If you were selling

If you were selling software in 2002–03, most people did not know Google AdWords at that time, so you had to send your sales guys to go and look at customers.

What that means is that if you are starting a company in the US, you will start with the top customers that you can get.

Even if a company starts with SMB customers, they will go upmarket because only the larger customers could do this.

We had this established model of sales-led growth. 

We had these pockets, let’s take some simple project management tools, where we would go and seek out, but none of these tools became big.

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