100: Becoming a Unicorn: A Journey of Rapid Growth & Scale

WEBVTT 1 00:00:02.560 --> 00:00:08.470 You're listening to BB revenue acceleration, a podcast dedicated helping software executive stay on 2 00:00:08.509 --> 00:00:12.269 the cutting edge of sales and marketing in their industry. Let's give under the 3 00:00:12.349 --> 00:00:17.350 show. Hi, welcome to be to be a revenue acceleration. My name 4 00:00:17.390 --> 00:00:22.339 is only Muti, and today we are celebrating a very important milestone for our 5 00:00:22.420 --> 00:00:27.739 podcast. We have reached hundred episodes. The journey started two and a half 6 00:00:27.780 --> 00:00:31.980 years ago and and although the under epizos, we will come some amazing guests 7 00:00:32.219 --> 00:00:38.289 within the BTB Tech Space Take Industry that share some great insights with you, 8 00:00:38.969 --> 00:00:43.009 audience, are listeners, so we would like to thank you as well for 9 00:00:43.490 --> 00:00:48.210 listening to our show. Some of you have been very vocal, reaching out, 10 00:00:48.850 --> 00:00:51.479 as king for more, and we really appreciate that. This is what 11 00:00:51.640 --> 00:00:54.759 we want. We want some feedback on what we are doing and, to 12 00:00:54.840 --> 00:00:57.840 be honest with you, we reached the younger episode simply because we saw an 13 00:00:57.840 --> 00:01:02.200 appetites. We so people encouraging US and sometimes it's difficult to keep going. 14 00:01:02.439 --> 00:01:04.430 So again, a massive thank you to audience, because without you, the 15 00:01:04.750 --> 00:01:10.829 show would not exist. For the hundred's episode, we are broadcasting the audio 16 00:01:11.109 --> 00:01:15.269 of a recent virtual event that operatics promote it, and that event was titled 17 00:01:15.549 --> 00:01:21.299 Becoming a Unicorn, a journey of rapid growth and scale. We will end 18 00:01:21.340 --> 00:01:27.140 up some great pinalists and that share some very untastic insight, and I hope 19 00:01:27.379 --> 00:01:37.010 that you guys enjoy the episode today. Let's get into the show. Okay, 20 00:01:37.090 --> 00:01:41.049 II everyone, welcome to our events today. Becoming a unice on a 21 00:01:41.170 --> 00:01:46.010 journey of rapid growth and scale. I'm all in with you, the CEO 22 00:01:46.209 --> 00:01:49.439 and Co founder of operatics. Operatics is the company that aims be to these 23 00:01:49.480 --> 00:01:57.680 software companies to accelerate pipeline and revenue across EMA and North America. Today I 24 00:01:57.879 --> 00:02:01.469 have the pleasure to welcome a fantastic, well fundasy bunch of penalties, actually 25 00:02:01.510 --> 00:02:06.150 quite a fun bunch as well. We will be sharing how they have and 26 00:02:06.430 --> 00:02:09.389 the company to become a uniquem unique one, if you don't know what that 27 00:02:09.669 --> 00:02:15.110 is, is a company that is reaching a valuation of one billion dollars. 28 00:02:15.469 --> 00:02:20.219 So that's quite interesting and quite an achievement. But before we dive into the 29 00:02:20.300 --> 00:02:24.020 conversation, what I wanted to encourage all the people who will be listening on 30 00:02:24.099 --> 00:02:29.979 to the cold today is to share questions, share their sorts in the chat, 31 00:02:30.610 --> 00:02:32.169 just so we can, towards the end of the conversation, go back 32 00:02:32.210 --> 00:02:36.250 to those questions and share this question with the penalty so they can give you 33 00:02:36.330 --> 00:02:40.090 the answer. So let's start with some introduction ladies. First, did you 34 00:02:40.129 --> 00:02:46.039 want to go and briefly introduce yourself wing VC, the company you represent? 35 00:02:46.599 --> 00:02:49.439 Yeah, I thank you. It's an honorady be here and thanks so much. 36 00:02:49.479 --> 00:02:52.719 It's great to be here in such a steam company. My name is 37 00:02:52.879 --> 00:02:55.680 did dating and I'm a partner wearing venture capital. My role is to bring 38 00:02:55.719 --> 00:03:02.469 innovation to our CEXO community, which is about sixty thousand enterprise executives, and 39 00:03:04.550 --> 00:03:07.629 also to give our portfolio company access to our customers. So I spent the 40 00:03:07.669 --> 00:03:13.939 last twenty years as a global operator and hyper gross startups, three of which 41 00:03:14.020 --> 00:03:19.740 we're actually UNICORNS and based in California, and I'm also my household department. 42 00:03:22.099 --> 00:03:23.979 Thanks for that. Did these things for that, Dmitry. Would you like 43 00:03:24.060 --> 00:03:29.530 to go next? Yeah, sure, happy to everybody. Dmitris road, 44 00:03:29.530 --> 00:03:35.689 US CEO profounder company called the ID. We're headquartered in New York, calling 45 00:03:35.770 --> 00:03:39.370 you from and then we have development in Tel Aviv and roughly about five years 46 00:03:39.370 --> 00:03:45.919 old. Three of people run around the world, Europe and the US, 47 00:03:46.199 --> 00:03:49.800 Israel, Asia, America, etc. Glad to be here. Thank you 48 00:03:49.919 --> 00:03:53.599 for having me. Thank you, Dmitry, to us. Hi everybody. 49 00:03:53.680 --> 00:03:59.710 My Name Is Thomas Bean and the see chip marketing officer at Dreuva Data Protection 50 00:03:59.789 --> 00:04:03.189 Company. We're about eight hundred employees prison globally. And before that I spent 51 00:04:03.469 --> 00:04:08.349 fifteen years in a company called TIPCO doing integration and now takes and I had 52 00:04:08.389 --> 00:04:13.659 different lives, starting from pre cells tales and then marketing to own roles focused 53 00:04:13.699 --> 00:04:17.939 on the on the customer interaction. Good and less, but at least Teobo. 54 00:04:19.139 --> 00:04:25.089 Hello only everybody. My name is t boo. Cells in the UNIA 55 00:04:25.170 --> 00:04:29.889 from the off Snowflick, so high, all in March seven, seventeen, 56 00:04:29.970 --> 00:04:33.689 so four years up to build a forms catch the business in your Middle East 57 00:04:33.689 --> 00:04:40.120 Africa. I work in the software industry for more than twenty years. So 58 00:04:40.240 --> 00:04:44.319 fast, not flick. I've been the first employee outside the US and I 59 00:04:44.480 --> 00:04:48.439 started see training a very small fist and I will probably share more in a 60 00:04:48.439 --> 00:04:53.230 very smaller fish in Beddington and skills business, now in in Fote in different 61 00:04:53.709 --> 00:04:59.230 different countries. Yeah, I must have done well, something was good in 62 00:04:59.389 --> 00:05:03.110 the in the method. Thanks to all. So coming back to a topic 63 00:05:03.189 --> 00:05:08.139 and getting a started, guys, further to the introduction, we know that 64 00:05:08.339 --> 00:05:13.420 currently there are about five hundred tech companies that have reached the one billion dollar 65 00:05:13.579 --> 00:05:18.699 valuation around the world, and that's including a huge number of startup being funded 66 00:05:18.740 --> 00:05:23.889 across the globe, but only one percent of them actually make it to the 67 00:05:23.930 --> 00:05:26.569 unique on club. So, first of all, well done for all of 68 00:05:26.649 --> 00:05:30.370 your guys for your participation. Making that one person me in your case, 69 00:05:30.449 --> 00:05:34.009 did he probably helping a few organization to get there. But what I would 70 00:05:34.050 --> 00:05:38.439 like to understand is, was it your plan, guys, when you started? 71 00:05:38.639 --> 00:05:42.319 So and maybe Dmitrie you you would be a good person to answer that 72 00:05:42.399 --> 00:05:46.639 question, but was it something that you actually plan was was the aided to 73 00:05:46.720 --> 00:05:49.990 become a uniquorn when you started the business? What we're what do you start 74 00:05:50.029 --> 00:05:55.990 the Johnny? Yeah, so the the interaction was to grow up business. 75 00:05:56.310 --> 00:05:59.110 I saw my prior company, so I think the just time around. I 76 00:05:59.189 --> 00:06:02.470 think the hope was to be able to build a business that could sustain and 77 00:06:02.829 --> 00:06:09.220 remain independent. Now along that trajectory, you know, obviously here in public 78 00:06:09.300 --> 00:06:12.939 you're probably going to be an accessible billion dollars in valuation. So yeah, 79 00:06:13.060 --> 00:06:16.860 so it wasn't necessarily about being a Unicorn as much as it was about building 80 00:06:17.689 --> 00:06:20.810 an independent company and then growing it out. So that was that was the 81 00:06:20.889 --> 00:06:26.370 goal. Good, well, it's been in for years. He's quick, 82 00:06:26.569 --> 00:06:30.250 ease, quid achievements. So what's next? When you get down basic? 83 00:06:30.290 --> 00:06:33.879 GIG guests would be my question. When you reach jent good, what's what's 84 00:06:33.920 --> 00:06:39.519 Nift? Well, though, there's there's decka core, there's there's candy corn. 85 00:06:40.519 --> 00:06:42.120 No, so I think look, at the end of the day, 86 00:06:43.560 --> 00:06:46.750 you try and build a business. Now Being Unicorn is, I don't think, 87 00:06:47.310 --> 00:06:49.790 as unique as it used to be. So you mentioned one percent of 88 00:06:50.230 --> 00:06:54.670 companies, kind of a reach out of houstone. It seems almost daily, 89 00:06:55.110 --> 00:06:57.550 you know, you see an announcement from tiger, global, Minte, somebody 90 00:06:57.589 --> 00:07:00.500 else's as a as the Unicorn. I think they're doing that Unicorn deal of 91 00:07:00.500 --> 00:07:04.259 day. So look, I don't think that is the endpoint. Clearly, 92 00:07:04.339 --> 00:07:10.180 you want to build a business and a business is not predicated on having a 93 00:07:10.579 --> 00:07:14.779 horse with a horn. It's founded on having revenue and happy customers. That 94 00:07:14.860 --> 00:07:17.810 are preference of all, and about building demand generation was, as you guys 95 00:07:17.850 --> 00:07:20.970 do, it our products. So there's a lot of things that you worry 96 00:07:21.009 --> 00:07:25.810 about. As as a CO founder of a company, I think it's nice 97 00:07:25.970 --> 00:07:30.199 to certainly get a recognized as a Unicorn. It it gets you on panels 98 00:07:30.319 --> 00:07:33.279 like what we are today. But, almoly, I think the focus is 99 00:07:33.399 --> 00:07:38.959 always about how do we build, build a growing business? Rights that means 100 00:07:39.040 --> 00:07:45.110 I tightline services in our supporting customers, those kind of things. Yet that 101 00:07:45.269 --> 00:07:47.029 makes perfects and sting. Dmitrit so, did you? Moving to you, 102 00:07:47.189 --> 00:07:53.509 wing invested in several vendos at very early stage. In fact, twenty two 103 00:07:54.230 --> 00:07:59.300 off your company bought for you. I've achieved a billion dollar plus outcomes in 104 00:07:59.339 --> 00:08:03.459 from of valuation. From your perspective, what are the traits that VC are 105 00:08:03.579 --> 00:08:07.579 looking for, or should be looking for, when they are deciding to invest 106 00:08:07.620 --> 00:08:11.540 their found are there any specific buttonless you try to identify or to go aft? 107 00:08:13.290 --> 00:08:16.569 Yeah, and and maybe I'll share a little bit about wing so you 108 00:08:16.610 --> 00:08:20.370 understand who we are and our investment strategy. We're an early stage investment firms. 