Rox

“50% of the customers that we work with, this is boring stuff, is private equity on. Like, New Relic is, yeah, 50% people who come inbound are Portfolio wide rollouts.”

“So the student school of thought is only invest in the back carriers. Get the AEs, people who can hold a number. You eat what you hunt, like those folks, they should hold both the commit number, but also the consumption number. And it's an intense way to opera…”

“I back myself to recruit, train, and build a machine with five reps reporting to me directly, and then bring on a sales leader who kind of doubles the team and takes it from there.”

“In hindsight, I would have moved faster to build out that team, and then kind of going back after going to San Francisco, like, I need to spend more time. So the biggest mistake is I would have maybe five X'd the value I would put on just hiring.”

“And I do believe that it is a hard path, but that is where modern businesses will go. You will invest in people who have full skin in the game and have this kind of owner mindset.”

“We don't do any free design partners. Like we really focus on doing paid customers with like a pilot clause.”

“The alpha is in being able to index all context about your customer.”

“My kind of view on automation is the human evolves to become an orchestrator, a quarterback, so we do all the work of composing your sequences, who to reach out to, but the human reviews and sends.”

“And the other one would be Ramp, like Eric and those folks, they were our kind of second private, private beta customer. Now we have, like, one of the most used products.”

“In early stage sales, the most important thing is to find these outlier sellers who can sell without A massive brand, a demanding engine, and perfect product market fit.”

“Honestly, candidly, like we've done really well the last year, but it's taken me maybe two to three months longer to find those outlier sales reps is because it's just, it was pretty easy.”

“We've made the decision of not tapping into it at all because of the focus on retention, usage, adoption, ROI. We only work with customers from their operational budget.”

“So if it's upper mid-market enterprise, we want to be at 45 days. From M-one to having kind of their first initial land basically done and signed.”

“We only convert if we hit our ROI metrics. We run a 30 day, white glove, like, Palantir, like, kind of boot camp, where we work with the CFO, the CRO, and the C-suite on three metrics. The first one's dollar normalized outcomes, whether that's pipeline generat…”

“The history of Farox is, it's a pretty experienced team. The first three to four months, we built a guard mode agent that knows everything about every customer with a chat interface. This does not work.”

“A hundred K, like low six figures, and then really prove value, and we're doing, that is a no-brainer, quick land, we compete on time to value, and is there a path to high six figures, seven figures, and that's what we really care about.”

“We raised 50. I think we have Keep me honest, I say, 50, 47 in the bank. We put in our own money to the pre-seed, so it's like, we have full skin in the game.”

“We've hit 75% weekly active usages with more than 50% daily active.”

“I don't believe in 30 minute interviews. Either I believe in my kind of trust and honor network of folks telling me somebody's good or not. Or I do hour and a half working sessions.”