Podcasts about appdynamics

In this episode of Masters of MEDDICC, Andy sits down with Josh Reiner, VP of EMEA at WIZ.This might be controversial, but Josh doesn't like leads. In the current landscape, while customers may be coming to you more informed, they also might be coming with more preconceived ideas about what your solution can (or can't) do. Josh tells Andy all about why it's more important to be able to go into customer engagements where everyone has an open mind about how to solve the problem. Technology presents a great advantage to the modern seller, but there is no shortcut that can replace credibility and understanding the data. Andy and Josh talk about how in the wake of AI, sellers need to avoid relying too heavily on tech, when it is our own hard work that will set us up for real success.Great salespeople are uncomfortable being comfortable. Andy and Josh discuss how A-Players are always striving to be better. As Josh says, “A-Players don't care about money because they have it,” - so the best leaders need to motivate them by challenging them to do their best.We also hear from Josh about how to build a diverse team, a winning culture and more. Don't miss this episode for an insightful take on what truly drives top sales performers and how to stay ahead in the evolving sales landscape!ABOUT JOSH REINER:Josh Reiner is an accomplished Executive with a stellar track record in the SaaS industry, currently serving as the VP of EMEA at Wiz. He began his career at BMC, playing a key role in the reverse takeover by BladeLogic, which set the stage for his leadership path in the tech sector. Josh further refined his collaborative leadership style at AppDynamics, and later at Zscaler, where he made a significant transition from the US to the UK in 2020 with his family. During his time at Zscaler, he played a crucial role in driving growth and aligning global teams to strategic objectives.In early 2024, Josh joined Wiz to lead the EMEA team, driving adoption of the Wiz Cloud Security Platform. His focus is on enabling faster cloud development by fostering collaboration between security, development, and DevOps teams. Josh champions a self-service model that meets the scale and speed demands of modern cloud development, ensuring efficiency and security are optimized in tandem.`ABOUT ANDY WHYTE:The founder of MEDDICC™ and the author of the five-star rated “MEDDICC' book, it's no surprise that Andy has an impressive sales career spanning over 18 years. Andy first started out as a door-to-door, double-glazing salesman where he quickly built up an appetite for sales, hungry for more, he started his B2B career as an SDR, progressing through the ranks to eventually lead the EMEA at Branch before moving on to set up MEDDICC™. Andy used MEDDIC in multiple companies as an individual contributor and sales leader and even implemented MEDDPICC into two SaaS organisations. Known for his mantra “Nobody ever regrets qualifying out” and his passion for the science and art of sales. Away from the day-to-day, Andy practices many skills as a chef, sports coach, taxi, and cleaner in his most important role to date - DAD.

Today's guest is Firaas Rashid, CEO and Founder of Hook. Hook is the B2B SaaS platform focused on predictable revenue growth from existing customers. Backed by Lightspeed and LocalGlobe, Hook is revolutionising the way companies forecast their revenue growth using product usage and customer data. He is passionate about changing the way Customer Success is run and building the leading workplace for ambitious people who want to be part of a team. Before founding Hook, Firaas was CTO and Head of Customer Success (EMEA) at AppDynamics, scaling from $170m to $550m Annual Recurring Revenue in 2 years. He led a rapid journey of rebuilding Customer Success to focus on data-driven prioritisation and scale. Prior to that he was a Director of IT at Credit Suisse. Beyond his role, Firaas finds joy in travel, exploring new restaurants, and even taking to the skies. This episode is brought to you with support from Oracle Netsuite. Learn more at Netsuite.com/scale --- Support this podcast: https://podcasters.spotify.com/pod/show/uncharted1/support

Episode 361 of The VentureFizz Podcast features Phil Pergola, CEO at CloudZero. Phil has a tremendous track record and we talk about a lot of great companies that he's helped build throughout his career, but I need to highlight one of these companies in this intro and that is BladeLogic and the lasting impact the company has made. If you've ever read the famous startup book by Ben Horowitz called The Hard Thing About Hard Things… the competitor to his company Opsware was BladeLogic which is absolutely classic. BladeLogic went on to become a public company and was subsequently acquired by BMC Software. Another fascinating point about BladeLogic is the people and how many have gone on to become C-level sales executives or advisors at some of the most successful companies out there like MongoDB, AppDynamics, Snowflake, Wiz, Okta, and others. There is even a podcast called Hunters + Unicorns which interviews a bunch of them. CloudZero is the leader in proactive cloud cost efficiency. They enable engineers to build cost-efficient software without slowing down innovation. The company announced a $32M Series B round of funding last year. In this podcast, we cover: * The importance of building a successful pre and post-sales organization, plus the details of the LAYR model (Land Adopt Expand Retain). * Phil's background and the story of his initial interest in pursuing a career path as an actuary. * A trip down Boston tech memory lane across multiple companies like Eggrock Partners which was acquired by Breakaway Solutions, BladeLogic, enerNOC, and CloudHealth Technologies. * All the details about CloudZero - how they found product market fit, why he joined as CEO, and the latest at the company today. * Advice on raising venture capital funding. * Lots of great advice on being a first time CEO - his lessons learned, what you should think about in the first 90 days, and advice on how to get on the radar for CEO positions. * And so much more. Episode Sponsor: As a longtime champion of the local startup ecosystem, Silicon Valley Bank supports innovative companies with the solutions and financing they need through every stage of growth. With more than 1,500 bankers and relationship advisors, and $42B in loans as of Q2 2024 – SVB delivers the right people, service and resources to support your entire financial journey. Learn more at SVB.com.

Ghazal Asif Fahadi, VP of Channels, Alliances, and Inside Sales at Rubrik, shares her expertise on the importance of channel partnerships in software sales. She highlights two primary reasons why companies often get the channel playbook wrong: inadequate measurement of channel impact and working with too many partners. Ghazal emphasizes that companies often fail to track the incremental contribution of the channel to the business, leading to mistrust and self-sourcing of deals. To address this, she recommends measuring the deals that are sourced by partners and approved by reps to ensure accurate tracking. This approach will enable companies to understand the channel's true impact and make data-driven decisions. Ghazal advises companies to highly qualify their partners, commit to a few strategic partners, and invest in them instead of trying to work with a large number of partners. This strategic approach will allow companies to build stronger relationships, improve focus, and increase accountability. Ghazal attributes the failure of the conventional channel playbook to the lack of understanding of the channel's true impact, particularly among software companies. She notes that many large technology companies that have grown up in the hardware industry may not fully comprehend the importance of measuring channel contributions. This gap in understanding can lead to misguided strategies and ineffective channel partnerships. Ghazal shares a personal anecdote about a turning point at AppDynamics, where they realized the need to establish leading indicators for their channel partners. These leading indicators would help track progress, ensure accountability, and provide a more sales-organization-like approach to the channel. Rubrik has implemented a set of leading indicators to measure the performance of their channel partners, including: * Deal registration: The number of deal registrations submitted by partners * Deal registration conversion: The conversion rate of deal registrations into opportunities * Opportunity conversion: The conversion rate of opportunities into closed deals * Save the Data: A group of people who learn about the chaos caused by cyber attacks and attend events that generate pipeline * Account mapping: Research and identification of high-potential accounts * Propensity to buy: Researching and identifying accounts with a higher likelihood of purchasing the company's technology

Bicycle founder and CEO Bhaskar Sunkara joins Dash0's Mirko Novakovic to explore his origins at AppDynamics, how his new AI-driven tool transforms raw data into actionable business insights and how observability can be leveled up to the business tier and boost company success.

Jonah Kowall is one of the most experienced observability leaders on the planet, and he joins Mirko Novakovic, CEO of Dash0, to talk how he built OpenTelemetry, how LLMs shortcut your troubleshooting, and the future of AI in observability. Jonah was an analyst at Gartner, and more recently built technologies at AppDynamics, Kentik, Logz.io, and Aiven while being a maintainer of Jaeger and CNCF projects.

In this episode, we speak with the Co-Founder and CEO of Armada, Dan Wright. Armada is the world's first full-stack edge computing platform, revolutionizing connectivity, compute, and AI solutions. Armada enables companies to rapidly deploy, operate and monitor a complete modular data center to the remote corners of the world. Before Armada, Dan was the CEO of DataRobot and COO of AppDynamics. He is invested in the future of technology as an investor, advisor, and board member for various visionary startups, including Abnormal Security, Avi Networks (acquired by VMware), and Embrace. Dan is a Board Member of JDRF. To learn more about this organization click here. I am your host RJ Lumba.  We hope you enjoy the show.  If you like the episode click to follow.

In this episode of Infrastructure Matters, hosts Camberley Bates, Steve Dickens and Krista Macomber give the rundown on conferences and announcements from Broadcom Mainframe Analysts event, NetApp's Analyst event, Splunk and AWS reinforce conferences, plus announcements from Oracle.  Key topics include:  NetApp Analyst Event: NetApp hosted an event in New York, celebrating their recent success and introducing their new "intelligent data infrastructure" positioning covering their focus on unified storage, managing data across hybrid environments seamlessly advancements in AI and data management. Broadcom Mainframe  Analyst Event: Broadcom demonstrated their continued investment and growth in mainframe software, including new capabilities such as Watchtower and  their investment in the "vitality program" focused on training and hiring non-traditional candidates for high-paying system programming roles. AWS reInforce: This AWS event focused on cloud security, highlighted AWS's efforts to enhance their security infrastructure and customer tools, including AI models and new security features.  Splunk Acquisition by Cisco: Splunk, recently acquired by Cisco, showcased their commitment to innovation and integration within Cisco's ecosystem and maintaining innovation momentum while integrating with Cisco's existing technologies like AppDynamics and Thousand Eyes. Oracle Cloud and Google: Oracle & Google announce collaborating to provide customers with interoperability between their respective cloud platforms. 

Have you ever wondered how one of the world's largest airlines ensures that every passenger interaction is seamless, both on the ground and in the air? Today, I'm joined by Dan Field, Director of Platform and Network Engineering at United Airlines.    Dan brings a wealth of experience integrating cutting-edge technology to enhance customer experiences and operational efficiency at United. With tools like Cisco's AppDynamics and innovative solutions like Agent on Demand, Dan and his team are revolutionizing travel.   Agent on Demand allows passengers to connect with agents via call, text, or even video chat. This service eliminates the need to physically wait in line, offering a more convenient option for travelers to manage their journey—everything from seat assignments to boarding times can be handled through a simple QR code scan.   Today's discussion isn't just about the technology itself but about how United Airlines leverages these advancements to significantly improve organizational efficiency and customer satisfaction.   Listeners, as we explore these technological innovations, what are your thoughts on how such technologies could further enhance your travel experiences? Have you encountered any tech-driven solutions during your flights that made a significant difference? Join the conversation and share your views.

