Meraki

“Fast forward to late 20 12, and we'd scaled the business to about a hundred million in revenue. Cisco acquired the company for a little over 1.2 billion dollars”

“Both at Meraki and Samsara, and really to this day, we start with a demo, right? And that can be over Zoom. It can be in person, but we start with, we're gonna show you a live working system. It's not a, you know, a sandbox. It's not Figma. We're gonna show yo…”

“Yeah, I think that, that we found that mid-market customers Use the products and buy the products like a simple enterprise user. Whereas in some cases, the SMB customers, they're actually closer to a consumer, and it was more of a fundamental difference. Where…”

“Meraki, we sold through channel partners, and it turned out that that was the way that people like to buy networking.”

“We tried that at Samsara, and a lot of actually specific partners that would have been very successful with at Meraki didn't work. And we found that actually these customers wanted to primarily buy directly from us and have a relationship with us. So that's so…”

“We said, we're gonna make a network that's simple, that's plug and play. That's still usable by a business that has security and management, but you can actually get it up and running in an afternoon. And that was really what created the core product fit, mark…”

“The last great networking company was a company called Meraki.”

“So if you look at our industry, Cisco has a rack like ours where they have, you know, 10 different pieces of hardware. But majority of that was done through acquisition. So they bought their switching business called Crescendo in the nineties, et cetera, Merak…”