"We ghosted Monday."

Q: What was the last tool you dropped recently?

Monday. My team was using it, now they don't. It was just a distraction, wasn't a value driver. Our business was over-indexing on Monday as a source of truth, and actually we didn't need the detail, we just needed the filter. It still sits in the background, but we don't interact with it.

Q: What was the last tool you added to your team?

Customer service platform called Velaris. Acts as a data aggregator so that I can get every single insight into every single customer. We went live about 12 weeks ago. It's giving us really, really strong leading and lagging indicators on what we need to intervene with. Couldn't be happier.

Q: Do you have thoughts on the most overrated tool in the space right now?

Nooks. They're phenomenal at AI. They're really good at engineering. But they've never ever experienced a day in the life of GTM before they built their product.

Q: Is there any tool you're desperate to try?

Well, what I'm excited about right now is all the different MCPs that are becoming available for Claude. My big belief is if I ever need to log into software ever again, beyond my preferred LLM in about eight months time, then something has gone deeply wrong. But I hate software, even though I sell software.

Q: Are there any homegrown solutions you or your team has come up with?

Using Claude, I've been able to take phone reach data from the pilots, open up an abstraction. Claude then plots where in their TAM journey they are and how much they need to buy to be able to cover their TAM over the next two, three years. So it acts as a budgeting tool for my customers. It's fairly interactive and dynamic so I could present it to them or I can give them a unique URL and they can go off and plot and plan for themselves.