Sanjay Nagaraj started his journey in India, where he was born and raised. He earliest influences started at home, as his father taught him honesty and integrity and his mother heavily influenced his growth as an individual. Though he spends most of his time in tech, anytime outside of work is dedicated to time with family, where he gets to see the world through his wife and kids - along with fueling his passion for singing and following his favorite sports team.For Sanjay, one thing that was clear to him was that application builders exposing APIs, you are responsible for making sure those API's are secure. Prior to his current venture, he and his co-founder built AppDynamics, and they saw the growth of API's first hand. As such, businesses were looking for products to help understand API's and protect them - in real time.This is the creation story of Traceable.SponsorsPermitCacheFlyClearQueryKiteworksLinkshttps://traceable.ai/https://www.linkedin.com/in/sanjaynagaraj/Support this podcast at — https://redcircle.com/code-story/donationsAdvertising Inquiries: https://redcircle.com/brandsPrivacy & Opt-Out: https://redcircle.com/privacy

This week, we discuss ChatGPT-4o, Google I/O Announcements, the impact of AI on smartphones, and executive shuffling at OpenAI and Amazon. Plus, we share some thoughts on how to plan your wedding. Watch the YouTube Live Recording of Episode (https://www.youtube.com/watch?v=UBzblajcAUY) 467 (https://www.youtube.com/watch?v=UBzblajcAUY) Runner-up Titles Do what works Blame the children I had an alphanumeric pager in 1993 I like carrots Rundown A.I. Announcements Introducing GPT-4o (https://www.youtube.com/watch?v=DQacCB9tDaw) ‎Gemini Apps' release updates & improvements (https://gemini.google.com/updates) Google I/O 2024 (https://io.google/2024/) Palace Intrigue Andy Jassy makes AWS leadership announcement (https://www.aboutamazon.com/news/company-news/leadership-update-aws-adam-selipsky-matt-garman?ck_subscriber_id=512840665) Ilya and OpenAI are going to part ways. (https://twitter.com/sama/status/1790518031640347056?s=46&t=zgzybiDdIcGuQ_7WuoOX0A) Sam Altman gracefully thanked his OpenAI cofounder who quit. Then another exec quit hours later. (https://www.businessinsider.com/openai-leadership-shakeup-jan-leike-ilya-sutskever-resign-chatgpt-superalignment-2024-5) Relevant to your Interests Leaked memo: Amazon requires cloud events to spend up to 80% of their time talking about generative AI (https://www.businessinsider.com/amazon-generative-ai-aws-global-summits-2024-5) Should Cisco Have Paid $3.7 Billion for AppDynamics? (https://sg.news.yahoo.com/finance/news/cisco-paid-3-7-billion-222608679.html) Boomi Dismembers The TIBCO Frankenstein (https://www.forrester.com/blogs/boomi-dismembers-the-tibco-frankenstein/) Apple to Power AI Tools With In-House Server Chips This Year (https://www.bloomberg.com/news/articles/2024-05-09/apple-to-power-ios-18-ai-features-with-in-house-server-mac-chips-this-year) Cyberattack disrupts operations at major US health care network | CNN Business (https://www.cnn.com/2024/05/08/tech/cyberattack-disrupts-healthcare-network/index.html) Did IBM make a $6.4 billion blunder by buying HashiCorp? (https://www.theregister.com/2024/05/10/opinion_column_ibm_hashicorp/) How Ahrefs gets a Billion dollar-worth infrastructure with a 90% discount (https://tech.ahrefs.com/how-ahrefs-gets-a-billion-dollar-worth-infrastructure-with-a-90-discount-5edd473b2399) Was VMware's takeover by Broadcom a terrible mistake? (https://techmonitor.ai/technology/cloud/vmware-takeover-by-broadcom-mistake) Apple Will Revamp Siri to Catch Up to Its Chatbot Competitors (https://www.nytimes.com/2024/05/10/business/apple-siri-ai-chatgpt.html?smid=nytcore-ios-share&referringSource=articleShare&sgrp=c-cb) DHH: ZIRP driving microservices is quite the take! (https://x.com/dhh/status/1789314705384972506) Squarespace to go private in $7 billion private-equity deal (https://www.cnbc.com/2024/05/13/squarespace-to-go-private-in-7-billion-private-equity-deal.html) Aligning with User Needs with Rod Johnson (https://www.emilyomier.com/podcast/aligning-with-user-needs-with-rod-johnson) Meta will shut down its Teams competitor Workplace next year (https://www.theverge.com/2024/5/14/24156712/meta-workplace-facebook-work-shutdown) Google Cloud accidentally deletes UniSuper's online account due to ‘unprecedented misconfiguration' (https://amp.theguardian.com/australia-news/article/2024/may/09/unisuper-google-cloud-issue-account-access) DHH: ZIRP driving microservices is quite the take! (https://x.com/dhh/status/1789314705384972506) Nonsense YETI 34 oz French Press (https://www.yeti.com/drinkware/mugs/french-press-34oz.html) - in NL, €125 (https://nl.yeti.com/products/rambler-french-press-34oz)! Underwater bicycle' propels swimmers forward at superhuman speed (https://newatlas.com/marine/seabike-swimming-propeller/) World's Largest Vacuum to Suck Carbon From Atmosphere Turns On for First Time (https://ca.news.yahoo.com/worlds-largest-vacuum-suck-carbon-123026944.html) Conferences Executive Dinner in Atlanta, May 22nd (https://sincusa.com/events/tanzu-atlanta-ga-dinner/) MS Build (https://build.microsoft.com/en-US/home), Seattle May 21-23, Matt will be there NDC Oslo (https://substack.com/redirect/8de3819c-db2b-47c8-bd7a-f0a40103de9e?j=eyJ1IjoiMmQ0byJ9.QKaKsDzwnXK5ipYhX0mLOvRP3vpk_3o2b5dd3FXmAkw), Coté speaking (https://substack.com/redirect/41e821af-36ba-4dbb-993c-20755d5f040a?j=eyJ1IjoiMmQ0byJ9.QKaKsDzwnXK5ipYhX0mLOvRP3vpk_3o2b5dd3FXmAkw), June 12th. DevOpsDays Amsterdam (https://devopsdays.org/events/2024-amsterdam/welcome/), June 19-21, 2024, Coté speaking. DevOpsDays Birmingham, August 19–21, 2024 (https://devopsdays.org/events/2024-birmingham-al/welcome/). SpringOne (https://springone.io/?utm_source=cote&utm_campaign=devrel&utm_medium=newsletter&utm_content=newsletterUpcoming)/VMware Explore US (https://blogs.vmware.com/explore/2024/04/23/want-to-attend-vmware-explore-convince-your-manager-with-these/?utm_source=cote&utm_campaign=devrel&utm_medium=newsletter&utm_content=newsletterUpcoming), August 26–29, 2024. SREday London 2024 (https://sreday.com/2024-london/), September 19th to 20th, Coté speaking. 20% off with the code SRE20DAY (https://sreday.com/2024-london/#tickets). SDT news & hype Join us in Slack (http://www.softwaredefinedtalk.com/slack). Get a SDT Sticker! Send your postal address to stickers@softwaredefinedtalk.com (mailto:stickers@softwaredefinedtalk.com) and we will send you free laptop stickers! Follow us: Twitch (https://www.twitch.tv/sdtpodcast), Twitter (https://twitter.com/softwaredeftalk), Instagram (https://www.instagram.com/softwaredefinedtalk/), Mastodon (https://hachyderm.io/@softwaredefinedtalk), BlueSky (https://bsky.app/profile/softwaredefinedtalk.com), LinkedIn (https://www.linkedin.com/company/software-defined-talk/), TikTok (https://www.tiktok.com/@softwaredefinedtalk), Threads (https://www.threads.net/@softwaredefinedtalk) and YouTube (https://www.youtube.com/channel/UCi3OJPV6h9tp-hbsGBLGsDQ/featured). Use the code SDT to get $20 off Coté's book, Digital WTF (https://leanpub.com/digitalwtf/c/sdt), so $5 total. Become a sponsor of Software Defined Talk (https://www.softwaredefinedtalk.com/ads)! Recommendations Brandon: Dark Matter (https://www.googleadservices.com/pagead/aclk?sa=L&ai=DChcSEwigrIn86o-GAxVCB60GHX_XCckYABAAGgJwdg&ae=2&gclid=CjwKCAjwupGyBhBBEiwA0UcqaAa8Z6SXzoW8TS-PYFgjm4HL8xNpfmnW3o2W1RQfUS-0K5DpEYHsBRoCyPoQAvD_BwE&ohost=www.google.com&cid=CAESVeD2akPZ_G87IWC2gzc9HUAMvuTN941I9pWeoTge9Q6YvvFQYnVJDVRn9V0WZ8Ow2eckKnvlIp6ONdvBfFb68l3oKwAfclfRuCaCvZ-dWdYFZuYWY-8&sig=AOD64_1pcfwYWDAqCh9q_XcP8kLsc38mQQ&q&adurl&ved=2ahUKEwiZzf776o-GAxWhD0QIHUUMDwQQ0Qx6BAgJEAM) Coté: The Business of Open Source (https://www.emilyomier.com/podcast) podcast, e.g., episode with Rod Johnson (https://www.emilyomier.com/podcast/aligning-with-user-needs-with-rod-johnson). Photo Credits Header (https://unsplash.com/photos/wedding-signage-on-wall-rfS6oq6MWlU)

In the latest episode of Masters of MEDDICC, MEDDICC CEO Andy Whyte is joined by Luke Rodgers, VP of EMEA at ComplyAdvantage. Together they cover a wide range of topics on the intersection of MEDDPICC and leadership, including what it takes to be a truly successful leader, and the top mistakes people make when they THINK they're using MEDDPICC.One thing that stands out: We need to re-analyze the way we think about success. Andy and Luke talk about the bad habits that can arise when leaders focus too much on revenue and not on the ‘how' of winning. Is it about quantity, or is it about quality?The vast majority of the time, if you ask your customer why they went with your solution, they will say it's because of your team. Luckily, this episode is bursting with actionable tips to take you (and your team) to the next level. Luke is VP of EMEA at ComplyAdvantage. Having originally started his career working for Jeremy Duggan (a McMahon prodigy) as the 1st UK AE at AppDynamics in 2013, he claims the Playbook changed his life. While at AppDynamics, he has held numerous international senior leadership positions in AMER and EMEA, pre and post-the $3.7B Cisco acquisition. In 2020 he joined and founded worldwide sales at Instabase, growing ARR by 10x in 3 years. Now he is using the Playbook to help beat financial crime, a $3.5T per year problem for which ~$280B per year is spent fighting it. Unfortunately

Proven Career Journey in International Business The podcast episode profiles Josh Reiner, current VP of EMEA at SaaS company Wiz. He discusses his career path, having started at BMC where he was part of a reverse takeover by BladeLogic. Josh then transitioned to roles at AppDynamics and Zscaler, learning valuable lessons about collaboration under executives like Dally Rajic.   Establishing Clear Goals and Optimizing Processes As the leader of Zscaler's UK team, Josh emphasized the importance of having a shared vision. Their goal was to gain 3 million users on the platform. To work as one global organization, he optimized handoffs between teams through open communication and incremental weekly improvements. By publishing regular updates on progress, the entire company remained aligned.   Driving Accountability and Continual Learning Josh stresses that frequent coaching sessions and publishing performance metrics kept employees accountable to goals. This also supported continual self-improvement. He looks for candidates willing to learn when hiring and prioritizes diversity to foster new perspectives in teams.   In Summary Through empathetic leadership, Josh achieved significant growth while unifying remote functions. His insights offer a blueprint for maximizing collaboration across borders and building high-performing global organizations.

