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However, entire engineering organizations may not be getting as much as they could from AI tools because there’s a lack of strategy.",[],{"_30":603,"_16":265,"_266":604,"_274":625,"_276":277},"ce1c6cc5fc06",[605,609,613,617,621],{"_30":606,"_16":270,"_271":607,"_146":608},"6adc5ab9486d",[],"“I think where the rubber isn't meeting the road is figuring out: What are the business problems in the company that have the most to gain from AI usage?” The CTO clarifies: “There ",{"_30":610,"_16":270,"_271":611,"_146":612},"c5ba9c4f68ef",[375],"should",{"_30":614,"_16":270,"_271":615,"_146":616},"f07293fa6cb1",[]," be room for experimentation. There should be time to try something new and figure out: OK, what can we do with this tool? But when it's only ",{"_30":618,"_16":270,"_271":619,"_146":620},"5f9df2d9d4c6",[375],"that",{"_30":622,"_16":270,"_271":623,"_146":624},"e379adfcef8b",[],", and we don't have targeted goals and outcomes, then things can go off the rails.”",[],{"_30":627,"_16":265,"_266":628,"_274":641,"_276":277},"2806b926c74f",[629,633,637],{"_30":630,"_16":270,"_271":631,"_146":632},"20ca35d47b12",[],"“The companies where I see the most adoption and the most durable benefit from AI are ones that came to AI ",{"_30":634,"_16":270,"_271":635,"_146":636},"616c0fc5205d",[375],"with a specific problem",{"_30":638,"_16":270,"_271":639,"_146":640},"388b7f348ed9",[],". For example: Companies that needed to modernize legacy infrastructure, and hypothesized that AI would help them modernize legacy components much faster than they could have previously.”",[],{"_30":643,"_16":265,"_266":644,"_274":649,"_276":277},"5b354084e16b",[645],{"_30":646,"_16":270,"_271":647,"_146":648},"12e82b130519",[],"“Organizations that want to see organizational benefit need to think about this on an organizational level, not just rely on individuals figuring out what to do.”",[],{"_30":651,"_16":265,"_266":652,"_274":657,"_276":398},"67040ffdada8",[653],{"_30":654,"_16":270,"_271":655,"_146":656},"3192c3835391",[],"How Can Startups Make the Most of AI?",[],{"_30":659,"_16":265,"_266":660,"_274":665,"_276":277},"c31c1f6f739b",[661],{"_30":662,"_16":270,"_271":663,"_146":664},"e85f2ae6eb02",[],"Tacho concedes that different organizations with different resources (and different amounts of runway) will need to take different approaches. “I think you need to look at it as a spectrum of targeted experiments vs. targeted use cases. That proportion needs to be adjusted based on your company’s size and stage.”",[],{"_30":667,"_16":265,"_266":668,"_274":681,"_276":277},"13620c1b08a7",[669,673,677],{"_30":670,"_16":270,"_271":671,"_146":672},"685874eb3c2b",[],"“For startups, those ",{"_30":674,"_16":270,"_271":675,"_146":676},"4c1536f1ca42",[375],"are",{"_30":678,"_16":270,"_271":679,"_146":680},"d0220dd97143",[]," the environments where the individual can have a huge impact. So it would make sense for people to be experimenting, to be rapidly figuring out where they can exploit the capabilities of AI for your business. But you should document that as you go and make sure it's not just one individual deciding to do one-off things. Build a playbook of use cases that aren’t ephemeral.”",[],{"_30":683,"_16":265,"_266":684,"_274":696,"_276":697},"c228156c21bf",[685,689,692],{"_30":686,"_16":270,"_271":687,"_146":688},"9d6d3ffd9258",[],"The companies where I see the most adoption and the most durable benefit from AI are ones that came to AI ",{"_30":690,"_16":270,"_271":691,"_146":636},"21b77ac6de87",[375],{"_30":693,"_16":270,"_271":694,"_146":695},"a0dd1112265f",[],".\" -Laura Tacho / CTO, DX",[],"blockquote",{"_30":699,"_16":265,"_266":700,"_274":705,"_276":277},"9cbbe1b594fb",[701],{"_30":702,"_16":270,"_271":703,"_146":704},"dfbb3abbb75b",[],"“Depending on the market pressures on your business, that's going to dictate how you think about a rollout. Obviously, for startups that rely heavily on individual rigor and urgency in order to get work done, the AI strategy is going to fit better with focus on individuals or small teams. Larger organizations that are dealing with decades’ worth of legacy software need to take a different approach.”",[],{"_30":707,"_16":265,"_266":708,"_274":713,"_276":398},"b6fd364a6a61",[709],{"_30":710,"_16":270,"_271":711,"_146":712},"6383886779c0",[],"How Should Engineering Teams Adopt AI?",[],{"_30":715,"_16":265,"_266":716,"_274":721,"_276":277},"14628ec7a3ab",[717],{"_30":718,"_16":270,"_271":719,"_146":720},"0644eb3d81e9",[],"The CTO empathizes with AI startup founders, who face mounting pressure from a market that moves incredibly fast. “I feel like AI tooling is being commoditized at a rate I have never seen before. A few months ago, when people evaluated tools, they were looking at which model they could use. It was a differentiating feature. And now you can use whichever model you want. Sometimes it feels like things change hourly.”",[],{"_30":723,"_16":265,"_266":724,"_274":729,"_276":277},"8ef01b409a4f",[725],{"_30":726,"_16":270,"_271":727,"_146":728},"d51e49bfa956",[],"However, the CTO notes the increasingly competitive nature of some AI product lines is at odds with the organizational benefit of keeping a unified stack, despite individual developers continuing to crave autonomy. “This is a tough one. The reality is that engineering leads feel that business pressure for vendor consolidation. No company wants to be forking over more money for an arbitrary number of vendors that all more or less solve the same problems.”",[],{"_30":731,"_16":265,"_266":732,"_274":737,"_276":277},"f7b36798e60a",[733],{"_30":734,"_16":270,"_271":735,"_146":736},"66f553aae4c5",[],"Tacho suggests that a viable alternative for startups is to offer developer stipends to allow them freedom of choice. “It’s definitely a reasonable alternative, especially in a startup environment that may be a bit more open with regards to governance, risk, and security. It’ll also depend on whether you work in consumer vs. another industry.”",[],{"_30":739,"_16":265,"_266":740,"_274":745,"_276":277},"5b7ef7b4a362",[741],{"_30":742,"_16":270,"_271":743,"_146":744},"3aa561d546e0",[],"The CTO notes that other companies do attempt to consolidate around single vendors, using targeted proof-of-concept campaigns and running bake-off comparisons between competing vendors when needed. “Some companies decide that since the market's so volatile that they’re going to trial something for six months and then figure out if things stabilize.”",[],{"_30":747,"_16":265,"_266":748,"_274":753,"_276":277},"0b4d6c188f7f",[749],{"_30":750,"_16":270,"_271":751,"_146":752},"27a8a1a77ff3",[],"“I think no matter what approach an organization takes, there are going to be shadow AI tools out there because these are tools that right now are not prohibitively expensive for developers to pay for by themselves, and that is the reality, and it happens everywhere.",[],{"_30":755,"_16":265,"_266":756,"_274":761,"_276":398},"e0a9a743391f",[757],{"_30":758,"_16":270,"_271":759,"_146":760},"9db58c07f28f",[],"How Can AI Startups Target Developers as Customers?",[],{"_30":763,"_16":265,"_266":764,"_274":769,"_276":277},"4a634dd45258",[765],{"_30":766,"_16":270,"_271":767,"_146":768},"331f1c91166e",[],"The CTO notes that while certain market factors appear to be changing, the top drivers for purchasing AI tools, or any tools, remain the same. “I just spoke to a bunch of other CTOs, and while cost was not as much of a factor in purchasing decisions last year, it definitely is this year.”",[],{"_30":771,"_16":265,"_266":772,"_274":793,"_276":277},"aa2b664ed034",[773,777,781,785,789],{"_30":774,"_16":270,"_271":775,"_146":776},"09c47ebcee3c",[],"“But ",{"_30":778,"_16":270,"_271":779,"_146":780},"f774fb057e93",[375],"accuracy",{"_30":782,"_16":270,"_271":783,"_146":784},"3bcaf1a11cff",[]," and ",{"_30":786,"_16":270,"_271":787,"_146":788},"e45a0323c78c",[375],"security",{"_30":790,"_16":270,"_271":791,"_146":792},"9112abe3800d",[]," are still top drivers for purchasing decisions. I think there's some table-stakes aspects for any AI tool that engineering teams have come to expect. Beyond the table stakes, the more that tools can illustrate better ROI and costs, the better.” Tools that can make usage metrics and data readily available will play nicer with developer productivity tooling to paint a clearer picture of ROI.",[],{"_30":795,"_16":265,"_266":796,"_274":823,"_276":277},"9aff8549c806",[797,801,805,808,812,815,819],{"_30":798,"_16":270,"_271":799,"_146":800},"f789e6fe71d6",[],"“For a long time, the primary metrics we had were ",{"_30":802,"_16":270,"_271":803,"_146":804},"019ea183d6b0",[375],"acceptance rate",{"_30":806,"_16":270,"_271":807,"_146":428},"59845b7e0654",[],{"_30":809,"_16":270,"_271":810,"_146":811},"79541bcec86f",[375],"number of licenses",{"_30":813,"_16":270,"_271":814,"_146":445},"8d36458ffd19",[],{"_30":816,"_16":270,"_271":817,"_146":818},"0fd4f5313dd7",[375],"how much was being paid for them",{"_30":820,"_16":270,"_271":821,"_146":822},"aad05ba988f9",[],". But there wasn’t much transparency when it came to how tools were actually being used. So focusing on a really robust admin API is a great way to ensure that you can build a defensible ROI case and get people to keep their wallets open.”",[],{"_30":825,"_16":265,"_266":826,"_274":831,"_276":398},"5bb4ab577ce6",[827],{"_30":828,"_16":270,"_271":829,"_146":830},"477de88b4589",[],"Opportunities for AI Products Targeting Engineering Teams",[],{"_30":833,"_16":265,"_266":834,"_274":847,"_276":277},"93865a87df07",[835,839,843],{"_30":836,"_16":270,"_271":837,"_146":838},"1273a0a32665",[],"“As mentioned, areas like general-purpose code authoring tools may be reaching a level of saturation. But beyond code generation, there are opportunities to target other use cases across the software development lifecycle: Requirements authoring, code review, or changelogs. For AI products targeting engineering teams, the most valuable use cases are the ones that are ",{"_30":840,"_16":270,"_271":841,"_146":842},"c2bd9ce32bc2",[375],"under-solved",{"_30":844,"_16":270,"_271":845,"_146":846},"a4a864a900e9",[]," right now.”",[],{"_30":849,"_16":265,"_266":850,"_274":855,"_276":277},"6e64cdf2d46f",[851],{"_30":852,"_16":270,"_271":853,"_146":854},"91ee8f9c0a9f",[],"Of course, many teams are still concerned about the non-deterministic nature of GenAI and the havoc that a hallucinating LLM might have on their codebase. However, the CTO notes that organizations that have built-in organizational resiliency tend to be the ones that make the most of AI.",[],{"_30":857,"_16":265,"_266":858,"_274":863,"_276":277},"bba9cbbaf459",[859],{"_30":860,"_16":270,"_271":861,"_146":862},"5cd8ab410955",[],"“When you introduce AI, in all its non-deterministic glory [to resilient orgs], they're not falling over. They're not bottlenecked. Whereas companies who don't [have organizational resilience] and think that AI will be a magic solution to all the problems they've been avoiding? Those companies are getting a reality check. The fundamentals don't go away just because you have AI.”",[],{"_30":865,"_16":265,"_266":866,"_274":878,"_276":697},"36375c00e3d1",[867,871,874],{"_30":868,"_16":270,"_271":869,"_146":870},"3df04aba26d5",[],"Beyond code generation, there are opportunities to target other use cases across the software development lifecycle. For AI products targeting engineering teams, the most valuable use cases are the ones that are ",{"_30":872,"_16":270,"_271":873,"_146":842},"ba209d80d01d",[375],{"_30":875,"_16":270,"_271":876,"_146":877},"3f23dea25456",[]," right now.\"",[],{"_30":880,"_16":265,"_266":881,"_274":902,"_276":277},"1569292b9daf",[882,886,890,894,898],{"_30":883,"_16":270,"_271":884,"_146":885},"2875d555a615",[],"“I think developer experience is not an outcome of using AI tools really well. It's a ",{"_30":887,"_16":270,"_271":888,"_146":889},"2df82cb79eb4",[375],"prerequisite",{"_30":891,"_16":270,"_271":892,"_146":893},"5eb089fcacc6",[]," to use them well. What's good for an individual human developer is also good for an agent. There's extra stuff that you might want to do for agents, but the physics of what makes software or codebases easy to contribute to, easy to change...that's important for AI agents ",{"_30":895,"_16":270,"_271":896,"_146":897},"eaf4db67aa68",[375],"and",{"_30":899,"_16":270,"_271":900,"_146":901},"661fd03f5d8c",[]," for humans.",[],{"_30":904,"_16":265,"_266":905,"_274":910,"_276":277},"96d624d478ea",[906],{"_30":907,"_16":270,"_271":908,"_146":909},"98e49bf3fdb0",[],"“AI is an amplifier. If you have parts of your system that are a bit garbage, they're going to be amplified garbage now. And if you have really solid engineering practices that have stayed ahead of the industry curve, then that's going to be amplified and you're going to get even better results.”",[],{"_30":912,"_16":265,"_266":913,"_274":918,"_276":277},"0b66778a3150",[914],{"_30":915,"_16":270,"_271":916,"_146":917},"22dcc00060db",[],"For AI startup founders specifically targeting engineering orgs, the slickest user interfaces and best new user experiences will only go so far. If those engineering orgs that AI themselves are struggling to maintain stable, resilient systems, they may struggle to succeed with any AI product.",[],{"_30":920,"_16":265,"_266":921,"_274":926,"_276":277},"b5599fcb63e6",[922],{"_30":923,"_16":270,"_271":924,"_146":925},"8791ada4d0c1",[],"“To those AI product builders who are concerned about whether their product will be sticky with customers, I might say: Maybe think about building tools that fix your customers’ rickety systems. Probably a less exciting problem to solve, but people have their wallets open for it right now.”",[],{"_30":928,"_16":265,"_266":929,"_274":934,"_276":277},"7b92f345cc9a",[930],{"_30":931,"_16":270,"_271":932,"_146":933},"4ab8a0ba2d26",[],"\n",[],12,"https://cdn.sanity.io/images/50q6fr1p/production/64845befec4c1deaffc6207521e99246fb71edef-1200x630.png","831ab261-12d5-4714-89b7-6b565a0b8e28","2025-09-04T05:24:00.000Z","ai-productivity-for-engineering-teams","How to Drive AI Productivity and Value for Engineering Teams","blogArticle","recent",[944,2697,3035],{"_284":945,"_294":2691,"_122":2692,"_297":2693,"_301":2694,"_303":2695,"_25":2696,"_306":941},[946,954,994,1013,1035,1043,1062,1092,1095,1103,1114,1124,1135,1146,1149,1157,1187,1195,1207,1219,1231,1243,1255,1267,1286,1294,1302,1310,1317,1325,1337,1370,1404,1416,1424,1432,1440,1448,1456,1464,1472,1483,1494,1505,1516,1524,1532,1540,1548,1567,1575,1583,1591,1599,1607,1615,1623,1631,1639,1646,1654,1662,1670,1678,1685,1693,1701,1753,1761,1768,1775,1783,1791,1798,1817,1825,1833,1841,1849,1857,1865,1873,1881,1888,1896,1904,1911,1919,1926,1933,1941,1949,1956,1964,1972,1980,1995,2010,2025,2033,2040,2047,2055,2063,2071,2079,2087,2095,2103,2111,2119,2127,2135,2143,2150,2158,2165,2173,2192,2199,2206,2214,2222,2229,2237,2245,2252,2259,2267,2274,2282,2294,2306,2360,2368,2376,2384,2399,2407,2415,2423,2431,2439,2447,2455,2467,2479,2491,2503,2515,2527,2539,2551,2592,2600,2607,2614,2622,2629,2637,2644,2652,2660,2667,2675,2683],{"_30":947,"_16":265,"_266":948,"_274":953,"_276":398},"a6399587d8a1",[949],{"_30":950,"_16":270,"_271":951,"_146":952},"8ce5c5b51263",[],"Introduction to Training an LLM",[],{"_30":955,"_16":265,"_266":956,"_274":988,"_276":277},"0e69c3910248",[957,961,966,970,975,979,984],{"_30":958,"_16":270,"_271":959,"_146":960},"b5ac2b6b3fd3",[],"Organizations of all sizes and maturity levels are adopting artificial intelligence (AI) quickly. While enterprises are notorious for",{"_30":962,"_16":270,"_271":963,"_146":965},"65ae6e8a770d",[964],"977b250d5e29"," slower adoption",{"_30":967,"_16":270,"_271":968,"_146":969},"71d7c15b714b",[],", their retention rates for AI applications are now hitting",{"_30":971,"_16":270,"_271":972,"_146":974},"4b5d25a9ee77",[973],"0d11a753d96f"," 63% annually",{"_30":976,"_16":270,"_271":977,"_146":978},"ad3f903a3771",[],", up from 41% the previous year. So while there are arguably overhyped, generic use cases that could fizzle out, AI is",{"_30":980,"_16":270,"_271":981,"_146":983},"1ea7e8b7eef9",[982],"3539ba7296a9"," becoming stickier",{"_30":985,"_16":270,"_271":986,"_146":987},"4d41aef2957c",[]," in some places.",[989,990,992],{"_30":964,"_16":42,"_353":506},{"_30":973,"_16":42,"_353":991},"https://www.forbes.com/councils/forbestechcouncil/2025/02/05/why-enterprise-ai-adoption-is-finally-reaching-its-tipping-point-a-guide-for-corporate-leaders/",{"_30":982,"_16":42,"_353":993},"https://www.heavybit.com/library/article/prompting-chatgpt-programming-llm-software-development",{"_30":995,"_16":265,"_266":996,"_274":1010,"_276":277},"b6739aa2a6c2",[997,1001,1006],{"_30":998,"_16":270,"_271":999,"_146":1000},"97b07bade036",[],"If you’re at an",{"_30":1002,"_16":270,"_271":1003,"_146":1005},"b9622a6c7387",[1004],"c62a39db8c0a"," organization that’s already leveraging generative AI",{"_30":1007,"_16":270,"_271":1008,"_146":1009},"a77be8063224",[],", you may be tasked with exploring innovative applications for it. Large Language Models (LLMs) offer a range of opportunities, but while pre-trained LLMs like the ChatGPT family from OpenAI and the Llama family from META are excellent for general purposes, there’s a good chance your company will need custom LLM models that are a bit more bespoke.",[1011],{"_30":1004,"_16":42,"_353":1012},"https://www.heavybit.com/library/article/future-of-ai-coding-genai",{"_30":1014,"_16":110,"_359":1015,"_111":1016,"_363":1018,"_365":1015,"_367":1019},"8681d46038f3","Heavybit: Train LLMs on your own data",{"_113":1017,"_16":115},"image-0266788f35bc1118319d84bbc32bd1b7b715dcb8-4000x2250-jpg","Heavybit",[1020],{"_30":1021,"_16":265,"_266":1022,"_274":1032,"_276":277},"15c937478e0a",[1023,1027],{"_30":1024,"_16":270,"_271":1025,"_146":1026},"8cd616692996",[],"Training LLMs on your own data requires processing, model engineering, setup, testing, and iteration. ",{"_30":1028,"_16":270,"_271":1029,"_146":1031},"3341ccdb16bb",[1030,381,375],"ed5d975da551","Click to zoom in on this infographic.",[1033],{"_30":1030,"_16":42,"_353":1034},"https://cdn.sanity.io/images/50q6fr1p/production/0266788f35bc1118319d84bbc32bd1b7b715dcb8-4000x2250.jpg",{"_30":1036,"_16":265,"_266":1037,"_274":1042,"_276":277},"b3e8ad3f66f9",[1038],{"_30":1039,"_16":270,"_271":1040,"_146":1041},"09110967b1ff",[],"",[],{"_30":1044,"_16":265,"_266":1045,"_274":1059,"_276":277},"017e0464b625",[1046,1050,1055],{"_30":1047,"_16":270,"_271":1048,"_146":1049},"0d88d17d13d4",[],"Teams can optimize models for better on-the-fly performance using techniques like",{"_30":1051,"_16":270,"_271":1052,"_146":1054},"72bca12cee19",[1053],"cd448e36593c"," retrieval-augmented generation (RAG)",{"_30":1056,"_16":270,"_271":1057,"_146":1058},"1c0f3bc08941",[],", or they can take the approach of training their LLM on their own data. (Note that a training project, the initialization of an AI model’s weights against a dataset, differs from a fine-tuning LLM project, which further trains pre-trained models and is often even more costly in terms of computational resources).",[1060],{"_30":1053,"_16":42,"_353":1061},"https://www.heavybit.com/library/article/rag-vs-fine-tuning",{"_30":1063,"_16":265,"_266":1064,"_274":1087,"_276":277},"9071a9e4fb58",[1065,1069,1074,1078,1083],{"_30":1066,"_16":270,"_271":1067,"_146":1068},"d37f5bff4703",[],"Whether you're building a chatbot with expertise fueled by internal documentation, generating domain-specific content, building a",{"_30":1070,"_16":270,"_271":1071,"_146":1073},"ff69fa245d49",[1072],"8a8f6d620c5d"," natural-language processing (NLP)",{"_30":1075,"_16":270,"_271":1076,"_146":1077},"0724750bc08d",[],"-focused",{"_30":1079,"_16":270,"_271":1080,"_146":1082},"5f30dce4a8ef",[1081],"7f220939a0fd"," BERT model",{"_30":1084,"_16":270,"_271":1085,"_146":1086},"cce76ef5fe75",[]," for a text data or text generation use case, or enhancing existing models with proprietary knowledge, this tutorial will walk you through the practical steps required to train a language model on your own dataset.",[1088,1090],{"_30":1072,"_16":42,"_353":1089},"https://en.wikipedia.org/wiki/Natural_language_processing",{"_30":1081,"_16":42,"_353":1091},"https://en.wikipedia.org/wiki/BERT_(language_model)",{"_30":1093,"_16":122,"_111":1094},"71f3d6c2eb40",{"_113":471,"_16":115},{"_30":1096,"_16":265,"_266":1097,"_274":1102,"_276":480},"9980872013aa",[1098],{"_30":1099,"_16":270,"_271":1100,"_146":1101},"8f0616078cf0",[],"More Resources on LLM Engineering",[],{"_30":1104,"_16":265,"_266":1105,"_489":490,"_491":492,"_274":1111,"_276":277},"52d136e50b86",[1106],{"_30":1107,"_16":270,"_271":1108,"_146":1110},"3a1e7e239739",[1109],"51f7019d065f","Article: LLM Fine-Tuning: A Guide for Engineering Teams in 2025",[1112],{"_30":1109,"_16":42,"_353":1113},"https://www.heavybit.com/library/article/llm-fine-tuning",{"_30":1115,"_16":265,"_266":1116,"_489":490,"_491":492,"_274":1122,"_276":277},"b90365c48cb8",[1117],{"_30":1118,"_16":270,"_271":1119,"_146":1121},"0211029c56af",[1120],"774350bf476d","Article: RAG vs. Fine-Tuning: What Dev Teams Need to Know",[1123],{"_30":1120,"_16":42,"_353":1061},{"_30":1125,"_16":265,"_266":1126,"_489":490,"_491":492,"_274":1132,"_276":277},"7a83b822584d",[1127],{"_30":1128,"_16":270,"_271":1129,"_146":1131},"8dcbb68adbde",[1130],"be97ab70f307","Article: Synthetic Data for AI: Purpose and Use Cases",[1133],{"_30":1130,"_16":42,"_353":1134},"https://www.heavybit.com/library/article/synthetic-data-for-ai",{"_30":1136,"_16":265,"_266":1137,"_489":490,"_491":492,"_274":1143,"_276":277},"54d3ce84a16e",[1138],{"_30":1139,"_16":270,"_271":1140,"_146":1142},"d98b34615398",[1141],"c886ace6e24a","Article: How to Create Data Pipelines",[1144],{"_30":1141,"_16":42,"_353":1145},"https://www.heavybit.com/library/article/how-to-create-data-pipelines",{"_30":1147,"_16":122,"_111":1148},"2989adc68ef0",{"_113":471,"_16":115},{"_30":1150,"_16":265,"_266":1151,"_274":1156,"_276":480},"3dc8452f6bb0",[1152],{"_30":1153,"_16":270,"_271":1154,"_146":1155},"0ef22361eadf",[],"What Is an LLM and Its Key Components?",[],{"_30":1158,"_16":265,"_266":1159,"_274":1182,"_276":277},"4ab475bdf11e",[1160,1164,1169,1173,1178],{"_30":1161,"_16":270,"_271":1162,"_146":1163},"dfdf24648eb6",[],"If you’re reading this, there’s already a good chance you know about LLMs, here’s a brief recap. An LLM is a deep learning model trained to understand and generate human language. LLMs are commonly built on the",{"_30":1165,"_16":270,"_271":1166,"_146":1168},"a42d067fb740",[1167],"f10bc77397f6"," Transformer architecture",{"_30":1170,"_16":270,"_271":1171,"_146":1172},"cbef3de8d5e2",[],", introduced in the seminal \"",{"_30":1174,"_16":270,"_271":1175,"_146":1177},"de9052028c45",[1176],"a7769067698b","Attention is All You Need",{"_30":1179,"_16":270,"_271":1180,"_146":1181},"00adc4ff135f",[],"\" paper.",[1183,1185],{"_30":1167,"_16":42,"_353":1184},"https://en.wikipedia.org/wiki/Transformer_(deep_learning_architecture)",{"_30":1176,"_16":42,"_353":1186},"https://arxiv.org/abs/1706.03762",{"_30":1188,"_16":265,"_266":1189,"_274":1194,"_276":277},"79e56bc43c57",[1190],{"_30":1191,"_16":270,"_271":1192,"_146":1193},"8589ac125a91",[],"Key components of an LLM include:",[],{"_30":1196,"_16":265,"_266":1197,"_489":490,"_491":492,"_274":1206,"_276":277},"d16b8cd3ddfa",[1198,1202],{"_30":1199,"_16":270,"_271":1200,"_146":1201},"91329b0ce3d4",[382],"Tokenization:",{"_30":1203,"_16":270,"_271":1204,"_146":1205},"24c7f1508da4",[]," Breaks inputted text into manageable units/tokens (such as words or subwords) so it’s machine-readable.",[],{"_30":1208,"_16":265,"_266":1209,"_489":490,"_491":492,"_274":1218,"_276":277},"df1c73b6c0eb",[1210,1214],{"_30":1211,"_16":270,"_271":1212,"_146":1213},"258fd9bced23",[382],"Embedding Layer:",{"_30":1215,"_16":270,"_271":1216,"_146":1217},"8d813909c24d",[]," Maps tokens to high-dimensional vectors. These embeddings are updated during model training to capture task-specific meaning.",[],{"_30":1220,"_16":265,"_266":1221,"_489":490,"_491":492,"_274":1230,"_276":277},"ce34cd758ab4",[1222,1226],{"_30":1223,"_16":270,"_271":1224,"_146":1225},"1bca2ab083ee",[382],"Positional Encoding:",{"_30":1227,"_16":270,"_271":1228,"_146":1229},"b8841f98c482",[]," Added