Harness

“So, like, the first company, Harness, that came out of Big Labs, We just announced a twenty million dollar series A round, and five million dollars of that was put by Big Labs in there.”

“Thursday we declare Friday and over the weekend we prepare. Monday morning we review the preparation, Monday afternoon we train, Tuesday we do PG all day, and then obviously throughout the week there's follow-up, there's harvesting, and then I love to do a wra…”

“When you're hiring the thing you can't change is the innate attributes, the DNA of the person. And so, that's where you should spend the most amount of time. Get to understand who that person is in, in, in the areas that they can't change.”

“I'm a big advocate for at the end of the process. We call it a challenge. We have an event where they have a couple of days to go think about some questions, prepare a presentation and come back and present it. But that's more of a validation Around the decisi…”

“Once somebody can land a new logo with the core product, the likelihood that they're going to be successful is very high, even though they don't have some of the advanced knowledge or the advanced skill.”

“Roughly a third of your time, so maybe 20% of your time, one day a week, is dedicated to just Outbound, you know, cold calling. And then there's another probably 10 to 15% of your time that is devoted to prep for the cold calling and follow up from the cold ca…”

“We've parted ways with people at bootcamp. It was clear in their first month that, you know, we'd made a mistake and, you know, we apologize for that because we hired them. But why wait nine months and waste their time and waste our time and opportunity costs?”

“A trap and a mistake that people make is Over rotating on what they have done in the past, and assuming that success in the past predicts success in the future.”

“And so they can be on their, on the phone in the first couple of days on board, even before they go to bootcamp. They typically go to bootcamp maybe week three, four three, four or five. But they're on the phone even before, and then certainly at bootcamp, the…”

“Roughly excellence in pipeline generation equals excellence in sales. Someone who's got a massive pipeline that misses some things in the sales cycles, They're probably still gonna do very well. Someone that executes beautifully, but doesn't have enough pipeli…”

“I would prefer experience with the type of deal over domain with the, unless the domain is so specific that it's going to take a lifetime. You know, if I'm selling some like, you know, molecular modeling technology and you have to be a biologist to understand …”

“Depends where you are in the journey. Early on, when product market fit isn't really good, yeah, it might be three to one. I think, you know, the rule of thumb, once you're scaling, you know, you want to be at five to one or better, for sure.”

“People really want the problems to be solved, like sort of somewhere else, like in the model or in the gateway, but more and more we see it's the harness that solves these problems.”