Ajay Kulkarni

And so we were new to open source licensing and then quickly became open source licensing experts.

I would say we were new to PLG and sales, but I think now we're, I'm not sure if we're experts, but I think we're probably top quartile or whatever for that.

That's right.

Yeah, no, it's fascinating because I think databases like software used to be something where the key decision maker was the CIO or CTO.

And that deal was done in a steakhouse or on a golf course.

That's how it used to be.

Right.

And with the shift to SaaS and then to shift to cloud for databases, that decision moved to like, no, it's a developer sitting at their computer just making the choice based on some combination of what they read, what their peers told them, and what their own visceral experience was.

And I think that's been fascinating for me because...

I mean, I think it's totally changed.

I mean, in some, like the, the core job that database done that does has not changed, but I think the way you build, build the business has totally changed from being more sales led to being more product led.

Um, I think that's been interesting.

We started off as a company building an IoT platform, Internet of Things.

And it's like 2015.

Yeah, I mean, like back then, like I just spent 10 years in mobile.

Like, you know, and I remember thinking, wow, like...

Mobile was really exciting, but around 2014, it started to get a little bit boring.

Pre and post iPhone was exciting, but then 2014, you're like, okay, I have enough apps.

I'm like, what's the next thing?

And IoT felt like the next wave of computing.