“We ended up with the most ridiculous negative qualification criteria I have ever heard of: if the prospect requires a demo, then they’re not worth going after.”
Earthly ran over 100 calls with prospects and converted none to Earthly CI. Prospects had spent 2 years migrating to their current CI and would not do it again. Satellite customers already got 95 percent of the value while keeping GitHub Actions. The fastest CI lost to the one people had already paid for in migration pain.