Capterra

And then they're gonna go on ChatGPT or Claude, and they're gonna do a search, and they're gonna say, "What are the best, what are the best SMS solutions for small teams that are using HubSpot?" Right? Or something like that, and then you're gonna come up in a list of a bunch of other ones, and you're gonna be listed out based off of one, how people are reviewing you, and two, how your content positions yourself, right? And then, you know, they're g- and then very rarely are there click-throughs a whole lot on that.

Um, and then, um, you know, they're gonna go off and to G2 or Capterra or whatever it is, and they're gonna read certain things.

Um, and before you know it, like, they've read about your brand five, six, seven times before they've ever even converted.

And I think historically it was more of a single thread, like, "Hey, I like this blue link, land m- landing page, landing page matches blue link that is telling me-"

There's lots of options.

I mean, as, as you guys know, Capterra exists, so there are people who do services f- in Foundry that are not Palantir forward deployed engineers, so that's one thing.

But, you know, I would say that if you think that you have a problem that, that we could solve, then we'd be happy to have a conversation and, you know, we're, we'll, we'll be the first to say, "Hey, that's, you know, the, there's no ju- the juice isn't worth the squeeze there," right? We're not trying to, like, license Max and get everyone, you know, working with us, even if it's not valuable to them.

We, we want our customers to say that, you know, it was a beneficial engagement, they're happy with the value they're getting, and to find more value in the future.

Number three is building your review presence, and this is where most B2B founders drop the ball completely because they think reviews are only for consumer products.

But look at what happened with G2 and Capterra and all these B2B review sites.

They've become essential in the buying process.

Your prospects are checking them whether you like it or not.

Could you do your piece to help us update this around on your listing?" So you might go to Gartner Peer Insights if you're an enterprise company selling or, or selling to the enterprise, make sure that their listing is up to date.

Um, G2, Capterra, all those types of listings, Crunchbase, um, CB Insights, all the different places where companies become listed and known.

Um, as a marketer, you think of all the marketing places, but you might also need to think of all the investment places too, all the, all the, um, places that, uh, are involved in the money raising round because they also have information about companies and categories and who they are and what they do.

And so you kind of uplift and bring everyone together.

But people love the sim- simplicity.

And I did a, I did a exercise the other day when I went on to, I think used Claude and ChatGPT, I can't remember which one, I think it might've been ChatGPT, and I said, "What are the top three themes of, of Rocketspark in terms of our reviews? Look at all the reviews and tell me what you see across Google reviews, Zero reviews, Capterra." And what it said was, what came through was, um, just amazing, um, people-focused customer service, uh, that it was super simple to use and, and we basically guided people towards best practice.

So, so fascinating that kind of probably been now 18 years after I had those conversations with people that this, basically these robots identified from what people have said about us, those founding, those founding strengths.

And probably one other thing that's really important in this story is, um, and, and you mentioned kind of with, with values e- earlier, and I- We did a values exercise as a leadership team.

Please remind me to report back to you.

[chuckles] And then Capterra, it's a services and platform review site, offers advertising space.

Going back to the social media example, you could advertise on the pages that review social media tools.

People are actively looking for your specific help.

And I think that was a realization that Goethe and our team had.

And we recently bought Gartner Digital Markets, which is Capterra software advice, as well as a Git app.

Gartner they block because you know Gartner the publisher publisher mentality.

They probably feel the same way We unblocked those three after we purchased them and the context request from chat GPT Gemini through the roof So I guess that's our story sometimes go to market isn't just what you think it is Sometimes it's very fundamental and it's really about making the right decisions I'm not trying to go six seven here, but it's really about making expected value decisions and I have to say to this day.