Ajay Kulkarni

But I was new to enterprise sales.

I was new to the database business.

And in hindsight, my gut was right.

My gut was right that, hey, the general... I like to say in a fast-moving industry, expertise is a liability.

So in the database world, as the databases were moving from enterprise sales and on-prem to cloud and PLG, the people who could sell this would be totally the wrong people for this.

And I kind of felt that, but I couldn't articulate it.

And I made a few hires that...

I had to let go.

And that's my fault.

That's on me.

But I think that's one thing that taught me that, hey, you got this far for a reason.

Listen to your gut.

And if you can't articulate it, then try to take the time to articulate it.

I think more recently, look, I have a conversational style that myself, both Mike and I, we talk about this.

It's called cooperative overlapping.

It essentially means that we interrupt a lot.

you know, but we interrupt because that's how we talk.

Like if you interrupted me, I feed on that.

You feed on, you know?

Yeah.