It’s been a super busy 🇬🇧 week packed with customer workshops and internal meetings. Some notes on the state of Institutional Crypto: > always start by deeply understanding the current pain points of the use case you are focusing on + dont hesitate to ask customers questions about their business. this is Enterprise Sales 101 but almost nobody in Crypto does it well. Either they believe in an abstract idea of “the old doesn’t matter, crypto rewrites rules” or they are so engineering-first that they forget about business > verticalize the stack. abstract complexity and vendor fatigue. build the core of the stack in house, pick selected partners for integration/add ons. nail joint GTM/channel sales > don’t shy from charging money for services and have “boring” revenue streams. enterprises feel perfectly fine to pay software providers that optimize operations/reduce costs for them. it may actually be a red flag if you offer valuable services for free > master consultative selling. most institutions do NOT know what they want to do onchain. This doesn’t mean that they will blindly follow your recommendations but you can win their trust if you prove you know their business and offer clear and actionable advice > tie sales with customer success. hold the hand of the customer not only until they sign but more importantly during deployment and maintenance These are things we have been trying to master for >1 year at @zksync and I am very proud of the progress we have made. We will continue doubling down on them, keeping our promise to be Partner Obsessed and onboarding more Institutions to the Elastic Network. Still Day 1 🫡