Leading Global Teams With Empathy Proven Career Journey in International Business The podcast episode profiles Josh Reiner, current VP of EMEA at SaaS company Wiz. He discusses his career path, having started at BMC where he was part of a reverse takeover by BladeLogic. Josh then transitioned to roles at AppDynamics and Zscaler, learning valuable lessons about collaboration under executives like Dally Rajic. Establishing Clear Goals and Optimizing Processes As the leader of Zscaler's UK team, Josh emphasized the importance of having a shared vision. Their goal was to gain 3 million users on the platform. To work as one global organization, he optimized handoffs between teams through open communication and incremental weekly improvements. By publishing regular updates on progress, the entire company remained aligned. Driving Accountability and Continual Learning Josh stresses that frequent coaching sessions and publishing performance metrics kept employees accountable to goals. This also supported continual self-improvement. He looks for candidates willing to learn when hiring and prioritizes diversity to foster new perspectives in teams. In Summary Through empathetic leadership, Josh achieved significant growth while unifying remote functions. His insights offer a blueprint for maximizing collaboration across borders and building high-performing global organizations.

Dan Wright is no typical founder. With a formidable background at software powerhouses like AppDynamics and DataRobot, Dan has shifted his focus towards bridging the technological gap in edge computing with his latest venture, Armada. As the world's first full-stack edge computing platform, Armada integrates computing and AI capabilities directly where data is generated.Dan started Armada after recognizing a significant shift in data generation to the edge and the inadequate response of centralized clouds to the demands of heavy data producers in sectors like oil and gas and manufacturing.In today's episode, Dan discusses the origin story of Armada and its strategic partnership with Starlink, which allows it to extend its edge computing capabilities to remote locations. We also discuss:The impact of edge computingArmada's product suite and roadmapBridging the digital divideBuilding a business with SpaceXAnd much more…This episode is brought to you by the Italian Trade Agency (ITA). • Chapters •00:00 Intro & ITA Ad01:11 What is Armada and why did you start the company?02:33 Adding hardware capabilities04:34 What is edge computing?07:00 75% of all data will be generated at the edge10:12 Serving remote corners of the world11:22 What kind of efficiency will edge computing be able to make?14:06 Armada x Starlink16:59 How did Armada build their relationship with Starlink?18:51 How did you convince SpaceX to work with you?20:30 Without Starlink, can Armada still be successful?22:11 Armada's product suite25:41 Creating demand for 3rd parties in the marketplace28:11 The Galleon30:44 Customer traction, targeting, and product in the field32:58 Armada's smallest but still relevant customer34:18 The competitive landscape36:13 Extreme testing for Galleon38:45 Capital raising41:38 What keeps Dan up at night43:17 Galleons but in space?44:47 10 year vision46:04 Dan's opinion on Starship's next flight test50:40 What does Dan do for fun? • Show notes •Armada's website — www.armada.aiDan's socials — https://twitter.com/danwrightSFMo's socials — https://twitter.com/itsmoislamPayload's socials — https://twitter.com/payloadspace / https://www.linkedin.com/company/payloadspacePathfinder archive — Watch: https://www.youtube.com/@payloadspace Pathfinder archive — Listen: https://pod.payloadspace.com/episodes • About us •Pathfinder is brought to you by Payload, a modern space media brand built from the ground up for a new age of space exploration and commercialization. We deliver need-to-know news and insights daily to 19,000+ commercial, civil, and military space leaders. Payload is read by decision-makers at every leading new space company, along with c-suite leaders at all of the aerospace & defense primes. We're also read on Capitol Hill, in the Pentagon, and at space agencies around the world.Payload began as a weekly email sent to a few friends and coworkers. Today, we're a team distributed across four time zones and two continents, publishing five media properties across multiple platforms:1) Payload, our flagship daily newsletter, sends M-F @ 9am Eastern2) Pathfinder publishes weekly on Tuesday mornings (pod.payloadspace.com)3) Polaris, our weekly policy briefing, publishes weekly on Tuesdays4) Payload Research, our weekly research and analysis piece,  comes out on Wednesdays You can sign up for all of our publications here: https://payloadspace.com/subscribe/

In our conversation at KubeCon in Paris, Jonah Kowall of Aiven discusses his extensive background in observability, his role at Aiven overseeing product management, and his active involvement in open source projects such as Jaeger, OpenSearch, and OpenTelemetry. We also touch on software licensing and Redis's shift to proprietary software. We explore the challenges of maintaining project sustainability, attracting new contributors, and the importance of cross-project collaboration within the open source community. The discussion encapsulates the vibrant dynamics of open source development, the evolving landscape of observability tools, and underscores the collective endeavor to foster innovation and sustainability in this space.   00:00 Introduction 01:19 Deep Dive into Jaeger: The Observability Tool 02:21 Exploring OpenSearch and Its Ecosystem 03:27 The Impact of Licensing Changes on Open Source 06:20 The Challenge of Sustaining Open Source Projects 09:36 Fostering New Contributors and Community Engagement 12:30 Observability Trends and the Future of Open Source 19:25 Enhancing Collaboration in the Open Source Ecosystem 20:55 Final Thoughts and Advice for Aspiring Contributors   Resources: Jaeger: open source, distributed tracing platform (jaegertracing.io) OpenTelemetry OpenSearch Guest: Jonah Kowall, computer scientist and open-source contributor to OpenSearch, Jaeger, OpenTelemetry. A technical leader across startups to large enterprises specialized in operations, security, and performance. Led Gartner research on monitoring. Product leadership at AppDynamics, Cisco (post-acquisition), Kentik, Logz.io, and is current the head of product management at Aiven building tomorrow's open source data platform for everyone.

Guest: Jyoti Bansal, CEO and co-founder of HarnessCisco bought Jyoti Bansal's first company AppDynamics for $3.7 billion, making him a very wealthy man. But after two African safaris, a week of Michelin-starred meals in Tokyo, and more adventures all around the world, he realized that spending his money didn't truly make him happy. After some soul-searching, he realized what he really enjoyed: “I liked to build companies. That is my craft ... If someone enjoys playing gold for six hours, I would enjoy working on a startup for six hours.”In this episode, Jyoti and Joubin discuss the evolution of Grit, Carlos Delatorre, Tom Mendoza, Glean, growing up in India, traveling the world, three-star restaurants, soul-searching, automating gruntwork, paying for nice hotels, red-eye flights, product-market fit, Jeff Bezos, the “three-layered cake,” Frank Slootman, raising the bar for distribution, technical debt, structural efficiency, and taking pride in your work. In this episode, we cover:(00:59) - Top-tier CROs (04:18) - The video game levels of startups (07:24) - Selling AppDynamics to Cisco (09:16) - Keeping up with high-growth companies (12:10) - The chip on Jyoti's shoulder (16:15) - How he thinks about money (18:02) - Do what you enjoy every day (22:32) - “What would make me happy?” (24:56) - Starting BIG Labs and Harness (29:16) - Adjusting to a new reality (34:13) - Work-life balance (36:30) - What gets easier — and harder — over time (41:44) - Product vs. distribution (46:46) - Paying it forward (48:29) - The next level (50:24) - The four lists (53:45) - Assigning clear responsibilities (56:06) - Jyoti's favorite interview question (57:41) - Who Harness is hiring Links:Connect with JyotiLinkedInConnect with JoubinTwitterLinkedInEmail: grit@kleinerperkins.com Learn more about Kleiner PerkinsThis episode was edited by Eric Johnson from LightningPod.fm