109 00:08:20.449 --> 00:08:24.810 So we were founded by Peter Wagner from Excel and grow of guard from 110 00:08:24.850 --> 00:08:30.639 Sequoia. Would we invest in is typically see it and series a companies before 111 00:08:30.680 --> 00:08:33.480 it's obvious, and the great example of that is snowflake. We invested in 112 00:08:33.919 --> 00:08:37.679 two thousand and twelve and snowflake in their sea ground and that was very much 113 00:08:37.679 --> 00:08:41.549 before I was obvious that they would sort of take over. You know a 114 00:08:41.590 --> 00:08:45.190 lot of this cloud transformation. Yeah, effort, that's happened. So our 115 00:08:45.230 --> 00:08:50.389 investment strategy. We believe that the modern enterprises data driven and we made concentrated 116 00:08:50.470 --> 00:08:54.990 bets in certain focal areas, which has helped generate that twenty two billion and 117 00:08:54.149 --> 00:08:58.779 outcomes for our portfolio. What do we look for? We look for category 118 00:08:58.899 --> 00:09:05.419 creators. We look for founders that have a customer first mindset and the Passion 119 00:09:05.620 --> 00:09:07.940 for excellence. It was great to hear Dmitri say that. And you know, 120 00:09:07.299 --> 00:09:11.970 customer first. And we look for the size of the market, we 121 00:09:11.090 --> 00:09:16.370 look for any friction getting to that market and differentiation of the actual solution. 122 00:09:16.570 --> 00:09:24.289 So ideally for companies that have founding teams with experience and drive. And the 123 00:09:24.360 --> 00:09:26.600 way that we support those companies is we give them three things. We give 124 00:09:26.639 --> 00:09:31.799 them funding, we give them talent and we give them access to customers, 125 00:09:31.879 --> 00:09:37.720 which is what I do. So I help shape that relationship between those first 126 00:09:37.799 --> 00:09:41.830 customers, sometimes for product market fit, and then a lot of times it's 127 00:09:41.870 --> 00:09:46.590 the earliest customers that they get and try to build a solid foundation in their 128 00:09:46.029 --> 00:09:52.149 demand generation and, you know, complement that with their engineering. So the 129 00:09:52.230 --> 00:09:56.019 foundation basically getting gives. Yeah, well, you guys do to write is 130 00:09:56.139 --> 00:10:03.659 absolutely in fact. You know, we we've all said we've warped so many 131 00:10:03.740 --> 00:10:07.169 of the company hat of gotten, you know, done some fantastic stuff, 132 00:10:07.210 --> 00:10:11.009 of died. I was speaking to some of my vendos recently and I picked 133 00:10:11.009 --> 00:10:15.809 up a one particular. These cushion at the head with one of them and 134 00:10:16.289 --> 00:10:18.210 what he was telling me is it. Look, we are cloud security and 135 00:10:18.289 --> 00:10:22.159 you know, category the valuation is Sel ty time the revenue. So really 136 00:10:22.240 --> 00:10:26.799 what I want from operatics is, how can you get us to silties remedion? 137 00:10:26.879 --> 00:10:30.879 How can we Wuk together, because he's not just us, of course, 138 00:10:31.279 --> 00:10:35.309 but to get to set free million donals of and you are ripperring revenue 139 00:10:35.350 --> 00:10:39.669 or salty formul and so these three point five. So what's well, doing 140 00:10:39.750 --> 00:10:41.669 the maths, but that's basically what they were looking at. Is that the 141 00:10:41.750 --> 00:10:48.429 sort of valuation that companies are looking at the selty times revenue to the way 142 00:10:48.470 --> 00:10:50.299 we should be looking at it. Did he on anyone ere's by do it? 143 00:10:52.379 --> 00:10:54.940 Yeah, Dmitri might want to help answer that question as well. there. 144 00:10:56.379 --> 00:11:01.659 So the numbers us going down as those are right said the security space. 145 00:11:01.940 --> 00:11:05.289 You know, I don't call out the companies, but I believe both 146 00:11:05.570 --> 00:11:09.610 two that are well under ten and you know, I believe under five. 147 00:11:11.090 --> 00:11:13.929 So look, I think I think increasingly the you know, I think there's 148 00:11:13.929 --> 00:11:16.809 a different kind of calculation that people are doing. I think historically, certainly, 149 00:11:18.250 --> 00:11:20.000 it was a multiple of revenue and you know, maybe at some point 150 00:11:20.039 --> 00:11:26.159 in history was multiple of earnings or profit. I think today it's largely driven 151 00:11:26.279 --> 00:11:31.320 by size of addressable market and I think people are using a different kind of 152 00:11:31.360 --> 00:11:35.669 bench mark. It's lot easier to go public now through spacks, directly seeing 153 00:11:35.870 --> 00:11:37.870 the capital rays, and so I think greasingly people are saying, well, 154 00:11:37.990 --> 00:11:41.950 you could be, you know, number one, two or three in a 155 00:11:41.029 --> 00:11:45.230 market. There's a vehicle for you to probably go public. And now it 156 00:11:45.389 --> 00:11:50.860 seems that the current valuations are really measured on kind of fraction like. So 157 00:11:50.980 --> 00:11:54.220 I think it's kind of inverted where people are looking at the end point and 158 00:11:54.340 --> 00:11:56.259 say, okay, well, I can kind of get in. It went 159 00:11:56.379 --> 00:12:01.179 at that price and that's a that's a fair calculation. I think it's you 160 00:12:01.299 --> 00:12:03.210 know, again, maybe it all reverts, but I do think even from 161 00:12:03.210 --> 00:12:09.850 the time we started big ide where was more multiple on revenue, you've certainly 162 00:12:09.889 --> 00:12:13.090 seen expansion and those multiples, but I think over the last year and maybe 163 00:12:13.169 --> 00:12:18.320 just during the period of Covid, it seems to detach completely from from revenue 164 00:12:18.360 --> 00:12:22.279 whatsoever and seems to flip more on you know, what is this company to 165 00:12:22.399 --> 00:12:26.039 be worth when it those public? Okay, I mean I think the consensus 166 00:12:26.039 --> 00:12:28.720 is that the valuations are insane. Yeah, that's probably what I was going 167 00:12:28.879 --> 00:12:31.909 with. It is it's and and as you're saying to me true, probably 168 00:12:31.909 --> 00:12:35.269 at that conversation literally scree months ago, is the clients and they seems that 169 00:12:35.870 --> 00:12:39.429 since that things have changed already. So you could do a little bit less 170 00:12:39.429 --> 00:12:43.389 and still still get there. So that that's so. Does that mean that 171 00:12:43.470 --> 00:12:46.100 we just put like a stemp on it and you could have a fantastic technology 172 00:12:46.139 --> 00:12:50.019 and we think you've got a great future? So there you go. You 173 00:12:50.179 --> 00:12:52.539 Thought of the unique on club ball. What do you need to to a 174 00:12:52.659 --> 00:12:56.259 fight to have to be financially sound. I mean was the was the minimum, 175 00:12:56.299 --> 00:12:58.889 because the technology is great, if future is great. But I'll do 176 00:12:58.970 --> 00:13:03.250 you. How do we detell? Mean, who is putting this valuation? 177 00:13:03.490 --> 00:13:07.769 Is it the market? is in the VC's is the large organization that wants 178 00:13:07.809 --> 00:13:11.370 to make acquisition? Look at think one thing that you're seeing and maybe I'll 179 00:13:11.370 --> 00:13:13.919 kind of just volunteer at least a partial answer. I know I kind of 180 00:13:13.960 --> 00:13:20.559 talked about my perspective that we've seemed to untethered from from kind of multiples on 181 00:13:20.639 --> 00:13:24.080 revenue, and I think today the investors should clearly are the ones that are 182 00:13:24.159 --> 00:13:28.629 meeting the uniforms right. And you've seen a lot more companies enter what I 183 00:13:28.669 --> 00:13:33.350 think sometimes our characterized as cross ober funds that maybe we're public hetch funds are 184 00:13:33.429 --> 00:13:39.149 invested the companies. There's a number of them. You've seen PE funds get 185 00:13:39.190 --> 00:13:45.100 involved. You certainly seen large asset managers get involved and with more money chasing 186 00:13:45.179 --> 00:13:48.299 deals. And again they're coming in because it's they're getting a discount to the 187 00:13:48.379 --> 00:13:52.580 public price. Right. That's part of the reason you're seeing this kind of 188 00:13:52.620 --> 00:13:56.889 change and calculation, because you're getting public investors that are coming in and buying 189 00:13:58.169 --> 00:14:01.250 buy its private companies. That to them seem like a bargain. Maybe to 190 00:14:01.370 --> 00:14:07.610 some of the earlier investors seem exaggerated, inflated, but I think that's part 191 00:14:07.610 --> 00:14:09.759 of the part of the change and you've seen. But Yeah, look, 192 00:14:09.879 --> 00:14:13.399 the investors decide. If your work something right, you get a Turgy. 