Godard Abel

You just want young, smart, hungry people that'll do anything.

At the beginning, you need that, right?

You need all-rounders that'll just do anything, go through walls and figure it out.

And then I think the best talent strategy for me has been across companies.

We've built what we call our entrepreneurial family.

But we hire them young, smart, fresh out of school, clueless.

Then they learn with us.

And then we keep building together.

One company, two companies, three companies.

And this was our team at Steel Brick.

And I think what was cool about Steel Brick, I think of the 200 people we had when Salesforce acquired us, over 100 were with us at Big Machines.

And they were totally dialed in.

We loved working together.

And I think there's nothing like breeding your own talent and then keeping the family together.

And yes, don't use recruiters.

Although I have a good friend, Nick, who runs Hunt Club.

I do use recruiters now on occasion.

I think when you really need specialized executives, specialized hires.

But in general, I think, and also Henry talked about this, all his best salespeople are hires, SDRs.

And I asked him in the breakout, like, what's your criteria?