This week, we discuss the ever expanding CNCF Landscape, bundling and unbundling, and the latest cloud earnings. Plus, some thoughts on soap dispensers in Europe vs. U.S. Watch the YouTube Live Recording of Episode (https://www.youtube.com/watch?v=-Pg_rXxn1YQ) 454 (https://www.youtube.com/watch?v=-Pg_rXxn1YQ) Runner-up Titles Are we streaming. I have the whole earth to roam, so I'm not going to get space madness. If you watch it long enough every movie represents all of life. The sound track to walking the dog. At least it's open source. The Magic Quadrant of Fashion. I guess everyone's cool? What pair of pants do I need? The AirPods Pro pocket. Go down the metaphor hole. I was eating steak, and now I'm eating OpenTofu. Not good, but good enough. The Metaphor Hole Rundown CNCF Landscape (https://landscape.cncf.io) Bundling, Unbundling and Ensh*tification (https://www.thecloudcast.net/2024/02/bundling-unbundling-and-enshtification.html) (Cloudcast Pod) Earnings Meta Beats Sales Forecast Estimates; Announces First Dividend (https://www.bloomberg.com/news/articles/2024-02-01/meta-beats-sales-forecast-estimates-announces-first-dividend) Amazon Projects Profit Topping Estimates on Further Cost Cutting (https://www.bloomberg.com/news/articles/2024-02-01/amazon-projectsprofit-topping-estimates-on-further-cost-cutting) Clouded Judgement 2.2.24 - Cloud Giants Report Q4 '23 (https://cloudedjudgement.substack.com/p/clouded-judgement-2224-cloud-giants?utm_source=post-email-title&publication_id=56878&post_id=141292535&utm_campaign=email-post-title&isFreemail=true&r=2l9&utm_medium=email) Alphabet: Cloud Rebounds (https://www.appeconomyinsights.com/p/alphabet-cloud-rebounds?utm_campaign=post&utm_medium=web) Platformonomics - Follow the CAPEX: Cloud Table Stakes 2023 Retrospective (https://platformonomics.com/2024/02/follow-the-capex-cloud-table-stakes-2023-retrospective/) Relevant to your Interests Shift Happens: A book about keyboards (https://www.kickstarter.com/projects/mwichary/shift-happens) Broadcom's strategy ignores most VMware customers (https://www.theregister.com/2022/05/30/broadcom_strategy_vmware_customer_impact/) Allen Institute for AI releases ‘truly open source' LLM to drive ‘critical shift' in AI development (https://venturebeat.com/ai/truly-open-source-llm-from-ai2-to-drive-critical-shift-in-ai-development/) OLMo - Open Language Model by AI2 (https://allenai.org/olmo) Threads is growing steadily with more than 130M monthly actives. (https://www.threads.net/@mosseri/post/C20tMr8Pjeh/?igshid=MzRlODBiNWFlZA==) Leaky Vessels: Docker and runc Container Breakout Vulnerabilities - January 2024 (https://snyk.io/blog/leaky-vessels-docker-runc-container-breakout-vulnerabilities/) From unicorns to unicorpses: Why billion-dollar startups and even VC firms keep imploding (https://fortune.com/longform/failed-unicorn-startups-billion-dollar-valuation-unicorpses/) Dell said to be preparing broad Return To Office mandate (https://www.theregister.com/2024/02/03/dell_return_to_work/?td=rt-3a) Weaveworks shuts down (https://www.linkedin.com/posts/richardsonalexis_hi-everyone-i-am-very-sad-to-announce-activity-7160295096825860096-ZS67?utm_source=share&utm_medium=member_desktop) A Giant Reborn: Satya Nadella's Decade as Microsoft CEO (https://www.youtube.com/watch?v=9KzIKFpKZKM) Is the $139 Amazon Prime Subscription Still Worth It? (https://www.wsj.com/tech/personal-tech/is-the-139-amazon-prime-subscription-still-worth-it-83a597c7?reflink=integratedwebview_share) Everbridge Agrees to $1.5B Buyout Offer From Thoma Bravo (https://www.marketwatch.com/story/everbridge-agrees-to-1-5b-buyout-offer-from-thoma-bravo-179db224?mod=newsviewer_click) Adam Neumann Tries to Buy Back WeWork (https://www.wsj.com/articles/adam-neumann-looks-to-buy-back-wework-86ee5f2b) NinjaOne Notches $1.9 Billion Valuation in Deal Led By Iconiq (https://www.bloomberg.com/news/articles/2024-02-06/ninjaone-notches-1-9-billion-valuation-in-deal-led-by-iconiq) YouTube TV says it has more than 8 million subscribers (https://www.axios.com/2024/02/06/youtube-tv-subscribers-cable-satellite) Pivotal founder Rob Mee is back with a new startup. (https://twitter.com/alexrkonrad/status/1755278551828300162?s=46&t=zgzybiDdIcGuQ_7WuoOX0A) ESPN, Fox, WBD shake up media with plans for new sports streaming service (https://www.sportsbusinessjournal.com/Articles/2024/02/06/ESPN-Disney-Warner-Bros-Discovery-Fox-pay-joint-streaming-service) Arm shares surge 48% after SoftBank-controlled chip designer issues strong forecast (https://www.cnbc.com/2024/02/08/arm-shares-soar-after-reporting-strong-earnings-and-forecast.html) Sam Altman Seeks Trillions of Dollars to Reshape Business of Chips and AI (https://www.wsj.com/tech/ai/sam-altman-seeks-trillions-of-dollars-to-reshape-business-of-chips-and-ai-89ab3db0?page=1) Disney invests $1.5B in Epic Games, plans new “games and entertainment universe” (https://arstechnica.com/gaming/2024/02/epic-working-with-disney-on-new-gaming-universe-after-1-5b-investment/) Dynatrace hits $1.4 billion ARR, grabs logos from AppDynamics, aims to grow logs offering (https://www.thestack.technology/dynatrace-hits-1-4-billion-arr-grabs-customers-from-appdynamics-aims-to-grow-logs-offering/) Google and Yahoo Are Cracking Down on Inbox Spam. Don't Expect Less Email Marketing. (https://www.wsj.com/articles/google-and-yahoo-are-cracking-down-on-inbox-spam-dont-expect-less-email-marketing-dd124c19) Cloudflare's crowd-sources another patent troll case victory (https://www.theregister.com/2024/02/12/cloudflare_patent_troll/) (Almost) Every infrastructure decision I endorse or regret after 4 years running infrastructure at a startup (https://cep.dev/posts/every-infrastructure-decision-i-endorse-or-regret-after-4-years-running-infrastructure-at-a-startup/) 2024 State of Internal Developer Portals | Port (https://www.getport.io/state-of-internal-developer-portals) Amazon's Cloud Crisis: How AWS Will Lose The Future Of Computing (https://www.semianalysis.com/p/amazons-cloud-crisis-how-aws-will?ck_subscriber_id=1141233388) Yandex: The end of an era for Russia's most innovative firm (https://en.thebell.io/yandex-the-end-of-an-era-for-russias-most-innovative-firm/) How Mastodon made friends with Meta (https://www.platformer.news/mastodon-interview-eugen-rochko-meta-bluesky-threads-federation/?ref=platformer-newsletter) The Vision Pro (https://daringfireball.net/2024/01/the_vision_pro) Microsoft Teams, Word, Excel, and more are coming to Apple's Vision Pro at launch (https://www.theverge.com/2024/1/31/24057122/microsoft-apple-vision-pro-office-apps-microsoft-365) Apple's Vision Pro battery pack is hiding the final boss of Lightning cables (https://www.theverge.com/2024/1/31/24057392/apple-vision-pro-battery-lightning-cable) Why Tim Cook Is Going All In on the Apple Vision Pro (https://www.vanityfair.com/news/tim-cook-apple-vision-pro?mbid=social_twitter&utm_social-type=owned&utm_source=twitter&utm_medium=social&utm_brand=vf) the thing no one will say about Apple Vision Pro (https://www.youtube.com/watch?v=UvkgmyfMPks) Working in the Vision Pro (https://www.youtube.com/watch?v=BV9Xy6L_rlM) Forgot Your Apple Vision Pro's Passcode? You May Have to Take It Back to Store (https://www.bloomberg.com/news/articles/2024-02-05/forgot-your-apple-vision-pro-s-passcode-you-may-have-to-take-it-back-to-store) Tesla owners told not to wear Apple virtual reality headsets while driving (https://www.bbc.com/news/technology-68215614) Nonsense Cynical book summaries (https://www.plg.news/p/aoapm-002-cynical-book-summaries) H-E-B's North Texas impact starting to become clear across groceries, real estate (https://www.wfaa.com/article/news/local/h-e-b-stores-north-texas-impact-starting-to-become-clear-across-groceries-real-estate/287-86836f22-e000-4d67-83d7-42e66ac01542?fbclid=IwAR1feOapOO7kMdv-xH3oBATelXpoKvf2ioNJEGt5MUzvA_X8C4nYMYPNquI_aem_AUUb7ZEwow8o6qAELGm8Xwb8eYCBdezDAdIpe-9nCSanh6MKQWpd8RIZRqMgBJekf6U#ls972nf7ju9xufblh6q) The 10 Best-Selling Vehicles in America in 2023 (https://www.visualcapitalist.com/best-selling-vehicles-in-america-in-2023/) One of Our Best Websites Died While No One Was Looking (https://slate.com/technology/2024/02/quora-what-happened-ai-decline.html) Stanley Made Reusable Cups Huge. Now It Has to Make Them Sustainable (https://www.bloomberg.com/news/articles/2024-02-01/stanley-made-reusable-cups-huge-now-it-has-to-make-them-sustainable) Most accurate video I've ever seen (https://x.com/anothercohen/status/1756181201847509392?s=46&t=zgzybiDdIcGuQ_7WuoOX0A) Listener Feedback Brian recommends Subprime Attention Crisis (https://www.audible.com/pd/Subprime-Attention-Crisis-Audiobook/0593454103?ref_pageloadid=Dsqv0n17FOwUqOpK&ref=a_library_t_c5_libItem_0593454103_0&pf_rd_p=80765e81-b10a-4f33-b1d3-ffb87793d047&pf_rd_r=7C4TQFGZXK856S6W40BH&pageLoadId=Fo0QcV8X3KEf9ys4&creativeId=4ee810cf-ac8e-4eeb-8b79-40e176d0a225) Andrew recommends the Amazon.com: Sink Soap Dispenser (https://www.amazon.com/dp/B07SJ8SQ6Q?ref=ppx_pop_mob_ap_share) Conferences SCaLE 21x/DevOpsDays LA, March 14th (https://www.socallinuxexpo.org/scale/21x)– (https://www.socallinuxexpo.org/scale/21x)17th, 2024 (https://www.socallinuxexpo.org/scale/21x) — Coté speaking (https://www.socallinuxexpo.org/scale/21x/presentations/we-fear-change), sponsorship slots available. KubeCon EU Paris, March 19 (https://events.linuxfoundation.org/kubecon-cloudnativecon-europe/)– (https://events.linuxfoundation.org/kubecon-cloudnativecon-europe/)22 (https://events.linuxfoundation.org/kubecon-cloudnativecon-europe/) — Coté on the wait list for the platform side conference. Get 20% off with the discount code KCEU24VMWBC20. DevOpsDays Birmingham, April 17–18, 2024 (https://talks.devopsdays.org/devopsdays-birmingham-al-2024/cfp) Exe (https://ismg.events/roundtable-event/dallas-robust-security-java-applications/?utm_source=cote&utm_campaign=devrel&utm_medium=newsletter&utm_content=newsletterUpcoming)cutive dinner in Dallas that Coté's hosting on March 13st, 2024 (https://ismg.events/roundtable-event/dallas-robust-security-java-applications/?utm_source=cote&utm_campaign=devrel&utm_medium=newsletter&utm_content=newsletterUpcoming). If you're an “executive” who might want to buy stuff from Tanzu to get better at your apps, than register. There is also a Tanzu exec event coming up in the next few months, email Coté (mailto:cote@broadcom.com) if you want to hear more about it. SDT news & hype Join us in Slack (http://www.softwaredefinedtalk.com/slack). Get a SDT Sticker! Send your postal address to stickers@softwaredefinedtalk.com (mailto:stickers@softwaredefinedtalk.com) and we will send you free laptop stickers! Follow us: Twitch (https://www.twitch.tv/sdtpodcast), Twitter (https://twitter.com/softwaredeftalk), Instagram (https://www.instagram.com/softwaredefinedtalk/), Mastodon (https://hachyderm.io/@softwaredefinedtalk), BlueSky (https://bsky.app/profile/softwaredefinedtalk.com), LinkedIn (https://www.linkedin.com/company/software-defined-talk/), TikTok (https://www.tiktok.com/@softwaredefinedtalk), Threads (https://www.threads.net/@softwaredefinedtalk) and YouTube (https://www.youtube.com/channel/UCi3OJPV6h9tp-hbsGBLGsDQ/featured). Use the code SDT to get $20 off Coté's book, Digital WTF (https://leanpub.com/digitalwtf/c/sdt), so $5 total. Become a sponsor of Software Defined Talk (https://www.softwaredefinedtalk.com/ads)! Recommendations Brandon: Chamberlain Smart Garage Control (https://www.myq.com/products/smart-garage-control) Matt: FLOSS Weekly Episode 769: OpenCost — We Spent How Much? (https://hackaday.com/2024/02/07/floss-weekly-episode-769-opencost-we-spent-how-much/) Coté: chocolate covered dates at Tree of Dates (https://maps.app.goo.gl/QRc9Zj89cn4CZmMbA). Photo Credits Header (https://unsplash.com/photos/a-row-of-books-sitting-on-top-of-a-shelf-HqA7l8IbhmY) Artwork by Google Gemini

