Knowing your audience
Tori Wieldt: Yes, absolutely. The old notion used to be that the developer audience is very different from other audiences. You can't say that literally everybody's becoming a developer now, but consumers are much more sophisticated. You have to treat them with respect and understand where they're coming from. Why is your widget of value to them? You have to prove its usefulness within minutes.
This whole notion of a three-year sales cycle, with hundreds of people involved in terms of purchasing software, is out the window. I feel good about that because it enables choice for consumers.
Although, I do feel for legacy companies that have the monolith. In order to stay in business, they're really going to have to flip the table.
Who would look at a features and benefits table right now? That's classic marketing but it's not specific enough. I don't think that kind of marketing is useful anymore. Maybe it...