193 00:14:13.720 --> 00:14:18.639 There's a number there and that's your you know, that's kind of how much 194 00:14:18.679 --> 00:14:22.159 they're investing at a pretty money. That's your valuation. And so I think 195 00:14:22.240 --> 00:14:26.629 that they're deciding it, and you think that in part you're seeing so many 196 00:14:26.710 --> 00:14:31.350 new people come into the technology arena and and they're competing one another and again, 197 00:14:31.470 --> 00:14:35.590 for them this all looks cheap because it's a lot cheaper than when a 198 00:14:35.629 --> 00:14:37.309 company goes public. And so, you know, I think that's part of 199 00:14:37.350 --> 00:14:43.379 the inflation you've seen. I think that makes sense to as just as you 200 00:14:43.419 --> 00:14:46.019 said, today seems to be a seems to be going good. Either be 201 00:14:46.179 --> 00:14:48.379 crazy. She's which is good, I guess. Folk, if you're to 202 00:14:48.379 --> 00:14:54.210 see you aff take great of your outer yeah, exactly. Keep moving on 203 00:14:54.330 --> 00:14:56.129 to you now. You joined the like, as you mentioned, in two 204 00:14:56.169 --> 00:15:00.529 thousand and seventeen and knew where the first man on the ground in the ANA 205 00:15:00.850 --> 00:15:03.850 to build up the European organization. You know. Could you please share with 206 00:15:05.049 --> 00:15:07.480 us a bit more about the journey and scaling up a business, as well 207 00:15:07.519 --> 00:15:13.200 as expanding into new region, but also we success because clearly, guys, 208 00:15:13.240 --> 00:15:16.679 with the APO you've done last year, it's been a success, successful venture. 209 00:15:16.399 --> 00:15:20.039 It is. Yeah, it is. It is forward reasons. I 210 00:15:20.159 --> 00:15:24.070 think on top of what dimitally was saying, I think what we can add 211 00:15:24.110 --> 00:15:28.269 on talk on valuation is as a total addizable market and what what companies can, 212 00:15:28.429 --> 00:15:31.149 what piece of this total aissible market can take. So so, yes, 213 00:15:31.230 --> 00:15:35.340 so farns effect is a is a very, very larger success. So 214 00:15:35.460 --> 00:15:39.620 I started all activities in the UK. So when I enjoined the company was 215 00:15:39.620 --> 00:15:46.299 valuated like two hundred million. So it was. It was obviously way smaller 216 00:15:46.419 --> 00:15:50.769 than today and I started all the all the activities in the UK. It 217 00:15:50.970 --> 00:15:54.009 was the first choice to start. So first I was there. So I 218 00:15:54.129 --> 00:16:00.409 have a a beautiful Oxford excellent, but and French and it's terrible. But 219 00:16:00.490 --> 00:16:06.080 it's did very difficult to change your accellent. But it was the first choice 220 00:16:06.159 --> 00:16:10.120 to to start in the UK for clad maturity. The market was excellent and 221 00:16:10.360 --> 00:16:15.279 also, and maybe delete can can add on this, but for American companies 222 00:16:15.279 --> 00:16:19.029 it's still a very good place to start a business in the UK compared to 223 00:16:19.629 --> 00:16:25.230 other are other origins. So at the beginning we focused really on learning the 224 00:16:25.350 --> 00:16:30.509 market, the technology, the partner ecosystem, because when I started there was 225 00:16:30.629 --> 00:16:36.019 nothing. So when we started people were thinking we were selling ice cream because 226 00:16:36.620 --> 00:16:41.259 you have some nice snowflake ice cream shop in London. So the true story, 227 00:16:41.419 --> 00:16:45.419 and at the beginning I was I was starting to sing the good bed 228 00:16:45.500 --> 00:16:48.610 that Snowfla did is to hire somebody that can scale the business. I'm not 229 00:16:48.730 --> 00:16:53.450 necessary having one sales guy just to test, because we were accountings by the 230 00:16:53.529 --> 00:16:59.330 technology. So at the beginning my eye was mad lak on I ring and 231 00:16:59.450 --> 00:17:03.799 I took what I call a risk. Take cures employees and I was also 232 00:17:03.879 --> 00:17:07.440 looking at his take care of customers, because when you start so it's good, 233 00:17:07.519 --> 00:17:11.880 it's it's a very it was a very good technology, but you need 234 00:17:11.920 --> 00:17:18.029 to prove yourself and when you start a business in in Europe, one key 235 00:17:18.150 --> 00:17:22.269 factor for me was very important was the trust of the exacts in the US, 236 00:17:22.509 --> 00:17:26.869 because the trees in New York, but it's quarter of snow flakes in 237 00:17:26.910 --> 00:17:30.299 some Matteo in San Francisco. So when they wake up it's three PM for 238 00:17:30.420 --> 00:17:33.380 me. So I need to be all the team to be autonomous, quickly, 239 00:17:33.500 --> 00:17:37.380 so very quickly. When I started, I said to them we need 240 00:17:37.420 --> 00:17:42.220 to act like it's our own company and and acting like this help us to 241 00:17:42.380 --> 00:17:47.450 really having a sort of photonomy at the beginning and also the decisions. And 242 00:17:47.569 --> 00:17:51.049 I was followed by the by the exact on this, which was very good. 243 00:17:51.329 --> 00:17:55.009 So we started to do a lot of firing, as I was saying, 244 00:17:55.410 --> 00:18:00.720 a lot of pipeline generations. So to talk about do some some awareness 245 00:18:00.279 --> 00:18:04.240 and very quickly what the shop, the team is. We need to be 246 00:18:04.400 --> 00:18:08.319 we are Europeans, we are not we are working for American company, but 247 00:18:08.640 --> 00:18:14.630 in Europe people don't buy into American stories. So at the beginning some can, 248 00:18:15.549 --> 00:18:18.750 but you need local references. So I work here key. We were 249 00:18:18.990 --> 00:18:23.950 really a customer maniac to make sure that we'll have a lot of customers to 250 00:18:25.470 --> 00:18:32.579 to start and also really really to have the right references. And as soon 251 00:18:32.619 --> 00:18:34.660 as we have this, we had some some good successes in the UK. 252 00:18:36.140 --> 00:18:40.460 I was looking outside to see where we will go and we need a dive 253 00:18:40.539 --> 00:18:44.930 analysis on the market. So it's it's linked to through snow flake. But 254 00:18:45.049 --> 00:18:48.970 we went first to the nordics. So nordix is a very interesting region. 255 00:18:48.130 --> 00:18:53.369 So it's multiple countries, but they have similarities and they are very texts textile 256 00:18:53.609 --> 00:18:57.279 and they are able to take rest and also buy nature. We are cloud 257 00:18:57.359 --> 00:19:02.839 solutions. They won't have an infrastructure and and we went there. We were 258 00:19:02.880 --> 00:19:07.000 quite successful in Addis and after that we after at the end of your one, 259 00:19:07.160 --> 00:19:14.269 I Open Germany and friends, and now we are fifteen countries with a 260 00:19:14.309 --> 00:19:18.230 partner ecosystems that help us to operate in in twenty one countries. So I 261 00:19:18.269 --> 00:19:22.630 can give way more details, but it was a little bit the journey, 262 00:19:22.710 --> 00:19:27.660 the journey where it was very important to have this histare mindset at the beginning, 263 00:19:27.700 --> 00:19:32.779 because when you are probatly unknown on the market, you need to ask 264 00:19:32.859 --> 00:19:36.259 some people that can trust you. Okay, that makes senseiple thanks for that. 265 00:19:36.660 --> 00:19:38.210 Well, I think what a question coming up in the in the Q 266 00:19:38.450 --> 00:19:41.650 and at maybe we can address now, because I think there is a little 267 00:19:41.650 --> 00:19:47.809 bit of an interesting stories. We've got a Frenchman in London. That's too 268 00:19:47.849 --> 00:19:52.880 on the call today, guys. But you know, the question is that 269 00:19:52.359 --> 00:19:59.079 there is a seems to be a UK attraction for us thought up or even 270 00:19:59.160 --> 00:20:03.319 straightly start up in fact, to start their business from the UK. Does 271 00:20:03.799 --> 00:20:07.190 any one of you, in particularity, but we have any comment about that 272 00:20:07.589 --> 00:20:11.750 experience? Reason why is just the language. You know, I feel it's 273 00:20:11.789 --> 00:20:17.990 not only the language. So so I'm trenched and my entry, but honestly 274 00:20:18.109 --> 00:20:21.700 I won't leave the UK and the bricks. It was not. Was Not 275 00:20:21.859 --> 00:20:26.539 something also top of my mind when you need to rise and I think it's 276 00:20:26.539 --> 00:20:32.380 a question of it's a difficult sublitional aspect. But right now what you are 277 00:20:32.460 --> 00:20:37.730 seeing is in the UK it's easy, probably more easy, to do business. 278 00:20:37.250 --> 00:20:42.930 Sometimes also the should look at the dishal agility of the market is extreme 279 00:20:44.049 --> 00:20:49.200 or goes extending first and we see the UK as a little US sometimes in 280 00:20:49.359 --> 00:20:56.720 term of decisions. In the US people are very plegmatic and and sometimes if 281 00:20:56.799 --> 00:21:02.519 you go in south Europe or in certain countries, the question with the question 282 00:21:02.640 --> 00:21:07.430 more what you what you are doing, and so you need to prove yourself 283 00:21:07.950 --> 00:21:11.190 in the UK. But there are fast and taking decisions. I think it's 284 00:21:11.190 --> 00:21:15.430 still something very affective. I know that some people are are thinking about I'm 285 00:21:15.509 --> 00:21:21.180 start sometimes and talk about funsor or Paris, the but the start topical system 286 00:21:21.259 --> 00:21:25.059 in forces is great, but it's still, and I hadd some discussions whose 287 00:21:25.740 --> 00:21:30.339 still and it's a shame too much, too much located to friends. I 288 00:21:30.420 --> 00:21:36.849 think the UK as this international exposure that help to still business for American companies, 289 00:21:36.849 --> 00:21:40.009 at least because I spend my life and doing that, working for American 290 00:21:40.049 --> 00:21:45.690 companies in Europe. Yeah, now agree from our experience what we see, 291 00:21:45.730 --> 00:21:51.880 and in fact we have had the conversation with a couple of companies were lighting 292 00:21:51.960 --> 00:21:56.599 up by Pios, I would say next six to twelve months were clients of 293 00:21:56.000 --> 00:22:02.549 of operaticts and we actually started them in Europe outside of the UK, simply 294 00:22:02.589 --> 00:22:07.029 because in the UK they would have some very, very strong competition, lots 295 00:22:07.069 --> 00:22:10.269 of vendor that already there. And you go to France, you go to 296 00:22:10.390 --> 00:22:14.349 Germany, you go to Italy. I think there is also a lot of 297 00:22:15.940 --> 00:22:18.059 cliche about this country. You know, you can't sell in France if you 298 00:22:18.140 --> 00:22:22.019 don't go for lunch with people. You can sell in Germany from you know, 299 00:22:22.819 --> 00:22:32.450 I don't believe that. I do go and don't give why? Yeah, 300 00:22:32.490 --> 00:22:37.089 yeah, that's that's that's not that's typical as just for and you got 301 00:22:37.130 --> 00:22:38.650 to do that. But you know, there is just cretion. I think 302 00:22:40.170 --> 00:22:45.759 actually going into markets where people