After Josh Schachter described Gainsight telling customers it will own renewals without worrying about how, AJ Bruno said that is the hardest part because it requires an immense amount of trust. Josh agreed that this trust is something built over years. AJ later compares it to QuotaPath, where customers hand over the keys to parts of their data and tech stack.

“But that's the hardest part, though. Don't worry about how we do it is, like, that there's a immense amount of trust that has to go into this process.”

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