to token embeddings to give the model information about the position of each token in the sequence.",[],{"_30":1232,"_16":265,"_266":1233,"_489":490,"_491":492,"_274":1242,"_276":277},"76d55bc27217",[1234,1238],{"_30":1235,"_16":270,"_271":1236,"_146":1237},"34f8cfebe47f",[382],"Attention Mechanisms:",{"_30":1239,"_16":270,"_271":1240,"_146":1241},"cbb723a92424",[]," Allows the model to weigh the relationships between all tokens in a sequence, and dynamically focus on the most relevant components of the context for each token.",[],{"_30":1244,"_16":265,"_266":1245,"_489":490,"_491":492,"_274":1254,"_276":277},"8b720d3c6d00",[1246,1250],{"_30":1247,"_16":270,"_271":1248,"_146":1249},"7c253cfba82e",[382],"Feed-Forward Networks:",{"_30":1251,"_16":270,"_271":1252,"_146":1253},"cf9a2b6d5a47",[]," Process each position independently, and enrich the model’s capacity to detect and process complex patterns per the model’s algorithms.",[],{"_30":1256,"_16":265,"_266":1257,"_489":490,"_491":492,"_274":1266,"_276":277},"b2400571263c",[1258,1262],{"_30":1259,"_16":270,"_271":1260,"_146":1261},"0366238f7b35",[382],"Output Layer:",{"_30":1263,"_16":270,"_271":1264,"_146":1265},"cb097c884067",[]," Converts the final token representations into probabilities over the vocabulary, which then generates predictions, such as the next token in a sequence.",[],{"_30":1268,"_16":265,"_266":1269,"_274":1283,"_276":277},"6c4571fec1e1",[1270,1274,1279],{"_30":1271,"_16":270,"_271":1272,"_146":1273},"d4c21dc4f2c0",[],"When combined, these elements of an LLM create a pipeline that transforms your inputted raw text into outputted",{"_30":1275,"_16":270,"_271":1276,"_146":1278},"bfcf7e0e534a",[1277],"955440818a39"," meaningful predictions",{"_30":1280,"_16":270,"_271":1281,"_146":1282},"a648856fd6d8",[]," with nuanced understanding and context-aware sensitivity. Now let’s talk about how to apply that to your organization.",[1284],{"_30":1277,"_16":42,"_353":1285},"https://www.heavybit.com/library/article/ai-inference",{"_30":1287,"_16":265,"_266":1288,"_274":1293,"_276":398},"8012c53cf0be",[1289],{"_30":1290,"_16":270,"_271":1291,"_146":1292},"26dabdc33c73",[],"Why Train an LLM on Your Own Data?",[],{"_30":1295,"_16":265,"_266":1296,"_274":1301,"_276":277},"d73ea082ccdf",[1297],{"_30":1298,"_16":270,"_271":1299,"_146":1300},"a2c65cd84ae4",[],"If you have a common medical problem, such as a cough or headache, you’re probably fine going to see a doctor who is a general practitioner. On the other hand, if there are recurring concerns about specific parts of your body, such as your knees or shoulders, you might want to schedule an appointment with someone who specializes in that field, such as an orthopedic surgeon. The value of your own LLM, trained to focus on your users’ needs, can be seen in a similar way.",[],{"_30":1303,"_16":265,"_266":1304,"_274":1309,"_276":277},"02c6fe3d89a4",[1305],{"_30":1306,"_16":270,"_271":1307,"_146":1308},"5bf9c0a71c24",[],"While GPT-4, for instance, might be able to provide a broad overview of what your organization does at a high level — based on publicly available information — it’s not going to be able to do so with the same level of granular knowledge that is common amongst your co-workers.",[],{"_30":1311,"_16":265,"_266":1312,"_274":1316,"_276":277},"c1b7a7e56c46",[1313],{"_30":1314,"_16":270,"_271":1315,"_146":1041},"a4ce084fe742",[],[],{"_30":1318,"_16":265,"_266":1319,"_274":1324,"_276":277},"fdd766dfd996",[1320],{"_30":1321,"_16":270,"_271":1322,"_146":1323},"9dcf25f638a4",[],"By training an LLM on your own dataset, you can achieve:",[],{"_30":1326,"_16":265,"_266":1327,"_274":1336,"_276":277},"2babe1df0a62",[1328,1332],{"_30":1329,"_16":270,"_271":1330,"_146":1331},"c2345bf86f48",[382],"Domain Knowledge:",{"_30":1333,"_16":270,"_271":1334,"_146":1335},"354423d39a3e",[]," General models will struggle with niche terminology or specialized workflows. By training your own LLM on your own specific data tailored to your use case (like support tickets, codebases, or datasheets), you ensure the model internalizes domain-specific vocabulary, abbreviations, and context.",[],{"_30":1338,"_16":265,"_266":1339,"_274":1366,"_276":277},"eff652765c59",[1340,1344,1348,1353,1357,1362],{"_30":1341,"_16":270,"_271":1342,"_146":1343},"c0dc64eaf562",[382],"Better Performance:",{"_30":1345,"_16":270,"_271":1346,"_146":1347},"80720adb7a32",[]," Generic models can be imprecise on narrow tasks.",{"_30":1349,"_16":270,"_271":1350,"_146":1352},"ba195bedbcbe",[1351],"9810080ef9f3"," Fine-tuning",{"_30":1354,"_16":270,"_271":1355,"_146":1356},"58145107b894",[]," on task-relevant examples, such as customer questions, code reviews, or internal documentation, significantly boosts accuracy, relevance, and reliability. For use cases where data freshness is critical, updating your data (such as via a",{"_30":1358,"_16":270,"_271":1359,"_146":1361},"6e48850fe2cf",[1360],"4a6eadff5615"," data pipeline",{"_30":1363,"_16":270,"_271":1364,"_146":1365},"c317a37d875b",[],") using a real-time cadence may be necessary.",[1367,1369],{"_30":1351,"_16":42,"_353":1368},"https://www.heavybit.com/library/article/how-to-make-open-llms-work-in-practice",{"_30":1360,"_16":42,"_353":1145},{"_30":1371,"_16":265,"_266":1372,"_274":1399,"_276":277},"fb7c76ae74a0",[1373,1377,1381,1386,1390,1395],{"_30":1374,"_16":270,"_271":1375,"_146":1376},"10b3cc973f92",[382],"Privacy and Control:",{"_30":1378,"_16":270,"_271":1379,"_146":1380},"4598d730d126",[]," If you choose to host and train your own LLM on-premise or within a secure cloud environment, you’ll ensure that sensitive, regulated, or proprietary data stays within your",{"_30":1382,"_16":270,"_271":1383,"_146":1385},"47188695285e",[1384],"408d06df4f75"," infrastructure",{"_30":1387,"_16":270,"_271":1388,"_146":1389},"3e2d44731d4c",[],". This is especially",{"_30":1391,"_16":270,"_271":1392,"_146":1394},"11676f23b056",[1393],"673cf4527d26"," important for industries",{"_30":1396,"_16":270,"_271":1397,"_146":1398},"f6289cade65e",[]," with compliance requirements or IP concerns.",[1400,1402],{"_30":1384,"_16":42,"_353":1401},"https://www.heavybit.com/library/collections/ai-infrastructure",{"_30":1393,"_16":42,"_353":1403},"https://www.heavybit.com/library/article/how-llm-guardrails-reduce-ai-risk-in-software-development",{"_30":1405,"_16":265,"_266":1406,"_274":1415,"_276":277},"28a6bec21ee5",[1407,1411],{"_30":1408,"_16":270,"_271":1409,"_146":1410},"c1c9b97d8529",[382],"Customization:",{"_30":1412,"_16":270,"_271":1413,"_146":1414},"ce693571ded0",[]," By fine-tuning the model's highly-sensitive behavior, you can better match your organization’s brand voice, formatting standards, or response strategies. This leads to a more consistent and aligned user experience across your product or platform.",[],{"_30":1417,"_16":265,"_266":1418,"_274":1423,"_276":277},"3c7b494ec018",[1419],{"_30":1420,"_16":270,"_271":1421,"_146":1422},"60eb9ac95a33",[],"Training an LLM on your own training data turns a general-purpose tool into a purpose-built solution aligned exclusively with your environment, goals, and constraints. That said, anyone who has successfully built, launched, and maintained in-house tools knows it can all seem easier said than done.",[],{"_30":1425,"_16":265,"_266":1426,"_274":1431,"_276":398},"435fd9b87290",[1427],{"_30":1428,"_16":270,"_271":1429,"_146":1430},"8bbcff7894d2",[],"How to Train an LLM on Your Own Data: A Step-by-Step Guide",[],{"_30":1433,"_16":265,"_266":1434,"_274":1439,"_276":277},"54d2393ad9f5",[1435],{"_30":1436,"_16":270,"_271":1437,"_146":1438},"8faaf6301622",[],"The success of training your own LLM using training data you own hinges on a variety of factors, but let’s outline the broad steps, using Python and open-source tools where available for simplicity.",[],{"_30":1441,"_16":265,"_266":1442,"_274":1447,"_276":480},"d14efe9f79e3",[1443],{"_30":1444,"_16":270,"_271":1445,"_146":1446},"1be386a89492",[],"1. Collect and Process Your Data",[],{"_30":1449,"_16":265,"_266":1450,"_274":1455,"_276":277},"f58a2424fb87",[1451],{"_30":1452,"_16":270,"_271":1453,"_146":1454},"f6d19573d3e0",[],"It’s a lot easier and efficient to train your model if your assembled training data is cleaned up and standardized. Below are steps and tools to get high-quality data ready (and build a custom dataset as needed):",[],{"_30":1457,"_16":265,"_266":1458,"_274":1463,"_276":277},"a7be667fd782",[1459],{"_30":1460,"_16":270,"_271":1461,"_146":1462},"bcfc1277316e",[382],"Data Collection",[],{"_30":1465,"_16":265,"_266":1466,"_274":1471,"_276":277},"b41d5175ce43",[1467],{"_30":1468,"_16":270,"_271":1469,"_146":1470},"4a633c39c71e",[],"Here are a few sources to either sample or start datasets:",[],{"_30":1473,"_16":265,"_266":1474,"_489":490,"_491":492,"_274":1480,"_276":277},"b8faef395a35",[1475],{"_30":1476,"_16":270,"_271":1477,"_146":1479},"afb9f16478bd",[1478],"cf5c693d8b8b","Hugging Face",[1481],{"_30":1478,"_16":42,"_353":1482},"https://huggingface.co/datasets",{"_30":1484,"_16":265,"_266":1485,"_489":490,"_491":492,"_274":1491,"_276":277},"d52c81ba1362",[1486],{"_30":1487,"_16":270,"_271":1488,"_146":1490},"5fe38fe8151d",[1489],"6bfc539e4511","Kaggle",[1492],{"_30":1489,"_16":42,"_353":1493},"https://www.kaggle.com/datasets",{"_30":1495,"_16":265,"_266":1496,"_489":490,"_491":492,"_274":1502,"_276":277},"0020bcb8fa03",[1497],{"_30":1498,"_16":270,"_271":1499,"_146":1501},"032270edcf9f",[1500],"6a0fc6040371","GitHub Repositories",[1503],{"_30":1500,"_16":42,"_353":1504},"https://github.com/",{"_30":1506,"_16":265,"_266":1507,"_489":490,"_491":492,"_274":1513,"_276":277},"87cf9b5e90ed",[1508],{"_30":1509,"_16":270,"_271":1510,"_146":1512},"a41bd5ab3e93",[1511],"84dedaae3a5a","DataCamp",[1514],{"_30":1511,"_16":42,"_353":1515},"https://www.datacamp.com/",{"_30":1517,"_16":265,"_266":1518,"_274":1523,"_276":277},"0bc9363eb7b5",[1519],{"_30":1520,"_16":270,"_271":1521,"_146":1522},"f9015129e83e",[],"For the actual contents of your data, you’ll need to figure out what items make the most sense for your use case, such as:",[],{"_30":1525,"_16":265,"_266":1526,"_489":490,"_491":492,"_274":1531,"_276":277},"b46620f2256d",[1527],{"_30":1528,"_16":270,"_271":1529,"_146":1530},"9258aa31c662",[],"Internal documentation",[],{"_30":1533,"_16":265,"_266":1534,"_489":490,"_491":492,"_274":1539,"_276":277},"cba51ec4eb06",[1535],{"_30":1536,"_16":270,"_271":1537,"_146":1538},"f96929df15ae",[],"CRM or support tickets",[],{"_30":1541,"_16":265,"_266":1542,"_489":490,"_491":492,"_274":1547,"_276":277},"381813992645",[1543],{"_30":1544,"_16":270,"_271":1545,"_146":1546},"5c86f748fbe4",[],"Chat logs or Slack messages",[],{"_30":1549,"_16":265,"_266":1550,"_274":1564,"_276":277},"039644394654",[1551,1555,1560],{"_30":1552,"_16":270,"_271":1553,"_146":1554},"0d4af49a2851",[],"If you’re building a customer support LLM, for example, you can start with a dataset like",{"_30":1556,"_16":270,"_271":1557,"_146":1559},"96562f5665bf",[1558],"f278daf38b23"," MultiWOZ",{"_30":1561,"_16":270,"_271":1562,"_146":1563},"b1bea17e7055",[],", which is a collection of multi-domain task-oriented dialogues.",[1565],{"_30":1558,"_16":42,"_353":1566},"https://huggingface.co/datasets/pfb30/multi_woz_v22",{"_30":1568,"_16":265,"_266":1569,"_274":1574,"_276":277},"5c27a11f692d",[1570],{"_30":1571,"_16":270,"_271":1572,"_146":1573},"02bce45544db",[382],"Preprocess Your Data",[],{"_30":1576,"_16":265,"_266":1577,"_274":1582,"_276":277},"8e3d25feaee7",[1578],{"_30":1579,"_16":270,"_271":1580,"_146":1581},"326ace37baa5",[],"Once you’ve got your data, you’ll need to prepare it for training. Preprocessing your training data will result in greater efficiency and reduced latency. 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Each metric captures success in a way that generic benchmarks cannot.",[2352,2354,2356,2358],{"_30":2320,"_16":42,"_353":2353},"https://en.wikipedia.org/wiki/ROUGE_(metric)#:~:text=ROUGE%2C%20or%20Recall%2DOriented%20Understudy,produced%20summary%20and%20the%20reference.",{"_30":2328,"_16":42,"_353":2355},"https://cloud.google.com/translate/docs/advanced/automl-evaluate#:~:text=BLEU%20(BiLingual%20Evaluation%20Understudy)%20is,of%20high%20quality%20reference%20translations.",{"_30":2337,"_16":42,"_353":2357},"https://huggingface.co/spaces/evaluate-metric/exact_match",{"_30":2345,"_16":42,"_353":2359},"https://arize.com/blog-course/f1-score/",{"_30":2361,"_16":265,"_266":2362,"_274":2367,"_276":277},"97559d290eaf",[2363],{"_30":2364,"_16":270,"_271":2365,"_146":2366},"233142bc42cf",[],"As a general rule, during training, you’ll want to measure log loss and perplexity after every epoch/batch. 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Unlike model parameters (like weights and biases, which are learned from data), hyperparameters are set manually before training begins.",[2397],{"_30":2390,"_16":42,"_353":2398},"https://www.geeksforgeeks.org/machine-learning/hyperparameter-tuning/",{"_30":2400,"_16":265,"_266":2401,"_274":2406,"_276":277},"6c72e6c7994a",[2402],{"_30":2403,"_16":270,"_271":2404,"_146":2405},"4cd88078b2f6",[],"When training LLMs, tuning hyperparameters is crucial to getting better performance, especially on custom or domain-specific datasets.",[],{"_30":2408,"_16":265,"_266":2409,"_274":2414,"_276":277},"f49d754c7a9d",[2410],{"_30":2411,"_16":270,"_271":2412,"_146":2413},"7c61fa736ffc",[],"Since LLMs are incredibly sensitive to how they’re trained, even small changes in hyperparameters can lead to noticeable differences in output quality or model accuracy. 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It’s a good idea to not try to tune everything at once, which can muddle your results. Instead, it can be better to prioritize by learning rate, batch size, and epochs first, then work your way down.",[2586,2588,2590],{"_30":2561,"_16":42,"_353":2587},"https://wandb.ai/site/",{"_30":2570,"_16":42,"_353":2589},"https://optuna.org/",{"_30":2579,"_16":42,"_353":2591},"https://docs.ray.io/en/latest/tune/index.html",{"_30":2593,"_16":265,"_266":2594,"_274":2599,"_276":277},"f389ac8f5cea",[2595],{"_30":2596,"_16":270,"_271":2597,"_146":2598},"d4b87daac937",[],"It’s also helpful to evaluate your model using metrics like perplexity, BLEU score, or custom task-based metrics. 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In this article, veteran technical writer (and co-author of ",{"_30":3045,"_16":270,"_271":3046,"_146":3048},"2a561750dd51",[3047,375],"1f6b823e0e55","Docs for Developers: An Engineer’s Field Guide to Technical Writing",{"_30":3050,"_16":270,"_271":3051,"_146":3052},"fa5267ed1611",[],") ",{"_30":3054,"_16":270,"_271":3055,"_146":3057},"3ce6f0076da4",[3056],"d75e2d3d5574","Heidi Waterhouse",{"_30":3059,"_16":270,"_271":3060,"_146":3061},"b898656ddc5a",[]," discusses some of the biggest mistakes teams make using AI for docs, as well as the best opportunities to use AI productively to support user journeys.",[3063,3065],{"_30":3047,"_16":42,"_353":3064},"https://www.oreilly.com/library/view/docs-for-developers/9781484272176/",{"_30":3056,"_16":42,"_353":3066},"https://www.linkedin.com/in/heidiwaterhouse/",{"_30":3068,"_16":122,"_111":3069},"477cb546ed1b",{"_113":471,"_16":115},{"_30":3071,"_16":265,"_266":3072,"_274":3077,"_276":277},"01d336e93aa4",[3073],{"_30":3074,"_16":270,"_271":3075,"_146":3076},"da16f6fc20c9",[375],"More Articles on How Documentation and Software Dev Are Evolving:",[],{"_30":3079,"_16":265,"_266":3080,"_489":490,"_491":492,"_274":3086,"_276":277},"d88cc0b8b563",[3081],{"_30":3082,"_16":270,"_271":3083,"_146":3085},"49f9e16ceba8",[3084],"a8aafb07e661","Article: Who Owns the Documentation and Why It Should Be the Robots",[3087],{"_30":3084,"_16":42,"_353":3088},"https://www.heavybit.com/library/article/who-owns-the-documentation-and-why-it-should-be-the-robots",{"_30":3090,"_16":265,"_266":3091,"_489":490,"_491":492,"_274":3097,"_276":277},"7c905d126058",[3092],{"_30":3093,"_16":270,"_271":3094,"_146":3096},"d160fc2af3ad",[3095],"5f3984a9440a","Podcast: Documentation Deep Dive with Megan Sullivan of Gatsby",[3098],{"_30":3095,"_16":42,"_353":3099},"https://www.heavybit.com/library/podcasts/jamstack-radio/ep-72-documentation-deep-dive-with-megan-sullivan-of-gatsby",{"_30":3101,"_16":265,"_266":3102,"_489":490,"_491":492,"_274":3108,"_276":277},"0445a011f1ea",[3103],{"_30":3104,"_16":270,"_271":3105,"_146":3107},"6cd54a27c3f0",[3106],"18bdfcac1850","Video: Building Great API Docs",[3109],{"_30":3106,"_16":42,"_353":3110},"https://www.heavybit.com/library/video/building-great-api-docs",{"_30":3112,"_16":265,"_266":3113,"_489":490,"_491":492,"_274":3119,"_276":277},"1f28c510ae73",[3114],{"_30":3115,"_16":270,"_271":3116,"_146":3118},"3d69fe2f2d3c",[3117],"d1a13de0db2c","Video: How Great Documentation Drives Developer Adoption",[3120],{"_30":3117,"_16":42,"_353":3121},"https://www.heavybit.com/library/video/how-great-documentation-drives-developer-adoption",{"_30":3123,"_16":122,"_111":3124},"e60010441415",{"_113":471,"_16":115},{"_30":3126,"_16":265,"_266":3127,"_274":3132,"_276":398},"7f164fc1bfaf",[3128],{"_30":3129,"_16":270,"_271":3130,"_146":3131},"650778ce26f1",[],"AI as an Assistant, not a Solution",[],{"_30":3134,"_16":265,"_266":3135,"_274":3148,"_276":277},"843e9d33c4ec",[3136,3140,3144],{"_30":3137,"_16":270,"_271":3138,"_146":3139},"afdf910f0891",[],"Waterhouse elaborates on her recent session from the ",{"_30":3141,"_16":270,"_271":3142,"_146":364},"8cc715084bec",[3143],"5148e717c058",{"_30":3145,"_16":270,"_271":3146,"_146":3147},"2fbedd1eef1f",[]," conference, at which she spoke on a similar topic. “The focus of my talk was discussing things we know AI can do well, and how to make that fit with our understanding of what people need from documentation.”",[3149],{"_30":3143,"_16":42,"_353":3150},"https://leaddev.com/technical-direction/documentation-and-ai-how-to-write-right-now",{"_30":3152,"_16":265,"_266":3153,"_274":3158,"_276":277},"e892cd8ba5ca",[3154],{"_30":3155,"_16":270,"_271":3156,"_146":3157},"be321766a4cb",[],"The author suggests that the key to getting value out of large language models (LLMs) today is thinking about AI “as an assistant, and not a solution. Because thinking about it as a solution is what leads us down some unfortunate paths that are really hard to dig ourselves out of.”",[],{"_30":3160,"_16":122,"_111":3161},"ec283b1972ae",{"_113":3162,"_16":115},"image-c05b350e923e3a160a092e5d09583b1ae2fc4a29-1200x675-jpg",{"_30":3164,"_16":265,"_266":3165,"_274":3178,"_276":277},"311937c0e261",[3166,3170,3174],{"_30":3167,"_16":270,"_271":3168,"_146":3169},"03f24312b420",[375],"Heidi Waterhouse discusses AI in documentation at LeadDev. Image courtesy ",{"_30":3171,"_16":270,"_271":3172,"_146":364},"26f5c63ef375",[3173,375],"5dd2636cd8e7",{"_30":3175,"_16":270,"_271":3176,"_146":3177},"71411bc4fe97",[375],".",[3179],{"_30":3173,"_16":42,"_353":3150},{"_30":3181,"_16":265,"_266":3182,"_274":3187,"_276":398},"8eaadeefbd22",[3183],{"_30":3184,"_16":270,"_271":3185,"_146":3186},"0643f9a25ded",[],"Are LLMs the Best Tool for Software Docs and Technical Writing?",[],{"_30":3189,"_16":265,"_266":3190,"_274":3195,"_276":480},"387e0f972cd4",[3191],{"_30":3192,"_16":270,"_271":3193,"_146":3194},"fe6ce8cb3294",[],"Freshness: Using RAG to Ensure Docs Stay Up-to-Date Instead",[],{"_30":3197,"_16":265,"_266":3198,"_274":3220,"_276":277},"a057742a9e19",[3199,3203,3208,3212,3216],{"_30":3200,"_16":270,"_271":3201,"_146":3202},"c95dc890564f",[],"Aside from hiring a good writer a year or so before launching a product to document it properly, Waterhouse suggests that product teams identify what can and can’t be easily documented, such as standardized ",{"_30":3204,"_16":270,"_271":3205,"_146":3207},"4f85c0f18a06",[3206],"51d366865ec1","OpenAPI",{"_30":3209,"_16":270,"_271":3210,"_146":3211},"752ba0071a4d",[]," documentation. “There's not a lot of distinction between writing a good test case and writing a good prompt. The things you do to test are the things that you need to document: ",{"_30":3213,"_16":270,"_271":3214,"_146":3215},"bcb099607988",[375],"How do I do this thing?",{"_30":3217,"_16":270,"_271":3218,"_146":3219},"1e3f1caf20a5",[]," And so we go into test cases and extract user stories from those, because we know that those work.”",[3221],{"_30":3206,"_16":42,"_353":3222},"https://www.openapis.org/what-is-openapi",{"_30":3224,"_16":265,"_266":3225,"_274":3239,"_276":277},"632bf8098288",[3226,3230,3235],{"_30":3227,"_16":270,"_271":3228,"_146":3229},"33016087df4c",[],"The author points out that alternatives like ",{"_30":3231,"_16":270,"_271":3232,"_146":3234},"8c7f680b902a",[3233],"e4c22daf3f46","retrieval-augmented generation (RAG)",{"_30":3236,"_16":270,"_271":3237,"_146":3238},"159dd2beb7ae",[]," may be better suited to maintain docs freshness than using a LLM as a catch-all solution, even if it was trained on a large dataset. “Although we get better answers from very large [data] corpuses, I think it is dangerous because for nearly every LLM out there...their training corpus is at least a year old, and we don’t know exactly what it contains.”",[3240],{"_30":3233,"_16":42,"_353":3241},"https://en.wikipedia.org/wiki/Retrieval-augmented_generation",{"_30":3243,"_16":265,"_266":3244,"_274":3264,"_276":277},"2b4ab2c43456",[3245,3249,3253,3257,3260],{"_30":3246,"_16":270,"_271":3247,"_146":3248},"f8712eb98b17",[],"“So if you have made software [changes] in that time, the LLM doesn't know about it and it's not retrieving fresh data. So I think you should have a small, specific, internal [focus to] look at all ",{"_30":3250,"_16":270,"_271":3251,"_146":3252},"eda2ea7b5fab",[375],"this",{"_30":3254,"_16":270,"_271":3255,"_146":3256},"e2f25d68ceae",[]," stuff and use ",{"_30":3258,"_16":270,"_271":3259,"_146":620},"cd82c4cea259",[375],{"_30":3261,"_16":270,"_271":3262,"_146":3263},"228911e19f6a",[]," as your context window, instead of a giant context window. That makes it both cheaper to run and more relevant.”",[],{"_30":3266,"_16":265,"_266":3267,"_274":3272,"_276":480},"2d5c67f21878",[3268],{"_30":3269,"_16":270,"_271":3270,"_146":3271},"98387814003a",[],"Indexing and Librarians: Better Docs Through Better Organization of Info?",[],{"_30":3274,"_16":265,"_266":3275,"_274":3288,"_276":277},"f26f1409f052",[3276,3280,3284],{"_30":3277,"_16":270,"_271":3278,"_146":3279},"8b000df2081b",[],"The author notes that for documentation, the real use case that most users want isn’t longer, prettier notes to read, but the ability to ask a specific question in natural language and receive a contextually correct, helpful answer. “That's the ‘killer app.’ That requires some indexing. I haven't built this yet myself, because nobody has paid me to do it. But being able to ask any question and get an authentic answer: ",{"_30":3281,"_16":270,"_271":3282,"_146":3283},"0d3825a99a41",[375],"That’s",{"_30":3285,"_16":270,"_271":3286,"_146":3287},"3474bd2e195d",[]," what you want.”",[],{"_30":3290,"_16":265,"_266":3291,"_274":3296,"_276":277},"8755ffb07e63",[3292],{"_30":3293,"_16":270,"_271":3294,"_146":3295},"6f17fbd0861a",[],"To get to such a state requires proper indexing of product information, so that your system can return a specific, accurate response. In other words, a highly deterministic result that’s at odds with GenAI’s inherently non-deterministic nature. “For example, if a person asks about installation, here's the set of documents they want, and you’d refine it with the set of documents you’d return. So you’d need a natural-language sorting on pre-indexed stuff.”",[],{"_30":3298,"_16":265,"_266":3299,"_274":3320,"_276":277},"2e2b0316c6ba",[3300,3304,3308,3312,3316],{"_30":3301,"_16":270,"_271":3302,"_146":3303},"1e272d57fef2",[],"“But that means that you have to pay someone to do the indexing with computer assistance. Indexing a whole set of things is difficult, but you can't just leave it to machines because machines don't understand anything. ",{"_30":3305,"_16":270,"_271":3306,"_146":3307},"1c9b4110a8b4",[375],"They do not ‘understand’",{"_30":3309,"_16":270,"_271":3310,"_146":3311},"c8d9bf9389b5",[]," as they are not capable of ‘understanding’ as a concept. So I think that there's going to be an uptick in the need for ",{"_30":3313,"_16":270,"_271":3314,"_146":3315},"1ffdee21044a",[375],"librarians",{"_30":3317,"_16":270,"_271":3318,"_146":3319},"c62130ca2ab3",[],": People who understand semantic information and semantic relationships.”",[],{"_30":3322,"_16":265,"_266":3323,"_274":3328,"_276":398},"56d9657f96d1",[3324],{"_30":3325,"_16":270,"_271":3326,"_146":3327},"64253605e0e3",[],"The State of Docs vs. What Has Been Lost to Time",[],{"_30":3330,"_16":265,"_266":3331,"_274":3344,"_276":277},"bf4a0690e218",[3332,3336,3340],{"_30":3333,"_16":270,"_271":3334,"_146":3335},"4ff89e358c46",[],"The author points out that the status quo of documentation isn’t reams of static docs that someone wrote years ago and no one has looked at since. “It hasn’t been like that for 15 years! But one of the interesting problems is that we've democratized technical writing and made it all markdown files, which means ",{"_30":3337,"_16":270,"_271":3338,"_146":3339},"9b740be808a6",[375],"we've taken the expertise out of it.",{"_30":3341,"_16":270,"_271":3342,"_146":3343},"09fb4283ef62",[],"”",[],{"_30":3346,"_16":265,"_266":3347,"_274":3369,"_276":277},"7c84fdb213bf",[3348,3352,3357,3360,3365],{"_30":3349,"_16":270,"_271":3350,"_146":3351},"c34a76a71b5b",[],"“I think back to the priesthood of ",{"_30":3353,"_16":270,"_271":3354,"_146":3356},"46dc06bc1392",[3355],"d2fdd7aa4bae","Framemaker",{"_30":3358,"_16":270,"_271":3359,"_146":428},"79958f4e9183",[],{"_30":3361,"_16":270,"_271":3362,"_146":3364},"f56438e4f2f6",[3363],"38d0df6c95a1","RoboHelp",{"_30":3366,"_16":270,"_271":3367,"_146":3368},"165dc38160c1",[],", and other things we used to have. Extremely specific, context-sensitive help, where every page you were on in an application had an identifier, and if you clicked the little ‘help’ button, you would get help specific to that page. It would know where you were. There's no reason we can't have that with web applications. But nobody has been doing it. And I think just returning to something like that would be immensely useful.”",[3370,3372],{"_30":3355,"_16":42,"_353":3371},"https://en.wikipedia.org/wiki/Adobe_FrameMaker",{"_30":3363,"_16":42,"_353":3373},"https://en.wikipedia.org/wiki/Adobe_RoboHelp",{"_30":3375,"_16":265,"_266":3376,"_274":3402,"_276":277},"4e24d1c7496c",[3377,3381,3386,3390,3394,3398],{"_30":3378,"_16":270,"_271":3379,"_146":3380},"d281d014ae66",[],"“Today, what we're writing is: Here's how to get started with what you're doing. Here's the ",{"_30":3382,"_16":270,"_271":3383,"_146":3385},"9ac699936fa5",[3384,375],"c2e134fcf395","reference documentation",{"_30":3387,"_16":270,"_271":3388,"_146":3389},"552ef4be7312",[],". There's a whole framework about what a reference doc is and what an instruction doc is and what an example doc is. And all that knowledge is difficult to transmit to founders because it's ",{"_30":3391,"_16":270,"_271":3392,"_146":3393},"a46d8f94200d",[375],"expertise",{"_30":3395,"_16":270,"_271":3396,"_146":3397},"1eabbaf70c04",[],". It's like asking someone: ",{"_30":3399,"_16":270,"_271":3400,"_146":3401},"5dbbe3171d80",[375],"‘Please be an expert in user interfaces.’",[3403],{"_30":3384,"_16":42,"_353":3404},"https://learn.microsoft.com/en-us/style-guide/developer-content/reference-documentation",{"_30":3406,"_16":265,"_266":3407,"_274":3412,"_276":398},"62355c95d0d3",[3408],{"_30":3409,"_16":270,"_271":3410,"_146":3411},"c3a2fe19c3d9",[],"A Gentle Reminder: Docs Aren’t for Happy People",[],{"_30":3414,"_16":265,"_266":3415,"_274":3444,"_276":277},"bb2fd930e4e1",[3416,3420,3424,3428,3432,3436,3440],{"_30":3417,"_16":270,"_271":3418,"_146":3419},"aa12de6d8e9b",[],"“I think that what we need to be doing is not just writing ",{"_30":3421,"_16":270,"_271":3422,"_146":3423},"67d4c7b18156",[375],"more",{"_30":3425,"_16":270,"_271":3426,"_146":3427},"1c94f1b57024",[]," documentation, which doesn't actually help people. I think what we need to be doing is ",{"_30":3429,"_16":270,"_271":3430,"_146":3431},"ef637e5c40e2",[375],"making it easier to find answers",{"_30":3433,"_16":270,"_271":3434,"_146":3435},"f9e1a8dde5dd",[]," to a problem that you're having. This is always the goal of documentation. Because I always say that anyone reading documentation ",{"_30":3437,"_16":270,"_271":3438,"_146":3439},"7a717cf0a5a2",[375],"is already pissed off",{"_30":3441,"_16":270,"_271":3442,"_146":3443},"833d1cf90092",[],".”",[],{"_30":3446,"_16":265,"_266":3447,"_274":3468,"_276":277},"3947c9c0be6b",[3448,3452,3456,3460,3464],{"_30":3449,"_16":270,"_271":3450,"_146":3451},"55db9fbe8feb",[],"The author clarifies that people reading documentation ",{"_30":3453,"_16":270,"_271":3454,"_146":3455},"86cebac7bdc7",[375],"don’t want to read documentation",{"_30":3457,"_16":270,"_271":3458,"_146":3459},"cfae719ef91d",[],". They want to already be completing their tasks. “We need to do as much as we can so people ",{"_30":3461,"_16":270,"_271":3462,"_146":3463},"ad6d26a47655",[375],"don't have to read documentation",{"_30":3465,"_16":270,"_271":3466,"_146":3467},"4ce624bf222f",[],". What if machines could read documentation and answer questions. That'd be great! But we need to design better software.”",[],{"_30":3470,"_16":265,"_266":3471,"_274":3476,"_276":277},"6de1e3937293",[3472],{"_30":3473,"_16":270,"_271":3474,"_146":3475},"83269819f243",[],"In an ideal world, with better software, users wouldn’t need to fight a 20-page config guide to get it to work. “I tell my clients: ‘Have you made a Docker container for [your product]? Could you just give people a runtime environment that works for them so that they don't have to configure it?’”",[],{"_30":3478,"_16":265,"_266":3479,"_274":3484,"_276":277},"c397b4f562d5",[3480],{"_30":3481,"_16":270,"_271":3482,"_146":3483},"f9f9494f8182",[],"“I think we're moving in that direction a lot for the things that we used to use documentation for. But in order to do that, you still have to know how things work.”",[],{"_30":3486,"_16":265,"_266":3487,"_274":3492,"_276":697},"86a216334632",[3488],{"_30":3489,"_16":270,"_271":3490,"_146":3491},"478bb6d780a5",[375],"What we need to be doing is making it easier to find answers to a problem that you're having. Anyone reading documentation is already pissed off.",[],{"_30":3494,"_16":265,"_266":3495,"_274":3500,"_276":398},"71dd80524e93",[3496],{"_30":3497,"_16":270,"_271":3498,"_146":3499},"29e520a25db0",[],"Are Smaller Models the Key to Better Docs?",[],{"_30":3502,"_16":265,"_266":3503,"_274":3508,"_276":277},"a0cd24558dc4",[3504],{"_30":3505,"_16":270,"_271":3506,"_146":3507},"724f410b037c",[],"Waterhouse notes that while GenAI is exhibiting potential for summarization use cases, and might be theoretically useful to gobble up reams of documentation and spit out answers, the solution isn’t quite that simple. “The thing that gobbles up data also has its own biases. It doesn't have a good semantic understanding of exactly what you're doing.”",[],{"_30":3510,"_16":265,"_266":3511,"_274":3516,"_276":277},"e5c06c8acfc6",[3512],{"_30":3513,"_16":270,"_271":3514,"_146":3515},"ace851eb267b",[],"The author suggests that an alternative might be smaller, lighter-weight models and retrieval tools trained on a highly-specific, frequently-updated dataset from which it answers questions. “But it's much clearer to think of it as a chat-based interface for an index rather than thinking of it as an answer machine.”",[],{"_30":3518,"_16":265,"_266":3519,"_274":3524,"_276":398},"f3177be1c521",[3520],{"_30":3521,"_16":270,"_271":3522,"_146":3523},"3063b3f40a09",[],"Weaponizing Skepticism",[],{"_30":3526,"_16":265,"_266":3527,"_274":3540,"_276":277},"7efb924aec0f",[3528,3532,3536],{"_30":3529,"_16":270,"_271":3530,"_146":3531},"66d674d2ed22",[],"The author notes the problem of software documentation seeming to have all the answers...put into the hands of LLMs that still confidently give ",{"_30":3533,"_16":270,"_271":3534,"_146":3535},"5fcf8ff83f2c",[375],"wrong",{"_30":3537,"_16":270,"_271":3538,"_146":3539},"bd300efe9070",[]," answers. “Recently, there was a thread online where someone recommended feeding some Perl string into an LLM to ‘see what it parses as.’ It turns out the string parsed as a UNIX command to wipe your hard drive.”",[],{"_30":3542,"_16":265,"_266":3543,"_274":3564,"_276":277},"570b27432821",[3544,3548,3552,3556,3561],{"_30":3545,"_16":270,"_271":3546,"_146":3547},"f053624b212a",[],"“Now, that was obfuscated. And a human who has been on the Internet for a while knows not to run random unchecked strings. But [AI] doesn’t know that. It doesn't have any sense of danger. And I honestly think that we are going to have to ",{"_30":3549,"_16":270,"_271":3550,"_146":3551},"ff1e6ce171a8",[375],"code in",{"_30":3553,"_16":270,"_271":3554,"_146":3555},"808cee9768d2",[]," a sense of danger. For example, how a prominent startup founder’s vibe-coding tool accidentally ",{"_30":3557,"_16":270,"_271":3558,"_146":3560},"3560c7cdd1a5",[3559],"ff4c8e75f31f","wiped their production database",{"_30":3562,"_16":270,"_271":3563,"_146":3443},"c6e792576ee7",[],[3565],{"_30":3559,"_16":42,"_353":3566},"https://fortune.com/2025/07/23/ai-coding-tool-replit-wiped-database-called-it-a-catastrophic-failure/",{"_30":3568,"_16":265,"_266":3569,"_274":3574,"_276":277},"8ac1778bad56",[3570],{"_30":3571,"_16":270,"_271":3572,"_146":3573},"4c1f15b1b821",[],"“I think what we need to build into our tools is a sense of skepticism. (We can call it ‘testing,’ but testing is just weaponized skepticism.) We need to teach AI tools a sense of danger and a sense of skepticism before we let them loose in production.”",[],{"_30":3576,"_16":265,"_266":3577,"_274":3582,"_276":277},"8c235fc46113",[3578],{"_30":3579,"_16":270,"_271":3580,"_146":3581},"62fefd3c38e2",[],"“Separately, we need to think about how AI will consume what we write in a different way than a human being might. How do we design documentation not just to be consumed by humans, but to be consumed by machine learning [algorithms]?” the author muses. “Honestly, the OpenAPI project seems like the start of that: This is a semantically sound, well-formatted thing that you can consume whether or not you're a machine. It’s predictable and you can count on it to have the same structure so that it's not going to give you weird answers.”",[],{"_30":3584,"_16":265,"_266":3585,"_274":3590,"_276":277},"116e4281a02a",[3586],{"_30":3587,"_16":270,"_271":3588,"_146":3589},"001c4aa79ba8",[],"“Making our documentation accessible to machines is going to be valuable, because then we can use machines to ask [the documentation itself] questions.",[],{"_30":3592,"_16":265,"_266":3593,"_274":3598,"_276":398},"ee73bbdf42a1",[3594],{"_30":3595,"_16":270,"_271":3596,"_146":3597},"4ce560cf1861",[],"Making Builders Future-Proof in an AI Future",[],{"_30":3600,"_16":265,"_266":3601,"_274":3606,"_276":277},"ae1bb7d436bb",[3602],{"_30":3603,"_16":270,"_271":3604,"_146":3605},"3acabfbe8ddf",[],"Waterhouse also considers the impact of AI on engineering teams, including for junior developers. “Every time we make an advance in technology, we feel like we're going to lose those skills, and it turns out that somebody cares about preserving them. Also, even mechanization doesn't reduce the amount of work that needs to happen.”",[],{"_30":3608,"_16":265,"_266":3609,"_274":3623,"_276":277},"1240c8ff52c6",[3610,3614,3619],{"_30":3611,"_16":270,"_271":3612,"_146":3613},"52ef98d47b28",[],"The author cites ",{"_30":3615,"_16":270,"_271":3616,"_146":3618},"b6ec122caf91",[3617,375],"2efc9997f119","More Work for Mother",{"_30":3620,"_16":270,"_271":3621,"_146":3622},"29e68a15f109",[]," by Ruth Schwartz Cowan, a book about how laundry used to be an infrequent, time-consuming chore that required hiring washerwomen servants. After the advent of the washing machine, the position of washerwoman vanished from society, but because washing machines made doing laundry more accessible, families would do laundry more frequently, causing housewives to eventually invest the same number of hours per year doing laundry as they did previously.",[3624],{"_30":3617,"_16":42,"_353":3625},"https://hss.sas.upenn.edu/content/more-work-mother-ironies-household-technology-open-hearth-microwave",{"_30":3627,"_16":265,"_266":3628,"_274":3641,"_276":277},"9ff79b8c9fa2",[3629,3633,3637],{"_30":3630,"_16":270,"_271":3631,"_146":3632},"00cb0d99b24a",[],"“We're going to have junior testers who can run exponentially more tests, but somebody still has to ",{"_30":3634,"_16":270,"_271":3635,"_146":3636},"9749ea1359ca",[375],"write",{"_30":3638,"_16":270,"_271":3639,"_146":3640},"0773b9d1c319",[]," them. Those skills will be sustained, but they're not going to be ‘a whole job.’ The problem is somebody has to understand the fundamentals.”",[],{"_30":3643,"_16":265,"_266":3644,"_274":3649,"_276":277},"27888d340ed0",[3645],{"_30":3646,"_16":270,"_271":3647,"_146":3648},"4de966a87265",[],"“We watched this happen with the abstraction of languages up the stack. There are not a lot of people coding in C anymore because our abstraction layer above C is good enough. But there's a reason people are still using COBOL. It's because everything but COBOL has floating point errors for extreme edge cases of math that actually matter quite a lot. So we still need to have at least a few experts from somewhere who care about the deep internals.”",[],{"_30":3651,"_16":265,"_266":3652,"_274":3665,"_276":277},"2c2818bede39",[3653,3657,3661],{"_30":3654,"_16":270,"_271":3655,"_146":3656},"f218e4e6851b",[],"The author notes that older programming experts are retiring, leaving a vacuum for experts on computing fundamentals. “For a lot of these really sophisticated abstractions that LLMs rely on, we need someone who understands how to program the thing",{"_30":3658,"_16":270,"_271":3659,"_146":3660},"661081550a9f",[375]," that programs the thing",{"_30":3662,"_16":270,"_271":3663,"_146":3664},"3647325ef424",[]," that makes the chips.” The current state of play in AI is marked by inflated expectations and budgets, but hopefully, market forces will iron out the issues.",[],{"_30":3667,"_16":122,"_111":3668},"a25da1bae406",{"_113":3669,"_16":115},"image-76eca1fb8989a4b23ea771a6fe7df42544f23d54-385x489-png",{"_30":3671,"_16":265,"_266":3672,"_274":3685,"_276":277},"63ebf93fefe8",[3673,3677,3682],{"_30":3674,"_16":270,"_271":3675,"_146":3676},"8ba6fcf4d6ef",[375],"Without experts in the fundamentals, software will have increasingly precarious dependencies. Image courtesy ",{"_30":3678,"_16":270,"_271":3679,"_146":3681},"fa5a87958d01",[3680,375],"2e5e13988414","XKCD",{"_30":3683,"_16":270,"_271":3684,"_146":3177},"e12172b35539",[375],[3686],{"_30":3680,"_16":42,"_353":3687},"https://xkcd.com/2347/",{"_30":3689,"_16":265,"_266":3690,"_274":3695,"_276":398},"491f84300d63",[3691],{"_30":3692,"_16":270,"_271":3693,"_146":3694},"b6f78677a708",[],"What Will Never Change: Who and What Docs Are For",[],{"_30":3697,"_16":265,"_266":3698,"_274":3711,"_276":277},"bf299bca401b",[3699,3702,3707],{"_30":3700,"_16":270,"_271":3701,"_146":3613},"e25741bc0804",[],{"_30":3703,"_16":270,"_271":3704,"_146":3706},"5f75260ec026",[3705,375],"6601d8a80d0a","Making Users Awesome",{"_30":3708,"_16":270,"_271":3709,"_146":3710},"e0dcd1b4f63d",[]," by Kathy Sierra’s fundamental point about software: No one uses it because they ‘love using software.’ “People use software because they’re trying to accomplish a task or get something done.”",[3712],{"_30":3705,"_16":42,"_353":3713},"https://www.oreilly.com/library/view/badass-making-users/9781491919057/",{"_30":3715,"_16":265,"_266":3716,"_274":3729,"_276":277},"5e5ab1180ce9",[3717,3721,3725],{"_30":3718,"_16":270,"_271":3719,"_146":3720},"dcc1ffdab42f",[],"“And when we're writing documentation, every piece of documentation that somebody has to read ",{"_30":3722,"_16":270,"_271":3723,"_146":3724},"105ee7f9f43e",[375],"slows them down on the way to getting something done",{"_30":3726,"_16":270,"_271":3727,"_146":3728},"00126c3c43f0",[],". It may speed them up in the long run, they may understand something better, but on the whole we are diverting them from their task.”",[],13,"https://cdn.sanity.io/images/50q6fr1p/production/47f933319f9e2a3ca8db58e8b18ff02be37f700d-1200x630.png","5a4e7241-65b4-4ede-8b19-efe37601f59f","2025-08-28T16:24:00.000Z","software-documentation-in-the-age-of-ai","The Future of Software Documentation in the Age of AI","modules","moreFromLibrary",[3739,3741,3743],{"_30":3740,"_113":298,"_16":115},"XXt2seV1RY8v",{"_30":3742,"_113":319,"_16":115},"7bhMCdkYlR7a",{"_30":3744,"_113":937,"_16":115},"UPBLxfi3uqco","outlines",[3747],{"_30":3748,"_16":265,"_266":3749,"_274":3754,"_276":277},"430f81ba5e23",[3750],{"_30":3751,"_16":270,"_271":3752,"_146":3753},"37afa9516110",[],"

From Engineer to Enterprise Leader\n
- Vision and Early Direction
- From Engineer to Company Builder
- Letting Go and Redefining Roles
- Returning to Product and Staying Fearless
- Building Culture and Principles
- Community as Human Connection
- Speaking the Language of Enterprises
- Lessons for Founders
\n

",[],"posterFrame",{"_16":122,"_111":3757},{"_113":3758,"_16":115},"image-138a603fee26100759a13e8a5d87c21ee143d3a4-1920x1080-jpg","2025-10-03T07:10:00.000Z","seo",{"_16":3760,"_21":273,"_3762":170,"_3763":170,"_3764":273,"_120":3756},"nofollow","noindex","OGdescription","slideDeck",{"_16":303,"_3767":3768},"current","from-engineer-to-enterprise-leader","speakers","speakersWithOrg",[3772,3842],{"_30":3773,"_16":3774,"_3775":-5,"_3776":3777},"86e451f8ee24","speaker","organization","person",{"_11":3778,"_13":3779,"_14":3780,"_127":3781,"_16":3776,"_17":3784,"_3785":3786,"_3795":170,"_3796":3797,"_3775":3798,"_3824":3825,"_3828":3829,"_3760":3830,"_3831":3832,"_3841":170},"2022-08-10T22:14:06Z","35bacbc2-b51c-4d46-bbb6-9c2e37f09601","0B0sCzJ8ywifPyVwtbGQIR",{"_129":3782},{"_131":3779,"_132":3783},"410YivtbVgNW6RgQxPPFD1","2025-08-19T13:26:33Z","bio",[3787],{"_30":3788,"_16":265,"_266":3789,"_274":3794,"_276":277},"87c2d5b867a0",[3790],{"_30":3791,"_16":270,"_271":3792,"_146":3793},"59c1843a6ab30",[],"Mitchell Hashimoto is Co-Founder of HashiCorp. Mitchell’s held both the CEO and CTO position at HashiCorp and is widely recognized as the creator of Vagrant, Packer, Serf, Consul, Terraform, Vault, and Nomad – a set of tools that help global companies provision, secure, connect, and run infrastructure for any application.",[],"generate","name","Mitchell Hashimoto",{"_11":3799,"_13":3800,"_14":3801,"_16":3775,"_17":3799,"_3802":3803,"_3795":170,"_3796":3820,"_3821":170,"_3760":3822},"2022-08-04T23:35:35Z","4354e06e-4dcc-402e-84c8-a72d1bcfb127","T2hc0DmC9WuoGWjQu4rSeh","about",[3804,3812],{"_30":3805,"_16":265,"_266":3806,"_274":3811,"_276":277},"a954cb3b9d0f",[3807],{"_30":3808,"_16":270,"_271":3809,"_146":3810},"b7d4055da2ef0",[],"Solve your most important cloud infrastructure challenges\nThousands of companies use HashiCorp to provision, secure, connect, and run cloud infrastructure for their most important applications.",[],{"_30":3813,"_16":265,"_266":3814,"_274":3819,"_276":277},"25665e812b20",[3815],{"_30":3816,"_16":270,"_271":3817,"_146":3818},"ec2432ea286b0",[],"Our tools are standardized across the ecosystem, used by DevOps practitioners around the world, and trusted by enterprises everywhere.",[],"HashiCorp","portfolioCompany",{"_16":3760,"_21":3823,"_3762":170,"_3763":170,"_25":3820},"Solve your most important cloud infrastructure challenges\nThousands of companies use HashiCorp to provision, secure, connect, and run cloud infrastructure for their most important applications.\n\nOur tools are standardized across the ecosystem, used by DevOps practitioners around the world, and trusted by enterprises everywhere.","photo",{"_16":110,"_359":3797,"_111":3826,"_365":3797},{"_113":3827,"_16":115},"image-584d130b14a31dc57a14458e513551acd02464fc-400x400-jpg","position","Co-Founder",{"_16":3760,"_21":3793,"_3762":170,"_3763":170,"_25":3797},"socials",[3833,3837],{"_30":3834,"_16":104,"_42":3835,"_3796":3836},"ea763ea6ce04","https://twitter.com/mitchellh","twitter",{"_30":3838,"_16":104,"_42":3839,"_3796":3840},"0507a4e14b5f","https://www.linkedin.com/in/mitchellh","linkedin","teamMember",{"_30":3843,"_16":3774,"_3775":-5,"_3776":3844},"5d0827b0c6ef",{"_11":3845,"_13":3846,"_14":3847,"_16":3776,"_17":3848,"_3795":170,"_3796":3849,"_3775":3850,"_3855":170,"_3824":3856,"_3760":3859,"_3841":170},"2025-07-18T21:22:16Z","e3e0c81e-cf9c-40d1-a6f4-15c32ae4661b","vb16qAEajAm2Opvf41Y50u","2025-08-13T22:47:36Z","Jana Iris",{"_11":3851,"_13":3852,"_14":15,"_16":3775,"_17":18,"_3795":170,"_3796":3853,"_3821":170,"_3760":3854},"2025-07-18T21:22:54Z","ff6940d8-33b5-495e-8ecc-d78dbde54c24","TQ 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(SaaS)",{"_16":303,"_3767":3882},"software-as-a-service-(saas)",{"_11":3884,"_13":3885,"_30":3885,"_14":3886,"_16":3867,"_17":3887,"_3796":3888,"_303":3889},"2022-04-29T20:41:45Z","rec3De7lEeQV6Zy89","YlxgmKTLxstUdop23VOf6s","2022-09-15T13:46:39Z","Cloud Infrastructure",{"_16":303,"_3767":3890},"cloud-infrastructure",{"_11":3892,"_13":3893,"_14":3894,"_16":3867,"_17":3892,"_21":1041,"_3796":3895,"_303":3896},"2022-09-09T00:13:44Z","v6woxsuuKgC7emJ9vwJNdq","aeN0todGvIjkWyTywFzd0a","Engineering",{"_16":303,"_3767":3897},"engineering",{"_11":3899,"_13":3900,"_14":3894,"_16":3867,"_17":3899,"_21":1041,"_3796":3901,"_303":3902},"2022-09-09T00:13:53Z","v6woxsuuKgC7emJ9vwJOhq","Entrepreneurship",{"_16":303,"_3767":3903},"entrepreneurship","From Engineer to Enterprise Leader","transcript",[3907,3935,3976,4006,4013,4021,4028,4063,4093,4133,4183,4224,4264,4304,4339,4346,4354,4361,4396,4436,4476,4526,4566,4596,4620,4634,4668,4675,4683,4690,4734,4754,4805,4819,4853,4903,4933,4983,5043,5073,5117,5167,5174,5182,5189,5233,5283,5327,5371,5411,5471,5501,5552,5592,5636,5680,5710,5741,5775,5789,5803,5810,5818,5825,5869,5909,5949,5989,6013,6057,6091,6121,6128,6136,6143,6197,6247,6287,6337,6367,6427,6457,6488,6538,6558,6572,6586,6630,6660,6684,6734,6764,6778,6792,6806,6840,6890,6921,6951,6975,7019,7059,7109,7150,7200,7234,7248,7255,7263,7270,7314,7358,7388,7418,7458,7498,7548,7578,7608,7638,7672,7702,7746,7776,7826,7886,7926,7966,7997,8011,8045,8105,8135,8175,8235,8245,8252,8260,8267,8291,8335,8365,8396,8436],{"_30":3908,"_16":265,"_266":3909,"_274":3928,"_276":277},"540f535e3259",[3910,3915,3919,3923],{"_30":3911,"_16":270,"_271":3912,"_146":3914},"43340c19f838",[3913,382],"9ce8849","Jana Iris:",{"_30":3916,"_16":270,"_271":3917,"_146":3918},"6864a62bd1e4",[3913]," Mitchell and I go way back and so this is really special. I'm curious, I just want to gauge the",{"_30":3920,"_16":270,"_271":3921,"_146":3922},"6cf0a89f43b1",[]," ",{"_30":3924,"_16":270,"_271":3925,"_146":3927},"e1590a9cc64e",[3926],"371c8a2","audience. How many of you have used a product, a HashiCorp product that Mitchell has built?",[3929,3933],{"_30":3913,"_16":3930,"_3931":3932},"timestamp","time","00:00:03.040",{"_30":3926,"_16":3930,"_3931":3934},"00:00:07.840",{"_30":3936,"_16":265,"_266":3937,"_274":3967,"_276":277},"73ec67d5a185",[3938,3943,3946,3951,3954,3959,3962],{"_30":3939,"_16":270,"_271":3940,"_146":3942},"a2bc61eca416",[3941],"d804d3e","Wow. Yeah. Again, I'm Jana. I was lucky enough to start working with Mitchell and",{"_30":3944,"_16":270,"_271":3945,"_146":3922},"e28804af4dc3",[],{"_30":3947,"_16":270,"_271":3948,"_146":3950},"1f1d4fda1a75",[3949],"128ed37","HashiCorp pretty early. I was doing community so I was able to see a lot of the things.",{"_30":3952,"_16":270,"_271":3953,"_146":3922},"73b0ebe58454",[],{"_30":3955,"_16":270,"_271":3956,"_146":3958},"4d27d2b3228d",[3957],"03e63f7","But something that just really impressed me, and I think impressed a lot of us, is you and",{"_30":3960,"_16":270,"_271":3961,"_146":3922},"af087f4610d5",[],{"_30":3963,"_16":270,"_271":3964,"_146":3966},"36157a255533",[3965],"5921684","Armon Dadgar were such product visionaries.",[3968,3970,3972,3974],{"_30":3941,"_16":3930,"_3931":3969},"00:00:17.040",{"_30":3949,"_16":3930,"_3931":3971},"00:00:22.000",{"_30":3957,"_16":3930,"_3931":3973},"00:00:27.600",{"_30":3965,"_16":3930,"_3931":3975},"00:00:31.980",{"_30":3977,"_16":265,"_266":3978,"_274":4000,"_276":277},"f442fab8d7db",[3979,3984,3987,3992,3995],{"_30":3980,"_16":270,"_271":3981,"_146":3983},"9dd31b30766e",[3982],"286a46c","Even when we were 10 or 20 people, we already had",{"_30":3985,"_16":270,"_271":3986,"_146":3922},"46998e4790fd",[],{"_30":3988,"_16":270,"_271":3989,"_146":3991},"2d895378ecc3",[3990],"9eed064","six open source projects. We launched Nomad and Otto. How did you already have a view of the world",{"_30":3993,"_16":270,"_271":3994,"_146":3922},"311b49f9ba23",[],{"_30":3996,"_16":270,"_271":3997,"_146":3999},"39bae650a38a",[3998],"ce3970e","back then?",[4001,4002,4004],{"_30":3982,"_16":3930,"_3931":3975},{"_30":3990,"_16":3930,"_3931":4003},"00:00:39.580",{"_30":3998,"_16":3930,"_3931":4005},"00:00:46.660",{"_30":4007,"_16":265,"_266":4008,"_274":4012,"_276":277},"8d077ab10dd7",[4009],{"_30":4010,"_16":270,"_271":4011,"_146":1041},"5fc1c1b6bdac",[],[],{"_30":4014,"_16":265,"_266":4015,"_274":4020,"_276":398},"bd7f43fad4fe",[4016],{"_30":4017,"_16":270,"_271":4018,"_146":4019},"4d7657be9560",[],"Vision and Early Direction",[],{"_30":4022,"_16":265,"_266":4023,"_274":4027,"_276":277},"5885574c4d67",[4024],{"_30":4025,"_16":270,"_271":4026,"_146":1041},"cc2afb84defb",[],[],{"_30":4029,"_16":265,"_266":4030,"_274":4056,"_276":277},"935dcc861c56",[4031,4036,4040,4043,4048,4051],{"_30":4032,"_16":270,"_271":4033,"_146":4035},"d235adf2abca",[4034,382],"b18b4ef","Mitchell Hashimoto:",{"_30":4037,"_16":270,"_271":4038,"_146":4039},"8db062683416",[4034]," And I think that's important for a lot of founders. We took this perspective when we started",{"_30":4041,"_16":270,"_271":4042,"_146":3922},"f3480c792925",[],{"_30":4044,"_16":270,"_271":4045,"_146":4047},"a418ae14a368",[4046],"e2ae11c","HashiCorp, which is that there was a certain trend that we saw the world moving to without us,",{"_30":4049,"_16":270,"_271":4050,"_146":3922},"95e9f327cf50",[],{"_30":4052,"_16":270,"_271":4053,"_146":4055},"09e954b160d7",[4054],"b43b290","which was cloud.",[4057,4059,4061],{"_30":4034,"_16":3930,"_3931":4058},"00:00:47.500",{"_30":4046,"_16":3930,"_3931":4060},"00:00:51.660",{"_30":4054,"_16":3930,"_3931":4062},"00:00:56.980",{"_30":4064,"_16":265,"_266":4065,"_274":4087,"_276":277},"ac88b2a2bcac",[4066,4071,4074,4079,4082],{"_30":4067,"_16":270,"_271":4068,"_146":4070},"c7fb7ecd0164",[4069],"7517cac","And it's funny to say that now because it's a very obvious, accepted",{"_30":4072,"_16":270,"_271":4073,"_146":3922},"2008821ef5c3",[],{"_30":4075,"_16":270,"_271":4076,"_146":4078},"476f83d01098",[4077],"14cc96b","thing, but it was very much, we had some VC meetings then that were like, \"maybe cloud won't work",{"_30":4080,"_16":270,"_271":4081,"_146":3922},"94c41d943e16",[],{"_30":4083,"_16":270,"_271":4084,"_146":4086},"a58563ccd420",[4085],"d191abd","out.