Join us in this engaging podcast featuring Spencer Tuttle, Chief Revenue Officer (CRO) of Redis, as he shares his remarkable career journey and imparts invaluable insights into the art of building and scaling organizations. Spencer takes us on a journey through his career, starting with his early days at BMC and later advancing into leadership roles at AppDynamics. Key takeaways from this segment include Spencer's emphasis on mastering each role he undertook. He underscores the importance of learning from exceptional leaders and peers at every career stage, amalgamating their wisdom to forge his unique approach. Spencer's transition to AppDynamics is explored, wherein he unveils his attraction to the company, driven by its exceptional team and the boundless potential of its technology. The evolution of the sales playbook, especially within the context of subscription software, is also a focal point of discussion. The episode delves into Spencer's perspective on pressure, drawing from his experiences at BMC. He articulates how embracing pressure can be a privilege and offers sage advice on taking personal accountability and delivering results. Spencer's journey into first-line leadership is unveiled, where he lays out the critical importance of transparency, team-building, and nurturing a culture that fosters growth and enablement. Alignment between organizational culture and individual expectations is another crucial theme, offering profound insights for both budding and seasoned professionals. Join us for this enlightening exploration of Spencer Tuttle's remarkable career journey and the profound wisdom he has gathered along the way. This podcast series offers a wealth of knowledge on mastering roles, transitioning to leadership, and navigating the dynamic world of business, all delivered by a seasoned expert with a wealth of experience. Don't miss this opportunity to gain valuable insights into building and growing successful organizations.

Today's guest is Firaas Rashid, CEO and Founder of Hook. Hook is the B2B SaaS platform focused on predictable revenue growth from existing customers. Backed by Lightspeed and LocalGlobe, Hook is revolutionising the way companies forecast their revenue growth using product usage and customer data. He is passionate about changing the way Customer Success is run and building the leading workplace for ambitious people who want to be part of a team. Before founding Hook, Firaas was CTO and Head of Customer Success (EMEA) at AppDynamics, scaling from $170m to $550m Annual Recurring Revenue in 2 years. He led a rapid journey of rebuilding Customer Success to focus on data-driven prioritisation and scale. Prior to that he was a Director of IT at Credit Suisse. This week's episode is brought to you by DuploCloud and Montpac. Checkout Duplocloud.com/uncharted to learn how they help automate tedious DevOps tasks and Montpac.com for all your finance and accounting needs. --- Support this podcast: https://podcasters.spotify.com/pod/show/uncharted1/support

Effektive Observability mit OpenTelemetryFrüher waren viele Applikationen eine Black Box, besonders für die Ops aka Betriebsabteilung. Dann fing das Logging an. Apps haben Log-Lines geschrieben, zum Beispiel wann die App fertig hochgefahren ist oder wenn etwas schief gegangen ist. In einer Art und Weise haben durch Logs die Devs angefangen, mit den Ops-Leuten zu kommunizieren.Irgendwann später gab es Metriken. Wie viel RAM verbraucht die App, wie oft wurde der Garbage Collector getriggert oder auch Business-Metriken, wie oft eine Bestellung ausgeführt wurde oder wann eine Geo- anstatt einer Text-Suche gestartet wurde.War das alles? Nein. Der neueste Hype: Traces. Eine genaue Einsicht, welchen Code-Path die App genommen hat und wie lange dieser gedauert hat inkl. aller Metadaten, die wir uns wünschen.Und wenn man dies nun alles in einen Sack packt, es gut durchschüttelt und man ein System hat, das man auf Basis dieser Daten fragen stellen kann, nennt man das Observability.Und genau da setzt das Projekt OpenTelemetry an.In dieser Episode sprechen wir mit dem Experten Severin Neumann über Observability und OpenTelemetry.Bonus: Was ist ein Sales-Engineer?**** Diese Episode wird gesponsert von www.aboutyou.de ABOUT YOU gehört zu den größten Online-Fashion Shops in Europa und ist immer auf der Suche nach Tech-Talenten - wie zum Beispiel einem (Lead) DevOps/DataOps Engineer Google Cloud Platform oder einem Lead Platform Engineer. Alle Stellen findest auch unter https://corporate.aboutyou.de/en/our-jobs ****Das schnelle Feedback zur Episode:

Building a thriving business certainly has a lot to do with hard work, but it's just as much about having a strong network and leveraging those relationships. Today's guest has gathered incredible insights and connections in his long career  to build a platform that facilitates these critical partnerships. Today we sit down with Chad Cardenas, Founder and CEO of The Syndicate Group. The Syndicate Group is pioneering a new evolution of venture capital investing, helping startups scale faster by organizing exclusive investment access for strategics who commit capital, and support a company's go-to-market strategy.With 25 years in the enterprise technology sector, Chad maintains a wealth of experience in sales, leadership, business transformation, innovation, distribution channels, investing and go-to-market strategies. He previously co-founded Trace3 where he served as President and Chief Innovation Officer studying macro trends and their effects in the IT industry. He helped build the tech reseller and integrator to 400 people and over $500 million in revenue before a private equity event in 2017. The Syndicate Group was born out of these experiences based on the realization that startup founders need more than just capital. They need partners who can deliver economies of scale by selling or buying the startups, products, and services. The Syndicate Group aggregates those partners, and gives them skin in the game with pre-IPO investment access. The company's investment portfolio includes high flyers such as AppDynamics, CrowdStrike, Nutanix, Abnormal Security, and Cohesity, where Chad played a key role in driving an aggregate market value of over $30 billion.  Highlights: How TSG developed their unique business model (3:30) How The Syndicate Group's network opportunities are valuable to businesses (5:39) Chad describes the relationship between TSG and a startup in their network (7:53) Chad explains what came first: building syndicate or attracting deal flow (11:52) How TSG attracted initial investors to their business (13:15) How The Syndicate Group vets their potential investment companies (14:39) More about the specific sectors and business TSG focuses their work on (16:21) How TSG manages cap tables with startups that have numerous investors (17:53) Why investors are attracted to TSG's deal flow (19:52) How TSG maintains scaling and growth despite the complexity of the business (21:08) The growth and potential of TSG's business model and unique software platform (23:27) Chad describes the state of competition in the field (24:21) Chad explains the effects of a choppy economy and social climate on business in the VC sector (25:30) Up and coming companies in the Syndicate Group portfolio (27:27) Future pursuits and goals (28:42) Links:Chad Cardenas on LinkedInTSG on LinkedInTSG WebsiteICR LinkedInICR TwitterICR WebsiteFeedback:If you have questions about the show, or have a topic in mind you'd like discussed in future episodes, email our producer, marion@lowerstreet.co.

Christine Yen is not like other CEO's. She's an engineer, that co-founded a company that has gone onto become, not just a leader in an industry, but also a company that defined the industry category - Observability. I have watched and admired the rise of Honeycomb from a very close vantage point. Formerly in my role at Dynatrace, who is also a leader in this observability space, I saw them quietly go about their business, without really ruffling any feathers. The Datadog's, New Relic's, Appdynamics, and Dynatracers of the world would end up in head to head battles. We'd be quick to jibe back about each other's capabilities but Honeycomb seemed to be walking to the beat of it's own drum. It fascinated me to the point that I really wanted to know more. In this podcast, I had a long sit down, with Christine Yen, the companies co-founder and CEO. We talked about the companies origin and original idea, early success, through the challenges with Go To Market, and being a female tech leader. Enjoy. I certainly did.

(0:00) Intro(1:40) Welcome Jyoti Bansal(2:51) Time management(8:43) Finding product market fit(19:05) Product development cycle(23:12) Startups within startups(29:14) AppDynamics(34:14) Lessons for young founders(43:16) Hiring someone who's "been there, done that"(51:02) Process of fundraising(56:04) Reach the highest tier of VC firm(59:45) Finding investors that believe in you and your company(1:07:20) Founding AppD(1:13:47) Ending up a solo founder(1:20:42) Selling to Cisco(1:27:33) Current state of the markets(1:31:09) Jyoti's thoughts on AI Mixed and edited: Justin HrabovskyProduced: Rashad AssirExecutive Producer: Josh MachizMusic: Griff Lawson 

Brian McCarthy is an accomplished executive and leader with progressive sales and leadership experience building and leading talented teams to achieve hyper-growth within the enterprise software and information services industry. Brian serves as Rubrik's Chief Revenue Officer, where he leads the global go-to-market sales strategy. Previously he led the sales, services and support teams at ThoughtSpot, where he led the go-to-market function and the company's SaaS transformation. Preceding his time at ThoughtSpot, Brian came from AppDynamics, which was acquired by Cisco, where he was responsible for leading the Americas organization as GVP and from QlikTech where he served as President of the Americas. He graduated from Franciscan University.Join us as Brian shares shares insights on managing and enabling sales teams. He emphasizes the importance of caring for and developing employees, and the need for leaders to have a secure mindset. McCarthy and John McMahon discuss tracking deals and stages in the sales process, forecasting, and improving the probability of closing deals. Tons of lessons from two top-tier sales leaders shared on this episode of Revenue Builders.HERE ARE SOME KEY SECTIONS TO CHECK OUT:[0:01:15] Brian's background and experience in sales and leadership roles[0:09:30] Brian's approach to managing and training people[0:17:23] The importance of listening skills in leadership[0:24:33] The unique approach to enablement at Rubric[0:42:04] The critical stage in the sales process for forecasting[0:56:50] The metrics Brian tracks during and after the quarter[1:02:03] The importance of focusing on productivity in a growth company[1:04:35] The impact of churn on productivity and the importance of recruiting and training[1:14:55] Leaders who consistently over forecast or wear rose-colored glassesHIGHLIGHT QUOTES[0:40:33] Leaders job as an ultimate success - John McMahon: “Your job is to get the best players and coaches on your team. And then if you do, you're going to look like a freaking hero, right? And you also hit on something that's really critical is that ‘when is a leader's job done?'. A leader's job's done is when they've been able to prove that they were able to recruit people, train and develop those people to take their spot.That's when it's ultimate success”[1:13:49] The importance of looking at new and existing deals in the forecast - Brian: “I have a much better idea of exactly where they're going to land, plus or minus. And I usually tell them too, as I'm going through, I'll go through and be like, okay, so here's where each of your people are. Here's the range: worst is this all right, I think you're going to be about two and a half million more than you're calling here, but okay, got it.” Learn more about Brian through this link:LinkedIn: https://www.linkedin.com/in/bkmccarthy/Check out John McMahon's book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064

Join #CloudTalkLive and learn how to achieve full-stack observability for your business with AppDynamics! Host Jeff DeVerter and guest Keith Llorens will show you how to bridge the gap between IT and business teams, monitor your applications and infrastructure in real-time, and align your business objectives with your IT performance. Don't miss this game-changing transformation for your business!