are as much educated as probably in the UK 303 00:22:45.839 --> 00:22:51.759 about the issue but have less option, is should be a better but in 304 00:22:51.759 --> 00:22:53.519 terms of selling in them, of in term of growing. But Yeah, 305 00:22:53.960 --> 00:22:57.910 you g seems to be the place where everybody comes and the competition is relatively 306 00:22:59.069 --> 00:23:03.589 fierce. I think on this honesting also. But what I felt, because 307 00:23:03.069 --> 00:23:08.269 I eat any opens the fifteen different countries. So so I saw different level 308 00:23:08.349 --> 00:23:14.500 of maturity. If you get friends, it's it's a fatastic country to be 309 00:23:14.700 --> 00:23:19.579 with very large companies, but the time that it's going in a metro market 310 00:23:19.980 --> 00:23:23.980 you need to have big names and in the UK, see, I'm coming 311 00:23:25.019 --> 00:23:27.769 back to this story care I had this feeling. We had not this feeling, 312 00:23:27.849 --> 00:23:30.970 but we were able to find a restate your company, even large one, 313 00:23:32.450 --> 00:23:34.930 at the beginning. In all the countries sometimes it takes more time. 314 00:23:36.809 --> 00:23:41.759 You need to have a lot of local references before before being at in your 315 00:23:41.759 --> 00:23:45.880 right place in the mind. I agree. And there's also the elements establishing 316 00:23:45.920 --> 00:23:49.240 an entity outside if your core market, you know, which can be really 317 00:23:49.319 --> 00:23:55.000 expensive given the amount of investment that it takes pretty rely in France and you 318 00:23:55.079 --> 00:23:59.829 know some of these other countries where you know hiring is no small feet, 319 00:23:59.990 --> 00:24:03.069 especially for those for few to Goo. I give you a lot of credit 320 00:24:03.150 --> 00:24:07.549 for getting people on board because it does require a lot of commitment and investment 321 00:24:07.309 --> 00:24:12.460 forward and you have to have the legal resources and outside of the the UK 322 00:24:14.500 --> 00:24:18.140 and Ireland market. But I think the other thing is just having the resources 323 00:24:18.299 --> 00:24:22.380 for early stage companies to get technical support and also you know the amount of 324 00:24:22.380 --> 00:24:27.650 emphasis and you know countries like France and as you move your way down Europe, 325 00:24:27.650 --> 00:24:33.730 there's an increasing emphasis on hardware solutions versus software and staff, and that's 326 00:24:33.769 --> 00:24:37.569 another element that a lot of innovation is coming from, from cloud based and 327 00:24:37.650 --> 00:24:41.880 cloud for security are companies in general. I'm from security, so it just 328 00:24:41.960 --> 00:24:47.359 kind of rolls right off the time. But securities also obviously a big component 329 00:24:47.440 --> 00:24:49.519 of that. With you law and GDPR. Yeah, you know, in 330 00:24:49.599 --> 00:24:53.509 our particular case we since we had a privacy centers. Would we when we 331 00:24:53.589 --> 00:24:57.349 launched? Today, I would say we're probably more around kind of data management, 332 00:24:57.390 --> 00:25:02.150 but because of that we did actually go into Europe quite early. We 333 00:25:02.509 --> 00:25:07.259 did also launch a UK. It's our largest European office and headquarters for us 334 00:25:07.259 --> 00:25:10.900 for international would yeah, it's you could you can hire more easily, you 335 00:25:10.980 --> 00:25:15.420 can fire more easily. It's easier to create an entity. I think it's 336 00:25:15.460 --> 00:25:18.380 a nice kind of in between. It's not as risk averse as the continent. 337 00:25:19.299 --> 00:25:23.410 Generally speaking, you don't need to have twenty referenceable customer first to win 338 00:25:23.450 --> 00:25:26.529 your first people are willing to take a little bit more wrest. Not as 339 00:25:26.529 --> 00:25:30.009 much as the US, but from the little bit. Yeah, I think 340 00:25:30.049 --> 00:25:33.210 it's a just a very convenient place water. I'm said that there's clearly business 341 00:25:33.250 --> 00:25:36.920 everywhere. Verdi starcher efect with people, friends, if people Germany, Switzerland, 342 00:25:37.839 --> 00:25:41.880 you're a place. And what about the shortage of talents? Speaking about 343 00:25:41.880 --> 00:25:45.440 the people and recruiting people. So we speak about the risk take and stuff 344 00:25:45.480 --> 00:25:52.430 like that. So probably remember starting operatics nine years ago. There's been and 345 00:25:52.549 --> 00:25:53.910 we still not, a Unicorn. Believe it or not, Dmitry, this 346 00:25:55.069 --> 00:26:02.549 is this is the call tiger. This is absolutely not fair. But I 347 00:26:02.710 --> 00:26:07.259 remember going to conferences. Could beat we made the a big data out security 348 00:26:07.339 --> 00:26:12.339 conferences as as the dimension. You know our saying in the musquely center maybels 349 00:26:12.460 --> 00:26:17.859 probably double in size. So there is more than a school those vendors. 350 00:26:17.859 --> 00:26:19.609 Of course not. Not only it's not a European problem, I think it's 351 00:26:19.609 --> 00:26:23.690 also in the US. How do you find the right resources when there is 352 00:26:23.769 --> 00:26:30.009 so much demon for killer tech people, killer marketing people, killer sells people? 353 00:26:30.930 --> 00:26:34.000 It's got to be very, very, very difficult to find the right 354 00:26:34.079 --> 00:26:38.160 people. Yeah, a lot of early stage companies rely on their VC's for 355 00:26:38.240 --> 00:26:41.920 that, in addition to specific, you know, talent agencies. We have 356 00:26:42.000 --> 00:26:45.960 a whole talent team that's dedicated specifically for that purpose. But it but you're 357 00:26:45.960 --> 00:26:51.470 ready to chat. Yeah, that we couldn't arget it as we've gotten a 358 00:26:51.509 --> 00:26:55.430 bit more mature and the wherewithal, and obviously this is where having a uniform 359 00:26:55.470 --> 00:27:00.910 kind of label is helpful. But frankly, going to your older, more 360 00:27:00.950 --> 00:27:03.380 stargy competitors, I think it's a great place to our group right. I 361 00:27:03.500 --> 00:27:08.420 think they have less positive kind of features or outcomes or possibilities and I think 362 00:27:08.539 --> 00:27:12.220 they're a great there. There are trained, they know your space. You 363 00:27:12.299 --> 00:27:17.529 can make the productive and in months, not nine months, and so I 364 00:27:17.650 --> 00:27:21.049 think for us across the board. They've already established beach ads and a lot 365 00:27:21.089 --> 00:27:25.410 of these places, and I think we proactively go and Chargett kind of older, 366 00:27:26.009 --> 00:27:30.119 slower competitors that were in that kind of the data security, data privacy 367 00:27:30.160 --> 00:27:33.920 jmats with space. Yeah, okay, yeah, next, perfect sense. 368 00:27:33.400 --> 00:27:37.759 So the mass. Moving on to you and from a marketing perspective a little 369 00:27:37.839 --> 00:27:41.440 bit more now. What is it like for a market ought to be bolt 370 00:27:41.640 --> 00:27:47.869 of a fast growing company. How do you manage the multiple strategy to brending? 371 00:27:48.549 --> 00:27:52.950 I guess you've got the part to play because you know, coming back 372 00:27:52.990 --> 00:27:55.509 to some of the things that we discuss, already know about how do you 373 00:27:55.630 --> 00:27:57.509 put a valuation on the company? I think if you make a lot of 374 00:27:57.740 --> 00:28:02.700 noise and people see you everywhere and you've been good PA and you active, 375 00:28:03.539 --> 00:28:07.660 that may end. So what's the journey from a market to all positive? 376 00:28:07.700 --> 00:28:11.579 I think I will follow arkly from what Tebow was saying and which is and 377 00:28:11.740 --> 00:28:15.009 how he started in Europe. I think the varieties that you're going to have. 378 00:28:15.210 --> 00:28:19.410 First is establishing. Need some awareness. What are you standing for and 379 00:28:19.490 --> 00:28:23.250 validated? I totally agree with t bows point about having customers the voice of 380 00:28:23.289 --> 00:28:27.160 the customers very powerful to validate you. That's where you how you go from 381 00:28:27.160 --> 00:28:34.200 ristakers to more conservative customers and really get your name out frequently, but always 382 00:28:34.200 --> 00:28:37.480 associated to value. And then the other varieties, of course, what I 383 00:28:37.519 --> 00:28:42.069 would call them and generation. But how do you contribute also to to revenue 384 00:28:42.950 --> 00:28:48.029 and how do you start really focusing on that value to get the right conversations 385 00:28:48.109 --> 00:28:52.630 going and get yourselves engine and get your also ecosystem of partners? That's how, 386 00:28:52.670 --> 00:28:56.700 I think, you can directly contribute to growth, and so those would 387 00:28:56.700 --> 00:28:59.980 be the two parieties, but I think it's also about how you connect those 388 00:29:00.059 --> 00:29:03.140 and how you connect marketing to the rest of of the of the company. 389 00:29:03.220 --> 00:29:07.339 I think the focus is critical. There are always many, many opportunities. 