Steve Pokras

And then on the product side, you're building your company to appeal to them.

And lastly, customer success is you're going to onboard them because you want to keep them.

Um, that is how we think of it.

We don't think it should be run by people ops and HR.

We think it should be run by the CEO of the company.

And the second main takeaway is that if you're a CEO of a company, this is your number one job.

And in order to wait, most people think about strategy is what you should be doing.

And you can talk about people first strategies all day long.

But to me, a people first strategy starts with what are you not going to be doing?

And what are you not going to be investing your resources in?

I'll give you one example before we jump in.

We started off with a, actually, let me give you one of my favorite references.

So I read a long time ago that Steve Ballmer, at the beginning of every year, talked to his executive assistant about what percent of his calendar wanted to be allocated to every single one of the functions, 25% to sales, 25% to customers.

25% of people.

I think of it that same way.

I want over half of my time to be spent internally.

And that means we specifically don't focus on sales and product nearly as much as is the current dogma for startup success.

Nathan really wanted to include an org chart.

This is kind of amazing to me.

I think there's a couple of things.