Welcome to Hunters and Unicorns: The Playbook Universe. We're here to showcase leaders within the Playbook Community and explore their formulas for success. We aim to uncover: · The Evolution of the Playbook · Leading indicators that are proven in SaaS to create sustained success · The changing landscape of sales cycles Today we are joined by Chris Singletary, RVP-East at Coralogix. In this episode, we dive into Chris' impressive sales career which began after his time with the US military – an experience which has shaped him profoundly. Chris has worked at many industry powerhouses including; Oracle, Opsware, BMC, Cisco, AppDynamics, Lacework and Coralogix. His career trajectory has always been aligned to the Playbook community – join us in listening to his experience and lessons learned! Chris shares with us his perspective on the Playbook Mindset and MEDDIC principles – at a time where buyers and sellers' needs may have changed, the principles of the Playbook Mindset still ring true today. On the theme of today's changing landscape, Chris also shares the challenges involved with remote working, the ever-evolving length of sales cycles and how to curate successful sales executions in today's market for the individual, team and organisation. Chris places huge importance on empathy and making genuine connections within the sales space. He also shares the characteristics of strong leaders. At what point does support and guidance become rigid oversight? How does accountability feed directly into account progression? Chris also discusses the importance of leaders spending time with their reps to nurture progression not revenue. Chris distils the core principles of identifying pain and hunting for champions. As a keen advocate of following the playbook fundamentals, Chris also shares why research is a critical pillar in the sales process. He shares his insight in how to launch a great sales campaign. Understanding what's changed in this software sales space, as well as what still stands strong, Chris offers views and phenomenal insight into the Playbook universe.

Cisco's workforce is a diverse group of talented folks whose roles drive real impact across communities.Tune in to this episode to learn more about Nadine James, a global social impact leader with over 15 years of experience designing, launching, and scaling innovative community programs. We learn about Nadine's rich history—including what fuels her passion for social justice and her journey into tech. We gain a glimpse into her day-to-day life, learn more about “compassionate capitalism,” and discuss how this economic system can elevate the human experience. Host Sammy Brenner, Cisco, Virtual Sales Leader, MerakiGuest Nadine James, Cisco, Head of Global Social Impact & Community Engagement, AppDynamics

Welcome to Hunters and Unicorns: The Playbook Universe. We're here to showcase leaders within the Playbook Community and explore their formulas for success. We aim to uncover: · What their non-negotiables were in propelling forward their career · The importance of dynamic hiring · The most effective methodologies utilised when scaling successful teams Today we are joined by Marina Ayton, Regional Director for the Majors UK + Ireland for Zscaler. In this episode, we explore Marina's formula for success both as an IC and as a leader. The last eight years have seen Marina surpassing 200% of her target consistently year or year and inspiring her teams to all hit the President's club criteria. Marina shares the importance of thinking BIG for her own ambitions and to that of her teams, and why challenging the status quo is imperative when driving your own career within the software sales space at any level. Whilst serving as a Regional Manager for AppDynamics during Cisco's acquisition, Marina shares her professional experience and the importance of adaptability and agility. Now at Zscaler, she discusses how hiring diverse teams, focussing on tenacity and revisiting the company vision with the team contributes to her success in building world class sales forces. Marina's ability to articulate the importance of creating the right work environment where teammates feel safe to fail, illustrates why she and her team will keep on succeeding. This podcast uncovers how best to utilise the formidable playbook community network.

Ravi Mhatre co-founded Lightspeed Venture Partners just before the technology industry unraveled in the dot-com bust. Lightspeed weathered the dot-com crash and became one of Silicon Valley's top venture capital firms, known particularly for many of its enterprise software investments. This episode of Newcomer is brought to you by VantaSecurity is no longer a cost center — it's a strategic growth engine that sets your business apart. That means it's more important than ever to prove you handle customer data with the utmost integrity. But demonstrating your security and compliance can be time-consuming, tedious, and expensive. Until you use Vanta.Vanta's enterprise-ready Trust Management Platform empowers you to:* Centralize and scale your security program* Automate compliance for the most sought-after frameworks, including SOC 2, ISO 27001, and GDPR* Earn and maintain the trust of customers and vendors alikeWith Vanta, you can save up to 400 hours and 85% of costs. Win more deals and enable growth quickly, easily, and without breaking the bank.For a limited time, Newcomer listeners get $1,000 off Vanta. Go to vanta.com/newcomer to get started.Over his two decades at Lightspeed, Mhatre has invested in Nutanix, MuleSoft, AppDynamics, Zscaler, and Rubrik to name a few.On the Newcomer podcast, Mhatre and I talked about Silicon Valley in the wake of the collapse of Silicon Valley Bank. We discussed how the gravitation physics of the startup business has changed.Find the Podcast Get full access to Newcomer at www.newcomer.co/subscribe

Jyoti Bansal is a serial entrepreneur, through and through. In 2008, he first made the leap from startup engineer to CEO with AppDynamics, a company that was acquired by Cisco for $3.7 billion just under a decade later. After giving retirement a shot, he returned to the founder seat: he started software delivery unicorn Harness, cybersecurity platform Traceable, startup accelerator BIG Labs, and VC firm Unusual Ventures—and has more than 25 US patents under his name. Jyoti shares his simple formula for finding product-market fit, why ringing the Nasdaq closing bell was part of his Cisco negotiation, and how he's learned not to stress about things outside of his control.

Shawnna Sumaoang: Hi, and welcome to the Sales Enablement PRO podcast. I am Shawnna Sumaoang. Sales enablement is a constantly evolving space and we're here to help professionals stay up to date on the latest trends and best practices so that they can be more effective in their jobs. Today, I’m excited to have Rick Kickert from Zscaler join us. Rick, I would love for you to introduce yourself, your role, and your organization to our audience. Rick Kickert: Thanks, Shawnna. I am the global vice president of what we call REV, which is revenue enablement and velocity. Zscaler is a cloud security company, and I’ve had the opportunity to be here for almost four years now. I have also been in the pre-IPO space, mostly with tech, doing a similar rollover at Rubrik and then over AppDynamics doing enablement, sales emerging technologies, and also had the opportunity of working on the business value consulting team there. Before that, I actually spent about 10 years over at Blue Cross Blue Shield and I always give the same story during boot camps and training sessions and that I used to actually live on the other side of the fence. I would be what salespeople would call their economic buyer champion, and in my office, you’d walk in and to the right. I always have a whiteboard that would have our top 5 or 6 projects for the company. A sales rep would walk into my office and we would exchange pleasantries for the first five or 10 minutes and get to know each other. Then, I’d ask, how do we align with some of the projects there on my whiteboard? If we couldn’t, that’s fine, we’ll talk later, otherwise, let’s talk about how you can help me be more valuable in my business. I use that story all the time because I spent a lot of time talking about the buying journey and understanding how the buyer makes investments. I’m a true believer that within enablement if we can help enable our sellers, partners, and customer success teams on what the buyer has to go through with the buying journey looks like, we’ll just be more successful on the other side of the fence from a selling perspective. SS: Absolutely. In your role, you are uniquely positioned to focus on go-to-market, partner, and customer enablement, which you shared with us that you call the global revenue enablement service center. Can you walk us through this process and how it impacts your view on enablement? RK: If you think about an automotive center for a moment, Shawnna, I am assuming you’ve probably taken your car to some type of automotive center before, right? SS: Absolutely. RK: All right. When you pulled up to that service center, there could be multiple service areas behind all those bay doors. There’s usually not just one bay door that you go to get your car serviced, there are multiple. Even though you might need different tools and services from multiple areas, you just go in the front door and go to the front desk. The front desk takes the requirements, they do the paperwork, and hopefully, something very efficiently and effectively happens in the back end and they drive your automobile back out and it’s all revved up and ready to go. That’s the perfect scenario, right? In this REV Center, which is revenue enablement and velocity, the same analogy holds true. Our marketing teams, our product, and our engineering growth teams, all come to the front door of the REV center and we want to understand what they’re launching. We collect the paperwork, we make sure it follows a value framework that we’ve built out, playbooks, LMS and then we go enable the proper teams, whether it’s sales specialists, partners, customers, customer success, renewal’s professional services, all of that. Anything inside of go-to-market and external. You think about most things you launch and for enablement within a company, and it shouldn’t just only go to sales, we make sure that maybe there’s a play there for customer success, maybe there’s a play there for partners. Maybe there’s something we can do to highlight the customer training partner portal that also helps enable that launch. Maybe we’ve created a demo that can be leveraged for not just sales but also for partners. Getting everyone in the same boat and rowing in the same direction with full momentum’s goal. Just make sure everyone is enabled at the same time efficiently with some of the same tools and then using the same common measurements. That’s the vision that we built for this revenue enablement service center and why we’ve kind of married everybody together in that same model. SS: I love that, but I imagine there are some unique challenges to building an enablement strategy that can fit all of the needs that are part of your role. How do you overcome these challenges as you design enablement programs? RK: There is. It’s a lot of different bay doors if we’re sticking with that analogy, to try and make sure we get everybody enabled at the same time, but luckily I’m a pretty big fan of enabling the buyer, the partner, the customer success rep the same way we’ve been able to the seller. Putting the most enablement available out there in the market I think really helps engage people, help them learn about your product, your solution, and your use cases, and understand what they can solve for it. The challenge there is just making sure that you’re getting the right content to the right consumer at the right time. We always make sure we’ve got a pretty large bill of materials in place. We’ve built that consistency in place with the marketing teams and the product teams. Everyone’s prepared when they’re coming to that front door of the REV center what things need to look like and make sure that we’re able to launch all at the same time. SS: What are some ways that you go about ensuring that you’re tracking the right metrics across the entire enablement program, today? RK: Metrics are probably one of the most critical elements of a successful enablement program. Just rarely will you see me or hear me talk about the amount of training that is specifically consumed. How many people completed the training inside of our LMS or courses or webinar that we might have hosted? I’m a lot more around the measurable outputs of it. Now that is a leading indicator and in a lot of cases training is consumed, but at the end of the day, if everyone consumed their training, but if it still didn’t create more visible opportunities or drive more new business meetings or create more pipeline generation or we’re not improving our win rate, we’re not selling more specific products, then who cares about the training consumed. I try to align all of our metrics with what business partners care about. What’s the most important to the CRO? What’s the most important to the CMO? Whatever their indicators are that are important to them, we want to make sure that we’re measuring the same metrics in the same type of success. SS: I think that’s fantastic. You talked about the auto body shop analogy, how does enablement prevent and fix potential roadblocks that may happen within your organization? RK: If you didn’t have that service center analogy, which we experienced initially also and I’ve seen this a lot of other companies, you might have a lot of training going over into specifically your sellers, but maybe the SEs didn’t get that same training or maybe your partners are not getting enabled with the same content at the same time for a new product launch or solution that might be coming out. Those are the roadblocks that you could potentially come across or some of the bottlenecks. Again, it’s making sure that you do all the prep ahead of time, understand that launches have an impact, what you want each team to be able to articulate from an enablement perspective, and build those business partners to make sure that we’re not having delays in making those teams each being very effective. SS: I want to shift gears a little bit because you also focus a bit on partners and have a partner enablement background. You shared an article on LinkedIn about developing a robust partner enablement strategy and how that’s really a key to driving revenue. Why is partner enablement important to the business, especially in the current economic climate? RK: Well, for one, it’s how you scale. I truly believe that you have to have a partner motion and the easiest way to be able to do that is by making sure that you’re enabling them. You think about it, you brought up the economic times of today and there are not a lot of companies that are still accelerating at the same headcount they had in the past, so you’ve got to look for other ways how to continue to grow your revenue year over year by 40 or 50%, or whatever the number is, you’ve got to continue that growth rate and partners are truly a great way to be able to do that. It’s hard for partners to be able to help you drive that kind of growth and be able to position your solutions if they’re not enabled and if they don’t understand how you integrate together with things that they might sell today. They’ve got a book of business, they’ve got customers, they’re working with other solutions, they might be competitive, so helping them understand how that entire architecture goes together, how do they offer the best value to their customers, to their buyers with the solutions that we sell today? If you don’t put them in that position, it makes it really difficult just like it would your internal sellers if they don’t know how to position the value position, the right use cases, and be able to find the right buying personas, it makes things more difficult. I think partners have a unique advantage where they have trusted advisors to these customers. I think about when I was over at Blue Cross Blue Shield, we leverage a lot of partners to be able to give us insight into if I want to be able to roll out new products if I want to be able to fix some of the problems inside of my company, what’re the best tools to be able to use? Partners are kind of that extension for a lot of business. I think today, in the current economic times, partners are a great way and a great extension of anyone’s business to be able to help, but you need to be able to enable them and teach them what your products do. I’ll even say; give them the same tools, the same demos, the same labs, all of that, open the door of enablement to them as much as you would internally. SS: I think that is great advice. In closing, do you have any additional advice you’d give to organizations wanting to incorporate an enablement strategy with this model and their business? RK: I think it’s about alignment. It took us a while to be able to make this journey and be able to get to this type of model. I truly believe that for efficiency it’s definitely a much better model to go through. If you can align and build business partners inside each area and show your metrics of success. Whether you think about customer success, I care about churn and enablement as much as you do, how do we help improve those things? I care about renewal and up, sell as much as you do, how do we measure and build playbooks to be able to support that from a partner perspective? We care about deal reg as I want to make sure that we’re doing everything in enablement to help drive that. Obviously, for sales and SEs, we care about success and demos, we care about success and POVs and again, your measurements and your areas of success are the same as enablement. If you can get to that type of relationship and kind of be kind of the same fabric together, that to me is the power behind being able to build a model like this that works and has everybody essentially rowing their boat in the same direction. If you’re doing that, you’re going faster and you’re going to beat the competition. SS: I love it. Thank you so much, Rick. I appreciate the time. RK: Absolutely. Thank you for having me. SS: To our audience, thanks for listening. For more insights, tips, and expertise from sales enablement leaders, visit salesenablement.pro. If there is something you'd like to share or a topic you'd like to learn more about, please let us know we'd love to hear from you. Take our survey: Are enablement teams supporting their sellers effectively to ensure they're motivated to reach their goals? Help us find out by taking the State of Sales Enablement 2023 survey, and get exclusive early access to the insights that will help you enhance the satisfaction and performance of your revenue teams.