\" But that was the trend that was happening without us.",[4088,4089,4091],{"_30":4069,"_16":3930,"_3931":4062},{"_30":4077,"_16":3930,"_3931":4090},"00:01:00.960",{"_30":4085,"_16":3930,"_3931":4092},"00:01:05.760",{"_30":4094,"_16":265,"_266":4095,"_274":4125,"_276":277},"5100c9cd494b",[4096,4101,4104,4109,4112,4117,4120],{"_30":4097,"_16":270,"_271":4098,"_146":4100},"d71150db6ab4",[4099],"5b6ebff","And then we decided we had",{"_30":4102,"_16":270,"_271":4103,"_146":3922},"7b06f38b7b5c",[],{"_30":4105,"_16":270,"_271":4106,"_146":4108},"1f9fb1f331e4",[4107],"2cd1dff","this worldview of how people would interact with cloud and we were going to build for that worldview",{"_30":4110,"_16":270,"_271":4111,"_146":3922},"1b47ccaee91d",[],{"_30":4113,"_16":270,"_271":4114,"_146":4116},"7023bb2b47b6",[4115],"de82ba3","and either convince the world to wrap around that to some extent, you know, not like wholly, but",{"_30":4118,"_16":270,"_271":4119,"_146":3922},"e514559c5e59",[],{"_30":4121,"_16":270,"_271":4122,"_146":4124},"062b853d4580",[4123],"61f90ad","directionally, or we would rather fail.",[4126,4127,4129,4131],{"_30":4099,"_16":3930,"_3931":4092},{"_30":4107,"_16":3930,"_3931":4128},"00:01:11.160",{"_30":4115,"_16":3930,"_3931":4130},"00:01:17.000",{"_30":4123,"_16":3930,"_3931":4132},"00:01:23.640",{"_30":4134,"_16":265,"_266":4135,"_274":4173,"_276":277},"16789f871b5b",[4136,4141,4144,4149,4152,4157,4160,4165,4168],{"_30":4137,"_16":270,"_271":4138,"_146":4140},"823991f972de",[4139],"931b8e0","And I think that that was based actually on an",{"_30":4142,"_16":270,"_271":4143,"_146":3922},"f5b5facc8c29",[],{"_30":4145,"_16":270,"_271":4146,"_146":4148},"f6ed47061c6f",[4147],"0d6e280","experience that Armon and I both had in college where of all people, for all his",{"_30":4150,"_16":270,"_271":4151,"_146":3922},"c20ae3f6c92c",[],{"_30":4153,"_16":270,"_271":4154,"_146":4156},"f7be267d3aad",[4155],"9cd42d6","successes and faults, we watched this talk by Steve Ballmer, who came and visited us. And he talked about",{"_30":4158,"_16":270,"_271":4159,"_146":3922},"a9dbc1ab5fc1",[],{"_30":4161,"_16":270,"_271":4162,"_146":4164},"bbe14cc1e508",[4163],"77b2913","how it's better to have a singular direction and move in that direction and fail than to move in a",{"_30":4166,"_16":270,"_271":4167,"_146":3922},"9fd214d206b1",[],{"_30":4169,"_16":270,"_271":4170,"_146":4172},"336b480e8d81",[4171],"5d25562","bunch of different directions and look down at your feet and realize you didn't move anywhere.",[4174,4175,4177,4179,4181],{"_30":4139,"_16":3930,"_3931":4132},{"_30":4147,"_16":3930,"_3931":4176},"00:01:30.470",{"_30":4155,"_16":3930,"_3931":4178},"00:01:37.150",{"_30":4163,"_16":3930,"_3931":4180},"00:01:41.790",{"_30":4171,"_16":3930,"_3931":4182},"00:01:47.710",{"_30":4184,"_16":265,"_266":4185,"_274":4215,"_276":277},"1f63eebb45a8",[4186,4191,4194,4199,4202,4207,4210],{"_30":4187,"_16":270,"_271":4188,"_146":4190},"3b364b28d97a",[4189],"23e5ec8","We decided our singular direction is cloud, multi-cloud, infrastructure as code, all these",{"_30":4192,"_16":270,"_271":4193,"_146":3922},"d72bf753ac1b",[],{"_30":4195,"_16":270,"_271":4196,"_146":4198},"43ad1dc15780",[4197],"aaee325","little things that became buzzwords and we just tried to push towards that. So we had this very",{"_30":4200,"_16":270,"_271":4201,"_146":3922},"9720fddced11",[],{"_30":4203,"_16":270,"_271":4204,"_146":4206},"e5cd4c6bb30f",[4205],"631416b","fixed roadmap. We had to adapt to things like Docker that didn't exist when we started",{"_30":4208,"_16":270,"_271":4209,"_146":3922},"7cfb5d3010f6",[],{"_30":4211,"_16":270,"_271":4212,"_146":4214},"5b4e0c4d19e8",[4213],"f0a12f9","the company and Kubernetes eventually popped up and things like that.",[4216,4218,4220,4222],{"_30":4189,"_16":3930,"_3931":4217},"00:01:51.990",{"_30":4197,"_16":3930,"_3931":4219},"00:01:57.040",{"_30":4205,"_16":3930,"_3931":4221},"00:02:02.720",{"_30":4213,"_16":3930,"_3931":4223},"00:02:08.720",{"_30":4225,"_16":265,"_266":4226,"_274":4256,"_276":277},"f8ccb8fae787",[4227,4232,4235,4240,4243,4248,4251],{"_30":4228,"_16":270,"_271":4229,"_146":4231},"5fc47361e4cd",[4230],"2c87989","So there was obviously",{"_30":4233,"_16":270,"_271":4234,"_146":3922},"5fe8a035fdec",[],{"_30":4236,"_16":270,"_271":4237,"_146":4239},"d78c741a21ca",[4238],"2240df6","adaptations and pivoting that had to happen at various points, but the core fundamental",{"_30":4241,"_16":270,"_271":4242,"_146":3922},"ca868f0527bd",[],{"_30":4244,"_16":270,"_271":4245,"_146":4247},"9b67d24a2798",[4246],"8519c07","direction we wanted to head didn't change. And I think that's the thing where I say the",{"_30":4249,"_16":270,"_271":4250,"_146":3922},"e539dd8089c0",[],{"_30":4252,"_16":270,"_271":4253,"_146":4255},"aee21b6f65a8",[4254],"0339650","world does have to move with you to a certain extent.",[4257,4258,4260,4262],{"_30":4230,"_16":3930,"_3931":4223},{"_30":4238,"_16":3930,"_3931":4259},"00:02:12.600",{"_30":4246,"_16":3930,"_3931":4261},"00:02:17.120",{"_30":4254,"_16":3930,"_3931":4263},"00:02:23.330",{"_30":4265,"_16":265,"_266":4266,"_274":4296,"_276":697},"6b6e62e1b6bf",[4267,4272,4275,4280,4283,4288,4291],{"_30":4268,"_16":270,"_271":4269,"_146":4271},"d41c0066803e",[4270],"3b7baf9","If the world went a different direction, we",{"_30":4273,"_16":270,"_271":4274,"_146":3922},"2655b3beb2f0",[],{"_30":4276,"_16":270,"_271":4277,"_146":4279},"20c8f35dcb02",[4278],"73618f1","would have just failed. Even if we thought our ideas were good. That happens all the time to",{"_30":4281,"_16":270,"_271":4282,"_146":3922},"76e36ae7eba6",[],{"_30":4284,"_16":270,"_271":4285,"_146":4287},"35af4cc9c281",[4286],"a4f45c7","founders. But we got lucky that the world headed in that direction. And I believe we built",{"_30":4289,"_16":270,"_271":4290,"_146":3922},"74dcce16807e",[],{"_30":4292,"_16":270,"_271":4293,"_146":4295},"962895ac2cd3",[4294],"0ab5e45","a lot of good products that worked out.",[4297,4298,4300,4302],{"_30":4270,"_16":3930,"_3931":4263},{"_30":4278,"_16":3930,"_3931":4299},"00:02:27.370",{"_30":4286,"_16":3930,"_3931":4301},"00:02:32.370",{"_30":4294,"_16":3930,"_3931":4303},"00:02:38.930",{"_30":4305,"_16":265,"_266":4306,"_274":4332,"_276":277},"faf9d5dc23a1",[4307,4312,4316,4319,4324,4327],{"_30":4308,"_16":270,"_271":4309,"_146":4311},"ab6c5e90198d",[4310,382],"ba2be67","Jana:",{"_30":4313,"_16":270,"_271":4314,"_146":4315},"3e281bc4b79f",[4310]," Yeah, that's wonderful. You're such a hacker, a technologist. You're just",{"_30":4317,"_16":270,"_271":4318,"_146":3922},"32a7f3574ede",[],{"_30":4320,"_16":270,"_271":4321,"_146":4323},"3b0f3d030a79",[4322],"f9a8760","an engineer at heart. As the company started growing, how did you rewire your",{"_30":4325,"_16":270,"_271":4326,"_146":3922},"ad5026bcf72b",[],{"_30":4328,"_16":270,"_271":4329,"_146":4331},"25babb7b2ec4",[4330],"ddbadfd","brain and what were some lessons that you learned?",[4333,4335,4337],{"_30":4310,"_16":3930,"_3931":4334},"00:02:42.730",{"_30":4322,"_16":3930,"_3931":4336},"00:02:48.410",{"_30":4330,"_16":3930,"_3931":4338},"00:02:53.570",{"_30":4340,"_16":265,"_266":4341,"_274":4345,"_276":277},"1c4af7d38052",[4342],{"_30":4343,"_16":270,"_271":4344,"_146":1041},"0d5becd18547",[],[],{"_30":4347,"_16":265,"_266":4348,"_274":4353,"_276":398},"fe208524c34b",[4349],{"_30":4350,"_16":270,"_271":4351,"_146":4352},"320f6ac30a52",[],"From Engineer to Company Builder",[],{"_30":4355,"_16":265,"_266":4356,"_274":4360,"_276":277},"61c6828ecbbb",[4357],{"_30":4358,"_16":270,"_271":4359,"_146":1041},"d49a89b47c08",[],[],{"_30":4362,"_16":265,"_266":4363,"_274":4389,"_276":277},"880afecca345",[4364,4369,4373,4376,4381,4384],{"_30":4365,"_16":270,"_271":4366,"_146":4368},"69b7d11f88b2",[4367,382],"1c06a9b","Mitchell:",{"_30":4370,"_16":270,"_271":4371,"_146":4372},"05ece4e88e4e",[4367]," Yeah, well, first you stop coding. I'm just kidding. I'm just kidding. Don't do that. Yeah, that'd",{"_30":4374,"_16":270,"_271":4375,"_146":3922},"3c0246eaeb7a",[],{"_30":4377,"_16":270,"_271":4378,"_146":4380},"491533e8b98e",[4379],"2bd7269","be funny. No, no, no, no. I think what's really important for technical founders, the aha for me",{"_30":4382,"_16":270,"_271":4383,"_146":3922},"f6aaed14d55f",[],{"_30":4385,"_16":270,"_271":4386,"_146":4388},"40995a6fd09f",[4387],"2beb2c5","was realizing, you know, I viewed software as my tool to solve all problems.",[4390,4392,4394],{"_30":4367,"_16":3930,"_3931":4391},"00:02:57.250",{"_30":4379,"_16":3930,"_3931":4393},"00:03:01.770",{"_30":4387,"_16":3930,"_3931":4395},"00:03:07.970",{"_30":4397,"_16":265,"_266":4398,"_274":4428,"_276":277},"7a33c7f92ed6",[4399,4404,4407,4412,4415,4420,4423],{"_30":4400,"_16":270,"_271":4401,"_146":4403},"387a23717072",[4402],"9df1a65","There's a couple",{"_30":4405,"_16":270,"_271":4406,"_146":3922},"9a9f2574dd53",[],{"_30":4408,"_16":270,"_271":4409,"_146":4411},"3f7a2a63c73d",[4410],"4314a2d","points here, that one and you know, a lot of problems are human and not technical. And so there",{"_30":4413,"_16":270,"_271":4414,"_146":3922},"a1240a91d600",[],{"_30":4416,"_16":270,"_271":4417,"_146":4419},"1c19bd74045b",[4418],"c4475e3","is a lot that you have to solve that way. But as an engineer, you could look at them as engineering",{"_30":4421,"_16":270,"_271":4422,"_146":3922},"9ac8365a5164",[],{"_30":4424,"_16":270,"_271":4425,"_146":4427},"b725912a8106",[4426],"47b44da","problems.",[4429,4430,4432,4434],{"_30":4402,"_16":3930,"_3931":4395},{"_30":4410,"_16":3930,"_3931":4431},"00:03:16.000",{"_30":4418,"_16":3930,"_3931":4433},"00:03:21.760",{"_30":4426,"_16":3930,"_3931":4435},"00:03:27.280",{"_30":4437,"_16":265,"_266":4438,"_274":4468,"_276":277},"b93779498c44",[4439,4444,4447,4452,4455,4460,4463],{"_30":4440,"_16":270,"_271":4441,"_146":4443},"d331350cd189",[4442],"df6dc00","So for example, a company is a machine. You are engineering a machine. The",{"_30":4445,"_16":270,"_271":4446,"_146":3922},"2cb25d005676",[],{"_30":4448,"_16":270,"_271":4449,"_146":4451},"d5b060118d5b",[4450],"17d5f63","machine in the VC capital sense is a money machine. An investor puts in a dollar",{"_30":4453,"_16":270,"_271":4454,"_146":3922},"37ed274e58d4",[],{"_30":4456,"_16":270,"_271":4457,"_146":4459},"bf2a2175df08",[4458],"d84bac5","and gets whatever $1.15 out the other side. That's like the 10,000, like you're in space, view of",{"_30":4461,"_16":270,"_271":4462,"_146":3922},"d8570b8404c3",[],{"_30":4464,"_16":270,"_271":4465,"_146":4467},"63da10370b0f",[4466],"fe6ab62","what a company is, but it is a machine.",[4469,4470,4472,4474],{"_30":4442,"_16":3930,"_3931":4435},{"_30":4450,"_16":3930,"_3931":4471},"00:03:34.840",{"_30":4458,"_16":3930,"_3931":4473},"00:03:42.410",{"_30":4466,"_16":3930,"_3931":4475},"00:03:48.490",{"_30":4477,"_16":265,"_266":4478,"_274":4516,"_276":277},"6c0e5fd0e6b5",[4479,4484,4487,4492,4495,4500,4503,4508,4511],{"_30":4480,"_16":270,"_271":4481,"_146":4483},"c203e887ae06",[4482],"9a18f09","And every role in org and how you build your company is,",{"_30":4485,"_16":270,"_271":4486,"_146":3922},"6b14f564f58c",[],{"_30":4488,"_16":270,"_271":4489,"_146":4491},"32bf0af5fb98",[4490],"d07e846","I started to view it as, \"How does data flow through the machine?\" When a",{"_30":4493,"_16":270,"_271":4494,"_146":3922},"be1878c9497c",[],{"_30":4496,"_16":270,"_271":4497,"_146":4499},"7accac5ec9c6",[4498],"b7680fc","customer hits a website, how does that flow through the machine? When an engineer or",{"_30":4501,"_16":270,"_271":4502,"_146":3922},"3922a2e0765e",[],{"_30":4504,"_16":270,"_271":4505,"_146":4507},"09e334a0e1dc",[4506],"932acf8","product manager has an idea for a feature, how does that flow through the machine and how does that",{"_30":4509,"_16":270,"_271":4510,"_146":3922},"9cdad25e68c4",[],{"_30":4512,"_16":270,"_271":4513,"_146":4515},"324cb6b40110",[4514],"2adde53","ultimately reach a customer's infrastructure?",[4517,4518,4520,4522,4524],{"_30":4482,"_16":3930,"_3931":4475},{"_30":4490,"_16":3930,"_3931":4519},"00:03:56.330",{"_30":4498,"_16":3930,"_3931":4521},"00:04:02.130",{"_30":4506,"_16":3930,"_3931":4523},"00:04:07.500",{"_30":4514,"_16":3930,"_3931":4525},"00:04:11.060",{"_30":4527,"_16":265,"_266":4528,"_274":4558,"_276":277},"e1caa29abd5f",[4529,4534,4537,4542,4545,4550,4553],{"_30":4530,"_16":270,"_271":4531,"_146":4533},"8b4d748af825",[4532],"c958fcb","We like to map it out that way.",{"_30":4535,"_16":270,"_271":4536,"_146":3922},"bb7d7517d82a",[],{"_30":4538,"_16":270,"_271":4539,"_146":4541},"41e076e8850a",[4540],"2fb043d","And then it becomes, at least for me, it became more fun because I love engineering. And then I was",{"_30":4543,"_16":270,"_271":4544,"_146":3922},"b136b5591daf",[],{"_30":4546,"_16":270,"_271":4547,"_146":4549},"f53ddc6c9299",[4548],"0efaa4e","like, \"oh, I'm just engineering a people machine.\" And I started to compartmentalize various",{"_30":4551,"_16":270,"_271":4552,"_146":3922},"fd34002636c6",[],{"_30":4554,"_16":270,"_271":4555,"_146":4557},"6ba8748139dc",[4556],"3b40e53","problems that way.",[4559,4560,4562,4564],{"_30":4532,"_16":3930,"_3931":4525},{"_30":4540,"_16":3930,"_3931":4561},"00:04:18.220",{"_30":4548,"_16":3930,"_3931":4563},"00:04:22.860",{"_30":4556,"_16":3930,"_3931":4565},"00:04:28.980",{"_30":4567,"_16":265,"_266":4568,"_274":4590,"_276":697},"1f1c71541ba0",[4569,4574,4577,4582,4585],{"_30":4570,"_16":270,"_271":4571,"_146":4573},"6411d52f0cc4",[4572],"8f14e2e","So I think it's important to realize that a",{"_30":4575,"_16":270,"_271":4576,"_146":3922},"db1ab1e2b263",[],{"_30":4578,"_16":270,"_271":4579,"_146":4581},"b38b56e20d7d",[4580],"d74c749","lot of those problems can't be solved with software and so you have to really go in and do the",{"_30":4583,"_16":270,"_271":4584,"_146":3922},"d37713435f1d",[],{"_30":4586,"_16":270,"_271":4587,"_146":4589},"2cdb2230d526",[4588],"3710cba","non-technical work in order to make that happen.",[4591,4592,4594],{"_30":4572,"_16":3930,"_3931":4565},{"_30":4580,"_16":3930,"_3931":4593},"00:04:34.490",{"_30":4588,"_16":3930,"_3931":4595},"00:04:39.810",{"_30":4597,"_16":265,"_266":4598,"_274":4615,"_276":277},"07e9199cb627",[4599,4603,4607,4610],{"_30":4600,"_16":270,"_271":4601,"_146":4311},"194412d0777c",[4602,382],"d88c871",{"_30":4604,"_16":270,"_271":4605,"_146":4606},"e146fb7e324d",[4602]," That's really beautifully said. And again, I got to experience those different",{"_30":4608,"_16":270,"_271":4609,"_146":3922},"d727e0083a2f",[],{"_30":4611,"_16":270,"_271":4612,"_146":4614},"d1204387315f",[4613],"b2e9336","shifts that you and Armon made throughout that and how you all matured.",[4616,4618],{"_30":4602,"_16":3930,"_3931":4617},"00:04:43.610",{"_30":4613,"_16":3930,"_3931":4619},"00:04:48.370",{"_30":4621,"_16":265,"_266":4622,"_274":4631,"_276":277},"6c1cd7271827",[4623,4627],{"_30":4624,"_16":270,"_271":4625,"_146":4368},"3bc19b5bd661",[4626,382],"d8e9a94",{"_30":4628,"_16":270,"_271":4629,"_146":4630},"f8a917845537",[4626]," We made a lot of broken machines.",[4632],{"_30":4626,"_16":3930,"_3931":4633},"00:04:52.330",{"_30":4635,"_16":265,"_266":4636,"_274":4661,"_276":277},"e69b02337b8d",[4637,4641,4645,4648,4653,4656],{"_30":4638,"_16":270,"_271":4639,"_146":4311},"88871a5a8c24",[4640,382],"ac9838c",{"_30":4642,"_16":270,"_271":4643,"_146":4644},"9957ad6237fd",[4640]," Yeah, exactly. And that's the next thing. Right? During our dry run, you mentioned",{"_30":4646,"_16":270,"_271":4647,"_146":3922},"a40e57595c39",[],{"_30":4649,"_16":270,"_271":4650,"_146":4652},"442d2f0b90f1",[4651],"bcecb2b","grieving some things that you had to let go as a founder. And what were some of those things that",{"_30":4654,"_16":270,"_271":4655,"_146":3922},"1b04d421eba7",[],{"_30":4657,"_16":270,"_271":4658,"_146":4660},"9ebc4500fa21",[4659],"f6f1e52","you had to let go over time as the company grew and scaled?",[4662,4664,4666],{"_30":4640,"_16":3930,"_3931":4663},"00:04:54.170",{"_30":4651,"_16":3930,"_3931":4665},"00:04:59.360",{"_30":4659,"_16":3930,"_3931":4667},"00:05:03.740",{"_30":4669,"_16":265,"_266":4670,"_274":4674,"_276":277},"e64e887c1f99",[4671],{"_30":4672,"_16":270,"_271":4673,"_146":1041},"b0631fe8d4ae",[],[],{"_30":4676,"_16":265,"_266":4677,"_274":4682,"_276":398},"a4f5469ffbdd",[4678],{"_30":4679,"_16":270,"_271":4680,"_146":4681},"1dd2a236de07",[],"Letting Go and Redefining Roles",[],{"_30":4684,"_16":265,"_266":4685,"_274":4689,"_276":277},"38d998be4bf4",[4686],{"_30":4687,"_16":270,"_271":4688,"_146":1041},"abfcaf5c7107",[],[],{"_30":4691,"_16":265,"_266":4692,"_274":4725,"_276":277},"be09c5fc9974",[4693,4697,4701,4704,4709,4712,4717,4720],{"_30":4694,"_16":270,"_271":4695,"_146":4368},"34243971bc69",[4696,382],"16b8135",{"_30":4698,"_16":270,"_271":4699,"_146":4700},"28519a49832e",[4696]," Yeah, one thing Armon and I always did and it worked out was, we did this on a",{"_30":4702,"_16":270,"_271":4703,"_146":3922},"e4c0e663f2e7",[],{"_30":4705,"_16":270,"_271":4706,"_146":4708},"ce0d9de6a664",[4707],"5f900c0","quarterly basis, that's just like an arbitrary choice, is we would look at the company and",{"_30":4710,"_16":270,"_271":4711,"_146":3922},"3b07525b0fb2",[],{"_30":4713,"_16":270,"_271":4714,"_146":4716},"be76a4713fe0",[4715],"9d91f51","look at all the decisions that had happened over the past quarter, the cadence between the meetings,",{"_30":4718,"_16":270,"_271":4719,"_146":3922},"96286519682e",[],{"_30":4721,"_16":270,"_271":4722,"_146":4724},"5084dfe74027",[4723],"60aa606","and we tried to identify where things really slowed down.",[4726,4728,4730,4732],{"_30":4696,"_16":3930,"_3931":4727},"00:05:08.020",{"_30":4707,"_16":3930,"_3931":4729},"00:05:16.140",{"_30":4715,"_16":3930,"_3931":4731},"00:05:21.460",{"_30":4723,"_16":3930,"_3931":4733},"00:05:26.970",{"_30":4735,"_16":265,"_266":4736,"_274":4750,"_276":277},"46b0595d4e89",[4737,4742,4745],{"_30":4738,"_16":270,"_271":4739,"_146":4741},"a7119f7b03d3",[4740],"2799c40","Where,",{"_30":4743,"_16":270,"_271":4744,"_146":3922},"e5677630ed38",[],{"_30":4746,"_16":270,"_271":4747,"_146":4749},"4a45f869f7e9",[4748],"66cb50d","as founders, were we the bottleneck in what was happening? And we'd never wanted to be that.",[4751,4752],{"_30":4740,"_16":3930,"_3931":4733},{"_30":4748,"_16":3930,"_3931":4753},"00:05:31.420",{"_30":4755,"_16":265,"_266":4756,"_274":4794,"_276":697},"fa833014a614",[4757,4762,4765,4770,4773,4778,4781,4786,4789],{"_30":4758,"_16":270,"_271":4759,"_146":4761},"1054c911b6b9",[4760],"a97001d","There's so much for a founder to do, there's so much they're involved in. You want to be",{"_30":4763,"_16":270,"_271":4764,"_146":3922},"79c924926e68",[],{"_30":4766,"_16":270,"_271":4767,"_146":4769},"3663dffcd4ce",[4768],"918131f","able to build this organization of autonomy and trust in order to get things done. But the other",{"_30":4771,"_16":270,"_271":4772,"_146":3922},"e0e3075a562b",[],{"_30":4774,"_16":270,"_271":4775,"_146":4777},"05e21c92d204",[4776],"3a4d84e","side of that coin is that you are yielding control because you're trusting, so you're yielding",{"_30":4779,"_16":270,"_271":4780,"_146":3922},"ba0b8a770573",[],{"_30":4782,"_16":270,"_271":4783,"_146":4785},"b56c4d9dfe33",[4784],"82efac2","control. And that is really hard for me. And so in every aspect of the",{"_30":4787,"_16":270,"_271":4788,"_146":3922},"6fcdf6990e7f",[],{"_30":4790,"_16":270,"_271":4791,"_146":4793},"594101a6eb6a",[4792],"b4698ae","company that happened and it was painful in every aspect of the company.",[4795,4797,4799,4801,4803],{"_30":4760,"_16":3930,"_3931":4796},"00:05:37.290",{"_30":4768,"_16":3930,"_3931":4798},"00:05:41.090",{"_30":4776,"_16":3930,"_3931":4800},"00:05:46.410",{"_30":4784,"_16":3930,"_3931":4802},"00:05:50.530",{"_30":4792,"_16":3930,"_3931":4804},"00:05:56.330",{"_30":4806,"_16":265,"_266":4807,"_274":4816,"_276":277},"1755677b192f",[4808,4812],{"_30":4809,"_16":270,"_271":4810,"_146":4311},"a0c6350ca949",[4811,382],"859c547",{"_30":4813,"_16":270,"_271":4814,"_146":4815},"6abb968f54bb",[4811]," What was the decision to bring in an external CEO and become like Co-CTO.",[4817],{"_30":4811,"_16":3930,"_3931":4818},"00:05:59.250",{"_30":4820,"_16":265,"_266":4821,"_274":4846,"_276":277},"5895730917de",[4822,4826,4830,4833,4838,4841],{"_30":4823,"_16":270,"_271":4824,"_146":4368},"ecd44f4d0817",[4825,382],"d842868",{"_30":4827,"_16":270,"_271":4828,"_146":4829},"5e295bfaa52e",[4825]," So we brought in a CEO uniquely around two years into the company. Our revenue at the",{"_30":4831,"_16":270,"_271":4832,"_146":3922},"45fbaf6b8ba2",[],{"_30":4834,"_16":270,"_271":4835,"_146":4837},"65a786696798",[4836],"73c076c","time was less than half a million ARR. I mean it was nothing. It was not a good time to hire a",{"_30":4839,"_16":270,"_271":4840,"_146":3922},"bacacc69c10b",[],{"_30":4842,"_16":270,"_271":4843,"_146":4845},"51b5fe8a9530",[4844],"2b7b517","CEO, generally. But what we identified, I think there's a few important points.",[4847,4849,4851],{"_30":4825,"_16":3930,"_3931":4848},"00:06:05.330",{"_30":4836,"_16":3930,"_3931":4850},"00:06:12.170",{"_30":4844,"_16":3930,"_3931":4852},"00:06:18.050",{"_30":4854,"_16":265,"_266":4855,"_274":4893,"_276":277},"92c5171c2ac2",[4856,4861,4864,4869,4872,4877,4880,4885,4888],{"_30":4857,"_16":270,"_271":4858,"_146":4860},"be61f5542946",[4859],"2a1b77e","One, I just",{"_30":4862,"_16":270,"_271":4863,"_146":3922},"074041bec9da",[],{"_30":4865,"_16":270,"_271":4866,"_146":4868},"02ea0cc34cec",[4867],"b8cace3","didn't like the job. There was another person who gave a talk. I think it was the PostHog",{"_30":4870,"_16":270,"_271":4871,"_146":3922},"80a7503b8f3f",[],{"_30":4873,"_16":270,"_271":4874,"_146":4876},"6c091c9543b5",[4875],"4ecc3e4","folks that gave a talk about how you need to find what you enjoy as a founder. And",{"_30":4878,"_16":270,"_271":4879,"_146":3922},"5054f6dd3977",[],{"_30":4881,"_16":270,"_271":4882,"_146":4884},"68f6b3ef83f6",[4883],"e93f0e6","so that was one thing is I realized that at a certain point CEO becomes a very real defined job with very",{"_30":4886,"_16":270,"_271":4887,"_146":3922},"0d589863f2c9",[],{"_30":4889,"_16":270,"_271":4890,"_146":4892},"616fc1d272d0",[4891],"5037125","specific responsibilities.",[4894,4895,4897,4899,4901],{"_30":4859,"_16":3930,"_3931":4852},{"_30":4867,"_16":3930,"_3931":4896},"00:06:23.400",{"_30":4875,"_16":3930,"_3931":4898},"00:06:29.160",{"_30":4883,"_16":3930,"_3931":4900},"00:06:33.880",{"_30":4891,"_16":3930,"_3931":4902},"00:06:39.560",{"_30":4904,"_16":265,"_266":4905,"_274":4927,"_276":697},"13eaa92940a7",[4906,4911,4914,4919,4922],{"_30":4907,"_16":270,"_271":4908,"_146":4910},"2110130c8bdf",[4909],"3545e4a","I realized I was waking up every morning and I",{"_30":4912,"_16":270,"_271":4913,"_146":3922},"e6bf74545978",[],{"_30":4915,"_16":270,"_271":4916,"_146":4918},"a1e6c9d1ba7c",[4917],"622835f","did not want to go to work and that had never happened before. 