Ted Elliott

Yeah.

I just decided I don't like selling stuff to people.

I like to explain, hey, this is what's cool about this.

Are you on board?

What was it again?

It's the top 5,000 buyers of enterprise software in the world.

Let me just put it this way.

There's a way to get it, and we've figured it out.

It's part of our secret sauce.

We've actually leveraged a ton of ideas from recruitment software in our entire selling methodology.

We found out that 80% of the world's DevOps community on Salesforce lives in India in one of three cities.

They go to one of three schools.

Bangalore is the capital.

We, so, uh, my really close friend and colleague, this guy, Sanjay Gurdwani, who is our COO.

I said, you know, Sanjay, I think someone needs to go to India and throw a training and see who shows up.

And he calls me from Bangalore and he's like, it's like a dead concert, dude.

There are people lined up for blocks trying to get into the training center.

And I was like, okay, we're onto something.

And that's the fun part of it.

It's like,