I was intrigued, and first thought he may probably want to chat about hiring me at his company. I knew he was impressed with our execution.

But nope. That wasn't it. He wanted to know how his team was executing when compared to other companies we were working with. He wanted my assessment of them vs other clients - are we nimble? are we making good decisions? are we proactive? does our team show ownership?

Ever since, one of the things I've enjoyed in building B2B businesses, is the exposure to how our customers operate. I get to see their decision making and execution style from close quarters. It is really interesting to contrast how different teams operate.

How quickly do they make decisions? How well thought through are those decisions? How do their teams execute on those decisions? How do they drive adoption of our product? How open minded are they to new ideas?

Of course, I also learn a bunch of things from observing this - how did someone manage great adoption, why did another team fail at it?

We then think about how to take these learnings and apply it to our own contexts, and also how to borrow these ideas and apply it to our other customers' onboarding journeys.

One shining example for me so far has been the "Onboarding Day" that one of our customers conducted post their go-live with Rocketlane.

This was a celebration of change, and made everyone think actively about how they can level up in the onboarding function. I was invited to the event too, as different folks on the team presented their ideas, and also showcased how they'd use Rocketlane to run their kick-offs.

We've since made "Onboarding Day" / "Implementation Day" a part of our own onboarding methodology as the final activity in our onboarding journeys - at least for larger teams that need active change management! Ad: Want to try Rocketlane & level up your onboarding? Talk to us!

@srikrishnang Great thread! Selling B2B software gives you a window into how other businesses operate. Another thing that stands out here is what the exec did. He proactively sought out critical feedback, which is a key trait in itself!