These companies pioneered a new style of “bottom-up” growth, where individual contributors seeded a product’s adoption within a customer company.

Early on, the way we approached our go-to-market was opposite of what most companies do, which is start with a super niche audience, find them, target them and expand to new markets

We started completely horizontal with a blank-slate product, and we got more and more narrow with our focus on landing customers over time. We started seeing organic ado