390 00:29:07.259 --> 00:29:11.250 The business is Nimble and small, so it could do a lot of things, 391 00:29:11.369 --> 00:29:14.890 but it's really on what are you going to choose in alignment with your 392 00:29:14.970 --> 00:29:17.930 self, steam or your partner team? What are you going to focus on? 393 00:29:18.170 --> 00:29:21.410 Customers? For us, being a cloud company, as did, was 394 00:29:21.490 --> 00:29:26.440 mentioning was it's our major differentiator and also it's no Freequ're doing that uprotection, 395 00:29:26.960 --> 00:29:30.319 which historically has been mostly market of hardware and software, but from the cloud 396 00:29:30.400 --> 00:29:33.880 in assass model. So how do we stay always focused in everything we do 397 00:29:34.359 --> 00:29:38.230 on that aspect? I think the other element is the clarity. You can't 398 00:29:38.230 --> 00:29:42.990 afford to to be a bit vague. So you need to clearly state the 399 00:29:44.069 --> 00:29:48.069 value and be consistent about how you talk about the value. Messages your vehicle 400 00:29:48.230 --> 00:29:52.180 to do so, and you always need to highlight your different being consistent on 401 00:29:52.259 --> 00:29:56.099 that aspect, I think is pretty good. That's what helps snowball the DM 402 00:29:56.140 --> 00:30:00.900 engine and awareness aspect. And then the third element is always have an eye 403 00:30:00.940 --> 00:30:06.380 on on growth. We spoke a lot about being becoming a Unicorn, being 404 00:30:06.420 --> 00:30:10.210 a mounthstone. Fine, but what's the journey beyond it? I think our 405 00:30:10.289 --> 00:30:14.009 goal, all of us, is to build solid businesses, keep on delivering 406 00:30:14.130 --> 00:30:18.849 value and expanding how we can create this value. So this notion of skill 407 00:30:18.009 --> 00:30:22.000 in mind in a way, on a marketing side, who are you going 408 00:30:22.039 --> 00:30:25.079 to hire? They're going to be your foundation for the for the next year. 409 00:30:25.559 --> 00:30:29.279 How are you also scaling the way you engage with your customers, your 410 00:30:29.359 --> 00:30:32.559 partner, but also how you learn? I mean what's fascinating, especially about 411 00:30:32.599 --> 00:30:36.430 sales businesses is how everything is connected and we have a wealth of data so 412 00:30:36.589 --> 00:30:40.509 how do you vary early on on the marketing, but not only marketing, 413 00:30:40.549 --> 00:30:44.390 marketing and cells, etc. How do you keep on on learning and finding 414 00:30:44.829 --> 00:30:49.180 the the needle movers? There's never enough time and resources. So how do 415 00:30:49.259 --> 00:30:52.940 you really learn to identify, I didn't fight it, the good opportunities and 416 00:30:53.099 --> 00:30:56.980 just just move forward and keep on growing? Yeah, now that makes sense. 417 00:30:57.180 --> 00:31:00.660 So it's almost like it feels like a journey of free inventing yourself. 418 00:31:00.700 --> 00:31:03.849 Pretty much are the time looking, listening to customers, listening to what's opening 419 00:31:03.890 --> 00:31:07.769 in the market and kind of adapting your strategy to what's going on coming staying 420 00:31:07.809 --> 00:31:11.130 through to your principles. But I do think indeed it's it's a good thing 421 00:31:11.170 --> 00:31:15.930 to be opportunistic and you should be in a position where you can see the 422 00:31:15.250 --> 00:31:21.720 bettunity shut. All right, so question for all of you guys. Recently 423 00:31:21.759 --> 00:31:26.039 we we you look at from the what I guess, from the top of 424 00:31:26.119 --> 00:31:30.240 the mountain of being part of having been part of the Unicorn Journey. But 425 00:31:30.519 --> 00:31:34.430 let's talk about the challenges now you know. So I'd like to go around 426 00:31:34.430 --> 00:31:37.390 the table he and maybe we can start with you, teable, because you 427 00:31:37.910 --> 00:31:41.670 recruited a fir amount of people. You went into a different region and stuff 428 00:31:41.750 --> 00:31:45.630 like that, and you actually we had the podcast where we discuss about some 429 00:31:45.670 --> 00:31:49.579 of the challenges that you you came across. But yeah, you're not get 430 00:31:49.619 --> 00:31:53.819 US started on the challenges to the journey of becoming a Unicorn. Yeah, 431 00:31:53.819 --> 00:31:57.980 yeah, you know, it's it's real linked to just the conversation we just 432 00:31:59.140 --> 00:32:04.049 had. So one of one of the biggest challenges irony, and I ring 433 00:32:04.130 --> 00:32:07.730 the right people and iron fast. So, and it's very, very defound 434 00:32:07.769 --> 00:32:12.450 by country. So, as I said, so the ISTIC. Your mindset 435 00:32:12.690 --> 00:32:15.880 is not, you know, Aus meant said everywhere Germany. You need you 436 00:32:15.960 --> 00:32:21.680 need to pull yourself before iron a playoffs on the market. You can find 437 00:32:21.880 --> 00:32:27.759 on me more more this kind of commidates in audics in UK or these alons. 438 00:32:27.799 --> 00:32:32.069 I'm slam the spinal scale that we had at one point. I think 439 00:32:32.150 --> 00:32:37.430 we were iron keep personally week. So we became a machine to hire. 440 00:32:38.109 --> 00:32:43.230 Can it worked quite well. What we did is so it's very ticulous. 441 00:32:43.430 --> 00:32:47.220 I don't necessarily buy into irons that. I don't know at the beginning. 442 00:32:47.619 --> 00:32:52.500 After that, when you have the decent size, you can you can internalize 443 00:32:52.539 --> 00:32:55.539 this. At the beginning, it's almost impossible and we took like three head 444 00:32:55.619 --> 00:33:00.490 and tels that we split in different regions and each region they had they were 445 00:33:01.049 --> 00:33:06.609 unique on this market. So they they is cusiblity. So I always use 446 00:33:06.769 --> 00:33:08.970 what is rare is that continue. So if you if you are in slight, 447 00:33:09.089 --> 00:33:12.730 when you when you sell your house, if you are in one of 448 00:33:12.809 --> 00:33:15.440 the real estate agency, we want to see your house, even if it's 449 00:33:15.440 --> 00:33:19.839 a very nice one. So we two who have only one head ender of 450 00:33:19.920 --> 00:33:25.160 the origin and it worked quite quite well. Linked to the I ring one 451 00:33:25.240 --> 00:33:35.029 mistake I did and we started solient countries and of for one country, we 452 00:33:35.190 --> 00:33:38.630 didn't stop with a leader and somebody that could be a leader lookingly in this 453 00:33:38.789 --> 00:33:45.220 country. So we started to hire individuals and and we realize it was a 454 00:33:45.259 --> 00:33:49.539 mistake and it took us like six nine months to fix. So if you 455 00:33:50.579 --> 00:33:53.700 if you need to hire and rule in different countries, you need to have 456 00:33:53.819 --> 00:33:58.569 somebody that can be the future leaders, even if it's not somebody that is 457 00:33:58.609 --> 00:34:01.650 a manager straight away. Why? Because the team will need that and some 458 00:34:01.809 --> 00:34:07.369 countries in Europe have so many specificities that an e leader is is very important 459 00:34:07.170 --> 00:34:12.400 and litterally, to come back to what the meeting was saying. Don't necessarily 460 00:34:12.440 --> 00:34:15.800 agree on one point. So I think you are perfectly right thing on if 461 00:34:15.880 --> 00:34:23.789 you look at engineering, our precells ore or sometimes marketing and product marketing people, 462 00:34:24.309 --> 00:34:28.949 it's easier if it's coming from the market where we were spuggling is too 463 00:34:28.989 --> 00:34:35.949 higher. Very small seals sell the people and they are not what might also 464 00:34:36.030 --> 00:34:39.739 we did some mistakes and it's not necessarily a good idea of going after the 465 00:34:39.780 --> 00:34:45.179 LEGAS companies. So if you are disco keeps snow, shake at being was 466 00:34:45.300 --> 00:34:50.420 really was not the better club, but real cloud that are also replacing a 467 00:34:50.420 --> 00:34:55.329 legacy in solutions and on the legacy solutions sometimes like big DIGO, those of 468 00:34:55.409 --> 00:35:00.170 the market, and it's not necessary. Where you will find champion builders or 469 00:35:00.329 --> 00:35:06.570 people that can wear where people can buy from them, because when, if 470 00:35:06.730 --> 00:35:08.719 not, if they were like this. So I'm not saying everybody's like that. 471 00:35:09.000 --> 00:35:14.000 Of course you are very good players. It's ideal situation of finding the 472 00:35:14.079 --> 00:35:20.199 good commugates in competition, but we realize that the best sells people. I'm 473 00:35:20.239 --> 00:35:22.949 talking about the cells, not the rest. The best set people are not 474 00:35:22.269 --> 00:35:29.150 necessary seeking with pure competition of companies that you are replacing when you are a 475 00:35:29.989 --> 00:35:35.510 market, market leader on this, because after that learning the market are on 476 00:35:35.670 --> 00:35:39.219 the cell side is not so complex and as soon as you have people coachable, 477 00:35:39.579 --> 00:35:43.980 they can learn and they can they can scale. But what if he 478 00:35:44.059 --> 00:35:47.619 was seeing on all the other functions? I agree that. Obviously the competition 479 00:35:47.699 --> 00:35:52.369 market is absolute clear, absolutely too. So I did some mistakes on these. 480 00:35:52.489 --> 00:35:54.570 I hire thinking again. We have some people they we don't book quickly, 481 00:35:55.050 --> 00:36:00.210 but I realize that that's all easy reach. The richruly needs and some 482 00:36:00.329 --> 00:36:08.199 people absolutely of absolutely Brillian. So you just challenge is I rene defin shop 483 00:36:08.639 --> 00:36:13.679 shop from your perspective, demetrue, because I guess it was your rule and 484 00:36:13.800 --> 00:36:15.639 being confounder, you probably have much more aspects such as, you know, 485 00:36:15.760 --> 00:36:21.750 product development, and we're that sort of great stuff. So I'm suspecting that 486 00:36:21.909 --> 00:36:23.949 that's got to be or so something that needs to be evolved of all time. 487 00:36:23.989 --> 00:36:29.269 You need to have more resources. You know have you face some challenges 488 00:36:29.269 --> 00:36:31.389 around that and we decent challenges and you know, I think you know what 489 00:36:31.469 --> 00:36:35.980 they want to kind of comment on is also I think it's important for people 490 00:36:35.980 --> 00:36:39.059 who are kind of looking at the whole kind of market space also understanding that 491 00:36:39.099 --> 00:36:44.219 there's kind of a downside. I think it does create certain inefficiency to the 492 00:36:44.260 --> 00:36:46.329 market right where. You know, historically, I think you look at the 493 00:36:46.369 --> 00:36:50.650 lot kind of like the first five years, the two thousand tens, everything 494 00:36:50.769 --> 00:36:53.409 was really more oriented because there's lots of money floating around. was more about 495 00:36:53.489 --> 00:36:58.650 sales efficiency, right, so you wanted to know exactly how much one dollar 496 00:36:58.769 --> 00:37:01.800 marketing would drive in terms of dollars of revenue. Publicly, can you know 497 00:37:01.840 --> 00:37:05.559 you got a salesperson? Probably can. They on ramp, and I think, 498 00:37:05.840 --> 00:37:10.679 well, that's still important. I think the over rotation on funding rounds 499 00:37:10.719 --> 00:37:16.550 and sizes has created more urgency around it, different type of priority where you 500 00:37:16.590 --> 00:37:22.909 want to increase your can you want to work process and and upsell, to 501 00:37:22.030 --> 00:37:24.550 increase your under tension and so forth. And I do you think that comes 502 00:37:24.550 --> 00:37:29.389 back to the engineering side, right, not just the talent, but you 503 00:37:29.469 --> 00:37:34.460 know, there's more incentive to build bigger, to go wider, for the 504 00:37:34.539 --> 00:37:37.460 process, for the upsell, and I think because of that, I did, 505 00:37:37.579 --> 00:37:38.980 he creates more demand, right, and I think in a lot of 506 00:37:39.099 --> 00:37:43.139 there's this kind of race for talent. And so you know, we're in 507 00:37:43.260 --> 00:37:45.369 Israel, but I think you know we started maybe there was like two, 508 00:37:45.489 --> 00:37:50.449 three UNICORNS. I think there's forty seven where we have our engineering, and 509 00:37:50.570 --> 00:37:53.289 so now you start going and scouring the native like you know where we're all 510 00:37:53.289 --> 00:37:57.730 the all the Jews made, all the offer of like you create bullet and 511 00:37:58.329 --> 00:38:01.760 every everywhere else, but you're competing against everybody else, and so I do 512 00:38:01.960 --> 00:38:07.519 think that engineering is become harder and I think the whole trend towards Unicorn is 513 00:38:07.719 --> 00:38:14.110 partly to blame because again, you're more rewarded for building bigger, for having 514 00:38:14.190 --> 00:38:17.789 more products, more modules, more upsell, Moor Procell, and that creates 515 00:38:17.949 --> 00:38:22.349 sortain in efficitions, be inefficiencies, but also creates a lot more competition. 