AJ Tennant

And John Ledger came in and I went up to him and we spent time chatting. And then the next day I saw him in the lobby. I'm like, hey, John. He's like, AJ, good to see you again. And that was like, as I was walking into a CIO meeting. And Cody Sanford at the time was like, how do you know John, like the CEO of our company?

And John Ledger came in and I went up to him and we spent time chatting. And then the next day I saw him in the lobby. I'm like, hey, John. He's like, AJ, good to see you again. And that was like, as I was walking into a CIO meeting. And Cody Sanford at the time was like, how do you know John, like the CEO of our company?

And John Ledger came in and I went up to him and we spent time chatting. And then the next day I saw him in the lobby. I'm like, hey, John. He's like, AJ, good to see you again. And that was like, as I was walking into a CIO meeting. And Cody Sanford at the time was like, how do you know John, like the CEO of our company?

Get back to the vision, get back to the why, focus on the small wins. Is effective goals ones where you can only ever achieve 80% of it? No, no. Effective goals are goals that you can achieve and you can outperform. Effective stretch goals are ones that you can only get to 80%. What would you most like to change about the world of sales? Kind of what you said.

Get back to the vision, get back to the why, focus on the small wins. Is effective goals ones where you can only ever achieve 80% of it? No, no. Effective goals are goals that you can achieve and you can outperform. Effective stretch goals are ones that you can only get to 80%. What would you most like to change about the world of sales? Kind of what you said.

Get back to the vision, get back to the why, focus on the small wins. Is effective goals ones where you can only ever achieve 80% of it? No, no. Effective goals are goals that you can achieve and you can outperform. Effective stretch goals are ones that you can only get to 80%. What would you most like to change about the world of sales? Kind of what you said.

I want the world to see that this is a career path that enables you to become a CEO of another company. Career-wise, at some point, I want to be a CEO of a company. And I think I am uniquely positioned to do that because I am on one pillar of what makes companies great, which is go-to-market and sales.

I want the world to see that this is a career path that enables you to become a CEO of another company. Career-wise, at some point, I want to be a CEO of a company. And I think I am uniquely positioned to do that because I am on one pillar of what makes companies great, which is go-to-market and sales.

I want the world to see that this is a career path that enables you to become a CEO of another company. Career-wise, at some point, I want to be a CEO of a company. And I think I am uniquely positioned to do that because I am on one pillar of what makes companies great, which is go-to-market and sales.

I want that next grad that regardless of whether you go to college or you're at an Ivy League or at a state school to realize that you can have a massive career by investing in tech sales. Which CRO has turned into a great CEO? Frank Slootman, right? Wasn't he like a CRO to start at some point? No. No.

I want that next grad that regardless of whether you go to college or you're at an Ivy League or at a state school to realize that you can have a massive career by investing in tech sales. Which CRO has turned into a great CEO? Frank Slootman, right? Wasn't he like a CRO to start at some point? No. No.

I want that next grad that regardless of whether you go to college or you're at an Ivy League or at a state school to realize that you can have a massive career by investing in tech sales. Which CRO has turned into a great CEO? Frank Slootman, right? Wasn't he like a CRO to start at some point? No. No.

So Wiz, what they've done with their partner and channel strategy is just phenomenal. They have a direct sales motion, but what they did is they went to the sort of channel, whether it was the hyperscalers and the cloud service providers, but more importantly, like the resellers and the channel players and said, we're going to go all in.

So Wiz, what they've done with their partner and channel strategy is just phenomenal. They have a direct sales motion, but what they did is they went to the sort of channel, whether it was the hyperscalers and the cloud service providers, but more importantly, like the resellers and the channel players and said, we're going to go all in.

So Wiz, what they've done with their partner and channel strategy is just phenomenal. They have a direct sales motion, but what they did is they went to the sort of channel, whether it was the hyperscalers and the cloud service providers, but more importantly, like the resellers and the channel players and said, we're going to go all in.

And what that does is essentially turned Wiz's sales team of whatever, when it was like a year or two ago, 100 AEs into 5,000, 10,000 AEs. Why I view that as like the most effective is it's because sales and GTM is a distribution strategy. We lost the distribution war at Slack.

And what that does is essentially turned Wiz's sales team of whatever, when it was like a year or two ago, 100 AEs into 5,000, 10,000 AEs. Why I view that as like the most effective is it's because sales and GTM is a distribution strategy. We lost the distribution war at Slack.

And what that does is essentially turned Wiz's sales team of whatever, when it was like a year or two ago, 100 AEs into 5,000, 10,000 AEs. Why I view that as like the most effective is it's because sales and GTM is a distribution strategy. We lost the distribution war at Slack.

I think part of why we lost that war was yes, like monopolistic behavior by Microsoft, but because we didn't lean into other effective, fast distribution strategies other than PLG.

I think part of why we lost that war was yes, like monopolistic behavior by Microsoft, but because we didn't lean into other effective, fast distribution strategies other than PLG.