Salespeople are platform fatigued.

If I had a dollar for every time I heard how much AEs love doing admin work, updating the CRM, reviewing their calls, jumping on forecast calls, committing, and commenting on everything, I would have zero dollars.

But today, we expect AEs to do all of that and more.
“Run your business like a CEO.”
“Know your KPIs.”
“Hit your KPIs.”
“More pipeline!”
“Educate yourself!”
“What’s your close rate? Did you update Clari?”
“Upload the account plan in CRM!”
“You talked too much according to Gong.”
“You didn’t ask enough questions.”
“Why isn’t the business case done?”
“What’s your next step?”

If AEs did all the things that everyone asks them to, they’d have no time left to sell. And then what happens? We put them on PIPs.

I blame Peter Thiel. PayPal founder. Silicon Valley house guru. Chief contrarian.
In his book Zero to One, Thiel argues that to scale, attract talent, and dominate the market, you need to build a platform. So now, every founder with an idea wants to create a platform or keep adding features to make their product “sticky.”

But here’s the problem: platforms aren’t always what customers need. Sales teams don’t need more platforms. They need solutions. They need to close deals, focus on the right opportunities, and figure out what’s urgent and what’s important—right inside the CRM that the business forces them to use.

Introducing More Certainty. It’s not a platform; it’s an app that helps reduce opportunity risk. Built in your CRM. Sitting within your opportunities. Providing next best step recommendations.

We’re not going to be the next Salesforce or HubSpot. And we’re definitely not sending rockets to Mars. What we will do is work with Salesforce, HubSpot and other CRMs, to solve real problems for sales teams. And sure, we will use the 🚀 emoji excessively.

And you know what? I think that’s enough.