Is Calixa encountering larger companies seeking to leverage the platform purely for data piping into their existing Salesforce or HubSpot CRM systems?

Yeah. We've taken the opinion that, if all you want is to just pipe data into Salesforce, you should be using reverse ETL. That's probably the better tool for now. If you think Salesforce or Hubspot is good enough, it will take some time for you to learn the PLG religion. We need to prove to you that a Calixa is the place your customer should be doing work if you’re product-led.

I think we want to play nice with existing CRMs if they are important to you but we want to provide a differentiated experience that’s purpose built for product-led companies. I think there's appetite for, "You know your product plays nice with HubSpot and Salesforce. I guess my reps don't actually have to be in there as long as they can do the things that I expect of them, so I can report on it."