Max Denevich

They wanted the perfect deck, the perfect feature list, the perfect setup.

Meanwhile, Vas, for example, our CEO, was closing deals with the same product because he approached every conversation as a problem-solving session, like a doctor, not a future demo.

So also the world is changing faster right now.

The skills that might have five years ago aren't the same today.

AI is helping us draft a proposal, respond to RFPs faster, handles parts of the sales process that used to take days.

Traditional SDR roles are shrinking.

So that state constant is ownership.

Curiosity and adaptability, I believe.

So the things you can't automate.

So the cost of getting this wrong isn't just money.

It's time.

It's the energy.

Your team spends managing people who don't feed.

It's the trust you lose internally than the senior hire doesn't deliver.

So it's all about the values.

So values are not a soft HR thing.

They're a real business risk.

When someone doesn't share your values, every interaction costs more than it should.

Then we do everything much faster.

We just stopped chasing resumes and started hiring for ownership and feed.