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And so when somebody invests in you, it's",{"_30":4950,"_16":270,"_271":4951,"_146":3922},"f8cc9abb305d",[],{"_30":4953,"_16":270,"_271":4954,"_146":4956},"112ca738ead7",[4955],"67ce407","because they identify some property of you or your idea, that is going to separate you",{"_30":4958,"_16":270,"_271":4959,"_146":3922},"b75016c9ec74",[],{"_30":4961,"_16":270,"_271":4962,"_146":4964},"f153bc9718dc",[4963],"e28a7db","from that mean. And for us, it was not my CEOing ability or charisma or any of that, it was very",{"_30":4966,"_16":270,"_271":4967,"_146":3922},"22fa79aa570d",[],{"_30":4969,"_16":270,"_271":4970,"_146":4972},"0f80d2a5c274",[4971],"42c8e55","product and engineering oriented.",[4974,4975,4977,4979,4981],{"_30":4939,"_16":3930,"_3931":4932},{"_30":4947,"_16":3930,"_3931":4976},"00:06:57.800",{"_30":4955,"_16":3930,"_3931":4978},"00:07:04.680",{"_30":4963,"_16":3930,"_3931":4980},"00:07:09.600",{"_30":4971,"_16":3930,"_3931":4982},"00:07:18.090",{"_30":4984,"_16":265,"_266":4985,"_274":5031,"_276":277},"d47d6da17e38",[4986,4991,4994,4999,5002,5007,5010,5015,5018,5023,5026],{"_30":4987,"_16":270,"_271":4988,"_146":4990},"8f6bb62de6c9",[4989],"94f9692","So every moment I was spending away from that thinking was",{"_30":4992,"_16":270,"_271":4993,"_146":3922},"d1d7233b04e9",[],{"_30":4995,"_16":270,"_271":4996,"_146":4998},"ce47bb455be9",[4997],"b1a3030","regressing us back to the mean of being more likely to be in the bucket of startups that didn't make",{"_30":5000,"_16":270,"_271":5001,"_146":3922},"1ffda0adc956",[],{"_30":5003,"_16":270,"_271":5004,"_146":5006},"14ba000677ae",[5005],"f14a28b","it. 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And with Armon, we thought, \"okay, if we find the right person that we",{"_30":5008,"_16":270,"_271":5009,"_146":3922},"075c40ccf6c7",[],{"_30":5011,"_16":270,"_271":5012,"_146":5014},"5877968e5235",[5013],"efaa06c","could trust, could we bring someone in that would allow us to delegate this stuff, enjoy my work",{"_30":5016,"_16":270,"_271":5017,"_146":3922},"df2c9e8e5531",[],{"_30":5019,"_16":270,"_271":5020,"_146":5022},"08cb96ffbe76",[5021],"f3db08d","more, but also allow me and Armon to work on the things that put us in a more highly likely to",{"_30":5024,"_16":270,"_271":5025,"_146":3922},"0e2976843170",[],{"_30":5027,"_16":270,"_271":5028,"_146":5030},"6ab6c2335357",[5029],"9eca199","succeed bucket?\"",[5032,5033,5035,5037,5039,5041],{"_30":4989,"_16":3930,"_3931":4982},{"_30":4997,"_16":3930,"_3931":5034},"00:07:23.890",{"_30":5005,"_16":3930,"_3931":5036},"00:07:28.650",{"_30":5013,"_16":3930,"_3931":5038},"00:07:35.450",{"_30":5021,"_16":3930,"_3931":5040},"00:07:40.990",{"_30":5029,"_16":3930,"_3931":5042},"00:07:48.030",{"_30":5044,"_16":265,"_266":5045,"_274":5067,"_276":277},"f51041721698",[5046,5051,5054,5059,5062],{"_30":5047,"_16":270,"_271":5048,"_146":5050},"5df5b126a4fe",[5049],"f76f49e","And that was the decision making. I think that the CEO is a big, very",{"_30":5052,"_16":270,"_271":5053,"_146":3922},"776cef4e56b6",[],{"_30":5055,"_16":270,"_271":5056,"_146":5058},"2c7b7856f994",[5057],"acb7273","public visible one. But I would think that way about all sorts of stuff along the way, like",{"_30":5060,"_16":270,"_271":5061,"_146":3922},"e889b6429410",[],{"_30":5063,"_16":270,"_271":5064,"_146":5066},"0fcde4f4bfa8",[5065],"ffd1c93","marketing, sales, all these things that I had to yield control of.",[5068,5069,5071],{"_30":5049,"_16":3930,"_3931":5042},{"_30":5057,"_16":3930,"_3931":5070},"00:07:53.590",{"_30":5065,"_16":3930,"_3931":5072},"00:07:59.230",{"_30":5074,"_16":265,"_266":5075,"_274":5108,"_276":277},"3e9041654378",[5076,5080,5084,5087,5092,5095,5100,5103],{"_30":5077,"_16":270,"_271":5078,"_146":4311},"227df406dbb8",[5079,382],"8a149c5",{"_30":5081,"_16":270,"_271":5082,"_146":5083},"636ec97f270e",[5079]," Yeah. Something that I always thought you and Armon were so good about is being self aware. You",{"_30":5085,"_16":270,"_271":5086,"_146":3922},"9eadcc455481",[],{"_30":5088,"_16":270,"_271":5089,"_146":5091},"c072847dc6f7",[5090],"e2bc3a6","knew the things you were good at and so bringing Dave, an external CEO in, he has an accounting",{"_30":5093,"_16":270,"_271":5094,"_146":3922},"9684e21cba4d",[],{"_30":5096,"_16":270,"_271":5097,"_146":5099},"b030b8db5793",[5098],"ae9370e","background, he had a marketing background. So he helped really build out the different",{"_30":5101,"_16":270,"_271":5102,"_146":3922},"8496a058effe",[],{"_30":5104,"_16":270,"_271":5105,"_146":5107},"b5f2bd47697e",[5106],"8724a43","departments and the different segments of the business, which was great.",[5109,5111,5113,5115],{"_30":5079,"_16":3930,"_3931":5110},"00:08:02.430",{"_30":5090,"_16":3930,"_3931":5112},"00:08:07.360",{"_30":5098,"_16":3930,"_3931":5114},"00:08:12.600",{"_30":5106,"_16":3930,"_3931":5116},"00:08:16.600",{"_30":5118,"_16":265,"_266":5119,"_274":5157,"_276":277},"f00804dedde1",[5120,5125,5128,5133,5136,5141,5144,5149,5152],{"_30":5121,"_16":270,"_271":5122,"_146":5124},"80b50644f0a0",[5123],"d6aba53","And then, I don't know",{"_30":5126,"_16":270,"_271":5127,"_146":3922},"b5911beb8d83",[],{"_30":5129,"_16":270,"_271":5130,"_146":5132},"9bba09d78845",[5131],"f1f7fe7","if you all read this, but Mitchell wrote a blog post about his decision to step away from the",{"_30":5134,"_16":270,"_271":5135,"_146":3922},"7fa881106b73",[],{"_30":5137,"_16":270,"_271":5138,"_146":5140},"811c7021cfff",[5139],"a1253db","Co-CTO and become an IC. And it's actually really funny. Quinn Slack was like, \"don't stop coding.\" And I",{"_30":5142,"_16":270,"_271":5143,"_146":3922},"2f787388ee89",[],{"_30":5145,"_16":270,"_271":5146,"_146":5148},"537c473e8363",[5147],"64629b0","feel like that blog post broke the Internet. And everyone was like, \"wow, I can be an IC, I don't",{"_30":5150,"_16":270,"_271":5151,"_146":3922},"8e4b45383451",[],{"_30":5153,"_16":270,"_271":5154,"_146":5156},"4f5df2090140",[5155],"041f9b2","have to like.\" It was really like a revolutionary notion.",[5158,5159,5161,5163,5165],{"_30":5123,"_16":3930,"_3931":5116},{"_30":5131,"_16":3930,"_3931":5160},"00:08:22.440",{"_30":5139,"_16":3930,"_3931":5162},"00:08:28.480",{"_30":5147,"_16":3930,"_3931":5164},"00:08:34.000",{"_30":5155,"_16":3930,"_3931":5166},"00:08:39.900",{"_30":5168,"_16":265,"_266":5169,"_274":5173,"_276":277},"05ced0252693",[5170],{"_30":5171,"_16":270,"_271":5172,"_146":1041},"b096b1409cb2",[],[],{"_30":5175,"_16":265,"_266":5176,"_274":5181,"_276":398},"a910b394c474",[5177],{"_30":5178,"_16":270,"_271":5179,"_146":5180},"86400ce4e991",[],"Returning to Product and Staying Fearless",[],{"_30":5183,"_16":265,"_266":5184,"_274":5188,"_276":277},"86f0287a6d3f",[5185],{"_30":5186,"_16":270,"_271":5187,"_146":1041},"64216c8b8bc9",[],[],{"_30":5190,"_16":265,"_266":5191,"_274":5224,"_276":277},"e8bad0792b13",[5192,5196,5200,5203,5208,5211,5216,5219],{"_30":5193,"_16":270,"_271":5194,"_146":4368},"70cae328fcf5",[5195,382],"054b0de",{"_30":5197,"_16":270,"_271":5198,"_146":5199},"e3ba005cbfe0",[5195]," I don't know if it was revolutionary, but it's different. It's different. Yeah.",{"_30":5201,"_16":270,"_271":5202,"_146":3922},"cec75e66b102",[],{"_30":5204,"_16":270,"_271":5205,"_146":5207},"5084fa1f366a",[5206],"6f1bc60","Again, that's the sort of stuff that makes the company special. And that's not true",{"_30":5209,"_16":270,"_271":5210,"_146":3922},"885ecc675f14",[],{"_30":5212,"_16":270,"_271":5213,"_146":5215},"c3b55dcb3cfa",[5214],"cc257b9","for every company. That was true for ours, but I think it's true for a lot where your, as a founder,",{"_30":5217,"_16":270,"_271":5218,"_146":3922},"ebc7c8d7eb51",[],{"_30":5220,"_16":270,"_271":5221,"_146":5223},"cf3df9552d9d",[5222],"4e5563e","product and engineering prowess differentiates things.",[5225,5227,5229,5231],{"_30":5195,"_16":3930,"_3931":5226},"00:08:43.740",{"_30":5206,"_16":3930,"_3931":5228},"00:08:48.620",{"_30":5214,"_16":3930,"_3931":5230},"00:08:52.700",{"_30":5222,"_16":3930,"_3931":5232},"00:08:57.340",{"_30":5234,"_16":265,"_266":5235,"_274":5273,"_276":277},"23f240df3b07",[5236,5241,5244,5249,5252,5257,5260,5265,5268],{"_30":5237,"_16":270,"_271":5238,"_146":5240},"df7e1166e81b",[5239],"e95aaa8","And I think a lot of companies, when you stop",{"_30":5242,"_16":270,"_271":5243,"_146":3922},"6de3f7303f94",[],{"_30":5245,"_16":270,"_271":5246,"_146":5248},"d48f18e40203",[5247],"60a9573","coding that and you get into the later stages, you're losing that. And I",{"_30":5250,"_16":270,"_271":5251,"_146":3922},"2c0de7782759",[],{"_30":5253,"_16":270,"_271":5254,"_146":5256},"aedff6da6e42",[5255],"80b3bde","felt that the company was losing that. And I wanted to personally go back to it, but I also",{"_30":5258,"_16":270,"_271":5259,"_146":3922},"fc296d16b054",[],{"_30":5261,"_16":270,"_271":5262,"_146":5264},"ea9f127bfa3a",[5263],"33292f4","wanted to light a fire under certain things and be like, \"this is how I'm gonna do",{"_30":5266,"_16":270,"_271":5267,"_146":3922},"16591f6d66b8",[],{"_30":5269,"_16":270,"_271":5270,"_146":5272},"3fd44b379481",[5271],"b019edc","things differently.\" And I think it is important, if you're that person, to keep it up.",[5274,5275,5277,5279,5281],{"_30":5239,"_16":3930,"_3931":5232},{"_30":5247,"_16":3930,"_3931":5276},"00:09:02.060",{"_30":5255,"_16":3930,"_3931":5278},"00:09:08.510",{"_30":5263,"_16":3930,"_3931":5280},"00:09:14.350",{"_30":5271,"_16":3930,"_3931":5282},"00:09:18.710",{"_30":5284,"_16":265,"_266":5285,"_274":5318,"_276":277},"7fbf891e944d",[5286,5290,5294,5297,5302,5305,5310,5313],{"_30":5287,"_16":270,"_271":5288,"_146":4311},"cea54398c695",[5289,382],"370de07",{"_30":5291,"_16":270,"_271":5292,"_146":5293},"b8f672fef6f4",[5289]," We were also talking about in the dry run, about how you used to be fearless and used to take",{"_30":5295,"_16":270,"_271":5296,"_146":3922},"92f051723b55",[],{"_30":5298,"_16":270,"_271":5299,"_146":5301},"38a6a0ce1d42",[5300],"0ada624","a lot more risks. I'd love to learn a bit more about that. Like, how did that shift happen and",{"_30":5303,"_16":270,"_271":5304,"_146":3922},"c0003f59863f",[],{"_30":5306,"_16":270,"_271":5307,"_146":5309},"2e1bf005297b",[5308],"29f088b","how could you have avoided it? Because you talked about Tobias and Guillermo from",{"_30":5311,"_16":270,"_271":5312,"_146":3922},"65f1cb33fbb0",[],{"_30":5314,"_16":270,"_271":5315,"_146":5317},"de6424bcc0a9",[5316],"c2080ee","Vercel, how you're like, \"oh, they're still...\"",[5319,5321,5323,5325],{"_30":5289,"_16":3930,"_3931":5320},"00:09:24.030",{"_30":5300,"_16":3930,"_3931":5322},"00:09:28.550",{"_30":5308,"_16":3930,"_3931":5324},"00:09:34.880",{"_30":5316,"_16":3930,"_3931":5326},"00:09:38.600",{"_30":5328,"_16":265,"_266":5329,"_274":5362,"_276":277},"ec2dd441f0cc",[5330,5334,5338,5341,5346,5349,5354,5357],{"_30":5331,"_16":270,"_271":5332,"_146":4368},"4bee1387c227",[5333,382],"9f29ddc",{"_30":5335,"_16":270,"_271":5336,"_146":5337},"4e11800ed32d",[5333]," Yeah, this is one of my regrets. And I think it's something that, at least from my perspective,",{"_30":5339,"_16":270,"_271":5340,"_146":3922},"a149439366a9",[],{"_30":5342,"_16":270,"_271":5343,"_146":5345},"d9badc7e9fa4",[5344],"d589a0f","HashiCorp failed at or I failed at, but I think the first",{"_30":5347,"_16":270,"_271":5348,"_146":3922},"002b600d69d6",[],{"_30":5350,"_16":270,"_271":5351,"_146":5353},"de6f9dfd5b9c",[5352],"e4852f1","five or six years, we were totally fearless. I didn't care what anybody said. I didn't",{"_30":5355,"_16":270,"_271":5356,"_146":3922},"2ab8099db5ec",[],{"_30":5358,"_16":270,"_271":5359,"_146":5361},"11a7cff0d670",[5360],"9212422","care what the public Internet feedback was.",[5363,5365,5367,5369],{"_30":5333,"_16":3930,"_3931":5364},"00:09:40.520",{"_30":5344,"_16":3930,"_3931":5366},"00:09:46.280",{"_30":5352,"_16":3930,"_3931":5368},"00:09:51.480",{"_30":5360,"_16":3930,"_3931":5370},"00:09:57.280",{"_30":5372,"_16":265,"_266":5373,"_274":5403,"_276":277},"1f181cda76da",[5374,5379,5382,5387,5390,5395,5398],{"_30":5375,"_16":270,"_271":5376,"_146":5378},"01f877886c1a",[5377],"d1a939f","We just did what we thought was right, and we built and",{"_30":5380,"_16":270,"_271":5381,"_146":3922},"491c46add404",[],{"_30":5383,"_16":270,"_271":5384,"_146":5386},"583303fa472c",[5385],"1419fad","we built a certain way, and some people got on board and other people were appalled, and we just did",{"_30":5388,"_16":270,"_271":5389,"_146":3922},"eef462d1716d",[],{"_30":5391,"_16":270,"_271":5392,"_146":5394},"7b0d2455e43f",[5393],"3b8196b","it. And at a certain point in the company, it's not like overnight, it's just something I",{"_30":5396,"_16":270,"_271":5397,"_146":3922},"338e79dc216b",[],{"_30":5399,"_16":270,"_271":5400,"_146":5402},"cdb87ddb0afa",[5401],"06c8049","realized later. My mentality shifted where I got very fearful.",[5404,5405,5407,5409],{"_30":5377,"_16":3930,"_3931":5370},{"_30":5385,"_16":3930,"_3931":5406},"00:10:02.080",{"_30":5393,"_16":3930,"_3931":5408},"00:10:08.440",{"_30":5401,"_16":3930,"_3931":5410},"00:10:14.400",{"_30":5412,"_16":265,"_266":5413,"_274":5459,"_276":277},"9cddf84d06c6",[5414,5419,5422,5427,5430,5435,5438,5443,5446,5451,5454],{"_30":5415,"_16":270,"_271":5416,"_146":5418},"04d8085db2b4",[5417],"7dff2c2","I suddenly was fearful of all the",{"_30":5420,"_16":270,"_271":5421,"_146":3922},"87993edc7fb5",[],{"_30":5423,"_16":270,"_271":5424,"_146":5426},"e8cbf5af2c4c",[5425],"38d2ec6","time and energy we had put into this and it all being a waste. I was fearful of seeing all these",{"_30":5428,"_16":270,"_271":5429,"_146":3922},"ddc315f395d7",[],{"_30":5431,"_16":270,"_271":5432,"_146":5434},"85616658b2f2",[5433],"0ccaf1e","employees around me and what if they didn't have a job at a certain point because we weren't making",{"_30":5436,"_16":270,"_271":5437,"_146":3922},"874f805f6082",[],{"_30":5439,"_16":270,"_271":5440,"_146":5442},"d77a7ee99201",[5441],"91d1bf0","the right decisions. And customers that we had, and if I change this direction, are we going to",{"_30":5444,"_16":270,"_271":5445,"_146":3922},"c21831219f81",[],{"_30":5447,"_16":270,"_271":5448,"_146":5450},"d7b376d18dca",[5449],"e30fc5d","lose them as customers? But more importantly on the human side, are we going to lose their",{"_30":5452,"_16":270,"_271":5453,"_146":3922},"f45f027568e5",[],{"_30":5455,"_16":270,"_271":5456,"_146":5458},"58c774d24c3d",[5457],"19d7add","trust?",[5460,5461,5463,5465,5467,5469],{"_30":5417,"_16":3930,"_3931":5410},{"_30":5425,"_16":3930,"_3931":5462},"00:10:24.340",{"_30":5433,"_16":3930,"_3931":5464},"00:10:28.340",{"_30":5441,"_16":3930,"_3931":5466},"00:10:33.500",{"_30":5449,"_16":3930,"_3931":5468},"00:10:39.260",{"_30":5457,"_16":3930,"_3931":5470},"00:10:43.340",{"_30":5472,"_16":265,"_266":5473,"_274":5495,"_276":277},"39381ea6f61c",[5474,5479,5482,5487,5490],{"_30":5475,"_16":270,"_271":5476,"_146":5478},"c2021978e68f",[5477],"c3b7572","And every decision shifted where I viewed it from a position of fear rather than",{"_30":5480,"_16":270,"_271":5481,"_146":3922},"e56b00ff1580",[],{"_30":5483,"_16":270,"_271":5484,"_146":5486},"2448feb045ac",[5485],"0a2577c","a position of confidence. And even as I recognized that and started course correcting, it felt like",{"_30":5488,"_16":270,"_271":5489,"_146":3922},"e73cee9e7260",[],{"_30":5491,"_16":270,"_271":5492,"_146":5494},"d5f229b77508",[5493],"6d6f042","it crept into the core of how things worked in the company and the process and the frameworks.",[5496,5497,5499],{"_30":5477,"_16":3930,"_3931":5470},{"_30":5485,"_16":3930,"_3931":5498},"00:10:50.520",{"_30":5493,"_16":3930,"_3931":5500},"00:10:56.520",{"_30":5502,"_16":265,"_266":5503,"_274":5541,"_276":277},"ed4590f21e77",[5504,5509,5512,5517,5520,5525,5528,5533,5536],{"_30":5505,"_16":270,"_271":5506,"_146":5508},"e659bfd880ba",[5507],"fb90371","So one thing, I recognize these companies, I feel like I don't know",{"_30":5510,"_16":270,"_271":5511,"_146":3922},"a32469cb2138",[],{"_30":5513,"_16":270,"_271":5514,"_146":5516},"00406de45af2",[5515],"33fb27e","the inner workings of these companies, so I'm just talking purely from an outsider, but it",{"_30":5518,"_16":270,"_271":5519,"_146":3922},"1c79f5fa3155",[],{"_30":5521,"_16":270,"_271":5522,"_146":5524},"added6035424",[5523],"8f88d66","seems like companies like Vercel with Guillermo, Shopify with Tobias, they're doing a much",{"_30":5526,"_16":270,"_271":5527,"_146":3922},"6a17f5f93aa6",[],{"_30":5529,"_16":270,"_271":5530,"_146":5532},"8eb4ddbfc8db",[5531],"3325d6a","better job at a much larger scale, of keeping this sort of",{"_30":5534,"_16":270,"_271":5535,"_146":3922},"a2a7e507e2c4",[],{"_30":5537,"_16":270,"_271":5538,"_146":5540},"42b529f7f4ab",[5539],"2480d4f","fearless motion going.",[5542,5544,5546,5548,5550],{"_30":5507,"_16":3930,"_3931":5543},"00:11:02.290",{"_30":5515,"_16":3930,"_3931":5545},"00:11:08.320",{"_30":5523,"_16":3930,"_3931":5547},"00:11:12.400",{"_30":5531,"_16":3930,"_3931":5549},"00:11:17.120",{"_30":5539,"_16":3930,"_3931":5551},"00:11:22.840",{"_30":5553,"_16":265,"_266":5554,"_274":5584,"_276":697},"bd58c826908f",[5555,5560,5563,5568,5571,5576,5579],{"_30":5556,"_16":270,"_271":5557,"_146":5559},"6188f6e7300e",[5558],"43f149b","When I talk to early stage founders, I try to just encourage",{"_30":5561,"_16":270,"_271":5562,"_146":3922},"aa9f3d4908f4",[],{"_30":5564,"_16":270,"_271":5565,"_146":5567},"042690726b69",[5566],"188fda7","them to not get paralyzed by fear. Don't let that seep in. There's a lot of scary things happening",{"_30":5569,"_16":270,"_271":5570,"_146":3922},"2cbce1ceedba",[],{"_30":5572,"_16":270,"_271":5573,"_146":5575},"e0793057be3f",[5574],"1462b7c","around you, but all your early success is because of the fearlessness. So keep that",{"_30":5577,"_16":270,"_271":5578,"_146":3922},"5b03674a1fb9",[],{"_30":5580,"_16":270,"_271":5581,"_146":5583},"c0167f6a72ef",[5582],"62a8397","going.",[5585,5586,5588,5590],{"_30":5558,"_16":3930,"_3931":5551},{"_30":5566,"_16":3930,"_3931":5587},"00:11:29.560",{"_30":5574,"_16":3930,"_3931":5589},"00:11:34.520",{"_30":5582,"_16":3930,"_3931":5591},"00:11:40.080",{"_30":5593,"_16":265,"_266":5594,"_274":5627,"_276":277},"fa5f702b614b",[5595,5599,5603,5606,5611,5614,5619,5622],{"_30":5596,"_16":270,"_271":5597,"_146":4311},"7b09a38b5433",[5598,382],"bff9cde",{"_30":5600,"_16":270,"_271":5601,"_146":5602},"63db725d0be1",[5598]," Well, at least from an employee perspective, it always felt like you were all trying to make the",{"_30":5604,"_16":270,"_271":5605,"_146":3922},"ceabb86a442c",[],{"_30":5607,"_16":270,"_271":5608,"_146":5610},"f8dc3d1cc1b0",[5609],"7b24a29","best decisions for the company and for the employees. And you built a really incredible culture. I",{"_30":5612,"_16":270,"_271":5613,"_146":3922},"150ad00498c4",[],{"_30":5615,"_16":270,"_271":5616,"_146":5618},"ea77f9c17222",[5617],"a5fde61","think about all the early employees, like how many of us were still there at the time of the IPO.",{"_30":5620,"_16":270,"_271":5621,"_146":3922},"d1273755b914",[],{"_30":5623,"_16":270,"_271":5624,"_146":5626},"11d31e79b86a",[5625],"5490cfc","So thank you for that. I can't imagine the pressure.",[5628,5630,5632,5634],{"_30":5598,"_16":3930,"_3931":5629},"00:11:41.200",{"_30":5609,"_16":3930,"_3931":5631},"00:11:47.960",{"_30":5617,"_16":3930,"_3931":5633},"00:11:53.920",{"_30":5625,"_16":3930,"_3931":5635},"00:11:58.720",{"_30":5637,"_16":265,"_266":5638,"_274":5671,"_276":277},"0ba288704705",[5639,5643,5647,5650,5655,5658,5663,5666],{"_30":5640,"_16":270,"_271":5641,"_146":4368},"8b933598a036",[5642,382],"26f4fd6",{"_30":5644,"_16":270,"_271":5645,"_146":5646},"9b560ed2857a",[5642]," Most early employees, there was only a handful that had",{"_30":5648,"_16":270,"_271":5649,"_146":3922},"7467920848f6",[],{"_30":5651,"_16":270,"_271":5652,"_146":5654},"74b97b772464",[5653],"d30c4fb","ever left. I think early on, it was almost selfish, but I think it would",{"_30":5656,"_16":270,"_271":5657,"_146":3922},"6e53cbc8a60a",[],{"_30":5659,"_16":270,"_271":5660,"_146":5662},"3747b6763e0a",[5661],"1b4f3a1","have worked out not selfish. Early on it was, I don't care if we fail because, me personally, I'll",{"_30":5664,"_16":270,"_271":5665,"_146":3922},"88378e43c5d7",[],{"_30":5667,"_16":270,"_271":5668,"_146":5670},"29de245c1471",[5669],"db5834e","just go work for Google or something.",[5672,5674,5676,5678],{"_30":5642,"_16":3930,"_3931":5673},"00:12:00.200",{"_30":5653,"_16":3930,"_3931":5675},"00:12:05.680",{"_30":5661,"_16":3930,"_3931":5677},"00:12:12.720",{"_30":5669,"_16":3930,"_3931":5679},"00:12:19.400",{"_30":5681,"_16":265,"_266":5682,"_274":5704,"_276":277},"d94f06049708",[5683,5688,5691,5696,5699],{"_30":5684,"_16":270,"_271":5685,"_146":5687},"a1082288c13d",[5686],"4cf7549","You have this naive, young, rude arrogance,",{"_30":5689,"_16":270,"_271":5690,"_146":3922},"7950f2fef898",[],{"_30":5692,"_16":270,"_271":5693,"_146":5695},"42e8f08c39cf",[5694],"398c06b","about it. It doesn't matter. I didn't have a family, wasn't married, no kids, no house. Nothing",{"_30":5697,"_16":270,"_271":5698,"_146":3922},"c5d5038d1467",[],{"_30":5700,"_16":270,"_271":5701,"_146":5703},"1c047a8827c8",[5702],"16a88f8","mattered. All that mattered was I was just going to focus on the vision and failure was fine.",[5705,5706,5708],{"_30":5686,"_16":3930,"_3931":5679},{"_30":5694,"_16":3930,"_3931":5707},"00:12:27.780",{"_30":5702,"_16":3930,"_3931":5709},"00:12:33.680",{"_30":5711,"_16":265,"_266":5712,"_274":5734,"_276":277},"df508d4060f3",[5713,5718,5721,5726,5729],{"_30":5714,"_16":270,"_271":5715,"_146":5717},"74e68438b727",[5716],"ecb577a","And then it shifted, and it shifts a lot, even before I had a family or anything, just because of the",{"_30":5719,"_16":270,"_271":5720,"_146":3922},"4f67827c086e",[],{"_30":5722,"_16":270,"_271":5723,"_146":5725},"f36727a08e55",[5724],"0f97ac9","employees that worked there, it shifts a lot. And I think if I could go back in time, I would",{"_30":5727,"_16":270,"_271":5728,"_146":3922},"35ad8ab58ce1",[],{"_30":5730,"_16":270,"_271":5731,"_146":5733},"79cc09fdc3b4",[5732],"573903c","reorient my thinking around that.",[5735,5737,5739],{"_30":5716,"_16":3930,"_3931":5736},"00:12:37.650",{"_30":5724,"_16":3930,"_3931":5738},"00:12:41.970",{"_30":5732,"_16":3930,"_3931":5740},"00:12:49.090",{"_30":5742,"_16":265,"_266":5743,"_274":5768,"_276":277},"5c3176e5dc3a",[5744,5748,5752,5755,5760,5763],{"_30":5745,"_16":270,"_271":5746,"_146":4311},"1382f95c8111",[5747,382],"4ebda33",{"_30":5749,"_16":270,"_271":5750,"_146":5751},"ef8988b8ca57",[5747]," I think that's actually a really nice shift to community, and something that Josh of Sketch.dev",{"_30":5753,"_16":270,"_271":5754,"_146":3922},"80de454abd8f",[],{"_30":5756,"_16":270,"_271":5757,"_146":5759},"caa38e448ff0",[5758],"90bf436","mentioned earlier about culture and people and how that's really important to wire, really",{"_30":5761,"_16":270,"_271":5762,"_146":3922},"867a5e0125d4",[],{"_30":5764,"_16":270,"_271":5765,"_146":5767},"4cd94dd9c2f6",[5766],"fa2406e","early on, into the company. How did