What is Journey's competitive positioning against website builder tools such as Wix and Squarespace?

I think Squarespace and Wix are some of the largest small business website builders in the world, at this point. Very rarely would you see a salesperson go into Squarespace or Wix and build a website for their customer because it's still too high bandwidth and too high lift for the sales persona, the customer success persona.

We have seen this in enterprise sales with large companies that want to have a really custom experience for a big customer. They'll go into Squarespace or Wix and they'll build them a website. Everything is personalized to them and it makes the customer feel great, but that’s really an outlier. 

From what we've seen, we see that as a huge opportunity in terms of how sales is being done. Everyone wants it to be more personalized, but you don't want it to be high bandwidth and high lift for a salesperson. 

As far as what we're doing, you could imagine a Webflow for sales or a Squarespace for sales. We are trying to give you the power of what those tools do but for a different persona, where the standard workflow for sales and success in our world is that you spend a little bit of time upfront building a journey. You can then duplicate it and tweak it a little bit, switch things around or add in a personalized video for the next client or the next prospect. 

You don't see that behavior being done with a Wix or a Squarespace, which are very much one-to-many websites. Those are mainly giving superpowers to the marketing team typically. We want to give superpowers to the individual salesperson inside of a company and have them share it with their team and have it grow within the go-to market team.

Ultimately, how we are evaluated is, are we helping salespeople close deals faster? Are they closing bigger deals? And our north star metric internally is, are we seeing the viral loop actually happening? Is the experience that good for the buyer or the investor that they are signing up for Journey from that Journey? That's how we're building up our organic flow of users because ultimately, that's the entire premise of the product—is the experience is so good that the person signs up. That’s similar to how Loom grew to tens of millions of users or how Calendly grew. Those products are a lot simpler because they're just one medium. It's just a video or just a calendar. Ours is a bit harder. I don't know it'll ever be as big as those because we have lots of different types of content, but we do have a similar inherent viral loop that we track pretty aggressively.