Frank Slootman

And I unleashed the hounds of hell of an incredible go-to-market team at the same time. And I just decimate a market that they existed in. Decimate. That's the fun part of a competition because if you have singular purpose and you know what you're trying to do, you can have a lot of fun blowing up other organizations.

And I unleashed the hounds of hell of an incredible go-to-market team at the same time. And I just decimate a market that they existed in. Decimate. That's the fun part of a competition because if you have singular purpose and you know what you're trying to do, you can have a lot of fun blowing up other organizations.

And I unleashed the hounds of hell of an incredible go-to-market team at the same time. And I just decimate a market that they existed in. Decimate. That's the fun part of a competition because if you have singular purpose and you know what you're trying to do, you can have a lot of fun blowing up other organizations.

Most of my team would be crushing, partially because there's a way to get them to be effective. This is going to go into the how do I build a company and how do I think about it? The way you get sales teams going is you identify what your target customer is, the ICP. So know where you need to play. Know what the issues are that they're facing.

Most of my team would be crushing, partially because there's a way to get them to be effective. This is going to go into the how do I build a company and how do I think about it? The way you get sales teams going is you identify what your target customer is, the ICP. So know where you need to play. Know what the issues are that they're facing.

Most of my team would be crushing, partially because there's a way to get them to be effective. This is going to go into the how do I build a company and how do I think about it? The way you get sales teams going is you identify what your target customer is, the ICP. So know where you need to play. Know what the issues are that they're facing.

Listen to the other customers who are already using your product. Use those stories to tell the stories about transformation, difference making, et cetera, to the other prospects you're working on. Teach your sellers those stories, the playbooks, and we'll talk about playbooks. What do I say? Who do I say it to? What's the profile of the customer that we want to go after?

Listen to the other customers who are already using your product. Use those stories to tell the stories about transformation, difference making, et cetera, to the other prospects you're working on. Teach your sellers those stories, the playbooks, and we'll talk about playbooks. What do I say? Who do I say it to? What's the profile of the customer that we want to go after?

Listen to the other customers who are already using your product. Use those stories to tell the stories about transformation, difference making, et cetera, to the other prospects you're working on. Teach your sellers those stories, the playbooks, and we'll talk about playbooks. What do I say? Who do I say it to? What's the profile of the customer that we want to go after?

What's the likely objection they're going to give us and how do we overcome it? All of that's inside of the realm of possibility for training and onboarding for my go-to-market team. Then I got to hire a bunch of people that just have to want it a lot more than everybody else. I look for people with a chip on their shoulder.

What's the likely objection they're going to give us and how do we overcome it? All of that's inside of the realm of possibility for training and onboarding for my go-to-market team. Then I got to hire a bunch of people that just have to want it a lot more than everybody else. I look for people with a chip on their shoulder.

What's the likely objection they're going to give us and how do we overcome it? All of that's inside of the realm of possibility for training and onboarding for my go-to-market team. Then I got to hire a bunch of people that just have to want it a lot more than everybody else. I look for people with a chip on their shoulder.

I look for people that have something to prove where the best days are in front of them. I called it at Data Domain, the land of the misfit toys. I wanted people that didn't fit in normal places because I wanted to give them a home where they could do incredible things and be welcome and supported.

I look for people that have something to prove where the best days are in front of them. I called it at Data Domain, the land of the misfit toys. I wanted people that didn't fit in normal places because I wanted to give them a home where they could do incredible things and be welcome and supported.

I look for people that have something to prove where the best days are in front of them. I called it at Data Domain, the land of the misfit toys. I wanted people that didn't fit in normal places because I wanted to give them a home where they could do incredible things and be welcome and supported.

So given the training, given the playbooks, given the stories, then hire people that really, really care, that are hungry to change.

So given the training, given the playbooks, given the stories, then hire people that really, really care, that are hungry to change.

So given the training, given the playbooks, given the stories, then hire people that really, really care, that are hungry to change.

One of my first and most important questions when meeting someone is I ask people, tell me something that you're proud of that you had to work really hard for. I'm looking for where they had to dig down and make something important happen. You tend to find a pattern with people. If they've had to overcome something, and I also say we're all survivors of something, just pick your something.

One of my first and most important questions when meeting someone is I ask people, tell me something that you're proud of that you had to work really hard for. I'm looking for where they had to dig down and make something important happen. You tend to find a pattern with people. If they've had to overcome something, and I also say we're all survivors of something, just pick your something.