How Scott Mullin converts self-serve usage into six-figure enterprise customers.

You have spent your career helping technical SaaS companies move up market. How do you turn self serve usage into enterprise pipeline? It actually begins before that because we have so much telemetry these days about what our customers are doing before they even hit our product. You've got the entire user journey or click path of a customer coming to your site and then that can give you the signal to then either take that and go outbound or ideally, if they do convert into a product signup or a demo request, that can arm your sales team with the ammunition to be able to go and have a value add conversation with whoever that prospect is. But you really have to play that to your advantage, play that to your strengths, lean into the product, being able to build technical champions within an organization, build that affinity so that you can then lean on those technical end users to then go work your way up the org chart, you know, through the different levels. But it really starts with leading with product, getting people to love your product and to vouch for you and build that consensus so that your sales team has a wedge into the organization to be able to do the enterprise sales motion that we're also good at.