516 00:38:22.389 --> 00:38:29.019 Yeah, that makes sense, Dumastry suns form that. Did any specific challenges 517 00:38:29.139 --> 00:38:34.420 that you see a putting over under the a game? No, I think 518 00:38:34.460 --> 00:38:38.340 you're on me a. Did he thank you. Yeah, the road idea 519 00:38:38.460 --> 00:38:43.610 is littered with great intentions and companies that didn't, you know, pay attention 520 00:38:43.849 --> 00:38:46.210 to what the challenges can be. I have a few. So building the 521 00:38:46.289 --> 00:38:51.010 company, not just a product. So investing in operation is a big one, 522 00:38:51.050 --> 00:38:55.280 because you're going to need good data later and workflows and processes at the 523 00:38:55.360 --> 00:39:00.400 exit. And I would also say, when you're looking at new markets, 524 00:39:00.039 --> 00:39:05.519 your timing to market has to be very calculated. So it's not just entering 525 00:39:05.559 --> 00:39:08.000 a market, you know, assessing the size of it, but also understanding 526 00:39:08.199 --> 00:39:13.869 your product market fit for each market and making sure that you have the corresponding 527 00:39:13.949 --> 00:39:17.070 collateral. So Tibo alluded to that, you know, which is just because 528 00:39:17.110 --> 00:39:22.070 you're popular in the US doesn't make you popular globally. You have to have 529 00:39:22.150 --> 00:39:24.260 a few global customers that will help seed that demand. You know, another 530 00:39:24.340 --> 00:39:28.860 markets, but how you go after those markets? You really have to do 531 00:39:28.980 --> 00:39:32.739 the exercise of understanding what the product market fit is in each of those specific 532 00:39:32.820 --> 00:39:37.380 like federal for example. You have to have specific elements in your in your 533 00:39:37.420 --> 00:39:42.409 product and your strategy to make sure that you have the way to address the 534 00:39:42.489 --> 00:39:47.050 market if it does exist. Another piece is pricing complexity and making sure that 535 00:39:47.250 --> 00:39:51.929 while you're pricing your product each of those markets, you also have enough asp 536 00:39:52.570 --> 00:39:55.599 to support a global supply chain. And then the last recommendation I would I 537 00:39:55.679 --> 00:40:00.880 would make is balancing between engineering and customer acquisition, because in the very early 538 00:40:00.920 --> 00:40:06.400 stage is a strong emphasis on engineering, but you know, at some point 539 00:40:06.400 --> 00:40:08.550 you have to pivot and really put the you know the weight of the organization 540 00:40:08.710 --> 00:40:13.349 behind customer requisition, and that's I think we're Dmitri was going as well. 541 00:40:13.789 --> 00:40:16.230 Yeah, yeah, mad that makes sense. That makes sense and I think 542 00:40:16.230 --> 00:40:21.739 you operational aspect. He's probably are. It's probably important. Is With Anice, 543 00:40:21.780 --> 00:40:23.619 the first yet you mentioned, because you're right, if you are developing, 544 00:40:24.300 --> 00:40:29.619 growing, gaining customers and things like that, and I guess you studied 545 00:40:29.659 --> 00:40:32.340 as someone was developing Softwie, probably really good at it, with some great 546 00:40:32.380 --> 00:40:37.130 ideas, thinking about stuff like customers or service, customer supports, putting all 547 00:40:37.170 --> 00:40:42.250 those things in place before you get stretching on the you know, pressure from 548 00:40:42.289 --> 00:40:44.849 customers. Good to be it's good to be so Verete. You need to 549 00:40:44.889 --> 00:40:47.289 think of right. So it's about it's about planning it before it technically happened. 550 00:40:47.650 --> 00:40:51.280 Well, what'll happen if you don't is that you end up, as 551 00:40:51.320 --> 00:40:53.639 a larger organization, having to put man power to fill in a lot of 552 00:40:53.679 --> 00:40:58.840 the gaps. So you can't auto made a lot of the stuff fast enough. 553 00:40:58.880 --> 00:41:01.239 So you have to put in operations from the beginning and really invest in 554 00:41:01.320 --> 00:41:05.429 that area, because if not, then you just end up with a longer 555 00:41:05.469 --> 00:41:08.230 term or painful exercise. Yeah, yeah, thank you to day. That 556 00:41:08.389 --> 00:41:13.349 makes perfect sense to us. About to you the from a marketing perspective? 557 00:41:13.349 --> 00:41:17.739 Any specific challenges? Friction point that you came across? Your new does work 558 00:41:17.780 --> 00:41:22.300 to us? Yeah, thanks. The the biggest challenge on a marketing inside 559 00:41:22.340 --> 00:41:28.739 US also to propose a solution that was very far from the habits of the 560 00:41:28.780 --> 00:41:32.409 markets. I mean we're addressing a market that has four years about hardware software, 561 00:41:32.530 --> 00:41:37.170 but in a certain way, and we knew there was a market bid. 562 00:41:37.329 --> 00:41:42.090 We had pricing that was easy to consume, easy to understand, but 563 00:41:42.170 --> 00:41:45.610 it was really a change of behavior and what we did, but we had 564 00:41:45.690 --> 00:41:47.760 to do, is knowing that we were on the right side of history, 565 00:41:47.800 --> 00:41:52.760 coming from the cloud offering a SASS product. But we had to really push 566 00:41:52.840 --> 00:41:58.239 that difference forward and really prove the value easily showing the difference of experience, 567 00:41:58.400 --> 00:42:04.429 showing that in their context, how those potential customers can really create a created 568 00:42:04.469 --> 00:42:07.469 a lot of value, but with a partner racer system, with the customers 569 00:42:07.510 --> 00:42:13.590 themselves. It took efforts to really find you in that approach, which is 570 00:42:13.670 --> 00:42:15.659 a we know we're asking you to make an effort, but here's the value 571 00:42:15.699 --> 00:42:21.019 you can get and really pay our engagement with that, with that value. 572 00:42:21.380 --> 00:42:23.099 And when you do this right and we have weapons we can use o this 573 00:42:23.219 --> 00:42:28.699 could not like trials and PC's. You can do a very easily and tooken 574 00:42:28.739 --> 00:42:31.769 marketing and cells, but that's when you you start getting those first customers, 575 00:42:31.849 --> 00:42:36.250 then you can actually go through that cycle. But also, I mean, 576 00:42:36.289 --> 00:42:39.409 did you was talking about the the important sub operations. This, everything that 577 00:42:39.489 --> 00:42:43.489 I said can sound very costly. So this is why you need to also 578 00:42:43.530 --> 00:42:47.679 have a very strong operational background so that you really understand more about your audience 579 00:42:47.760 --> 00:42:52.639 and about how your organization behaves. That's where you can find what really moves 580 00:42:52.679 --> 00:42:57.679 the needle. Yeah's to eliminate as much friction as possible right for the customer, 581 00:42:57.760 --> 00:43:00.030 because there's so much competition right now, especially in a SASS world where 582 00:43:00.389 --> 00:43:05.750 there's a product led growth kind of mindset, you know, with giving access 583 00:43:05.750 --> 00:43:08.630 to your product first and then going through sales and marketing. And that's actually 584 00:43:08.670 --> 00:43:15.059 we did a report recently where we were analyzing the market for startups and we 585 00:43:15.139 --> 00:43:20.099 ask a hundred DCS to vote basically on who who did they think were the 586 00:43:20.460 --> 00:43:23.260 you know, exciting startups and and number one last year it's not like which 587 00:43:23.539 --> 00:43:28.210 is no surprise. But this year, you know, at the top was 588 00:43:28.250 --> 00:43:30.050 Hashi Corp and we've got data breaks and they pier and a lot of these 589 00:43:30.090 --> 00:43:34.369 other, you know, upandcomers. I think the big idea might actually be 590 00:43:34.409 --> 00:43:37.969 on there as well. And so it's, you know, taking a look 591 00:43:37.969 --> 00:43:42.519 at at organizations from that manage point of how are you going to market and 592 00:43:43.280 --> 00:43:45.519 so not only are you able to address it, but then how more, 593 00:43:45.800 --> 00:43:51.679 how much more difficult are you to work with then your competition? And if 594 00:43:51.719 --> 00:43:54.829 the answer is very then you're going to end up feeling that in your in 595 00:43:54.909 --> 00:43:59.829 your revenue and your top line. That makes sense, and he's no racial 596 00:44:00.670 --> 00:44:05.630 top line to investments into sort of aspect that the company uses their rule of 597 00:44:05.710 --> 00:44:08.829 Saboy. It is like a specific for each organization you say did in time 598 00:44:08.949 --> 00:44:15.059 of what you would advise as a VC. So if there's a ratio there, 599 00:44:15.659 --> 00:44:16.860 yes, like, for example, would you say, look, you've 600 00:44:16.900 --> 00:44:22.659 good to read, Invest Fifty percent of