Breaking Conventional Wisdom: Jama Softwares Blueprint for Profitable Growth
Summary
Marc: I think this horizontal view of the market tends to lead to conventional wisdom for the go-to-market team to be geographically aligned. I mean, you did a really authentic job of tailoring product and messaging and customer empathy and understanding into these specific verticals: medical device, automotive, and semiconductor. And it’s also, I think, not uncommon for it to evolve as companies scale and grow, but maybe nuts and bolts here, just explain a little bit how you organize this customer success side of the business. Any thoughts or lessons around, even in these competitive, tense, transactional things, how it’s still really critical to — maybe this sounds like, “Oh, duh,” but it’s hard at the moment to form personal trust-based relationships with who you’re going to work with going forward. We’re probably early in making this move, but it’s just another doubling down on our belief in the power of being focused on segments and trying to push authority, responsibility, and decision-making down in the organization as much as possible to really be successful and it also creates all these great roles for people.