Todd Olson

Thank you.

Thank you.

Good morning, everyone.

How's everyone doing?

Great.

So I'm going to talk about some of the unscalable things we did.

And throughout any journey, you're going to get told, hey, that doesn't scale.

Why are you doing that?

And it's breaking through and knowing when to do that that I think was a big part of our success.

Because sometimes you have to do just crazy unscalable things to actually hit another milestone.

I'm going to start with a story.

It's not actually about traveling.

Look, early days you build a product and conventional wisdom from other founders and board members like, go hire a salesperson to go sell it.

But I realized if I hired a salesperson that it was actually going to separate me from the feedback loops of working directly with customers.

And while I am an engineer by training,

Honestly, never carried a bag in my life.

I decided that I had to overcome that inexperience and maybe a little bit of fear and go out there and pound the pavement myself and try to get those first few customers.

So I went to Dreamforce.

Everyone's heard of Dreamforce, Salesforce's big conference.

Fun fact, you can get a free, free, no dollars, expo pass where you can just walk the... And that's what I did.