Raaz Herzberg

Also, when you think of all of the CIOs of Fortune 100 companies, all of the CTOs, all of the CISOs, they all know each other, they all switch companies, they work in that company, tomorrow they work in, it's a small niche group.

Also, when you think of all of the CIOs of Fortune 100 companies, all of the CTOs, all of the CISOs, they all know each other, they all switch companies, they work in that company, tomorrow they work in, it's a small niche group.

So I think there's less cheating than you think there is.

So I think there's less cheating than you think there is.

Meaning for me, it would be, okay, find the one, find the one company that you can get into a room with.

Meaning for me, it would be, okay, find the one, find the one company that you can get into a room with.

And how do you get into a room with it?

And how do you get into a room with it?

That's where you mentioned Doug from Sequoia.

That's where you mentioned Doug from Sequoia.

Like we work with Sequoia, with Index.

Like we work with Sequoia, with Index.

We use our investors often in many cases to introduce it.

We use our investors often in many cases to introduce it.

So find the room you can get into, find that one executive you can be introduced to and do a really, really, really good job of solving his problem for his team.

So find the room you can get into, find that one executive you can be introduced to and do a really, really, really good job of solving his problem for his team.

At the early days, I mentioned that we were selling before we even had salespeople.

At the early days, I mentioned that we were selling before we even had salespeople.

I made the worst deals in the universe.

I made the worst deals in the universe.