Four of our biggest enterprise deals this year started without a sales call. @gokulr wrote in 2018 that great software companies are self-serve first. I thought enterprise infra was the exception – these teams are handing us their production data, so I assumed they wouldn’t connect a database without talking to us first. Instead, data engineers signed up for Artie, connected their production systems, and deployed pipelines. All before a single conversation with our team. So now we run two motions at once. Engineers can start with Artie on their own, and every large company that signs up gets assigned a rep to jump in when needed. Letting enterprises find us scales in a way outbound alone would be tough to pull off.