Rob Snyder says Workday's awful user experience is irrelevant because HR buyers choose on legal compliance and customization across jurisdictions.
Snyder blames LinkedIn outreach going mainstream, not AI, for outbound pipeline bottlenecks and urges cold calling, events, and founder-led sales.
Snyder says pull works for B2C too, and one D2C founder interviews every customer after signup to learn faster without heavy ad spend.
Workday's grip on HR buyers rests on compliance
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Workday's compliance coverage protects it from UX attacks. Rob Snyder says big companies buy HR software on whether it covers every law and jurisdiction, which makes Workday's poor usability irrelevant. He tried attacking the market on user experience and it did not work.
LinkedIn outreach saturation is what changed cold outbound. Rob Snyder blames LinkedIn outreach going mainstream rather than AI, and says he has 300 unanswered connection requests. He still sees interesting messages earn very high response rates.
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