Hi Krish - awesome!
Yes - we were deliberate about landing some key logos early on, we felt it would help to build trust with future prospects. I think in an ideal world you’re building a solution based on the experience you want to bring to the world, and weaving in what you’re learning about the challenges customers face - for us this was really split by stage. The pre-customer stage was heavily focused on constructing the foundation for that vision, and as we onboarded customers we were able to begin to weave in the learnings from them.
In our experience this was certainly tough (and initially a lot of learning on the job) to get that balance right, I think it requires the discipline to do the right thing for where you’re heading with the expectation on the direction from a customer. I don’t think this challenge every really fades away it just seems to evolve over time.