Chad Peets

And if I see you went to a company that I know, AppDynamics, MongoDB, Snowflake, where they have great sales leaders, and you say, oh, I went to work for Chris Dagnon because I knew he was going to develop me. I knew I was going to get better.

Okay. So the higher up you go. So for a CRO, every CRO, every Sutter Hill company, right? And I've placed them all has been somebody that I know that comes from my ecosystem.

Okay. So the higher up you go. So for a CRO, every CRO, every Sutter Hill company, right? And I've placed them all has been somebody that I know that comes from my ecosystem.

Okay. So the higher up you go. So for a CRO, every CRO, every Sutter Hill company, right? And I've placed them all has been somebody that I know that comes from my ecosystem.

Well, that ecosystem continues to grow, right? And we have a playbook that has expanded and become more and more widely adopted. I'm sure you've heard of Medic or MedPick and all of the things that we use. So that has become more and more widely adopted. But you're right. If you look at my CROs, our CROs across our portfolio, they all come from that ecosystem.

Well, that ecosystem continues to grow, right? And we have a playbook that has expanded and become more and more widely adopted. I'm sure you've heard of Medic or MedPick and all of the things that we use. So that has become more and more widely adopted. But you're right. If you look at my CROs, our CROs across our portfolio, they all come from that ecosystem.

Well, that ecosystem continues to grow, right? And we have a playbook that has expanded and become more and more widely adopted. I'm sure you've heard of Medic or MedPick and all of the things that we use. So that has become more and more widely adopted. But you're right. If you look at my CROs, our CROs across our portfolio, they all come from that ecosystem.

But the problem is most of these guys are now reaching a point where they've made so much money where... They may not want to go back and do this again.

But the problem is most of these guys are now reaching a point where they've made so much money where... They may not want to go back and do this again.

But the problem is most of these guys are now reaching a point where they've made so much money where... They may not want to go back and do this again.

It's the worst job in software. So we do something unique at Sutter Hill in that we bring in a CRO pre-product. Most people don't do that, and I can explain the justification for it, but we bring people in pre-products. If you look at a good friend of mine, Keith Butler at Observe, amazing guy, we brought him into Observe before there was a product. He's been there for five years.

It's the worst job in software. So we do something unique at Sutter Hill in that we bring in a CRO pre-product. Most people don't do that, and I can explain the justification for it, but we bring people in pre-products. If you look at a good friend of mine, Keith Butler at Observe, amazing guy, we brought him into Observe before there was a product. He's been there for five years.

It's the worst job in software. So we do something unique at Sutter Hill in that we bring in a CRO pre-product. Most people don't do that, and I can explain the justification for it, but we bring people in pre-products. If you look at a good friend of mine, Keith Butler at Observe, amazing guy, we brought him into Observe before there was a product. He's been there for five years.

The company's killing it. He's doing a great job, but he's been there for five years already. I don't want to identify Keith, but if you ask somebody that's gone from – ask Chris Degnan. He's gone from zero. Chris is the only guy that's ever gone from zero to $3 billion. But if you ask somebody that's done that, hey, would you go back to zero? Absolutely not.

The company's killing it. He's doing a great job, but he's been there for five years already. I don't want to identify Keith, but if you ask somebody that's gone from – ask Chris Degnan. He's gone from zero. Chris is the only guy that's ever gone from zero to $3 billion. But if you ask somebody that's done that, hey, would you go back to zero? Absolutely not.

The company's killing it. He's doing a great job, but he's been there for five years already. I don't want to identify Keith, but if you ask somebody that's gone from – ask Chris Degnan. He's gone from zero. Chris is the only guy that's ever gone from zero to $3 billion. But if you ask somebody that's done that, hey, would you go back to zero? Absolutely not.

So the way most companies do it is they, you get an entrepreneur, entrepreneur builds a product, goes and raises some money, builds a go-to-market team, goes out and sells the product, right? Agreed? That's the basic formula. Okay. So how do you know when you're building the product, if you've built the product the market wants? How can you know that?

So the way most companies do it is they, you get an entrepreneur, entrepreneur builds a product, goes and raises some money, builds a go-to-market team, goes out and sells the product, right? Agreed? That's the basic formula. Okay. So how do you know when you're building the product, if you've built the product the market wants? How can you know that?

So the way most companies do it is they, you get an entrepreneur, entrepreneur builds a product, goes and raises some money, builds a go-to-market team, goes out and sells the product, right? Agreed? That's the basic formula. Okay. So how do you know when you're building the product, if you've built the product the market wants? How can you know that?

Maybe. But what does a founder really know about it? You need a sales expert that can go conduct thousands of phone conversations, that is sophisticated enough to get on the phone with the prospect to say, if we build, and this is evolving, right? As you go from alpha to beta to GA, and then it just continues, right? So the conversations are constantly changing and evolving.