you all approach that? Because we all experienced it.",[5769,5771,5773],{"_30":5747,"_16":3930,"_3931":5770},"00:12:51.810",{"_30":5758,"_16":3930,"_3931":5772},"00:12:56.490",{"_30":5766,"_16":3930,"_3931":5774},"00:13:02.930",{"_30":5776,"_16":265,"_266":5777,"_274":5786,"_276":277},"39616ccfdbe4",[5778,5782],{"_30":5779,"_16":270,"_271":5780,"_146":4368},"5b057effda6e",[5781,382],"9d9385c",{"_30":5783,"_16":270,"_271":5784,"_146":5785},"cd5df36eeff0",[5781]," From the employee side?",[5787],{"_30":5781,"_16":3930,"_3931":5788},"00:13:08.130",{"_30":5790,"_16":265,"_266":5791,"_274":5800,"_276":277},"81296d8d184d",[5792,5796],{"_30":5793,"_16":270,"_271":5794,"_146":4311},"1599056c31bb",[5795,382],"982c86e",{"_30":5797,"_16":270,"_271":5798,"_146":5799},"93360b478533",[5795]," Yeah, employee side. Because I also felt like that was how we treated the community as well.",[5801],{"_30":5795,"_16":3930,"_3931":5802},"00:13:09.090",{"_30":5804,"_16":265,"_266":5805,"_274":5809,"_276":277},"668692cfc43c",[5806],{"_30":5807,"_16":270,"_271":5808,"_146":1041},"7b0a78fd9968",[],[],{"_30":5811,"_16":265,"_266":5812,"_274":5817,"_276":398},"c0e82c9a344c",[5813],{"_30":5814,"_16":270,"_271":5815,"_146":5816},"1e6d9f8b1c98",[],"Building Culture and Principles",[],{"_30":5819,"_16":265,"_266":5820,"_274":5824,"_276":277},"147b0ec357eb",[5821],{"_30":5822,"_16":270,"_271":5823,"_146":1041},"8505631c6ec8",[],[],{"_30":5826,"_16":265,"_266":5827,"_274":5860,"_276":277},"9364e76fe50e",[5828,5832,5836,5839,5844,5847,5852,5855],{"_30":5829,"_16":270,"_271":5830,"_146":4368},"5161fd13018e",[5831,382],"be06561",{"_30":5833,"_16":270,"_271":5834,"_146":5835},"3f81aa1f7085",[5831]," Yeah. From the employee side, again this was part of the PostHog talk, but they talked",{"_30":5837,"_16":270,"_271":5838,"_146":3922},"ec678607c65f",[],{"_30":5840,"_16":270,"_271":5841,"_146":5843},"50dc89049341",[5842],"ebb7e5e","about principles and I think for us that was very important. I mean you",{"_30":5845,"_16":270,"_271":5846,"_146":3922},"e7743a8819c1",[],{"_30":5848,"_16":270,"_271":5849,"_146":5851},"2f6dacc7cf47",[5850],"b75c43c","were there. I think it was with around five employees that Armon and I put together the",{"_30":5853,"_16":270,"_271":5854,"_146":3922},"6d85a6dda7ee",[],{"_30":5856,"_16":270,"_271":5857,"_146":5859},"16574a4127ba",[5858],"94973d2","principles of HashiCorp.",[5861,5863,5865,5867],{"_30":5831,"_16":3930,"_3931":5862},"00:13:13.250",{"_30":5842,"_16":3930,"_3931":5864},"00:13:17.810",{"_30":5850,"_16":3930,"_3931":5866},"00:13:25.450",{"_30":5858,"_16":3930,"_3931":5868},"00:13:32.180",{"_30":5870,"_16":265,"_266":5871,"_274":5901,"_276":277},"4ce4875964b9",[5872,5877,5880,5885,5888,5893,5896],{"_30":5873,"_16":270,"_271":5874,"_146":5876},"2ada2b58c9a2",[5875],"97d60a6","And we said this then, a lot of",{"_30":5878,"_16":270,"_271":5879,"_146":3922},"612c602a0f0c",[],{"_30":5881,"_16":270,"_271":5882,"_146":5884},"93c1f4d40268",[5883],"8cee722","companies throw principles up on the wall because it's kind of like an HR check mark or something.",{"_30":5886,"_16":270,"_271":5887,"_146":3922},"1a3d3b24d176",[],{"_30":5889,"_16":270,"_271":5890,"_146":5892},"fcf39eaa6897",[5891],"77054d6","But we tried to write down things that were basically, you know, how we act, how we behave. And",{"_30":5894,"_16":270,"_271":5895,"_146":3922},"eec936569a97",[],{"_30":5897,"_16":270,"_271":5898,"_146":5900},"01045d8bd771",[5899],"4aae49e","it's like, who are the people we want to work with? It's like the people that act like this.",[5902,5903,5905,5907],{"_30":5875,"_16":3930,"_3931":5868},{"_30":5883,"_16":3930,"_3931":5904},"00:13:36.620",{"_30":5891,"_16":3930,"_3931":5906},"00:13:41.840",{"_30":5899,"_16":3930,"_3931":5908},"00:13:47.700",{"_30":5910,"_16":265,"_266":5911,"_274":5941,"_276":277},"7a19dce42222",[5912,5917,5920,5925,5928,5933,5936],{"_30":5913,"_16":270,"_271":5914,"_146":5916},"56e86f9ab63a",[5915],"594fb2b","And so",{"_30":5918,"_16":270,"_271":5919,"_146":3922},"e351234f70a7",[],{"_30":5921,"_16":270,"_271":5922,"_146":5924},"afe5c4826176",[5923],"ad40900","we put that down and we really, even up to when I left and all the way through, constantly",{"_30":5926,"_16":270,"_271":5927,"_146":3922},"8601cd115343",[],{"_30":5929,"_16":270,"_271":5930,"_146":5932},"d53ea76cafda",[5931],"330f4e2","reiterated those. And I think that was one huge success was we did keep that pretty strong. And",{"_30":5934,"_16":270,"_271":5935,"_146":3922},"2ab6663f91ea",[],{"_30":5937,"_16":270,"_271":5938,"_146":5940},"8532958b43c0",[5939],"861364b","I think it's about building those frameworks in place.",[5942,5943,5945,5947],{"_30":5915,"_16":3930,"_3931":5908},{"_30":5923,"_16":3930,"_3931":5944},"00:13:51.740",{"_30":5931,"_16":3930,"_3931":5946},"00:13:57.620",{"_30":5939,"_16":3930,"_3931":5948},"00:14:03.090",{"_30":5950,"_16":265,"_266":5951,"_274":5981,"_276":277},"d1c2b9dbfc06",[5952,5957,5960,5965,5968,5973,5976],{"_30":5953,"_16":270,"_271":5954,"_146":5956},"0d0192ddf4c7",[5955],"4aef9d2","You can never ad hoc, say what our",{"_30":5958,"_16":270,"_271":5959,"_146":3922},"53fd538362a7",[],{"_30":5961,"_16":270,"_271":5962,"_146":5964},"37a6b97714a3",[5963],"e511b9a","culture was. The culture was obvious. The culture was in writing. The culture was from five",{"_30":5966,"_16":270,"_271":5967,"_146":3922},"a9033e4e91ca",[],{"_30":5969,"_16":270,"_271":5970,"_146":5972},"2d4743de1df0",[5971],"63554c0","employees onward, it was there. And then, yeah, that's how we treated",{"_30":5974,"_16":270,"_271":5975,"_146":3922},"97aea0e1c6b8",[],{"_30":5977,"_16":270,"_271":5978,"_146":5980},"bede0136a48b",[5979],"524b00e","people external to the company too.",[5982,5983,5985,5987],{"_30":5955,"_16":3930,"_3931":5948},{"_30":5963,"_16":3930,"_3931":5984},"00:14:10.650",{"_30":5971,"_16":3930,"_3931":5986},"00:14:15.250",{"_30":5979,"_16":3930,"_3931":5988},"00:14:20.490",{"_30":5990,"_16":265,"_266":5991,"_274":6008,"_276":277},"5f828310337c",[5992,5996,6000,6003],{"_30":5993,"_16":270,"_271":5994,"_146":4311},"b2e74bd3f495",[5995,382],"3da58df",{"_30":5997,"_16":270,"_271":5998,"_146":5999},"3beba18a265b",[5995]," Yeah, we lived and breathed those principles. At every new onboarding, for years,",{"_30":6001,"_16":270,"_271":6002,"_146":3922},"5898605aecf6",[],{"_30":6004,"_16":270,"_271":6005,"_146":6007},"507829899948",[6006],"bfd6db5","Armon would be at every new onboarding going through the principles.",[6009,6011],{"_30":5995,"_16":3930,"_3931":6010},"00:14:21.930",{"_30":6006,"_16":3930,"_3931":6012},"00:14:27.600",{"_30":6014,"_16":265,"_266":6015,"_274":6048,"_276":277},"b8701d165b94",[6016,6020,6024,6027,6032,6035,6040,6043],{"_30":6017,"_16":270,"_271":6018,"_146":4368},"08fccef9f3fc",[6019,382],"6e676b5",{"_30":6021,"_16":270,"_271":6022,"_146":6023},"67e0abd77777",[6019]," I've still never heard of a founder, like",{"_30":6025,"_16":270,"_271":6026,"_146":3922},"6dc7aa689ad4",[],{"_30":6028,"_16":270,"_271":6029,"_146":6031},"4820116354df",[6030],"ca1479a","Armon did, that onboarded individually, personally, every single employee",{"_30":6033,"_16":270,"_271":6034,"_146":3922},"6ada0dd5ec61",[],{"_30":6036,"_16":270,"_271":6037,"_146":6039},"87b6ce40e14a",[6038],"0275f1a",". He had a personal goal of reaching 2000 employees and we reached 2000 employees and he kept",{"_30":6041,"_16":270,"_271":6042,"_146":3922},"500b392c0883",[],{"_30":6044,"_16":270,"_271":6045,"_146":6047},"6f5a44f396d5",[6046],"6045eb8","doing it. So by the time I left, he was still doing it.",[6049,6051,6053,6055],{"_30":6019,"_16":3930,"_3931":6050},"00:14:31.200",{"_30":6030,"_16":3930,"_3931":6052},"00:14:36.680",{"_30":6038,"_16":3930,"_3931":6054},"00:14:42.640",{"_30":6046,"_16":3930,"_3931":6056},"00:14:46.760",{"_30":6058,"_16":265,"_266":6059,"_274":6084,"_276":277},"0a7f1f0facf6",[6060,6064,6068,6071,6076,6079],{"_30":6061,"_16":270,"_271":6062,"_146":4311},"63de09648080",[6063,382],"63ae265",{"_30":6065,"_16":270,"_271":6066,"_146":6067},"77043df93f3e",[6063]," Yeah, and that's why I love the PostHog founders mentioned that they interview every employee",{"_30":6069,"_16":270,"_271":6070,"_146":3922},"0cb02aa93c22",[],{"_30":6072,"_16":270,"_271":6073,"_146":6075},"0dbd6a2a882f",[6074],"5f7f882","and I don't know if that scales, but like to really keep the culture and the bar of hiring,",{"_30":6077,"_16":270,"_271":6078,"_146":3922},"5965f9d3c8f3",[],{"_30":6080,"_16":270,"_271":6081,"_146":6083},"397789b694a1",[6082],"307ef79","I think that's important.",[6085,6087,6089],{"_30":6063,"_16":3930,"_3931":6086},"00:14:50.200",{"_30":6074,"_16":3930,"_3931":6088},"00:14:55.500",{"_30":6082,"_16":3930,"_3931":6090},"00:15:00.180",{"_30":6092,"_16":265,"_266":6093,"_274":6115,"_276":277},"b02a8386eb91",[6094,6099,6102,6107,6110],{"_30":6095,"_16":270,"_271":6096,"_146":6098},"16b9774050c0",[6097],"b6ff38c","Switching to community, HashiCorp is such a model for",{"_30":6100,"_16":270,"_271":6101,"_146":3922},"ce951e739e88",[],{"_30":6103,"_16":270,"_271":6104,"_146":6106},"88d78972925f",[6105],"5224f0c","open source and building a really strong community. What do you think we did really early on that",{"_30":6108,"_16":270,"_271":6109,"_146":3922},"111bee8f214c",[],{"_30":6111,"_16":270,"_271":6112,"_146":6114},"09a9f2d67ee6",[6113],"b6ca59f","helped build and how did it scale?",[6116,6117,6119],{"_30":6097,"_16":3930,"_3931":6090},{"_30":6105,"_16":3930,"_3931":6118},"00:15:05.940",{"_30":6113,"_16":3930,"_3931":6120},"00:15:10.380",{"_30":6122,"_16":265,"_266":6123,"_274":6127,"_276":277},"a098a7006b1f",[6124],{"_30":6125,"_16":270,"_271":6126,"_146":1041},"f0fdb7985bba",[],[],{"_30":6129,"_16":265,"_266":6130,"_274":6135,"_276":398},"bc84b498605c",[6131],{"_30":6132,"_16":270,"_271":6133,"_146":6134},"e266e59124ce",[],"Community as Human Connection",[],{"_30":6137,"_16":265,"_266":6138,"_274":6142,"_276":277},"bdc4ff56848e",[6139],{"_30":6140,"_16":270,"_271":6141,"_146":1041},"7ef18090dacd",[],[],{"_30":6144,"_16":265,"_266":6145,"_274":6186,"_276":277},"60609829ea51",[6146,6150,6154,6157,6162,6165,6170,6173,6178,6181],{"_30":6147,"_16":270,"_271":6148,"_146":4368},"99e49324c7c4",[6149,382],"8f92614",{"_30":6151,"_16":270,"_271":6152,"_146":6153},"8e4aa28ab65d",[6149]," Yeah. At least 10 years ago, I think a very differentiating",{"_30":6155,"_16":270,"_271":6156,"_146":3922},"f74a927a58aa",[],{"_30":6158,"_16":270,"_271":6159,"_146":6161},"1ed591902d2d",[6160],"e7f0f09","factor of ours was the community and something I took really seriously. So one of the reasons Armon",{"_30":6163,"_16":270,"_271":6164,"_146":3922},"cd60eda5c1eb",[],{"_30":6166,"_16":270,"_271":6167,"_146":6169},"3dc4ac3c22cf",[6168],"4bf6ded","was onboarding everyone and I wasn't was because I was trying to spend personal time with members of",{"_30":6171,"_16":270,"_271":6172,"_146":3922},"7a71f6acea56",[],{"_30":6174,"_16":270,"_271":6175,"_146":6177},"43b1374b7de3",[6176],"824872a","the community that weren't customers, weren't ever going to be customers.",{"_30":6179,"_16":270,"_271":6180,"_146":3922},"61a047ca3843",[],{"_30":6182,"_16":270,"_271":6183,"_146":6185},"d83bcf28e73a",[6184],"8b90e8d","He was onboarding employees, I was onboarding the community.",[6187,6189,6191,6193,6195],{"_30":6149,"_16":3930,"_3931":6188},"00:15:13.500",{"_30":6160,"_16":3930,"_3931":6190},"00:15:19.020",{"_30":6168,"_16":3930,"_3931":6192},"00:15:24.880",{"_30":6176,"_16":3930,"_3931":6194},"00:15:29.800",{"_30":6184,"_16":3930,"_3931":6196},"00:15:33.840",{"_30":6198,"_16":265,"_266":6199,"_274":6237,"_276":277},"f8fed925fef3",[6200,6205,6208,6213,6216,6221,6224,6229,6232],{"_30":6201,"_16":270,"_271":6202,"_146":6204},"2059613cc0f5",[6203],"069c6d6","I think one thing",{"_30":6206,"_16":270,"_271":6207,"_146":3922},"7d05d94d1ed6",[],{"_30":6209,"_16":270,"_271":6210,"_146":6212},"0e7c21e8eec6",[6211],"91913ff","that I feel like is sort of lost today is it was really personal. And for whatever reason, I",{"_30":6214,"_16":270,"_271":6215,"_146":3922},"44a75a4f1e71",[],{"_30":6217,"_16":270,"_271":6218,"_146":6220},"f98f8b4152cc",[6219],"df2768e","really can't pinpoint it on one thing. I think Covid did have a big impact in shifting this. But",{"_30":6222,"_16":270,"_271":6223,"_146":3922},"95ea880a0284",[],{"_30":6225,"_16":270,"_271":6226,"_146":6228},"d91d04bf8f78",[6227],"a63ff62","everything around product and DevRel and community events and stuff with technical tools feels a lot",{"_30":6230,"_16":270,"_271":6231,"_146":3922},"81dc5267a98c",[],{"_30":6233,"_16":270,"_271":6234,"_146":6236},"a3ab6a0eccce",[6235],"b57d0e4","less personal, like your interaction with people...",[6238,6239,6241,6243,6245],{"_30":6203,"_16":3930,"_3931":6196},{"_30":6211,"_16":3930,"_3931":6240},"00:15:39.040",{"_30":6219,"_16":3930,"_3931":6242},"00:15:46.120",{"_30":6227,"_16":3930,"_3931":6244},"00:15:51.310",{"_30":6235,"_16":3930,"_3931":6246},"00:15:59.150",{"_30":6248,"_16":265,"_266":6249,"_274":6279,"_276":277},"cc87e14905d7",[6250,6255,6258,6263,6266,6271,6274],{"_30":6251,"_16":270,"_271":6252,"_146":6254},"85edf91beba3",[6253],"71715ab","I'll flip it the other way, at HashiCorp,",{"_30":6256,"_16":270,"_271":6257,"_146":3922},"70ca6f6c1a64",[],{"_30":6259,"_16":270,"_271":6260,"_146":6262},"429b83130545",[6261],"b217e47","at these community events you would always interact directly with me or an engineer on the team.",{"_30":6264,"_16":270,"_271":6265,"_146":3922},"77869bf5a9de",[],{"_30":6267,"_16":270,"_271":6268,"_146":6270},"db4ee83813d8",[6269],"ea2eded","There was not a DevRel person. There was not people in the middle ears directly with these",{"_30":6272,"_16":270,"_271":6273,"_146":3922},"015e1fbf8cd5",[],{"_30":6275,"_16":270,"_271":6276,"_146":6278},"1d25b7967aae",[6277],"e2f721d","people that worked on the product.",[6280,6281,6283,6285],{"_30":6253,"_16":3930,"_3931":6246},{"_30":6261,"_16":3930,"_3931":6282},"00:16:06.510",{"_30":6269,"_16":3930,"_3931":6284},"00:16:12.270",{"_30":6277,"_16":3930,"_3931":6286},"00:16:17.440",{"_30":6288,"_16":265,"_266":6289,"_274":6327,"_276":277},"63ce4fb70232",[6290,6295,6298,6303,6306,6311,6314,6319,6322],{"_30":6291,"_16":270,"_271":6292,"_146":6294},"088c80adce5e",[6293],"1e2bc4f","And also it was generally with smaller",{"_30":6296,"_16":270,"_271":6297,"_146":3922},"c0396cf99510",[],{"_30":6299,"_16":270,"_271":6300,"_146":6302},"702b5b55c97a",[6301],"38df72d","companies and I will point and blame that I think the big companies like Amazon,",{"_30":6304,"_16":270,"_271":6305,"_146":3922},"3831e015b807",[],{"_30":6307,"_16":270,"_271":6308,"_146":6310},"d3abbe2aa721",[6309],"fa4137d","Google, etc. poisoned the well a little bit because they sort of figured out the strategy",{"_30":6312,"_16":270,"_271":6313,"_146":3922},"a5bc215b5a1b",[],{"_30":6315,"_16":270,"_271":6316,"_146":6318},"fe30172c2143",[6317],"dd3f74e","and started systematizing it. I remember at a certain point realizing that Amazon was",{"_30":6320,"_16":270,"_271":6321,"_146":3922},"5ec186112d17",[],{"_30":6323,"_16":270,"_271":6324,"_146":6326},"fc737e656bab",[6325],"3034afb","just like paying for DevRel to go to literally every single event and be present.",[6328,6329,6331,6333,6335],{"_30":6293,"_16":3930,"_3931":6286},{"_30":6301,"_16":3930,"_3931":6330},"00:16:24.400",{"_30":6309,"_16":3930,"_3931":6332},"00:16:30.080",{"_30":6317,"_16":3930,"_3931":6334},"00:16:35.640",{"_30":6325,"_16":3930,"_3931":6336},"00:16:41.480",{"_30":6338,"_16":265,"_266":6339,"_274":6361,"_276":277},"481613553761",[6340,6345,6348,6353,6356],{"_30":6341,"_16":270,"_271":6342,"_146":6344},"87d4dac15c86",[6343],"229a858","And I think that",{"_30":6346,"_16":270,"_271":6347,"_146":3922},"28aa2a2acefd",[],{"_30":6349,"_16":270,"_271":6350,"_146":6352},"be8c2568c3b2",[6351],"6abd7e2","lowers the authenticity. Not because of the people they're sending, but because there's",{"_30":6354,"_16":270,"_271":6355,"_146":3922},"b9e38e6224b1",[],{"_30":6357,"_16":270,"_271":6358,"_146":6360},"57d2fa21a59c",[6359],"438d3d7","people in the middle of what you're trying to reach.",[6362,6363,6365],{"_30":6343,"_16":3930,"_3931":6336},{"_30":6351,"_16":3930,"_3931":6364},"00:16:46.120",{"_30":6359,"_16":3930,"_3931":6366},"00:16:50.600",{"_30":6368,"_16":265,"_266":6369,"_274":6415,"_276":697},"78004ab3ce45",[6370,6375,6378,6383,6386,6391,6394,6399,6402,6407,6410],{"_30":6371,"_16":270,"_271":6372,"_146":6374},"f6e39db62525",[6373],"2ef7fe3","We were at that point where you",{"_30":6376,"_16":270,"_271":6377,"_146":3922},"9a006f71099e",[],{"_30":6379,"_16":270,"_271":6380,"_146":6382},"2b5ce7f317e0",[6381],"77f7b8d","would go to a developer event and 100% of the speakers were just the people who built",{"_30":6384,"_16":270,"_271":6385,"_146":3922},"f1a41cd12b29",[],{"_30":6387,"_16":270,"_271":6388,"_146":6390},"5d7180e0b399",[6389],"b43aae8","the product. That was who it really was. There was no marketing happening. It was",{"_30":6392,"_16":270,"_271":6393,"_146":3922},"20a6163f3c57",[],{"_30":6395,"_16":270,"_271":6396,"_146":6398},"1f42de7296b0",[6397],"55a4a09","just people passionate about what they were building, sharing what they were building. And I",{"_30":6400,"_16":270,"_271":6401,"_146":3922},"04e9b466c47e",[],{"_30":6403,"_16":270,"_271":6404,"_146":6406},"e01ab60a0864",[6405],"89002e8","think that makes a big difference. And I think it makes a big difference in terms of loyalty as",{"_30":6408,"_16":270,"_271":6409,"_146":3922},"814fa8b69f26",[],{"_30":6411,"_16":270,"_271":6412,"_146":6414},"6bc72fef04bd",[6413],"c54ae12","well.",[6416,6417,6419,6421,6423,6425],{"_30":6373,"_16":3930,"_3931":6366},{"_30":6381,"_16":3930,"_3931":6418},"00:16:56.000",{"_30":6389,"_16":3930,"_3931":6420},"00:17:01.640",{"_30":6397,"_16":3930,"_3931":6422},"00:17:06.040",{"_30":6405,"_16":3930,"_3931":6424},"00:17:09.240",{"_30":6413,"_16":3930,"_3931":6426},"00:17:13.089",{"_30":6428,"_16":265,"_266":6429,"_274":6451,"_276":277},"18138cff7410",[6430,6435,6438,6443,6446],{"_30":6431,"_16":270,"_271":6432,"_146":6434},"ef45d5c7ae38",[6433],"6e45b6a","As better products came out, as competitors came out, I think we",{"_30":6436,"_16":270,"_271":6437,"_146":3922},"d045d82fc504",[],{"_30":6439,"_16":270,"_271":6440,"_146":6442},"1631797bde01",[6441],"cf69feb","were able to retain this really strong, like, \"No, but we want, we want the HashiCorp tool to work,\"",{"_30":6444,"_16":270,"_271":6445,"_146":3922},"1744b39dab96",[],{"_30":6447,"_16":270,"_271":6448,"_146":6450},"f21acd0a3e57",[6449],"a7f09ca","because you're connecting to people, you don't really connect to products.",[6452,6453,6455],{"_30":6433,"_16":3930,"_3931":6426},{"_30":6441,"_16":3930,"_3931":6454},"00:17:19.009",{"_30":6449,"_16":3930,"_3931":6456},"00:17:23.969",{"_30":6458,"_16":265,"_266":6459,"_274":6481,"_276":277},"caddda00cf5d",[6460,6465,6468,6473,6476],{"_30":6461,"_16":270,"_271":6462,"_146":6464},"b32cac5fe1db",[6463],"82c85b9","Personally, I have no problem switching from one product to another. I have no loyalty to a product.",{"_30":6466,"_16":270,"_271":6467,"_146":3922},"5db1f22b5496",[],{"_30":6469,"_16":270,"_271":6470,"_146":6472},"4c62f667ffc1",[6471],"a5d5cb2","But if I know the people that work on the product, I have more loyalty to a human than the product.",{"_30":6474,"_16":270,"_271":6475,"_146":3922},"0f0855d322fd",[],{"_30":6477,"_16":270,"_271":6478,"_146":6480},"ae26649e52da",[6479],"78de82a","And actually, in the AI world, I feel this a lot right now.",[6482,6484,6486],{"_30":6463,"_16":3930,"_3931":6483},"00:17:29.169",{"_30":6471,"_16":3930,"_3931":6485},"00:17:34.689",{"_30":6479,"_16":3930,"_3931":6487},"00:17:39.729",{"_30":6489,"_16":265,"_266":6490,"_274":6528,"_276":277},"7238de9e1aae",[6491,6496,6499,6504,6507,6512,6515,6520,6523],{"_30":6492,"_16":270,"_271":6493,"_146":6495},"d31c2bbdc2ed",[6494],"0bfc110","I know Quinn and I know Sourcegraph.",{"_30":6497,"_16":270,"_271":6498,"_146":3922},"c3b5b5839873",[],{"_30":6500,"_16":270,"_271":6501,"_146":6503},"146d11912c37",[6502],"73b19dd","So actually I'm really excited about Amp. But as much as I like the other tools in the space and",{"_30":6505,"_16":270,"_271":6506,"_146":3922},"fea9a476a5e1",[],{"_30":6508,"_16":270,"_271":6509,"_146":6511},"4775333a9da2",[6510],"b373158","I've interacted with community people, I don't know who's working on it. I've",{"_30":6513,"_16":270,"_271":6514,"_146":3922},"683c971d91cd",[],{"_30":6516,"_16":270,"_271":6517,"_146":6519},"bc2ffb597d91",[6518],"1e7f6fa","never met anyone. So, I'll switch, I don't care. You know, I don't feel that way about",{"_30":6521,"_16":270,"_271":6522,"_146":3922},"de53b89a3d39",[],{"_30":6524,"_16":270,"_271":6525,"_146":6527},"973def26a1f1",[6526],"163abb8","that. And I think that's really important.",[6529,6530,6532,6534,6536],{"_30":6494,"_16":3930,"_3931":6487},{"_30":6502,"_16":3930,"_3931":6531},"00:17:45.140",{"_30":6510,"_16":3930,"_3931":6533},"00:17:49.900",{"_30":6518,"_16":3930,"_3931":6535},"00:17:54.900",{"_30":6526,"_16":3930,"_3931":6537},"00:18:00.380",{"_30":6539,"_16":265,"_266":6540,"_274":6554,"_276":697},"a0f37fc4270e",[6541,6546,6549],{"_30":6542,"_16":270,"_271":6543,"_146":6545},"356a246b0e8f",[6544],"e27114b","The point is community should be",{"_30":6547,"_16":270,"_271":6548,"_146":3922},"f15926242af3",[],{"_30":6550,"_16":270,"_271":6551,"_146":6553},"3af970d14126",[6552],"71a9c52","authentic and I think community is human.",[6555,6556],{"_30":6544,"_16":3930,"_3931":6537},{"_30":6552,"_16":3930,"_3931":6557},"00:18:04.620",{"_30":6559,"_16":265,"_266":6560,"_274":6569,"_276":277},"9b4e4751d5a7",[6561,6565],{"_30":6562,"_16":270,"_271":6563,"_146":4311},"c6540ec8d77a",[6564,382],"1b76860",{"_30":6566,"_16":270,"_271":6567,"_146":6568},"ff53ca620be6",[6564]," Yeah. And it was loyalty more to you and Armon and the engineering team?",[6570],{"_30":6564,"_16":3930,"_3931":6571},"00:18:07.620",{"_30":6573,"_16":265,"_266":6574,"_274":6583,"_276":277},"36b43851a2d5",[6575,6579],{"_30":6576,"_16":270,"_271":6577,"_146":4368},"4d47eaea35cc",[6578,382],"d776efe",{"_30":6580,"_16":270,"_271":6581,"_146":6582},"6417d9709477",[6578]," I think so, yeah. It was always human.",[6584],{"_30":6578,"_16":3930,"_3931":6585},"00:18:15.230",{"_30":6587,"_16":265,"_266":6588,"_274":6621,"_276":277},"fd2189d3d38a",[6589,6593,6597,6600,6605,6608,6613,6616],{"_30":6590,"_16":270,"_271":6591,"_146":4311},"1a30f96ba9a4",[6592,382],"2d2fc61",{"_30":6594,"_16":270,"_271":6595,"_146":6596},"957add331aa3",[6592]," Something that made my job a little bit easier at HashiCorp was that community was ingrained in",{"_30":6598,"_16":270,"_271":6599,"_146":3922},"dba3ffc4419e",[],{"_30":6601,"_16":270,"_271":6602,"_146":6604},"dcb0f7b2b72e",[6603],"d6d9c0b","everything we did, right? From how customer success responded to a ticket, because when",{"_30":6606,"_16":270,"_271":6607,"_146":3922},"5b0a4bdd9e91",[],{"_30":6609,"_16":270,"_271":6610,"_146":6612},"97fd98adff22",[6611],"e93cb54","Mitchell open sourced his first project, Vagrant, he was like, \"oh, I don't have a lot of",{"_30":6614,"_16":270,"_271":6615,"_146":3922},"1acab069d667",[],{"_30":6617,"_16":270,"_271":6618,"_146":6620},"c2f13d2d37dd",[6619],"9b5d551","downloads.