Andy McCall

“"The y-axis is really what we called the buyer's exposure... There's the exposure of making a mistake with the solution that you buy. There's also the exposure of the solution inside of your company... And then the x-axis is whether or not proof travels in any given market. And so if you think about the top right would be proof travels in this market and it's high buyer exposure and high buyer risk... that's a lighthouse market. And the bottom left would be low proof traveling, but also low buyer exposure. And that would be a land grab market."”

“"What it did is it provided this huge tailwind for anybody making these electronic logging devices... if you were a new entrant into the market, like we were at Samsara, it really helped because basically the entire industry all of a sudden had to find budget to go out and buy these things. And a certain percentage of them clearly would say, hey, let's check out what's new out there."”

“"I'm doing a decent amount of work with a company we invested in called Pylon. They're basically the AI native customer support and they're a great example of land grab. They're doing a fantastic job right now, just going out and saying, hey, we've got a better way of doing this."”

“"At Samsara, we started with land grab. But as soon as we matured and started getting up into enterprise, then what do you do? Well, you verticalize."”

“"We had no chance of getting into the largest corporations in the world, the lighthouse, because Cisco and HP had them all tied up. But what we could do is we could say, listen, we can configure, we can deploy faster, we're simpler to use."”

“"What we'd do is we'd run these webinars and we'd say, hey, you attend the webinar, we'll send you a free access point. You plug it in, try it out. And the idea was, if they try it, the light bulb goes off... Why don't I use that? And it was very, very successful for a long period of time."”

“For those that aren't familiar with Andy's background, he's built some of the best sales organizations that I've ever heard of at Samsara and Meraki."”

“In the piece, you talk about Hebbia and Harvey as classic lighthouse examples.”

“I'm doing a decent amount of work with a company we invested in called Pylon.”

“They're basically the AI native customer support and they're a great example of land grab. They're doing a fantastic job right now, just going out and saying, hey, we've got a better way of doing this.”

“At Samsara, we started with land grab. But as soon as we matured and started getting up into enterprise, then what do you do? Well, you verticalize.”

“We had no chance of getting into the largest corporations in the world, the lighthouse, because Cisco and HP had them all tied up. But what we could do is we could say, listen, we can configure, we can deploy faster, we're simpler to use.”

“There were some very, very established players, right? AT&T had a solution. Verizon had a solution. There were a number of companies that were in sort of the hundreds of millions, half a billion in revenue already doing this.”

“Every small company wants to become a big company. I don't know too many very large successful companies that at some point in time, haven't deployed both strategies... at both Meraki and Samsara, we started with land grab. But as soon as we matured and started getting up into enterprise, then what do you do? Well, you verticalize.”