlessness or painfulness of of partnering with someone whether things are just going to work. In their world or not, sometimes people are more systematic about it than others, but it can feel very, can feel very fickle and intuitive at times. And that's very, very different to what you hear about in business schools or or from from VC's and others where you've got your, your feature metrics and new versus competitors and everything's about do you have more features than a better price than the alternative SAS solutions. That's almost a complete world away from that question. It's not about whether your software has an extra button to do something. It's about am I gonna look stupid in three years? Time because something broke and I'm gonna be passed over for a promotion because of that firefighting exercise that had to happen over a weekend when the CEO got dragged in and so on and so forth.