This episode of Christopher Lochhead: Follow Your Different is part of a very special two-part series that we are doing on how to design a legendary career, company and category. This two-part series is a masterclass on how to have a legendary career in technology from 2 different perspectives. On this episode, we have a dialogue with the legendary Joe Sexton. Joe Sexton has been a material contributor to creating well over $40 billion in market value over his legendary career. He's one of the most legendary sales revenues and frankly, overall company leaders I've met or ever had the pleasure of working with. There are many people who would easily pay $25,000 to have lunch with Joe, and today you got him for free and on repeat. So sit back and let this conversation take you into new heights and ideas in the next hour or so. How to Change to Conversation in Tech Industries Christopher and Joe reminisce on the time they spent working together, what they learned from each other during that time, and how they were able to apply what they had learned from each other to their own practices after they pursued their own paths. For Joe Sexton, it was all about changing the conversation about things. Whether he went to McAfee, CrowdStrike, and other different fields in tech, his understanding in improving their business and becoming business leaders in their respective categories was on how to change the conversation, i.e. making a radical change in the usual perspective of a certain product, or creating a new one for a problem that people didn't think of solving before. Know What You Know, and Execute Joe Sexton has taken may advisory roles over the course of his career, and have heard from CEOs that doesn't seem to know what exactly their company does, or what they do in it. “I've spoken literally to well over 100 CEOs in my board role. I've heard pitch after pitch after pitch, and 99 times out of 100, after a half hour of passionate talk and presentation by the CEO, I say, “I've been doing these 35 years, and I don't understand what you said. I mean, I only understand what you do.”” – Joe Sexton On the other hand, Joe has also worked with people who knew what they were good at, and got his help so they could focus on the thing they're good at, rather than stretching themselves thin. Of course, it doesn't mean that you only stay on that level for the rest of your company's development, but learning where you can help your business grow, especially during its start, can spell success or failure in startups and the like. Joe Sexton on Creating Your Opportunities When asked about how he would create opportunities for himself when he got started, Joe replies that that is one of the questions that young people ask him. To answer the question, Joe shares that one must have a good track record on their field and the data to back it up. Because when it's time to compete in the market, these two things will speak for themselves, rather than coming up with a soft pitch and hoping for the best. It's like explaining what you are worth to a company or a potential investor, without needing to resort to technical babble or telling your story from scratch. Having that track record and reputation and the data to back it up means that they have something to look into before you even meet, and that could put them at ease. To learn more about How To Design A Legendary Career, Company, And Category, download and listen to this episode. Bio Joe Sexton Mr. Joe Sexton is an accomplished technology executive who's been part of creating over $40 billion in value. He's served as CEO, President, CRO and SVP, advisor and/or board member for more than a dozen category designing technology firms. He is the former President of Worldwide Field Operations at AppDynamics. ($3.7B purchase by Cisco) Prior to AppDynamics, he spent significant time in senior leadership roles at McAfee ($5B public co), Mercury Interactive ($4.

David Thacker, General Partner at Greylock, shares insights from his career journey. He previously led product development at high-growth tech companies such as Google and LinkedIn and now invests in consumer and B2B2C tech startups. He discusses changes in the venture capital industry and their impact on fundraising for founders.In this episode, you'll learn:3:45 Make calculated bets during slow periods to capitalize on contrarian perspectives.12:16 Founders who start their company to solve a problem understood through a lived experience are able to build some of the best startups.18:30 How has investment decision-making changed since and after the pandemic?21:38 Is venture capital still patient?The non-profit organization that David is passionate about: Tipping PointAbout Guest SpeakerDavid Thacker is a General Partner at Greylock, where he invests in technology startups that focus on solving significant challenges through exceptional product design. He has been at the forefront of Greylock's investments in companies such as Curated, Instawork, Pragma, Wealthsimple, and AmplifyMD, to name a few. Prior to joining Greylock, David had an impressive career as a technologist, having held key product leadership roles at renowned companies like Google and LinkedIn.About GreylockGreylock is a Silicon Valley-based venture capital firm that  invests in entrepreneurs that focus on consumer and enterprise software companies. The firm has invested in market-defining companies, including Airbnb, AppDynamics, Apptio, Arista Networks (NYSE: ANET), Cloudera, Docker, Dropbox, Facebook (Nasdaq: FB), LinkedIn (NYSE: LNKD), Medium, Nextdoor, Palo Alto Networks (NYSE: PANW),Pandora (NYSE: P), Pure Storage, and Workday (NYSE: WDAY).Subscribe to our podcast and stay tuned for our next episode. Follow Us:  Twitter | LinkedIn | Instagram | Facebook

Harness is an emerging leader in the CICD (continuous development) space. Last valued at $3.7B in a 2022 fundraise, this is Jyoti Bansal's second enterprise software unicorn. His first startup Appdynamics was acquired by Cisco the night before their IPO in 2017. In this episode, Harness CEO Jyoti Bansal and Unusual founder John Vrionis take us back 15 years to when Appdynamics first got started. They walk us through their learnings around customer discovery and the journey from having a unique product insight to finding product market fit. With stories from the early days of Harness, we cover: (1:45) How Jyoti arrived at his original insight for Harness (3:27) John and Jyoti on the Unusual Method — a rigorous playbook that they co-teach at Unusual Ventures to help founders find product-market fit (6:33) Why cold outreach - and not friendly conversations - is the best way to validate early assumptions (12:11) How Jyoti looked for early adopters outside Silicon Valley during the customer discovery phase (14:08) Why doing your own cold outreach as a founder is an irreplaceable activity (19:40) How to articulate the business value of your solution so prospects have a reason to buy (23:28) Iterating on your messaging and ICP If you are not seeing similar patterns around the pain (24:42) How Jyoti constructs messaging and defines the “minimum sellable product” (29:15) The surprises Jyoti encountered during customer discovery for Harness (31:55) Why and how exactly founders should focus on efficiency during an economic downturn Sandhya Hegde is a General Partner at Unusual Ventures, leading investments in modern SaaS companies with a focus on AI. Previously an early executive at Amplitude, Sandhya is a product-led growth (PLG) coach and mentor. She can be reached at sandhya@unusual.vc and Twitter - https://twitter.com/sandhya LinkedIn - https://www.linkedin.com/in/sandhyahegde/ Unusual Ventures is a seed-stage venture capital firm designed from the ground up to give a distinct advantage to founders building the next generation of software companies. Unusual has invested in category-defining companies like Webflow, Arctic Wolf Networks, Carta, Robinhood and Harness. Learn more about us at https://www.unusual.vc/. Further reading from the Startup Field Guide: Customer Discovery: https://www.field-guide.unusual.vc/field-guide-enterprise/outreach-playbook Early customer outreach: https://www.field-guide.unusual.vc/field-guide-enterprise/outreach-playbook What are design partners?: https://www.field-guide.unusual.vc/field-guide-enterprise/what-are-design-partners

Join Joe Byrne, CTO of AppDynamics, as he and Jeff DeVerter discuss the impact of connecting business KPIs to the quality of the developer's code and the operations of the underlying systems. Special Guest: Joe Byrne.