your revenue for growth, you know, 601 00:44:22.739 --> 00:44:25.170 reinvesting the money. Or I guess there is reinvesting in there is also 602 00:44:25.210 --> 00:44:30.610 using investment, I'll be being made. But is there is there a specific 603 00:44:30.690 --> 00:44:36.610 investment that is required or ratio that you would look at to to advise any 604 00:44:36.730 --> 00:44:40.239 cu or co founder to to re invest in that growth. There there is 605 00:44:40.280 --> 00:44:43.639 a ratio, I'm sure. I don't have any numbers for you. I 606 00:44:43.679 --> 00:44:47.400 think it's somewhat dependent on what space you're in and also what you're what stage 607 00:44:47.519 --> 00:44:51.880 you're at, because you know when you're at an earlier stage you're going to 608 00:44:52.519 --> 00:44:55.150 spend the majority of your of your money on engineering and then, little by 609 00:44:55.190 --> 00:45:00.670 little, you're going to reinvest, you know, into growing the team and 610 00:45:00.750 --> 00:45:04.829 then, you know, growing into the market space. So I don't have 611 00:45:04.869 --> 00:45:07.739 a specific ratio to me sure if you have any ideas on that. Yeah, 612 00:45:07.820 --> 00:45:10.659 so I think I think as as you pointed out, I think you 613 00:45:12.099 --> 00:45:15.420 kind of change the topic and kind of focus on or not changed to topic, 614 00:45:15.460 --> 00:45:20.099 but as you kind of grow out by kind of CD, you're you're 615 00:45:20.179 --> 00:45:23.889 much more interested in demand generation and building pipeline and converting pipeline and, you 616 00:45:23.969 --> 00:45:27.889 know, shortening the BOC's and increasing wind rates and all those type of things. 617 00:45:28.250 --> 00:45:30.610 Like I said, I need the One tabby at, though, is 618 00:45:30.690 --> 00:45:35.050 I do think that as more money kind of as these companies are will track 619 00:45:35.130 --> 00:45:38.639 more money engineering. Historically, I think of my prior to companies to start 620 00:45:38.679 --> 00:45:42.519 taking kind of a you know, as more I don't say maintenance. You 621 00:45:42.559 --> 00:45:45.920 still innovated, but it wasn't as as top priority is some of these kind 622 00:45:45.960 --> 00:45:50.989 of funnel at issues. I do think now, as people are trying to 623 00:45:51.070 --> 00:45:57.829 increase their increase their kind of a total addressable market, that you're seeing constant 624 00:45:57.909 --> 00:46:01.389 innovation. Right, there's more pressure. And remember you're competing as other startups 625 00:46:01.429 --> 00:46:06.059 that are also uniforms. Everyone's either you turn left, does a unit corning 626 00:46:06.099 --> 00:46:09.179 term right, there's a unicorn, and so in every pool horde, I 627 00:46:09.260 --> 00:46:15.139 think in a category, you get multiple UNICORNS and everyone is out there building. 628 00:46:15.340 --> 00:46:19.769 And so I you think there is more pressure now to build and innovate 629 00:46:19.889 --> 00:46:23.449 on a continuous passion and make sure that nobody can comfort below you, nobody 630 00:46:23.489 --> 00:46:28.250 can comfortable above you, nobody can come from the side of you and so 631 00:46:28.409 --> 00:46:30.010 forth. So I do think that that is something that I haven't seen my 632 00:46:30.130 --> 00:46:36.119 prior companies but I'm seeing now a little bit. Okay, yes, thanks, 633 00:46:36.199 --> 00:46:38.119 bad to retreat. So I was a question for you. Did if 634 00:46:38.159 --> 00:46:42.559 I was to invest my money, you know, is there from a VC 635 00:46:42.719 --> 00:46:49.190 P aspective. What are the most promising industries that that tree days are routine 636 00:46:49.349 --> 00:46:54.710 too as becoming the next round of unique columns. Yeah, I mean, 637 00:46:54.750 --> 00:47:00.349 if you look at, you know, the the report that we just published, 638 00:47:00.389 --> 00:47:06.059 there were a handful of elements in there that were trending to show what 639 00:47:06.340 --> 00:47:08.900 what is a strong investment right now. Those have a lot to do with 640 00:47:09.500 --> 00:47:14.900 collaboration and productivity solutions. It has a lot to do with data and data 641 00:47:14.940 --> 00:47:20.730 management, governance and then security. So those are the three sort of primary 642 00:47:20.769 --> 00:47:24.250 vectors that are that are feeling a lot of investment. But I think traditionally, 643 00:47:24.289 --> 00:47:29.090 when you look at infrastructure, you look at cloud native applications, you 644 00:47:29.210 --> 00:47:34.760 look at data and analytics and artificial intelligence, there's there's a lot of there's 645 00:47:34.800 --> 00:47:38.159 a lot of great solutions out there. The question really is about more about 646 00:47:38.159 --> 00:47:40.760 the team and the founders, you know, and making sure that you've got 647 00:47:42.280 --> 00:47:46.030 great people that have the experience, ideally and have done it before successfully. 648 00:47:47.070 --> 00:47:52.150 Good thanks, Bad D. that's question for you guys, and maybe we 649 00:47:52.230 --> 00:47:57.110 can file straight very quickly, but if you had one tip to share, 650 00:47:57.230 --> 00:48:01.739 the number one tip fall start to bludails, that becoming or aiming to become 651 00:48:01.780 --> 00:48:09.019 the next Unicom, which would be that tip. Gay. Anyone can go. 652 00:48:09.219 --> 00:48:13.889 What would be a te that you would suggest? So I look, 653 00:48:14.010 --> 00:48:15.690 I would say, and this is true, I think for many companies, 654 00:48:15.730 --> 00:48:19.730 and I think it's the it's the first kind of value from Amazon and it's 655 00:48:19.809 --> 00:48:22.050 the first value for US ours. It's a single word around care. I 656 00:48:22.130 --> 00:48:24.889 think the importance of customers right. At the end of the day, you're 657 00:48:24.889 --> 00:48:30.559 building software enough for yourself, although you may be a proxy for for the 658 00:48:30.639 --> 00:48:34.519 buyer, but alfully you're building it for somebody, whether it's a consumer, 659 00:48:34.719 --> 00:48:37.960 whether it's small business, whether it's a large enter prize. And I think 660 00:48:37.079 --> 00:48:40.429 throughout your kind of journey, whether it's in the initial stages or trying to 661 00:48:40.469 --> 00:48:45.670 define product market and you're kind of developing something, whether it's later when you're 662 00:48:45.670 --> 00:48:49.230 trying to kind of appeal and acquire these customers, or even further later when 663 00:48:49.230 --> 00:48:52.429 you're really trying to not only keep these customers the grow these customers, I 664 00:48:52.469 --> 00:48:58.780 think the importance of customers is paramounts right, treat them like kings and Queens 665 00:48:58.860 --> 00:49:01.739 and I think you know, a happy customer means a happy, happy, 666 00:49:02.019 --> 00:49:10.809 happy entrepreneur or life. Yeah, too much you vote. Yeah, I 667 00:49:10.889 --> 00:49:15.610 can, I can sw tints. I agree with what need to just say 668 00:49:15.650 --> 00:49:20.730 that on top of that. So probably not to have too much in mind. 669 00:49:21.250 --> 00:49:22.849 Okay, I want to become a Unicorn. So if you focus only 670 00:49:22.969 --> 00:49:28.199 on that at the beginnings or earlier, you will you will fail if it's 671 00:49:28.239 --> 00:49:32.199 your only objective. I will say what makes you so successful probably in the 672 00:49:32.320 --> 00:49:39.469 market, whatever the organization, and is accountability. So making sure that every 673 00:49:39.630 --> 00:49:46.349 people, every single service organization, they are all accountable for success and when 674 00:49:46.429 --> 00:49:51.869 everybody's working in the same direction, it's very important. So seeing I was 675 00:49:51.909 --> 00:49:55.260 always asking to the team was when you finish or shower or in the morning 676 00:49:55.380 --> 00:49:59.420 or at night, you need to look at yourself in the mirror and ask 677 00:50:00.179 --> 00:50:04.699 why I continue to the success of this company or this region or this country 678 00:50:05.340 --> 00:50:10.210 and and the and be honest with yourself, because nobody is perfect and sometimes 679 00:50:10.530 --> 00:50:15.329 you have some high and low but if you know that you are you are 680 00:50:15.409 --> 00:50:22.000 contributing. It's exactly a something important and linked to accountability. When you when 681 00:50:22.039 --> 00:50:30.840 you start a business and you build from their all experience. Is is very 682 00:50:30.840 --> 00:50:36.150 important to lead by example. So leader most of the time respected if they 683 00:50:36.230 --> 00:50:39.789 fight on the field with their team, especially at the beginning. So you 684 00:50:40.190 --> 00:50:45.869 will be respected by your teams if you're able to help them and not anecy, 685 00:50:46.030 --> 00:50:51.019 say, judging them at the beginning of focusing on Kepi. So so 686 00:50:51.099 --> 00:50:55.619 many mistakes, because I'm doing a lot of advising a role and with also 687 00:50:55.699 --> 00:51:00.739 discussions with certain companies, and sometimes we say that we want to literally just 688 00:51:01.260 --> 00:51:06.730 use Kepis right away and and focus on me on that. But you need 689 00:51:06.809 --> 00:51:10.969 to prove yourself and you need to gain the trust before before doing that. 690 00:51:12.210 --> 00:51:15.730 They are absolutely key, but you need to use them at the at the 691 00:51:15.769 --> 00:51:19.400 right time. So being there, leaving by example, being on the field. 692 00:51:19.639 --> 00:51:22.760 You need to be ready for that. For people who are thinking about 693 00:51:22.800 --> 00:51:27.400 a startup experience, you need to be ready personally, because it's it's a 694 00:51:27.519 --> 00:51:30.480 very, very, very, very time consuming. It's the best experience, 695 00:51:30.639 --> 00:51:36.829 but it's also extremely, extremely difficult to do so. But if you have 696 00:51:37.030 --> 00:51:44.550 this mindset of accountability and leadership, leadership by example, it's it's morelful, 697 00:51:47.340 --> 00:51:51.900 I think. On my end, I would say be and remain opportunistic. 