Forward deployed engineers can earn the first use case. Forward deployed software is what turns the second, third, and tenth use case into repeatable ROI.
Thanks for the comment Rohan! Firstly, I would take any circular funding strategy and inflated valuation with massive grains of salt! They are big numbers though...
A few things:
1. There needs to be an "autonomy slider" built into any software approach. Customers need to get comfortable before dialing this up - and the dial needs to be easy (configuration, not code). This is obviously in addition to enterprise-appropriate control planes, determinism where it should be, etc.
2. Commercially, there needs to be flexibility - broad cancellation for convenience terms, shorter initial terms - this is the world we are in right now and even incumbent SaaS is suffering here.
3. The approach needs to be gradual - use-case by use-cases, generally. Results need to be provable and the software needs to be thing that you use to scale, not more FDE projects.
Thanks for the comment Rohan! Firstly, I would take any circular funding strategy and inflated valuation with massive grains of salt! They are big numbers though...
A few things:
1. There needs to be an "autonomy slider" built into any software approach. Customers need to get comfortable before dialing this up - and the dial needs to be easy (configuration, not code). This is obviously in addition to enterprise-appropriate control planes, determinism where it should be, etc.
2. Commercially, there needs to be flexibility - broad cancellation for convenience terms, shorter initial terms - this is the world we are in right now and even incumbent SaaS is suffering here.
3. The approach needs to be gradual - use-case by use-cases, generally. Results need to be provable and the software needs to be thing that you use to scale, not more FDE projects.
Hope this helps!