They were smart enough to realize that if they went for the whole enchilada, it's not credible from a startup that you're going to go build, that you're going to show up and say, "We have a suite that's equivalent to that of SAP, just for this other area." So they picked off a very tight part of a broader emerging category, and they executed incredibly, and they dominated that part. But here's the mistake they made. In all new mega categories, they start like this. This is exactly what happened in CRM. I could walk you through the history if it matters, but there were companies in support, there were companies in help desk, there were companies in sales, there were companies in marketing, and there were a whole bunch of sub-niches underneath that. There was a point in time in the Salesforce automation category, when that was a standalone category, that some of the hottest companies in that category were sales configurator companies, a further down niche.
This is exactly what happened in CRM.