\"",[6622,6624,6626,6628],{"_30":6592,"_16":3930,"_3931":6623},"00:18:18.990",{"_30":6603,"_16":3930,"_3931":6625},"00:18:24.590",{"_30":6611,"_16":3930,"_3931":6627},"00:18:32.790",{"_30":6619,"_16":3930,"_3931":6629},"00:18:36.310",{"_30":6631,"_16":265,"_266":6632,"_274":6654,"_276":277},"7ad02573f570",[6633,6638,6641,6646,6649],{"_30":6634,"_16":270,"_271":6635,"_146":6637},"cd337ca8cd28",[6636],"37e5630","But then once he started posting on Twitter and being more public and speaking at",{"_30":6639,"_16":270,"_271":6640,"_146":3922},"8b4a4abd9220",[],{"_30":6642,"_16":270,"_271":6643,"_146":6645},"d4b578608266",[6644],"a46602e","meetups and conferences, he learned how to grow open source projects. So",{"_30":6647,"_16":270,"_271":6648,"_146":3922},"6dda481a95f0",[],{"_30":6650,"_16":270,"_271":6651,"_146":6653},"df011c466cad",[6652],"67fe8a0","we already had the framework ingrained.",[6655,6656,6658],{"_30":6636,"_16":3930,"_3931":6629},{"_30":6644,"_16":3930,"_3931":6657},"00:18:41.470",{"_30":6652,"_16":3930,"_3931":6659},"00:18:46.350",{"_30":6661,"_16":265,"_266":6662,"_274":6679,"_276":277},"862b3be7630e",[6663,6667,6671,6674],{"_30":6664,"_16":270,"_271":6665,"_146":4368},"78070884c373",[6666,382],"108c782",{"_30":6668,"_16":270,"_271":6669,"_146":6670},"fe16f4098acb",[6666]," Yeah, and early on, I think support is a really good example. Support honestly pisses me off all the",{"_30":6672,"_16":270,"_271":6673,"_146":3922},"0e186f03d4ab",[],{"_30":6675,"_16":270,"_271":6676,"_146":6678},"6381e96bf43b",[6677],"35cc379","time. Not at HashiCorp. Yes, at HashiCorp, but everywhere. And it feels so impersonal.",[6680,6682],{"_30":6666,"_16":3930,"_3931":6681},"00:18:50.270",{"_30":6677,"_16":3930,"_3931":6683},"00:18:55.630",{"_30":6685,"_16":265,"_266":6686,"_274":6724,"_276":277},"73c84ad2111a",[6687,6692,6695,6700,6703,6708,6711,6716,6719],{"_30":6688,"_16":270,"_271":6689,"_146":6691},"fb238639c802",[6690],"aeab844","And",{"_30":6693,"_16":270,"_271":6694,"_146":3922},"8528d4c48af1",[],{"_30":6696,"_16":270,"_271":6697,"_146":6699},"dc405be894e5",[6698],"8a10258","early on at HashiCorp, this feels a little bit like Big Brothery, but I would watch every single",{"_30":6701,"_16":270,"_271":6702,"_146":3922},"32963c69c59e",[],{"_30":6704,"_16":270,"_271":6705,"_146":6707},"6a815a2c7f3a",[6706],"988385e","support interaction and I would, metaphorically, we were remote, so",{"_30":6709,"_16":270,"_271":6710,"_146":3922},"e777b2399e7a",[],{"_30":6712,"_16":270,"_271":6713,"_146":6715},"84879ab1cc66",[6714],"78ba86c","metaphorically, I would tap on the shoulder of the support person and be like, \"don't talk to",{"_30":6717,"_16":270,"_271":6718,"_146":3922},"91a85974ece1",[],{"_30":6720,"_16":270,"_271":6721,"_146":6723},"2f210e0d554a",[6722],"8d34290","them that way.\"",[6725,6726,6728,6730,6732],{"_30":6690,"_16":3930,"_3931":6683},{"_30":6698,"_16":3930,"_3931":6727},"00:19:01.860",{"_30":6706,"_16":3930,"_3931":6729},"00:19:07.660",{"_30":6714,"_16":3930,"_3931":6731},"00:19:11.180",{"_30":6722,"_16":3930,"_3931":6733},"00:19:15.260",{"_30":6735,"_16":265,"_266":6736,"_274":6758,"_276":277},"83a4d3a7d14c",[6737,6742,6745,6750,6753],{"_30":6738,"_16":270,"_271":6739,"_146":6741},"825355d943a6",[6740],"2801a35","You know, I worked at the Apple Store in college, retail, and they",{"_30":6743,"_16":270,"_271":6744,"_146":3922},"9f005878252f",[],{"_30":6746,"_16":270,"_271":6747,"_146":6749},"2a985b83c24b",[6748],"d8576d2","always taught you this thing. Of course it was an acronym for Apple, because it's",{"_30":6751,"_16":270,"_271":6752,"_146":3922},"04256afb5469",[],{"_30":6754,"_16":270,"_271":6755,"_146":6757},"af0ae5c6690e",[6756],"bf2720c","like a cult.",[6759,6760,6762],{"_30":6740,"_16":3930,"_3931":6733},{"_30":6748,"_16":3930,"_3931":6761},"00:19:21.420",{"_30":6756,"_16":3930,"_3931":6763},"00:19:24.660",{"_30":6765,"_16":265,"_266":6766,"_274":6775,"_276":277},"6e4ac7288920",[6767,6771],{"_30":6768,"_16":270,"_271":6769,"_146":4311},"c4381712fa52",[6770,382],"b181cc1",{"_30":6772,"_16":270,"_271":6773,"_146":6774},"bcbddfe17350",[6770]," But HashiCorp wasn't?",[6776],{"_30":6770,"_16":3930,"_3931":6777},"00:19:29.230",{"_30":6779,"_16":265,"_266":6780,"_274":6789,"_276":277},"a6f17f4e45b6",[6781,6785],{"_30":6782,"_16":270,"_271":6783,"_146":4368},"92509f54cce4",[6784,382],"7120b03",{"_30":6786,"_16":270,"_271":6787,"_146":6788},"99bb14cad71f",[6784]," We tried.",[6790],{"_30":6784,"_16":3930,"_3931":6791},"00:19:30.030",{"_30":6793,"_16":265,"_266":6794,"_274":6803,"_276":277},"5a600399bc9c",[6795,6799],{"_30":6796,"_16":270,"_271":6797,"_146":4311},"c5324c17bdd9",[6798,382],"8976763",{"_30":6800,"_16":270,"_271":6801,"_146":6802},"e85982708928",[6798]," That big glowing H we always had at our conference.",[6804],{"_30":6798,"_16":3930,"_3931":6805},"00:19:32.630",{"_30":6807,"_16":265,"_266":6808,"_274":6833,"_276":277},"19489d9d5994",[6809,6813,6817,6820,6825,6828],{"_30":6810,"_16":270,"_271":6811,"_146":4368},"8f1c28e657b3",[6812,382],"afcc777",{"_30":6814,"_16":270,"_271":6815,"_146":6816},"1c4f726f193d",[6812]," Very church-like. But at Apple, one of the first things you did before you sold someone a",{"_30":6818,"_16":270,"_271":6819,"_146":3922},"db8733a5074e",[],{"_30":6821,"_16":270,"_271":6822,"_146":6824},"cea80983f363",[6823],"1c1f5ce","device was they taught you to learn more about that person and empathize with the problem",{"_30":6826,"_16":270,"_271":6827,"_146":3922},"aae4f8c83a39",[],{"_30":6829,"_16":270,"_271":6830,"_146":6832},"8a02f49aeebd",[6831],"eed2498","they're trying to solve, because there was no commission or anything at the Apple Store.",[6834,6836,6838],{"_30":6812,"_16":3930,"_3931":6835},"00:19:35.670",{"_30":6823,"_16":3930,"_3931":6837},"00:19:43.530",{"_30":6831,"_16":3930,"_3931":6839},"00:19:49.350",{"_30":6841,"_16":265,"_266":6842,"_274":6880,"_276":277},"0a0809c4ac9f",[6843,6848,6851,6856,6859,6864,6867,6872,6875],{"_30":6844,"_16":270,"_271":6845,"_146":6847},"bc2f6e99783c",[6846],"aa5351d","So",{"_30":6849,"_16":270,"_271":6850,"_146":3922},"ed3bf3be1d8b",[],{"_30":6852,"_16":270,"_271":6853,"_146":6855},"764438ceb39c",[6854],"0bf2da8","you wanted to sell them the correct device for their needs. Because a",{"_30":6857,"_16":270,"_271":6858,"_146":3922},"4b4ede0254ab",[],{"_30":6860,"_16":270,"_271":6861,"_146":6863},"732b6b7b9457",[6862],"1639d94","lot of people come in and just say, \"I want this computer. This is exactly what I want.\" And they",{"_30":6865,"_16":270,"_271":6866,"_146":3922},"1ac10d568b57",[],{"_30":6868,"_16":270,"_271":6869,"_146":6871},"b69b290e119e",[6870],"7d6e1eb","could be wrong and then they get a bad taste of the whole company. So, yeah, there was a lot of",{"_30":6873,"_16":270,"_271":6874,"_146":3922},"4f3d7267e6f2",[],{"_30":6876,"_16":270,"_271":6877,"_146":6879},"68c4dd922835",[6878],"6a9b857","support requests that came in that was like, this is my problem. It's like, here's a solution.",[6881,6882,6884,6886,6888],{"_30":6846,"_16":3930,"_3931":6839},{"_30":6854,"_16":3930,"_3931":6883},"00:19:52.390",{"_30":6862,"_16":3930,"_3931":6885},"00:19:57.140",{"_30":6870,"_16":3930,"_3931":6887},"00:20:01.580",{"_30":6878,"_16":3930,"_3931":6889},"00:20:06.140",{"_30":6891,"_16":265,"_266":6892,"_274":6914,"_276":277},"c5c9c9e4742b",[6893,6898,6901,6906,6909],{"_30":6894,"_16":270,"_271":6895,"_146":6897},"583ecc43d1d2",[6896],"2711e07","And the solution's good. But I always try to encourage people to learn about this person.",{"_30":6899,"_16":270,"_271":6900,"_146":3922},"c933351c3c85",[],{"_30":6902,"_16":270,"_271":6903,"_146":6905},"db0bad613611",[6904],"401467a","Like, what do they do? Why are they solving this? Are they happy? Empathize a little bit. And",{"_30":6907,"_16":270,"_271":6908,"_146":3922},"659d98a1a1ee",[],{"_30":6910,"_16":270,"_271":6911,"_146":6913},"7887f9696904",[6912],"24b9e77","we lost that as we scaled up. But I think we would be better.",[6915,6917,6919],{"_30":6896,"_16":3930,"_3931":6916},"00:20:10.260",{"_30":6904,"_16":3930,"_3931":6918},"00:20:15.540",{"_30":6912,"_16":3930,"_3931":6920},"00:20:21.890",{"_30":6922,"_16":265,"_266":6923,"_274":6945,"_276":277},"f27d61582a83",[6924,6929,6932,6937,6940],{"_30":6925,"_16":270,"_271":6926,"_146":6928},"f67d35aa752a",[6927],"5faf3a4","It obviously scales to a retail",{"_30":6930,"_16":270,"_271":6931,"_146":3922},"01a73ee39ed5",[],{"_30":6933,"_16":270,"_271":6934,"_146":6936},"4404275806eb",[6935],"5bb2842","level of Apple. I think we would be better if all interactions were that way. And I think, again, it",{"_30":6938,"_16":270,"_271":6939,"_146":3922},"41a960513948",[],{"_30":6941,"_16":270,"_271":6942,"_146":6944},"e4108b089531",[6943],"7610478","builds loyalty, it pays off from a company perspective, but it's also just a good thing to do.",[6946,6947,6949],{"_30":6927,"_16":3930,"_3931":6920},{"_30":6935,"_16":3930,"_3931":6948},"00:20:27.390",{"_30":6943,"_16":3930,"_3931":6950},"00:20:32.110",{"_30":6952,"_16":265,"_266":6953,"_274":6970,"_276":277},"90324a3f7b77",[6954,6958,6962,6965],{"_30":6955,"_16":270,"_271":6956,"_146":4311},"f860f954f129",[6957,382],"3d83761",{"_30":6959,"_16":270,"_271":6960,"_146":6961},"d702e53d3969",[6957]," And how do you think the community and the DevRel playbooks have changed from when we were doing",{"_30":6963,"_16":270,"_271":6964,"_146":3922},"d6c1afdd76f4",[],{"_30":6966,"_16":270,"_271":6967,"_146":6969},"c7e8f3148cdb",[6968],"aaf901e","community to today?",[6971,6973],{"_30":6957,"_16":3930,"_3931":6972},"00:20:37.870",{"_30":6968,"_16":3930,"_3931":6974},"00:20:43.390",{"_30":6976,"_16":265,"_266":6977,"_274":7010,"_276":277},"c360b0ab6b3e",[6978,6982,6986,6989,6994,6997,7002,7005],{"_30":6979,"_16":270,"_271":6980,"_146":4368},"98da90d9d939",[6981,382],"9c12597",{"_30":6983,"_16":270,"_271":6984,"_146":6985},"26ad7b6a3375",[6981]," Oh, it's totally different. Weekly, I talk to new founders. It's where I spend most of my time",{"_30":6987,"_16":270,"_271":6988,"_146":3922},"d3602d9b6964",[],{"_30":6990,"_16":270,"_271":6991,"_146":6993},"3703b12b1b74",[6992],"86de3d7","right now is talking to founders, advising companies, things like that. And weekly, I'll talk to",{"_30":6995,"_16":270,"_271":6996,"_146":3922},"2d05f671188c",[],{"_30":6998,"_16":270,"_271":6999,"_146":7001},"8c88fb34e029",[7000],"24b5794","people where it's like, \"oh, I want to learn and copy the HashiCorp Playbook.\" And I'm like nope,",{"_30":7003,"_16":270,"_271":7004,"_146":3922},"6344a027137a",[],{"_30":7006,"_16":270,"_271":7007,"_146":7009},"45de7164b45b",[7008],"e5dc75b","light it all on fire.",[7011,7013,7015,7017],{"_30":6981,"_16":3930,"_3931":7012},"00:20:44.910",{"_30":6992,"_16":3930,"_3931":7014},"00:20:50.280",{"_30":7000,"_16":3930,"_3931":7016},"00:20:55.560",{"_30":7008,"_16":3930,"_3931":7018},"00:20:59.960",{"_30":7020,"_16":265,"_266":7021,"_274":7051,"_276":697},"1aa03f6f73b8",[7022,7027,7030,7035,7038,7043,7046],{"_30":7023,"_16":270,"_271":7024,"_146":7026},"b84eaa2149de",[7025],"2769688","It doesn't work anymore. The world is different. The world has",{"_30":7028,"_16":270,"_271":7029,"_146":3922},"f6063e245d48",[],{"_30":7031,"_16":270,"_271":7032,"_146":7034},"757a16201eb8",[7033],"9e38f42","changed. None of it will be successful anymore. But I think the abstract nature of",{"_30":7036,"_16":270,"_271":7037,"_146":3922},"e3ed676e0c56",[],{"_30":7039,"_16":270,"_271":7040,"_146":7042},"5939b86b5b81",[7041],"d2c79b8","it is still right. Connect with people, build that loyalty, build something exciting.",{"_30":7044,"_16":270,"_271":7045,"_146":3922},"16a61ff4c763",[],{"_30":7047,"_16":270,"_271":7048,"_146":7050},"fe4125702964",[7049],"5768d69","Build something that when people use it, they smile.",[7052,7053,7055,7057],{"_30":7025,"_16":3930,"_3931":7018},{"_30":7033,"_16":3930,"_3931":7054},"00:21:05.080",{"_30":7041,"_16":3930,"_3931":7056},"00:21:12.200",{"_30":7049,"_16":3930,"_3931":7058},"00:21:17.050",{"_30":7060,"_16":265,"_266":7061,"_274":7099,"_276":277},"98c683cdc3e5",[7062,7067,7070,7075,7078,7083,7086,7091,7094],{"_30":7063,"_16":270,"_271":7064,"_146":7066},"9e0013a5fef7",[7065],"377d748","Things like that. Don't be",{"_30":7068,"_16":270,"_271":7069,"_146":3922},"934ab8be4fbc",[],{"_30":7071,"_16":270,"_271":7072,"_146":7074},"3b5aeb2c6316",[7073],"8b18356","gross, just really basic things. But the medium by which you disseminate that information is",{"_30":7076,"_16":270,"_271":7077,"_146":3922},"f2975c155d5c",[],{"_30":7079,"_16":270,"_271":7080,"_146":7082},"48e24c42aff5",[7081],"2c547cf","totally different now. It used to be in person conferences, you just talked directly to people. Now",{"_30":7084,"_16":270,"_271":7085,"_146":3922},"ee0fd195b171",[],{"_30":7087,"_16":270,"_271":7088,"_146":7090},"c980a69ab9de",[7089],"a268027","there's a lot of media involved in it, a lot of attention grabbing, things like that, it's a little",{"_30":7092,"_16":270,"_271":7093,"_146":3922},"680929f092de",[],{"_30":7095,"_16":270,"_271":7096,"_146":7098},"2db8c955b689",[7097],"9953bbb","bit different.",[7100,7101,7103,7105,7107],{"_30":7065,"_16":3930,"_3931":7058},{"_30":7073,"_16":3930,"_3931":7102},"00:21:21.890",{"_30":7081,"_16":3930,"_3931":7104},"00:21:27.530",{"_30":7089,"_16":3930,"_3931":7106},"00:21:31.170",{"_30":7097,"_16":3930,"_3931":7108},"00:21:36.690",{"_30":7110,"_16":265,"_266":7111,"_274":7142,"_276":277},"ba299b49b8da",[7112,7117,7120,7125,7128,7133,7137],{"_30":7113,"_16":270,"_271":7114,"_146":7116},"48de897a86cb",[7115],"3a7269b","But I think you could do attention grabbing in a non-slimy way",{"_30":7118,"_16":270,"_271":7119,"_146":3922},"c8cc8aeb46b3",[],{"_30":7121,"_16":270,"_271":7122,"_146":7124},"073015e9f764",[7123],"100ddc8","if you focus on those core ideas basically. Gen-Zers. Yeah, the joke I tell people is, \"just",{"_30":7126,"_16":270,"_271":7127,"_146":3922},"7f1a13142693",[],{"_30":7129,"_16":270,"_271":7130,"_146":7132},"3f851e50e8e8",[7131],"31ce0ee","hire someone, Gen Z, who agrees with your philosophy and just let them go. Just let them go do it.",{"_30":7134,"_16":270,"_271":7135,"_146":7136},"944df1e7ab3e",[]," \"",{"_30":7138,"_16":270,"_271":7139,"_146":7141},"b6daecbc9051",[7140],"4276b65","It works really well.",[7143,7144,7146,7148],{"_30":7115,"_16":3930,"_3931":7108},{"_30":7123,"_16":3930,"_3931":7145},"00:21:41.490",{"_30":7131,"_16":3930,"_3931":7147},"00:21:49.190",{"_30":7140,"_16":3930,"_3931":7149},"00:21:57.510",{"_30":7151,"_16":265,"_266":7152,"_274":7190,"_276":277},"94c1396da6fc",[7153,7158,7161,7166,7169,7174,7177,7182,7185],{"_30":7154,"_16":270,"_271":7155,"_146":7157},"56beba18684a",[7156],"9af25c0","But no, the serious thing is, it matters where you are",{"_30":7159,"_16":270,"_271":7160,"_146":3922},"0e99610652e8",[],{"_30":7162,"_16":270,"_271":7163,"_146":7165},"a84e9b181c97",[7164],"e8fcf29","sort of in the understanding of the zeitgeist, but I have found, especially with the open source that",{"_30":7167,"_16":270,"_271":7168,"_146":3922},"cff426bcf47d",[],{"_30":7170,"_16":270,"_271":7171,"_146":7173},"2be232650aeb",[7172],"fa26fc0","I work on now, a lot more successful by literally having these college students. As long as you",{"_30":7175,"_16":270,"_271":7176,"_146":3922},"513190b9dcc0",[],{"_30":7178,"_16":270,"_271":7179,"_146":7181},"4182cb9eaeb6",[7180],"aa96815","set the boundaries of no insulting people, use this sort of wording, whatever, just go off",{"_30":7183,"_16":270,"_271":7184,"_146":3922},"22b91ef36fc9",[],{"_30":7186,"_16":270,"_271":7187,"_146":7189},"ee6456f9bfad",[7188],"ed5dd5f","and do it and it works. It works to get attention.",[7191,7192,7194,7196,7198],{"_30":7156,"_16":3930,"_3931":7149},{"_30":7164,"_16":3930,"_3931":7193},"00:22:03.630",{"_30":7172,"_16":3930,"_3931":7195},"00:22:09.630",{"_30":7180,"_16":3930,"_3931":7197},"00:22:15.560",{"_30":7188,"_16":3930,"_3931":7199},"00:22:23.320",{"_30":7201,"_16":265,"_266":7202,"_274":7227,"_276":277},"58ebbda83f0f",[7203,7207,7211,7214,7219,7222],{"_30":7204,"_16":270,"_271":7205,"_146":4311},"7bf18edba7c6",[7206,382],"60715a2",{"_30":7208,"_16":270,"_271":7209,"_146":7210},"22217261f4c6",[7206]," I mean the playbooks are changing so much, right? We're watching all these AI companies, how",{"_30":7212,"_16":270,"_271":7213,"_146":3922},"2454c6bea337",[],{"_30":7215,"_16":270,"_271":7216,"_146":7218},"803b57cf2412",[7217],"1dd1550","they do direct-to-consumer or through these launch videos. It's so different from when",{"_30":7220,"_16":270,"_271":7221,"_146":3922},"04f8dfd07d4f",[],{"_30":7223,"_16":270,"_271":7224,"_146":7226},"d948ad4a3669",[7225],"661b9f9","we were doing things.",[7228,7230,7232],{"_30":7206,"_16":3930,"_3931":7229},"00:22:28.000",{"_30":7217,"_16":3930,"_3931":7231},"00:22:32.200",{"_30":7225,"_16":3930,"_3931":7233},"00:22:39.340",{"_30":7235,"_16":265,"_266":7236,"_274":7245,"_276":277},"6317c6d88540",[7237,7241],{"_30":7238,"_16":270,"_271":7239,"_146":4368},"d092ee3176a2",[7240,382],"a6c1bce",{"_30":7242,"_16":270,"_271":7243,"_146":7244},"a62bb7e97681",[7240]," Way different.",[7246],{"_30":7240,"_16":3930,"_3931":7247},"00:22:40.060",{"_30":7249,"_16":265,"_266":7250,"_274":7254,"_276":277},"57b0f43845d6",[7251],{"_30":7252,"_16":270,"_271":7253,"_146":1041},"dad04eb952c8",[],[],{"_30":7256,"_16":265,"_266":7257,"_274":7262,"_276":398},"5f5f2351390f",[7258],{"_30":7259,"_16":270,"_271":7260,"_146":7261},"40a90886e615",[],"Speaking the Language of Enterprises",[],{"_30":7264,"_16":265,"_266":7265,"_274":7269,"_276":277},"0940fe8c0b14",[7266],{"_30":7267,"_16":270,"_271":7268,"_146":1041},"68920bf29f06",[],[],{"_30":7271,"_16":265,"_266":7272,"_274":7305,"_276":277},"57f96e618084",[7273,7277,7281,7284,7289,7292,7297,7300],{"_30":7274,"_16":270,"_271":7275,"_146":4311},"8f998df1a1a6",[7276,382],"fe851b7",{"_30":7278,"_16":270,"_271":7279,"_146":7280},"d5df8071245a",[7276]," Yeah, I now kind of want to shift to, I mean we started as an open source company and then had to",{"_30":7282,"_16":270,"_271":7283,"_146":3922},"909d2649d749",[],{"_30":7285,"_16":270,"_271":7286,"_146":7288},"3dda90d67b58",[7287],"b885f8b","make the shift to building out go-to-market, building products. I mean there's lots of things",{"_30":7290,"_16":270,"_271":7291,"_146":3922},"ecd823d9db8e",[],{"_30":7293,"_16":270,"_271":7294,"_146":7296},"41c01469c335",[7295],"fedbb7f","in that. But how did we make this shift from being a purely open source and then figuring out how",{"_30":7298,"_16":270,"_271":7299,"_146":3922},"df6168fa52c9",[],{"_30":7301,"_16":270,"_271":7302,"_146":7304},"c23d1c673120",[7303],"5ea6fbe","to kind of build products?",[7306,7308,7310,7312],{"_30":7276,"_16":3930,"_3931":7307},"00:22:40.620",{"_30":7287,"_16":3930,"_3931":7309},"00:22:45.180",{"_30":7295,"_16":3930,"_3931":7311},"00:22:51.580",{"_30":7303,"_16":3930,"_3931":7313},"00:22:56.140",{"_30":7315,"_16":265,"_266":7316,"_274":7349,"_276":277},"be2ae907a895",[7317,7321,7325,7328,7333,7336,7341,7344],{"_30":7318,"_16":270,"_271":7319,"_146":4368},"df19a430c479",[7320,382],"3f42a64",{"_30":7322,"_16":270,"_271":7323,"_146":7324},"7b7e4519c14b",[7320]," Yeah, I think it applies, it's a very general application, whether you're",{"_30":7326,"_16":270,"_271":7327,"_146":3922},"2c0cdffbf967",[],{"_30":7329,"_16":270,"_271":7330,"_146":7332},"5c483b3a1af6",[7331],"bc872bf","open source or not, is that you need to solve a real problem. And a real",{"_30":7334,"_16":270,"_271":7335,"_146":3922},"5e28da362162",[],{"_30":7337,"_16":270,"_271":7338,"_146":7340},"a54de92043e1",[7339],"2678201","shift that I had to come up with was, as an engineer, I understood the technical problems we were",{"_30":7342,"_16":270,"_271":7343,"_146":3922},"cf66f0cc8fa0",[],{"_30":7345,"_16":270,"_271":7346,"_146":7348},"9a44e48fc73a",[7347],"c28643a","solving.",[7350,7352,7354,7356],{"_30":7320,"_16":3930,"_3931":7351},"00:22:58.220",{"_30":7331,"_16":3930,"_3931":7353},"00:23:02.980",{"_30":7339,"_16":3930,"_3931":7355},"00:23:07.510",{"_30":7347,"_16":3930,"_3931":7357},"00:23:14.070",{"_30":7359,"_16":265,"_266":7360,"_274":7382,"_276":277},"4a8af4cadbb2",[7361,7366,7369,7374,7377],{"_30":7362,"_16":270,"_271":7363,"_146":7365},"c2db38d37344",[7364],"c756838","And the most annoying question I would get asked, and I should have realized earlier on that",{"_30":7367,"_16":270,"_271":7368,"_146":3922},"cdcaab19e9ae",[],{"_30":7370,"_16":270,"_271":7371,"_146":7373},"8bae3e214c72",[7372],"00210cc","it was a signal that I should be learning something rather than being annoyed by something, was",{"_30":7375,"_16":270,"_271":7376,"_146":3922},"d352f9b3fea1",[],{"_30":7378,"_16":270,"_271":7379,"_146":7381},"9024725b7108",[7380],"458ec3b","people would be like, \"yeah, but what solution is this for a customer.\"",[7383,7384,7386],{"_30":7364,"_16":3930,"_3931":7357},{"_30":7372,"_16":3930,"_3931":7385},"00:23:20.190",{"_30":7380,"_16":3930,"_3931":7387},"00:23:25.270",{"_30":7389,"_16":265,"_266":7390,"_274":7412,"_276":277},"58ef7bc52467",[7391,7396,7399,7404,7407],{"_30":7392,"_16":270,"_271":7393,"_146":7395},"0b51fabd8f72",[7394],"1c20b23","I'm like what do you mean,",{"_30":7397,"_16":270,"_271":7398,"_146":3922},"91b3181366a6",[],{"_30":7400,"_16":270,"_271":7401,"_146":7403},"090d603b5710",[7402],"17ebb5f","\"what is the solution? The problem is infrastructure automation and the solution is an automation",{"_30":7405,"_16":270,"_271":7406,"_146":3922},"3542a6ff2b54",[],{"_30":7408,"_16":270,"_271":7409,"_146":7411},"dd4a3a8ce775",[7410],"9019b65","tool for infrastructure. Like it's so obvious like what you're trying to do.\"",[7413,7414,7416],{"_30":7394,"_16":3930,"_3931":7387},{"_30":7402,"_16":3930,"_3931":7415},"00:23:33.110",{"_30":7410,"_16":3930,"_3931":7417},"00:23:40.970",{"_30":7419,"_16":265,"_266":7420,"_274":7450,"_276":277},"5987c33e6f96",[7421,7426,7429,7434,7437,7442,7445],{"_30":7422,"_16":270,"_271":7423,"_146":7425},"dd84a011b271",[7424],"75944ab","But realizing that",{"_30":7427,"_16":270,"_271":7428,"_146":3922},"1ea16360567a",[],{"_30":7430,"_16":270,"_271":7431,"_146":7433},"b060ea62c9e1",[7432],"334179c","I guess the way technical people look at problem solutions is different from a way a non-technical",{"_30":7435,"_16":270,"_271":7436,"_146":3922},"a304e74b5ffc",[],{"_30":7438,"_16":270,"_271":7439,"_146":7441},"cca981ddfc33",[7440],"fe2adf4","or not as deeply technical buyer looks at problems and solutions. They're looking at it from an",{"_30":7443,"_16":270,"_271":7444,"_146":3922},"a2a6026a34c6",[],{"_30":7446,"_16":270,"_271":7447,"_146":7449},"d70ef3453185",[7448],"5d941f7","organizational perspective or from an industry trend perspective.",[7451,7452,7454,7456],{"_30":7424,"_16":3930,"_3931":7417},{"_30":7432,"_16":3930,"_3931":7453},"00:23:47.650",{"_30":7440,"_16":3930,"_3931":7455},"00:23:55.650",{"_30":7448,"_16":3930,"_3931":7457},"00:24:01.490",{"_30":7459,"_16":265,"_266":7460,"_274":7490,"_276":277},"909f463c1b0f",[7461,7466,7469,7474,7477,7482,7485],{"_30":7462,"_16":270,"_271":7463,"_146":7465},"01b47c66bf51",[7464],"12e969a","I think Quinn put up a really good",{"_30":7467,"_16":270,"_271":7468,"_146":3922},"d85dd0b359e8",[],{"_30":7470,"_16":270,"_271":7471,"_146":7473},"bfea5b70e39b",[7472],"b0f71bf","quote which is like, they have a mandate to ship AI. What does that mean? Like what does that mean?",{"_30":7475,"_16":270,"_271":7476,"_146":3922},"7c0a144ef07c",[],{"_30":7478,"_16":270,"_271":7479,"_146":7481},"46d346a40bc5",[7480],"151770b","But it doesn't matter. They have that mandate. You as an AI company need to be in",{"_30":7483,"_16":270,"_271":7484,"_146":3922},"0225d507d2a3",[],{"_30":7486,"_16":270,"_271":7487,"_146":7489},"1baec1fe7d84",[7488],"edcecb4","the conversation to be a solution for that mandate.",[7491,7492,7494,7496],{"_30":7464,"_16":3930,"_3931":7457},{"_30":7472,"_16":3930,"_3931":7493},"00:24:06.570",{"_30":7480,"_16":3930,"_3931":7495},"00:24:13.040",{"_30":7488,"_16":3930,"_3931":7497},"00:24:19.640",{"_30":7499,"_16":265,"_266":7500,"_274":7538,"_276":277},"835aee452dd6",[7501,7506,7509,7514,7517,7522,7525,7530,7533],{"_30":7502,"_16":270,"_271":7503,"_146":7505},"7d33a916dded",[7504],"74d8343","And so you need to have the right white papers",{"_30":7507,"_16":270,"_271":7508,"_146":3922},"ab4b9596ba04",[],{"_30":7510,"_16":270,"_271":7511,"_146":7513},"3b066352265f",[7512],"f43ee3c","and the right marketing copy and be speaking the right language to",{"_30":7515,"_16":270,"_271":7516,"_146":3922},"6996a2e97597",[],{"_30":7518,"_16":270,"_271":7519,"_146":7521},"811dd9417bc3",[7520],"078d7bb","those people. And it took me a little bit too long to figure that out. I always thought it",{"_30":7523,"_16":270,"_271":7524,"_146":3922},"2390d07271b8",[],{"_30":7526,"_16":270,"_271":7527,"_146":7529},"4bca32f7bb54",[7528],"c0ab624","was a bug, that when I went to VMware's website I had no fucking clue what they were talking about",{"_30":7531,"_16":270,"_271":7532,"_146":3922},"80a480d37049",[],{"_30":7534,"_16":270,"_271":7535,"_146":7537},"4db1b7f2fd7a",[7536],"a735bc0","the whole thing.",[7539,7540,7542,7544,7546],{"_30":7504,"_16":3930,"_3931":7497},{"_30":7512,"_16":3930,"_3931":7541},"00:24:23.599",{"_30":7520,"_16":3930,"_3931":7543},"00:24:27.560",{"_30":7528,"_16":3930,"_3931":7545},"00:24:32.520",{"_30":7536,"_16":3930,"_3931":7547},"00:24:38.610",{"_30":7549,"_16":265,"_266":7550,"_274":7572,"_276":277},"82aaa8218185",[7551,7556,7559,7564,7567],{"_30":7552,"_16":270,"_271":7553,"_146":7555},"88434f3895c5",[7554],"29cf29e","And then I realized it's a feature because a lot of people do understand that",{"_30":7557,"_16":270,"_271":7558,"_146":3922},"f8b733d8f8d2",[],{"_30":7560,"_16":270,"_271":7561,"_146":7563},"c84419762f5e",[7562],"f424ad0","and they spend a lot of money. And so suddenly our website, I would visit our own website and be",{"_30":7565,"_16":270,"_271":7566,"_146":3922},"63acebf86d9f",[],{"_30":7568,"_16":270,"_271":7569,"_146":7571},"10dd951ca91e",[7570],"d8300a7","like, \"I have no idea what's going on, what are we selling?