Marketing has a large discretionary budget in many organizations - usually the largest (discretionary) in many organizations. So that makes it a good target. S

Marketing has a large discretionary budget in many organizations - usually the largest (discretionary) in many organizations. So that makes it a good target. Sales will throw money at anything with a clear ROI. If you can reliably say it'll make salespeople 1% more effective, then that's an easy decision. If you look at Chorus.ai / Gong.io / VoiceOps - these are new sales tools that have really burst into the market. That said, as a result of this, there is a lot of tech in both of those domains. Your customers will have a lot of tech and be bombarded with a lot of options. Is is very noisy and confusing. So it gets harder to get above that noise and stand out. Particularly in the early days. So even in those cases, I think starting out in a niche can make sense (A niche of startups can be a good one for a bunch of reasons). Simplifies your approach to the market.