698 00:51:52.139 --> 00:51:55.500 I know this words may have the negative connictations in in a wage or others, 699 00:51:55.579 --> 00:52:00.980 but I do think it's important stick through to your principles, your values 700 00:52:00.059 --> 00:52:04.369 and, as Dmitri said, to your customers that you'll be you should be 701 00:52:04.369 --> 00:52:07.730 in a position to see his market or technology opportunities in anable way, and 702 00:52:07.809 --> 00:52:10.889 that's going to have that can have great impact. I mean an example of 703 00:52:10.889 --> 00:52:16.559 drew. Twenty twelve basically are founders. We wrote the company adds really embracing 704 00:52:16.639 --> 00:52:21.360 the cloud, and that defind what the company is today. An need becoming 705 00:52:21.360 --> 00:52:24.039 a unique corn and whatnot. So for a very long time we were the 706 00:52:24.159 --> 00:52:28.000 only company like this. People were saying, well, that's hard, doesn't 707 00:52:28.039 --> 00:52:31.030 sound like it may work, but that's what after an even like like covid 708 00:52:31.110 --> 00:52:35.469 and a pandemic. Now every business is going to the cloud looking to reduce 709 00:52:35.590 --> 00:52:39.590 costs. So I think this this if your putunistic, you hope, you 710 00:52:39.630 --> 00:52:44.619 have this mindset and you're ready to if you see value, you're ready to 711 00:52:44.900 --> 00:52:51.780 tease those you'll keep on creating about you. Yeah, that makes sense there. 712 00:52:51.820 --> 00:52:54.019 Remaining optimistic is is an important to any but if you're not training a 713 00:52:54.099 --> 00:52:58.539 company, it is a uniquem to be. Sometimes, when you are running 714 00:52:58.570 --> 00:53:01.889 a like self for people business, you've got to you're good to keep going 715 00:53:02.250 --> 00:53:07.969 as good. Did you anything to adds? Yeah, in addition to hiring 716 00:53:07.449 --> 00:53:13.480 relentlessly optimistic people, I would also ask yourselves as a founder, who do 717 00:53:13.519 --> 00:53:16.360 you want to be when you grow up, and then determine what's the right 718 00:53:16.400 --> 00:53:21.679 business model and the right rats to market, because nailing those two things are 719 00:53:21.679 --> 00:53:27.630 absolutely critical, and sometimes you have to try more than one and see where 720 00:53:27.670 --> 00:53:30.269 the market is, because it's one thing to know who your customer is and 721 00:53:30.429 --> 00:53:31.829 to have a solution for them, it's another to figure out how to get 722 00:53:31.869 --> 00:53:35.869 to them, and that's where, you know, I think a lot of 723 00:53:35.949 --> 00:53:40.269 mistakes remain, is trying to always go direct or to try to go to 724 00:53:40.460 --> 00:53:45.380 large enner prize instead of really understanding that you're a better mid market play and 725 00:53:45.500 --> 00:53:49.980 so you can build out the feature set or, you know, picking a 726 00:53:50.539 --> 00:53:53.019 the wrong type of channel or not including distribution. I mean, those are 727 00:53:53.059 --> 00:53:59.329 all really important elements that you have to establish early on, and that's part 728 00:53:59.369 --> 00:54:02.210 of that product market fit is determining the right the right route to market. 729 00:54:02.809 --> 00:54:07.530 Suh Okay, yeah, it startsing muse the end in mind. I'm reading 730 00:54:07.570 --> 00:54:10.840 a book about that actually at the moment. The seven that bits of ideaffectives 731 00:54:10.880 --> 00:54:15.800 people. So really running about that little bit more so. Guys, we're 732 00:54:15.840 --> 00:54:19.079 gonna Turne to do question in the huts. Let me open up the check 733 00:54:19.119 --> 00:54:21.440 to see what we've got in there. I'm going to stop from the bottom 734 00:54:22.480 --> 00:54:28.909 to the the I view observed that becoming a Unicon is appropriating the true God 735 00:54:28.949 --> 00:54:34.110 off a start, that is, to create new value that meaningfully change our 736 00:54:34.190 --> 00:54:39.539 customers life. Apologies for physical, for physical for fields of the gold question. 737 00:54:42.019 --> 00:54:44.619 I think, Dmitri, you can a touch that at the very beginning 738 00:54:44.659 --> 00:54:47.019 when I was asking you what's ex when you get to a uniquem look, 739 00:54:47.219 --> 00:54:52.619 I think so. I don't know about was change. I think it's much 740 00:54:52.619 --> 00:54:55.730 changing a customer life. Things about right, providing value to a customer. 741 00:54:55.730 --> 00:55:00.050 If you change the life in the process, that's to effect. But I 742 00:55:00.090 --> 00:55:04.809 don't think anybody, you know, we're not. We're not forget what that 743 00:55:04.929 --> 00:55:07.679 pill that they take, that book that then we seees to the series are. 744 00:55:07.480 --> 00:55:09.880 But yeah, I think you the day of trying to cree value for 745 00:55:10.159 --> 00:55:15.000 a customer right, and that could be cost reduction. It could basically maybe 746 00:55:15.039 --> 00:55:20.519 provide some type of compliance. Second, help them manage things that are manageable, 747 00:55:20.599 --> 00:55:23.869 like your data, and I think that's the priority right creating value, 748 00:55:23.989 --> 00:55:27.110 and I think you'll know it when you have it, because they will want 749 00:55:27.150 --> 00:55:31.989 to pay you money. Yeah, yeah, that makes sense. Another question, 750 00:55:32.789 --> 00:55:37.260 maybe one for you Toobo, because you were using your termin energy are. 751 00:55:37.460 --> 00:55:42.579 How do you identify risk taking, sense wraps and risk taking customers? 752 00:55:43.659 --> 00:55:50.730 Yeah, it's a good it's a good questions. restake yourselves right, so 753 00:55:50.929 --> 00:55:54.969 to the first question is depending on what people want to do. So, 754 00:55:55.250 --> 00:56:00.250 for example, if you it's a little bit like when you do restaking, 755 00:56:00.369 --> 00:56:05.519 when you buy private wikis or shares in the market. So depending on your 756 00:56:05.679 --> 00:56:10.199 potence to the risk. You have to those people that they know that if 757 00:56:10.280 --> 00:56:15.079 they arrive early, they win the wind video. They have a video risk 758 00:56:15.239 --> 00:56:20.269 of fitting, but they can win video and and you have it's just going 759 00:56:20.309 --> 00:56:24.070 through interviews. You can ask some specific questions and some people they want and 760 00:56:24.429 --> 00:56:28.989 you need to respect that. They want to continue their lives. They are 761 00:56:29.030 --> 00:56:32.019 not putting their life at risk. I can I can speak about my own 762 00:56:32.179 --> 00:56:36.780 experience. It was very fun. When you start from the all scutures not 763 00:56:36.860 --> 00:56:40.460 see me and you come from very large companies before. Your way of healing 764 00:56:42.179 --> 00:56:45.219 is changing drastically. So you need to be prepared for that and some people 765 00:56:45.219 --> 00:56:49.610 are prepared for that and in the market because they know that if they do 766 00:56:49.769 --> 00:56:52.170 the right risk in their career, they will they will do that. For 767 00:56:52.329 --> 00:56:59.369 customers it's more you will find an and it was easier on the UK. 768 00:56:59.969 --> 00:57:02.519 As I said, it's also the case in a leagues where you have some 769 00:57:02.599 --> 00:57:06.920 people that want to show that they were the first one to use the technology. 770 00:57:07.800 --> 00:57:12.360 They are they are innovative. So at the beginning we were focusing only 771 00:57:12.440 --> 00:57:17.989 on technology, technology companies, and one company will go IPO very quickly, 772 00:57:19.349 --> 00:57:22.869 one of the Super Larger IPO in the UK very soon, and it was 773 00:57:22.989 --> 00:57:28.070 one of our largest customer at the beginning. So they are delivering food. 774 00:57:28.389 --> 00:57:34.340 So if you know this de and and and for them they are extremely, 775 00:57:35.139 --> 00:57:39.500 extremely they are focused on innovation, they are super pragmatic and they don't they 776 00:57:39.539 --> 00:57:44.449 are not necessary attached to legacy because they were born in the cloud. So 777 00:57:44.610 --> 00:57:50.289 we were we focused on people that were understanding US and they decide. They 778 00:57:50.329 --> 00:57:53.010 were very pragmatic, they testing, they are they were tough, but we 779 00:57:53.449 --> 00:57:57.530 were doing the right things and after this they took the to the risk. 780 00:57:57.969 --> 00:58:00.880 So it's not. It's not a secret recipe, but it's more when you 781 00:58:01.039 --> 00:58:07.440 have your technology you need to see where the fit will go first for people 782 00:58:07.519 --> 00:58:14.190 you will hire and customers. Thank you and I think would probably getting to 783 00:58:14.710 --> 00:58:17.710 two a to the DL Mack now. So I'm sure everybody's good to some 784 00:58:17.789 --> 00:58:23.349 of those most o business to attend, which is very unfortunate, but I 785 00:58:23.469 --> 00:58:27.110 want you to sign you, guys. So all the penalties, fossil or 786 00:58:27.179 --> 00:58:30.980 for coming on today and sharing your sorts and insights, it's worth pretty good. 787 00:58:30.980 --> 00:58:32.739 So thank you very much for sharing a everything that you shall with you 788 00:58:32.860 --> 00:58:38.059 today and for the rest of the people and the attendees, thank yours for 789 00:58:38.579 --> 00:58:42.610 training in and listening to US guys. Will make sure that we share the 790 00:58:42.889 --> 00:58:47.650 the recording appropriate, least through the the usual medium, the social medium. 791 00:58:47.690 --> 00:58:52.929 But yeah, thank you again everyone for coming to then participating to the discussion 792 00:58:53.570 --> 00:59:00.000 here. For us, rights fun. Thank them. Thank you. operatics 793 00:59:00.119 --> 00:59:07.480 has redefined the meaning of revenue generation for technology companies worldwide. While the traditional 794 00:59:07.639 --> 00:59:12.750 concepts of building and managing inside sales teams inhouse has existed for many years, 795 00:59:13.150 --> 00:59:17.469 companies are struggling with a lack of focus, agility and scale required in today's 796 00:59:17.550 --> 00:59:23.619 fast and complex world of enterprise technology sales. See How operatics can help your 797 00:59:23.739 --> 00:59:30.539 company accelerate pipeline at operatics dotnet. You've been listening to be tob revenue acceleration. 798 00:59:31.260 --> 00:59:35.340 To ensure that you never miss an episode, subscribe to the show in 799 00:59:35.380 --> 00:59:38.570 your favorite podcast player. Thank you so much for listening. Until next time, 800 -->