Hila Qu: I think there are two big buckets. The first bucket is product usage data. As I mentioned, a lot of B2B software, they're really lacking in that, because when you sell via sales team, you don't need to know so many details, so granular usage data, all of that. The second bucket is I call this customer 360 database, because product usage data is one component, is the most essential. In order for your product-led gross motion to be successful, you also need to connect that with your marketing teams, marketing campaigns, your CRM, your sales force, who are the customers, prospects, what their stage. So those ideally need to be connected so that you have a 360 picture of your customer. If I have an Airbnb as a potential, like a target account, do I know there are users from Airbnb that are using my product, which features are they using, and do I send any marketing campaigns to each of them, do they respond, all of that. All of those ideally need to be connected, but in reality is all over the place. It's all in its own tools in most of the B2B companies.
In order for your product-led gross motion to be successful, you also need to connect that with your marketing teams, marketing campaigns, your CRM, your sales force, who are the customers, prospects, what their stage.