Monaco initially avoided targeting enterprise customers, instead developing its all-in-one sales product iteratively with customers and growing with them.

“Well, okay. So, so right now we are, uh, we started the, the company in a sort of like, we're-- The, the market that we went after was not enterprise from the get-go, right? We sort of said, like, we're gonna start by...”

“Like, if our goal is to build the all-in-one, then we need to kind of build this in an iterative fashion with, with a, a group of customers, and we need to, like, grow with them into this. It's much harder to pull someone away from, from Salesforce than to say, like, "Hey, if we meet you at the point when you are still just a Google spreadsheet tracking pipeline, and we sort of show you a, you know, more AI-pilled sort of answer to the problem, then we can grow with you."”