Winston Weinberg

Why was it bad?

Just tell me that.

Yeah.

So there was one where the person was quite literally on their phone.

It was a Zoom and they were on the phone the entire time during the pitch.

Did not even make eye contact, literally.

No, I think they were texting a friend.

So I said earlier that a lot of company building has changed.

I actually think a lot of it remains the same.

And so there's a lot of kind of just like core first principles of scaling a company that I am much more focused on that I wasn't focused on in the beginning.

I'll give you the dumbest example ever.

For the first like two years of the company, when I was doing like revenue projections, I never, and this is embarrassing, really embarrassing.

I never was like, huh, if I want to hit this amount of net new ARR, you need to hire this many AEs at this quota, and this is how long it takes to ramp them.

So you need to have hired them at this point before you do that.

I'm dead serious.

I never even thought about that.

And it's these really core laws of physics about companies that remains the same.

There's no different in AI.

And I think in the past

Maybe what have I learned in the past 12 months?