\" But it was working.",[7573,7574,7576],{"_30":7554,"_16":3930,"_3931":7547},{"_30":7562,"_16":3930,"_3931":7575},"00:24:43.170",{"_30":7570,"_16":3930,"_3931":7577},"00:24:49.730",{"_30":7579,"_16":265,"_266":7580,"_274":7602,"_276":277},"5e94e5ce0d34",[7581,7586,7589,7594,7597],{"_30":7582,"_16":270,"_271":7583,"_146":7585},"1db9dfad3c5d",[7584],"4e214aa","And so the point is,",{"_30":7587,"_16":270,"_271":7588,"_146":3922},"bbc69c0798eb",[],{"_30":7590,"_16":270,"_271":7591,"_146":7593},"f03963683cd1",[7592],"4124b0a","I think again this is part of that technical founder transition is learning to speak the right",{"_30":7595,"_16":270,"_271":7596,"_146":3922},"8f8081b264d9",[],{"_30":7598,"_16":270,"_271":7599,"_146":7601},"757f8c9867f6",[7600],"d66bfb5","language for the different people that you're interacting with.",[7603,7604,7606],{"_30":7584,"_16":3930,"_3931":7577},{"_30":7592,"_16":3930,"_3931":7605},"00:24:57.770",{"_30":7600,"_16":3930,"_3931":7607},"00:25:02.850",{"_30":7609,"_16":265,"_266":7610,"_274":7632,"_276":697},"b3f69a602058",[7611,7616,7619,7624,7627],{"_30":7612,"_16":270,"_271":7613,"_146":7615},"de170823bf4f",[7614],"7b2b855","The way they're",{"_30":7617,"_16":270,"_271":7618,"_146":3922},"6983a5504e4c",[],{"_30":7620,"_16":270,"_271":7621,"_146":7623},"c0f3d769f088",[7622],"1249985","thinking about the problem isn't wrong, it's just different. It's a different scope and it's",{"_30":7625,"_16":270,"_271":7626,"_146":3922},"33d96a99912f",[],{"_30":7628,"_16":270,"_271":7629,"_146":7631},"d47d485abbb1",[7630],"a55b84d","a different challenge that they're trying to solve. I think that is super important.",[7633,7634,7636],{"_30":7614,"_16":3930,"_3931":7607},{"_30":7622,"_16":3930,"_3931":7635},"00:25:09.970",{"_30":7630,"_16":3930,"_3931":7637},"00:25:14.050",{"_30":7639,"_16":265,"_266":7640,"_274":7665,"_276":277},"46da25ba5390",[7641,7645,7649,7652,7657,7660],{"_30":7642,"_16":270,"_271":7643,"_146":4311},"7be9b19d7bd4",[7644,382],"096af01",{"_30":7646,"_16":270,"_271":7647,"_146":7648},"c7916707fcc0",[7644]," And we had to learn, right? We were very close to our open source users, they were all",{"_30":7650,"_16":270,"_271":7651,"_146":3922},"f9618a4da55c",[],{"_30":7653,"_16":270,"_271":7654,"_146":7656},"4de1b09420e9",[7655],"1046e4f","developers. And then the language that we use to market our open source projects",{"_30":7658,"_16":270,"_271":7659,"_146":3922},"53f67e14d96b",[],{"_30":7661,"_16":270,"_271":7662,"_146":7664},"1100f4393b4c",[7663],"c745620","were so different from the language we had to use for enterprise.",[7666,7668,7670],{"_30":7644,"_16":3930,"_3931":7667},"00:25:18.370",{"_30":7655,"_16":3930,"_3931":7669},"00:25:23.970",{"_30":7663,"_16":3930,"_3931":7671},"00:25:28.710",{"_30":7673,"_16":265,"_266":7674,"_274":7696,"_276":277},"00f96ff0baa3",[7675,7680,7683,7688,7691],{"_30":7676,"_16":270,"_271":7677,"_146":7679},"522dbf640a6f",[7678],"e2f1e20","And we had to learn what",{"_30":7681,"_16":270,"_271":7682,"_146":3922},"a9bea723834f",[],{"_30":7684,"_16":270,"_271":7685,"_146":7687},"bb8a6d62d52b",[7686],"f8c8c89","the enterprises were needing, what did we need to solve for them, and then how do we use the",{"_30":7689,"_16":270,"_271":7690,"_146":3922},"9b935438f340",[],{"_30":7692,"_16":270,"_271":7693,"_146":7695},"004e781f86a6",[7694],"0589ddf","language that they will understand?",[7697,7698,7700],{"_30":7678,"_16":3930,"_3931":7671},{"_30":7686,"_16":3930,"_3931":7699},"00:25:33.350",{"_30":7694,"_16":3930,"_3931":7701},"00:25:38.510",{"_30":7703,"_16":265,"_266":7704,"_274":7737,"_276":277},"9daf7ba2b774",[7705,7709,7713,7716,7721,7724,7729,7732],{"_30":7706,"_16":270,"_271":7707,"_146":4368},"c42609a4bc52",[7708,382],"421f280",{"_30":7710,"_16":270,"_271":7711,"_146":7712},"74007371dd6d",[7708]," A big part of it was making enterprises aware that this was a problem that needed to be solved. O",{"_30":7714,"_16":270,"_271":7715,"_146":3922},"0820476058d0",[],{"_30":7717,"_16":270,"_271":7718,"_146":7720},"7bc5bf8f221d",[7719],"359e6d6","ne thing that really stuck out in my mind was Terraform. When we first started",{"_30":7722,"_16":270,"_271":7723,"_146":3922},"45bab7944286",[],{"_30":7725,"_16":270,"_271":7726,"_146":7728},"2c960fe17800",[7727],"b75abd9","talking to analysts, put us in some category, it might have been configuration management.",{"_30":7730,"_16":270,"_271":7731,"_146":3922},"c2ab62fc90d8",[],{"_30":7733,"_16":270,"_271":7734,"_146":7736},"91f0514317a1",[7735],"c9c6298","But I was like, \"this isn't the right category.\"",[7738,7740,7742,7744],{"_30":7708,"_16":3930,"_3931":7739},"00:25:40.070",{"_30":7719,"_16":3930,"_3931":7741},"00:25:44.629",{"_30":7727,"_16":3930,"_3931":7743},"00:25:50.030",{"_30":7735,"_16":3930,"_3931":7745},"00:25:56.620",{"_30":7747,"_16":265,"_266":7748,"_274":7770,"_276":277},"da78db03eaf2",[7749,7754,7757,7762,7765],{"_30":7750,"_16":270,"_271":7751,"_146":7753},"484e01ca9391",[7752],"54e9ff5","But there was no cloud automation category or any",{"_30":7755,"_16":270,"_271":7756,"_146":3922},"571c614e8c60",[],{"_30":7758,"_16":270,"_271":7759,"_146":7761},"a6a374d88826",[7760],"2d1d6c7","thing that fit better. So they just put us into that. And the problem was in 2015, that",{"_30":7763,"_16":270,"_271":7764,"_146":3922},"35cb17c77aa6",[],{"_30":7766,"_16":270,"_271":7767,"_146":7769},"d6652864b305",[7768],"2312bcd","configuration management as a category was not a priority for executives.",[7771,7772,7774],{"_30":7752,"_16":3930,"_3931":7745},{"_30":7760,"_16":3930,"_3931":7773},"00:26:01.740",{"_30":7768,"_16":3930,"_3931":7775},"00:26:08.140",{"_30":7777,"_16":265,"_266":7778,"_274":7816,"_276":277},"d0e85d94c424",[7779,7784,7787,7792,7795,7800,7803,7808,7811],{"_30":7780,"_16":270,"_271":7781,"_146":7783},"df150741385e",[7782],"391dc6b","And so, Fortune",{"_30":7785,"_16":270,"_271":7786,"_146":3922},"d3a426394d72",[],{"_30":7788,"_16":270,"_271":7789,"_146":7791},"cccdc57f194c",[7790],"5159ade","500 executives, these buyers, these decision makers would go to conferences, would talk socially",{"_30":7793,"_16":270,"_271":7794,"_146":3922},"5601b22ff067",[],{"_30":7796,"_16":270,"_271":7797,"_146":7799},"03f6e36bab04",[7798],"3eb26b9","amongst each other and all these things. And when we came in, they had never heard of us, their",{"_30":7801,"_16":270,"_271":7802,"_146":3922},"c09152c521be",[],{"_30":7804,"_16":270,"_271":7805,"_146":7807},"f4435e00ee59",[7806],"a9b5e7b","developers had heard of us. But when they started looking into it, pulling reports, be like, \"oh,",{"_30":7809,"_16":270,"_271":7810,"_146":3922},"9760c4cbaa64",[],{"_30":7812,"_16":270,"_271":7813,"_146":7815},"fd16fca8fa70",[7814],"14e7f6d","it's in this category, not a priority right now.\"",[7817,7818,7820,7822,7824],{"_30":7782,"_16":3930,"_3931":7775},{"_30":7790,"_16":3930,"_3931":7819},"00:26:14.820",{"_30":7798,"_16":3930,"_3931":7821},"00:26:20.580",{"_30":7806,"_16":3930,"_3931":7823},"00:26:25.480",{"_30":7814,"_16":3930,"_3931":7825},"00:26:29.560",{"_30":7827,"_16":265,"_266":7828,"_274":7874,"_276":277},"127c8f4360c6",[7829,7834,7837,7842,7845,7850,7853,7858,7861,7866,7869],{"_30":7830,"_16":270,"_271":7831,"_146":7833},"00ef1254be21",[7832],"f9662dd","And that was really hurting our sales",{"_30":7835,"_16":270,"_271":7836,"_146":3922},"6c9370257c93",[],{"_30":7838,"_16":270,"_271":7839,"_146":7841},"97bf88e6a324",[7840],"4c43f6d","process. And then eventually through a lot of our pushing, but through the market as well,",{"_30":7843,"_16":270,"_271":7844,"_146":3922},"09fcb8aa7775",[],{"_30":7846,"_16":270,"_271":7847,"_146":7849},"6725cde8da70",[7848],"7ff4f2b","Gartner introduced the cloud automation category and instantly put us at the top of that category.",{"_30":7851,"_16":270,"_271":7852,"_146":3922},"306e7c15dcd1",[],{"_30":7854,"_16":270,"_271":7855,"_146":7857},"170da4b0598a",[7856],"eeeeaf3","And cloud automation became",{"_30":7859,"_16":270,"_271":7860,"_146":3922},"d244cd5fb073",[],{"_30":7862,"_16":270,"_271":7863,"_146":7865},"6b13008d9fe7",[7864],"f91ef12","relevant. And that became suddenly an executive problem that needed to be solved",{"_30":7867,"_16":270,"_271":7868,"_146":3922},"5085894ba14b",[],{"_30":7870,"_16":270,"_271":7871,"_146":7873},"95f7bfb01737",[7872],"33e0247","within a defined timeline.",[7875,7876,7878,7880,7882,7884],{"_30":7832,"_16":3930,"_3931":7825},{"_30":7840,"_16":3930,"_3931":7877},"00:26:35.200",{"_30":7848,"_16":3930,"_3931":7879},"00:26:41.390",{"_30":7856,"_16":3930,"_3931":7881},"00:26:48.500",{"_30":7864,"_16":3930,"_3931":7883},"00:26:52.100",{"_30":7872,"_16":3930,"_3931":7885},"00:27:00.540",{"_30":7887,"_16":265,"_266":7888,"_274":7918,"_276":277},"845ee7c0bdc0",[7889,7894,7897,7902,7905,7910,7913],{"_30":7890,"_16":270,"_271":7891,"_146":7893},"4e549c561bd2",[7892],"689cc45","And overnight sales process became a lot simpler. And the learning",{"_30":7895,"_16":270,"_271":7896,"_146":3922},"fb1355bf07ae",[],{"_30":7898,"_16":270,"_271":7899,"_146":7901},"348413a0864a",[7900],"3fada27","there was really how, in some cases, not grounded in reality the buying cycle is, or what people",{"_30":7903,"_16":270,"_271":7904,"_146":3922},"b8b962e0ed3b",[],{"_30":7906,"_16":270,"_271":7907,"_146":7909},"455989562dc8",[7908],"e66c75c","are buying. It's grounded in what is safe and what analysts are saying and what's not going to",{"_30":7911,"_16":270,"_271":7912,"_146":3922},"2d41a06135dd",[],{"_30":7914,"_16":270,"_271":7915,"_146":7917},"2663c99fe016",[7916],"a186aec","get you fired. And yeah, it's trends. It's trends for sure, and being part of that trend.",[7919,7920,7922,7924],{"_30":7892,"_16":3930,"_3931":7885},{"_30":7900,"_16":3930,"_3931":7921},"00:27:07.500",{"_30":7908,"_16":3930,"_3931":7923},"00:27:17.250",{"_30":7916,"_16":3930,"_3931":7925},"00:27:22.520",{"_30":7927,"_16":265,"_266":7928,"_274":7958,"_276":277},"1894600e823a",[7929,7934,7937,7942,7945,7950,7953],{"_30":7930,"_16":270,"_271":7931,"_146":7933},"495c2a04e245",[7932],"24e1b01","But",{"_30":7935,"_16":270,"_271":7936,"_146":3922},"560d9be6d4f5",[],{"_30":7938,"_16":270,"_271":7939,"_146":7941},"8c6db8e1cf8e",[7940],"3f07372","you need to be part of the conversation. And so we started spending a lot more",{"_30":7943,"_16":270,"_271":7944,"_146":3922},"718a416039f7",[],{"_30":7946,"_16":270,"_271":7947,"_146":7949},"f7de33c48831",[7948],"322060a","money, a lot more time, I hated every minute of this, but a lot more time on phone calls with",{"_30":7951,"_16":270,"_271":7952,"_146":3922},"d60378e93eeb",[],{"_30":7954,"_16":270,"_271":7955,"_146":7957},"d69bbbab5654",[7956],"11ff967","analysts, you know, doing a lot of analyst relations stuff, going to all their conferences. Yes.",[7959,7960,7962,7964],{"_30":7932,"_16":3930,"_3931":7925},{"_30":7940,"_16":3930,"_3931":7961},"00:27:26.920",{"_30":7948,"_16":3930,"_3931":7963},"00:27:32.480",{"_30":7956,"_16":3930,"_3931":7965},"00:27:38.480",{"_30":7967,"_16":265,"_266":7968,"_274":7990,"_276":697},"d1f8f67986ce",[7969,7974,7977,7982,7985],{"_30":7970,"_16":270,"_271":7971,"_146":7973},"7176acf7f200",[7972],"bcdc167","You just needed to be relevant, just to show up on the radar, so that when you were clearly, in",{"_30":7975,"_16":270,"_271":7976,"_146":3922},"49eefd5160c6",[],{"_30":7978,"_16":270,"_271":7979,"_146":7981},"fff688db00ef",[7980],"8736867","our opinion, the right technical product to buy, the buyer felt safe making that decision and buying",{"_30":7983,"_16":270,"_271":7984,"_146":3922},"7e571a4ba077",[],{"_30":7986,"_16":270,"_271":7987,"_146":7989},"b75791fcfa8d",[7988],"2cc78cb","it.",[7991,7993,7995],{"_30":7972,"_16":3930,"_3931":7992},"00:27:43.810",{"_30":7980,"_16":3930,"_3931":7994},"00:27:49.450",{"_30":7988,"_16":3930,"_3931":7996},"00:27:55.010",{"_30":7998,"_16":265,"_266":7999,"_274":8008,"_276":277},"a2fe77d052fa",[8000,8004],{"_30":8001,"_16":270,"_271":8002,"_146":4311},"932627a79f59",[8003,382],"7b7ba1a",{"_30":8005,"_16":270,"_271":8006,"_146":8007},"0153c0b3483b",[8003]," What about the discovery of the importance of steak dinners and going golfing?",[8009],{"_30":8003,"_16":3930,"_3931":8010},"00:27:55.250",{"_30":8012,"_16":265,"_266":8013,"_274":8038,"_276":277},"4b7b95420cf9",[8014,8018,8022,8025,8030,8033],{"_30":8015,"_16":270,"_271":8016,"_146":4368},"bba5080fb6f9",[8017,382],"428a86d",{"_30":8019,"_16":270,"_271":8020,"_146":8021},"604da187689e",[8017]," I think I tweeted this. I don't know. It's so irrationally",{"_30":8023,"_16":270,"_271":8024,"_146":3922},"0c419e30bce3",[],{"_30":8026,"_16":270,"_271":8027,"_146":8029},"a4652fba0454",[8028],"53d7ed5","effective to have dinner with somebody. And as a distributed remote company and",{"_30":8031,"_16":270,"_271":8032,"_146":3922},"047b415cb6e4",[],{"_30":8034,"_16":270,"_271":8035,"_146":8037},"61278941a841",[8036],"eedf8bd","as an engineer who didn't want to leave my house, it was so annoying.",[8039,8041,8043],{"_30":8017,"_16":3930,"_3931":8040},"00:27:59.850",{"_30":8028,"_16":3930,"_3931":8042},"00:28:05.970",{"_30":8036,"_16":3930,"_3931":8044},"00:28:11.860",{"_30":8046,"_16":265,"_266":8047,"_274":8093,"_276":277},"ea8d1ac57354",[8048,8053,8056,8061,8064,8069,8072,8077,8080,8085,8088],{"_30":8049,"_16":270,"_271":8050,"_146":8052},"5545c5624bef",[8051],"06a450d","But I",{"_30":8054,"_16":270,"_271":8055,"_146":3922},"c75c38301639",[],{"_30":8057,"_16":270,"_271":8058,"_146":8060},"6b9643fb1b5b",[8059],"bfd9b8e","realized with enterprise sales in particular, and maybe this is all wrong and this is changing from",{"_30":8062,"_16":270,"_271":8063,"_146":3922},"f11e6afa2053",[],{"_30":8065,"_16":270,"_271":8066,"_146":8068},"911f48efded6",[8067],"9b0fe55","what Quinn said, but I realized how I used to make fun of these people that would fly on an",{"_30":8070,"_16":270,"_271":8071,"_146":3922},"285290d860b7",[],{"_30":8073,"_16":270,"_271":8074,"_146":8076},"edb38ce70026",[8075],"2816e1e","airplane, just have one meeting and go back home. And then, next thing you know",{"_30":8078,"_16":270,"_271":8079,"_146":3922},"a90d2bb13b97",[],{"_30":8081,"_16":270,"_271":8082,"_146":8084},"ea09bddf557e",[8083],"c9572e2","I'm on a flight to Germany for two hours and literally the same calendar day I'm on a flight back",{"_30":8086,"_16":270,"_271":8087,"_146":3922},"1ae7e8c6f26a",[],{"_30":8089,"_16":270,"_271":8090,"_146":8092},"5681d7fdc2e9",[8091],"9324edd","home.",[8094,8095,8097,8099,8101,8103],{"_30":8051,"_16":3930,"_3931":8044},{"_30":8059,"_16":3930,"_3931":8096},"00:28:18.580",{"_30":8067,"_16":3930,"_3931":8098},"00:28:24.340",{"_30":8075,"_16":3930,"_3931":8100},"00:28:29.140",{"_30":8083,"_16":3930,"_3931":8102},"00:28:34.650",{"_30":8091,"_16":3930,"_3931":8104},"00:28:40.690",{"_30":8106,"_16":265,"_266":8107,"_274":8129,"_276":277},"9dcccd20c5a9",[8108,8113,8116,8121,8124],{"_30":8109,"_16":270,"_271":8110,"_146":8112},"9c11ba923aeb",[8111],"cb79db6","And it's like, what's the waste? You spend that money in carbon footprint but then you get",{"_30":8114,"_16":270,"_271":8115,"_146":3922},"026cc38c348b",[],{"_30":8117,"_16":270,"_271":8118,"_146":8120},"02a2a98c07c6",[8119],"a9a35bd","a seven figure deal done. And it required the dinner to push that over with a founder or a",{"_30":8122,"_16":270,"_271":8123,"_146":3922},"ad69bbbb3d94",[],{"_30":8125,"_16":270,"_271":8126,"_146":8128},"147857ab3b02",[8127],"5d70c25","high-level person.",[8130,8131,8133],{"_30":8111,"_16":3930,"_3931":8104},{"_30":8119,"_16":3930,"_3931":8132},"00:28:46.250",{"_30":8127,"_16":3930,"_3931":8134},"00:28:52.050",{"_30":8136,"_16":265,"_266":8137,"_274":8167,"_276":697},"9689225caea2",[8138,8143,8146,8151,8154,8159,8162],{"_30":8139,"_16":270,"_271":8140,"_146":8142},"5adc277ab813",[8141],"638079f","And the enterprise sales process I feel like is still",{"_30":8144,"_16":270,"_271":8145,"_146":3922},"af3a42258882",[],{"_30":8147,"_16":270,"_271":8148,"_146":8150},"a2925d5c1c47",[8149],"2d80113","very human-oriented. I don't think you're going to click-and-sell these large, large, large",{"_30":8152,"_16":270,"_271":8153,"_146":3922},"b764977e487a",[],{"_30":8155,"_16":270,"_271":8156,"_146":8158},"be8629750b93",[8157],"154a2a3","deals anytime soon. And so you really need to build that relationship, build that trust, build that",{"_30":8160,"_16":270,"_271":8161,"_146":3922},"672791a01c3b",[],{"_30":8163,"_16":270,"_271":8164,"_146":8166},"04b6635a8407",[8165],"dafa554","partnership.",[8168,8169,8171,8173],{"_30":8141,"_16":3930,"_3931":8134},{"_30":8149,"_16":3930,"_3931":8170},"00:28:58.410",{"_30":8157,"_16":3930,"_3931":8172},"00:29:04.390",{"_30":8165,"_16":3930,"_3931":8174},"00:29:09.670",{"_30":8176,"_16":265,"_266":8177,"_274":8223,"_276":277},"57c57dcdb91f",[8178,8183,8186,8191,8194,8199,8202,8207,8210,8215,8218],{"_30":8179,"_16":270,"_271":8180,"_146":8182},"e669e0bc8362",[8181],"8941bc5","I think that's something we pushed a lot, was like we weren't trying to just be a",{"_30":8184,"_16":270,"_271":8185,"_146":3922},"b26b5a289164",[],{"_30":8187,"_16":270,"_271":8188,"_146":8190},"f858270acc31",[8189],"80af0ec","vendor, we were trying to be a partner. We wanted to be the company that any sort of cloud",{"_30":8192,"_16":270,"_271":8193,"_146":3922},"16e222a3ace4",[],{"_30":8195,"_16":270,"_271":8196,"_146":8198},"3a522c1981dd",[8197],"bcc0422","problem they had, they could ask us and we could be like \"yeah, we don't do that. But I would look at",{"_30":8200,"_16":270,"_271":8201,"_146":3922},"759da1f012cc",[],{"_30":8203,"_16":270,"_271":8204,"_146":8206},"3ad159f31573",[8205],"118337b","these people,\" and we wanted to be the second person they called after Amazon or Google or",{"_30":8208,"_16":270,"_271":8209,"_146":3922},"06126b4781f7",[],{"_30":8211,"_16":270,"_271":8212,"_146":8214},"71ddf33133fc",[8213],"d15c52c","whoever and build that level of trust because that leads to these large organizational wide",{"_30":8216,"_16":270,"_271":8217,"_146":3922},"8e9c58d5d0a8",[],{"_30":8219,"_16":270,"_271":8220,"_146":8222},"a0725ad34cf0",[8221],"fda040b","sales deals.",[8224,8225,8227,8229,8231,8233],{"_30":8181,"_16":3930,"_3931":8174},{"_30":8189,"_16":3930,"_3931":8226},"00:29:12.950",{"_30":8197,"_16":3930,"_3931":8228},"00:29:18.430",{"_30":8205,"_16":3930,"_3931":8230},"00:29:22.390",{"_30":8213,"_16":3930,"_3931":8232},"00:29:27.520",{"_30":8221,"_16":3930,"_3931":8234},"00:29:34.840",{"_30":8236,"_16":265,"_266":8237,"_274":8243,"_276":277},"58c3da85592b",[8238],{"_30":8239,"_16":270,"_271":8240,"_146":8242},"ef7cb19542aa",[8241],"d0e5a69","And a big part of that is just the irrational effectiveness of terrible steak dinners.",[8244],{"_30":8241,"_16":3930,"_3931":8234},{"_30":8246,"_16":265,"_266":8247,"_274":8251,"_276":277},"92f5f43dd9e0",[8248],{"_30":8249,"_16":270,"_271":8250,"_146":1041},"831dd44220d1",[],[],{"_30":8253,"_16":265,"_266":8254,"_274":8259,"_276":398},"3496785aa0e0",[8255],{"_30":8256,"_16":270,"_271":8257,"_146":8258},"3fbd7ab4dcf4",[],"Lessons for Founders",[],{"_30":8261,"_16":265,"_266":8262,"_274":8266,"_276":277},"817c4387906a",[8263],{"_30":8264,"_16":270,"_271":8265,"_146":1041},"32961d460d13",[],[],{"_30":8268,"_16":265,"_266":8269,"_274":8286,"_276":277},"b4953e38e5e7",[8270,8274,8278,8281],{"_30":8271,"_16":270,"_271":8272,"_146":4311},"d46f5b6bba97",[8273,382],"bbc7156",{"_30":8275,"_16":270,"_271":8276,"_146":8277},"23c4a50f2bc8",[8273]," And closing piece, looking back, what's one",{"_30":8279,"_16":270,"_271":8280,"_146":3922},"0919ed2737a7",[],{"_30":8282,"_16":270,"_271":8283,"_146":8285},"95884a9e1094",[8284],"87f385e","piece of advice you would give really early stage founders, maybe even before they found the product?",[8287,8289],{"_30":8273,"_16":3930,"_3931":8288},"00:29:41.480",{"_30":8284,"_16":3930,"_3931":8290},"00:29:48.360",{"_30":8292,"_16":265,"_266":8293,"_274":8326,"_276":277},"2542ff4aa423",[8294,8298,8302,8305,8310,8313,8318,8321],{"_30":8295,"_16":270,"_271":8296,"_146":4368},"ce67c1d91af4",[8297,382],"2847995",{"_30":8299,"_16":270,"_271":8300,"_146":8301},"22ae59f8cdaf",[8297]," Distilling it to one is not possible. I think the most important thing is the fearless",{"_30":8303,"_16":270,"_271":8304,"_146":3922},"bce8d645382c",[],{"_30":8306,"_16":270,"_271":8307,"_146":8309},"3c05440baa6c",[8308],"4fcc04a","thing I talked about. I think that's my number one regret about everything. Just stay fearless.",{"_30":8311,"_16":270,"_271":8312,"_146":3922},"aa5fec7b5f68",[],{"_30":8314,"_16":270,"_271":8315,"_146":8317},"04b720a084f9",[8316],"e4b2f9f","You're here because you're funded, presumably, already. And you have this idea, people believe",{"_30":8319,"_16":270,"_271":8320,"_146":3922},"87809a45f527",[],{"_30":8322,"_16":270,"_271":8323,"_146":8325},"d78382c082a9",[8324],"531cbe8","in you, you believe in yourself. Just stick to that.",[8327,8329,8331,8333],{"_30":8297,"_16":3930,"_3931":8328},"00:29:53.010",{"_30":8308,"_16":3930,"_3931":8330},"00:30:01.170",{"_30":8316,"_16":3930,"_3931":8332},"00:30:05.970",{"_30":8324,"_16":3930,"_3931":8334},"00:30:13.890",{"_30":8336,"_16":265,"_266":8337,"_274":8359,"_276":277},"155e722a11b9",[8338,8343,8346,8351,8354],{"_30":8339,"_16":270,"_271":8340,"_146":8342},"b0ecec5a436a",[8341],"aadf815","Adapt to the changing world and",{"_30":8344,"_16":270,"_271":8345,"_146":3922},"df2cc83bcd7f",[],{"_30":8347,"_16":270,"_271":8348,"_146":8350},"aaff2306b3d4",[8349],"cc9ff24","everything changing very quickly, but be fearless in that adaptation and just dive for it. I",{"_30":8352,"_16":270,"_271":8353,"_146":3922},"11e8a10adf40",[],{"_30":8355,"_16":270,"_271":8356,"_146":8358},"297e13098104",[8357],"d96cea8","think that's really important because that's what separates startups from non-startups.",[8360,8361,8363],{"_30":8341,"_16":3930,"_3931":8334},{"_30":8349,"_16":3930,"_3931":8362},"00:30:19.570",{"_30":8357,"_16":3930,"_3931":8364},"00:30:26.480",{"_30":8366,"_16":265,"_266":8367,"_274":8389,"_276":277},"0b48f061a823",[8368,8373,8376,8381,8384],{"_30":8369,"_16":270,"_271":8370,"_146":8372},"2280d5a55dd8",[8371],"4df501c","HashiCorp and other later-stage companies start falling into that bucket where they start turning",{"_30":8374,"_16":270,"_271":8375,"_146":3922},"6592bf5f399f",[],{"_30":8377,"_16":270,"_271":8378,"_146":8380},"e1f224e2a68b",[8379],"21ec964","into big companies. And I used to think that big companies couldn't move fast because they were",{"_30":8382,"_16":270,"_271":8383,"_146":3922},"f16004de9ff8",[],{"_30":8385,"_16":270,"_271":8386,"_146":8388},"93f7007ddd5d",[8387],"2441ca3","incompetent. And I learned that that's not true.",[8390,8392,8394],{"_30":8371,"_16":3930,"_3931":8391},"00:30:31.880",{"_30":8379,"_16":3930,"_3931":8393},"00:30:36.440",{"_30":8387,"_16":3930,"_3931":8395},"00:30:40.560",{"_30":8397,"_16":265,"_266":8398,"_274":8428,"_276":277},"cca39d91a515",[8399,8404,8407,8412,8415,8420,8423],{"_30":8400,"_16":270,"_271":8401,"_146":8403},"ac39cdeda0b9",[8402],"26af832","There's a ton of competent people. Every company",{"_30":8405,"_16":270,"_271":8406,"_146":3922},"6424f3432fcc",[],{"_30":8408,"_16":270,"_271":8409,"_146":8411},"205adac795b7",[8410],"7094a46","I ever went to was filled with them, really. The problem is that the system bogs you",{"_30":8413,"_16":270,"_271":8414,"_146":3922},"14cbac30077a",[],{"_30":8416,"_16":270,"_271":8417,"_146":8419},"18363c25229a",[8418],"7e7ca97","down. The fear, the risk, that all bogs you down. 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From Engineer to Enterprise Leader

Speakers