How to pitch and win

First of all, make sure the founder is involved. Everyone loves talking to a founder. The second is you need to vision cast. You need to sell to a gap. Don't sell to a problem. Problem selling is highly specific, more technical than not. It's the way that every salesperson is going to go about it. Find the problem and anchor to it. When you're selling to a leader, you need to be vision casting and you need to be selling an opportunity. They are here. Here's where we can take you. You know that image where it's like Mario and then there's like the mushroom and then there's like Mario on blast. And everyone's like, don't sell the mushroom. Sell Mario on blast. Well, that's exactly what it's saying. It's about selling the opportunity. That's what gets the tier one logos excited. And that is the best thing for a founder to sell. Selling the vision versus the problem. It's what gets them to want to take a swing.