Greenhouse

“Velocity is kind of everything. Like, if I know I can ship 20 things a quarter, I have to stress way less about the priority of those 20 things. If I'm like, ah, maybe I can do three, then it's like a bloodbath deciding which three I'm gonna do.”

“The VP of product is the choke point in a lot of ways for the whole company, where you're listening to all the different things coming in, whether it's requests from customers, or future customers, or what your engineering team thinks that needs to be done, or…”

“Something we've done is, like, we've hired a bunch of people out of our customer support group. Folks, because we saw that they knew the customer backwards and forwards and had good instincts as to, like, what they liked and didn't like. They knew the product …”

“We do do a project with them, where we say, like, I'm looking for the kind of product sense, so we'll say, take some product that you use that's not ours, and have some complaint with it, and spec a feature to improve it. And then tell me why they haven't buil…”

“So, so Daniel, the CEO, hired like, 15 SDRs before he did any real marketing.”

“You did a panel you did it with three entrepreneurs on, that were at a million in ARR, and all four of you are unicorns and decacorns. So it's interesting. It was you, Tiago from TalkDesk, Nicholas from Algolia, and Daniel from Greenhouse, and all were growing…”

“We had a panel of Algolia, Talkdisk, Greenhouse, and I think SalesLoft, they're all at two hundred million and at least three of them, I think, will IPO next year.”

“Fourth one is Greenhouse, which is over there, ok? They're doing hundreds and hundreds of millions of dollars, and will probably IPO in two years.”

“The CEO, for whatever reason, in the early days, maybe loved is the wrong word, but he enjoyed managing, he managed 12 SDRs himself before he hired a sales leader... So greenhouse got to ten million through outbound, right?”

“We also, though, at that, for that segment, we have a very large channel business as well. Think like Gusto. They're Payroll providers, Gusto, Paylocity, where we're embedded in that experience. Same for applicant tracking systems like Greenhouse or HRIS like …”