Pablo Palafox

You just go to your customers, spend a week there, and just chase down the people that are actually doing the thing that you want to help them automate, right?

So I did that, and I would be like pinging these guys, like, dude, you need to build this thing because it's going to make my life a lot easier, and it's actually going to be replicable across customers because I've seen it.

So please build it.

And he would be like, no.

really?

Do I need to build that?

So there was that good tension between kind of that forward deployed motion and the product team.

So we kept going with these like separate worlds for a little bit where I would be like leading the FDE team and the deployment strategists that we realized at some point we actually needed.

That was a bit of a realization, a bit of a parenthesis here.

We started just

with forward deploy engineers.

And then they're like, the customer's like, wait, you have these people building, but like who is managing?

I'm like, I guess that's like the deployment strategies to some degree.

So the deployment strategies is a figure that scopes the problem so that the forward deploy engineer can spend more time on building.

Although now what we see is that the right FD or deployment strategies, they have to be very cross-functional.

Close parenthesis on the type of profile.

So what ended up happening is,

we were too disconnected from like the forward deployed world and the product team.

So we realized that that needed to be part of Luis's world so that the FD team would actually be an extension of product, which is what they should always be.

It's an extension of product so that we can implement product faster.