Windsurf

“So like we made the decision to run a hundred percent of our revenue through partners.”

“Because when I got into Windsurf, outside of hiring sellers and deployed engineers, the three things that I told our CEO that I wanted to go do was hire a world-class partner person, a world-class enablement person, and a data person.”

“The interesting thing is that where I have sat in AI, I feel like there's less of a build versus buy conversation. Like pretty quickly, people realized that they weren't going to build co-pilot or cursor or windsurf.”

“Because six months in, companies that did structured rollouts were a lot more successful, and we ended up collecting a lot of data on this because it became part of how we sold. Then the companies that said, hey, I've got tool A, tool B, and tool C, we're gonn…”

“One of the things I used to say at Windsurf, and we haven't had to do this yet at Parallel, But I would say I don't ever want a debate or a conflict between my directs to come to me, because if it does, I will intentionally make a decision that's designed to a…”

“Being able to go and build credibility and build belief in the big partners and systems integrators was something that we started doing probably forty million dollars in revenue before most companies.”

“Great sales is like squeezing an orange or applying pressure from both sides. So on the one hand, do you want to go talk to engineers and like have a strong DevRel practice and really get in and like understand on the ground the way that people are working, th…”