How does Journey disrupt the sales process and what other areas of the sales process can it improve?

The reality is, I don't think Journey is replacing a live meeting. I think the goal is that we're hopefully making you have less of them and the ones that you do have more productive because you're getting lots of context figured out before, or maybe you don't even have to have that meeting. I think where we're going with Journey is going really deep and hard on a new way to tell a story in a B2B context. I think that ultimately that story can be told with any type of content that you feel is best, or maybe you have an inclination of what your recipient likes. Maybe one person likes slides, one person likes memos, one person likes videos, and one person likes audio. You can tailor it. Where we're going with Journey is, you can imagine Journeys just change dynamically based on who receives them.

Maybe we capture some interesting data on who's receiving a journey, and it changes on the fly. Maybe Jan receives a journey, and, based on the behaviors that you exhibit inside of that journey, maybe step two changes for you. Let's take an investing use case, for example. We're a venture-backed company. We hear it all the time where an investor will say, "Oh, really interesting deck. I'm passing," and they never even looked at the deck. A lot of companies ask us things like, “Can you make it so they can't see my prototype until they view the deck for a certain period of time?”

In Journey, you can make it so someone can't book a meeting with you until they watch your personalized intro video. They can't view your Airtable metrics until they take this action. That's where we get into some really interesting things that make it completely different than a Notion document or completely different than a Canva slide. And yeah, that's a small ambiguous glimpse of where we're going.