A short monologue discussing the benefits of positioning as a higher-priced (premium) vendor when selling into enterprise customers. The speaker argues that larger, more complex customers often prefer talking to sales reps and value premium positioning to match their needs and workflows.
The thing that historically I have had a preference around when selling more into the enterprise is where we're like we talked about this environment where somebody actually needs a sales rep. They, they want to talk to somebody. It's a much larger business. They want to have, have customer workflows built out or whatever. Their, their needs are more complex. I've actually benefited from being positioned as the higher priced vendor and the logic or what I attribute that to is the psychology behind proactively positioning as the premium provider in this space.
