A short talk by Jason M. Lemkin emphasizing that winning vendors maintain an agile engineering team able to deliver custom integrations for larger deals. He highlights common customer requests (e.g., Okta, Salesforce, Shopify) and the problem that small teams may only complete one integration per quarter, which is too slow for deal-driven demands.
When I look at the ones that won, one thing they had was an agile team. And what do I mean by an agile team? Okay, what I mean is, especially, let's talk about, you do a little bit bigger deals where customers want custom features. Okay, I want an Okta integration. I want integration with Salesforce. I want this and that. Let's imagine you have six engineers or whatever, four engineers, and they can do one integration a quarter. This is what I typically hear, oh, you got to integrate with Shopify. We don't know how to do Shopify.