Kevin Wu is the Head of Solution and Category Product Marketing at Airtable, where he has been building a product marketing program from scratch.In his role at Airtable, Kevin has been reinventing the product's messaging and positioning framework. When it comes to SaaS B2B companies, he says, the messaging should start at the demo. In this episode, you'll hear essential questions to ask when building product demos, how Kevin's experience at Salesforce shaped his later approach to PMM, and how he enables his team to grow.Want more insights from Kevin? Check out his content on Sharebird.Looking to connect? You can find Kevin on LinkedIn.Questions covered in this episode: Tell us a bit about yourself and your role at Airtable. How do you think about the production and messaging around huge events like Dreamforce? What goes into the product side of these events? When it comes to product positioning, there is a very specific balance that needs to be struck between the executives' vision and voice and a PMM's knowledge of the product. How do you achieve that balance? For a company that size, Salesforce moves at an incredible pace. How do you look at your experience at Salesforce overall Have you kept the same kind of lens on messaging and positioning once you moved from your role at Salesforce to AppDynamics and Airtable? What are the key ingredients for building a great product demo? How do you approach your team's organization and ensure your team members have room to grow?

Today's Day Two Cloud podcast, sponsored by AppDynamics, explores how AppDynamics Cloud brings observability to your Kubernetes deployments by ingesting and visualizing all metrics, events, log and trace data from across your cloud and on-prem landscapes.

Today's Day Two Cloud podcast, sponsored by AppDynamics, explores how AppDynamics Cloud brings observability to your Kubernetes deployments by ingesting and visualizing all metrics, events, log and trace data from across your cloud and on-prem landscapes. The post Day Two Cloud 168: Get Kubernetes Observability With AppDynamics Cloud (Sponsored) appeared first on Packet Pushers.

Today's Day Two Cloud podcast, sponsored by AppDynamics, explores how AppDynamics Cloud brings observability to your Kubernetes deployments by ingesting and visualizing all metrics, events, log and trace data from across your cloud and on-prem landscapes. The post Day Two Cloud 168: Get Kubernetes Observability With AppDynamics Cloud (Sponsored) appeared first on Packet Pushers.

Today's Day Two Cloud podcast, sponsored by AppDynamics, explores how AppDynamics Cloud brings observability to your Kubernetes deployments by ingesting and visualizing all metrics, events, log and trace data from across your cloud and on-prem landscapes.

Today's Day Two Cloud podcast, sponsored by AppDynamics, explores how AppDynamics Cloud brings observability to your Kubernetes deployments by ingesting and visualizing all metrics, events, log and trace data from across your cloud and on-prem landscapes. The post Day Two Cloud 168: Get Kubernetes Observability With AppDynamics Cloud (Sponsored) appeared first on Packet Pushers.

Today's Day Two Cloud podcast, sponsored by AppDynamics, explores how AppDynamics Cloud brings observability to your Kubernetes deployments by ingesting and visualizing all metrics, events, log and trace data from across your cloud and on-prem landscapes.

Before Zscaler's Dali Rajic arrived at his current company, he helped grow AppDynamics from $7 million in annual recurring revenue to nearly $1 billion — and for his next move, he knew he had to do something even bigger. That's why he was excited to transition to Zscaler's COO in February after more than two years as its CRO: “It was a job worth taking because it stretched me and it made me uncomfortable.”In this episode, Dali and Joubin discuss the state of tech M&A, the meaning of wealth and comfort, the value of hard work, being perceived as intense, going into business instead of science, inspiring your kids, bucketing how your spend your time, integrity and self-awareness, how to recognize your teammates' contributions, injecting tension, cutting through the noise, demanding excellence of yourself, celebrating the moment, and allowing yourself to unwind.In this episode, we cover: Adobe's $20 billion acquisition of Figma, compared to Cisco's 2017 acquisition of AppDynamics (01:18) What AppDynamics could have become if it hadn't sold (08:17) Remembering your roots when you get a life-changing amount of money (12:26) Growing up in Germany, and why Dali came to the US when he was 16 (18:56)  Living to work and finding fulfillment (23:16) The old-school sales style vs. the new generation's (26:10)  The unusual way Dali got hired at AppDynamics, and how he thinks about the arc of his career (30:15) Asking for the things you want and prioritizing your responsibilities (35:59) Hiring mistakes and what traits Dali looks for in candidates (45:36) How to turn big wins into learning moments (50:28) The benefits of making people “uncomfortable” in their jobs (55:23) Maximizing yield for individuals vs. organizations (01:01:39) Why Dali schedules his time off as strictly as his time on (01:08:35) Links: Connect with DaliLinkedIn Connect with Joubin Twitter LinkedIn Email: grit@kleinerperkins.com  Learn more about Kleiner Perkins

In this episode from February 2019, Jyoti Bansal, founding CEO of AppDynamics and co-founder of Unusual Ventures, joins a16z general partner Peter Levine, a16z partner Sateesh Talluri, and host Sonal Choksi to discuss how product and sales evolve together for enterprise go-to-market, including key milestones for both product development and marketing, frameworks for how to think about pre- to post-product market fit, the role of additional levers like services or pricing, and more.For the show transcript, you can go here.

In this episode of the Revenue Builders podcast, Neeraj Agrawal, General Partner at Battery Ventures, joins our hosts John Kaplan and John McMahon to discuss the nitty gritty of doing business in today's markets. Neeraj sits on more than a dozen boards and has invested in several companies that have gone on to stage IPOs. As a serial investor with a long list of companies in his portfolio, Neeraj knows a thing or two about helping startups turn an idea into a full-fledged company. Tune in to hear actionable tips on leadership, growth, and revenue from the man himself, including how he chooses the companies he works with as an investor. Additional Resources:Donate to Hack Diversity: https://www.hackdiversity.com/LinkedIn: https://www.linkedin.com/in/neerajagrawal2000/5 Traits of Successful Leaders: https://forc.mx/3BrMkHhListen to More Revenue Builders: https://forc.mx/3bfW5OdHIGHLIGHTS4 key dimensions that determine the success of companies Timing is more predictive of success than market sizeGreat product and sales processes are crucial for sustainable growthLessons learned from successful and failed investments Technical founders aren't necessarily the best CEOs The bull market is on its way out, what about it?Your company reputation is everythingHow Neeraj chooses the companies that he works withGUEST BIONeeraj joined Battery in 2000 and invests in SaaS and internet companies across all stages. He has invested in several companies that have gone on to stage IPOs, including Bazaarvoice (NASDAQ: BV); Coupa (NASDAQ: COUP); Guidewire Software (NYSE: GWRE); Marketo (NASDAQ: MKTO, acquired by Vista Equity Partners); Nutanix (NASDAQ: NTNX); Omniture (NASDAQ: OMTR, acquired by Adobe); RealPage (NASDAQ: RP); and Wayfair (NYSE: W).He also invested in several companies that have experienced M&A events, such as A Place for Mom (acquired by Warburg Pincus); AppDynamics (acquired by Cisco); Brightree (acquired by ResMed); Chef (acquired by Progress); Glassdoor (acquired by Recruit Holdings); Internet Brands (acquired by Hellman & Friedman); Kustomer (acquired by Meta); OpsGenie (acquired by Atlassian); Stella Connect (acquired by Medallia, Inc.); and VSS Monitoring (acquired by Danaher). Neeraj also played a key role in several other Battery investments including Groupon (NASDAQ: GRPN); ITA Software (acquired by Google); and Sabre (NASDAQ: SABR).Neeraj is currently on the boards of Braze (NASDAQ: BRZE), Compt, Catchpoint, Dataiku, Level AI, LogRocket, Pendo, Reify Health, Repeat, Scopely, Shortcut (formerly Clubhouse), Sprinklr (NYSE: CXM), Tealium, Wunderkind (formerly BounceX), Workato and Yesware. He is a board observer for InVision and Mattermost. Neeraj has also made seed investments in companies including 8fig, Dooly, PayStand, Proton, Reibus International and UserGems since 2020.QUOTESNeeraj on the challenge of timing your investment: "The challenge often is if you invest too early, you've got a good idea but you run out of money before the inflection point happens. And if you invest too late, somebody else captures the market. Having a sense of the timing is really important and like most things in life, luck has a lot to do with it."Neeraj on why both product and sales are crucial for success: "Ultimately, great companies are built on great products and great sales. You can kind of fake it for a while now on the sales side, but the longer you wait to put in the fundamentals, the harder it is to do later." Neeraj on how he chooses the companies that he backs: "Life's too short. If this isn't a person that I want to back from beginning to exit, they don't have the right coachability and skill to read my mind, it's probably time to move on and look at other investments."Check out John McMahon's book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064

Google Drive malware, industrial cyberthreats, app instrumentation trends with AppDynamics, and more. Russian hackers behind SolarWinds are now hiding malware in Google Drive Mysterious, cloud-enabled macOS spyware blows onto the scene FBI: If you're hit by ransomware, don't forget to call us  Spyware maker Candiru linked to Chrome zero-day targeting journalists Hackers are targeting industrial systems with malware  Cisco AppDynamics Executive CTO Gregg Ostrowski returns to talk about app instrumentation trends Hosts: Louis Maresca, Brian Chee, and Curt Franklin Guest: Gregg Ostrowski Download or subscribe to this show at https://twit.tv/shows/this-week-in-enterprise-tech. Get episodes ad-free with Club TWiT at https://twit.tv/clubtwit Sponsors: canary.tools/twit - use code: TWIT meraki.cisco.com/twit UserWay.org/twit

Google Drive malware, industrial cyberthreats, app instrumentation trends with AppDynamics, and more. Russian hackers behind SolarWinds are now hiding malware in Google Drive Mysterious, cloud-enabled macOS spyware blows onto the scene FBI: If you're hit by ransomware, don't forget to call us  Spyware maker Candiru linked to Chrome zero-day targeting journalists Hackers are targeting industrial systems with malware  Cisco AppDynamics Executive CTO Gregg Ostrowski returns to talk about app instrumentation trends Hosts: Louis Maresca, Brian Chee, and Curt Franklin Guest: Gregg Ostrowski Download or subscribe to this show at https://twit.tv/shows/this-week-in-enterprise-tech. Get episodes ad-free with Club TWiT at https://twit.tv/clubtwit Sponsors: canary.tools/twit - use code: TWIT meraki.cisco.com/twit UserWay.org/twit

This week we discuss Matt's new job at Kubecost, Istio joins the CNCF, the latest cloud earnings and Twitter gets bought. Plus, the first ever Cloud Startup Fantasy Draft… Rundown Kubecost (https://www.kubecost.com) Istio Istio have applied to become Cloud Native Project (https://twitter.com/IstioMesh/status/1518616150258733058) Istio moves to the CNCF - Service Mesh's Past, Present and Future - Solo (https://www.solo.io/blog/istio-past-present-future/) Earnings AWS CEO: We're not spinning out, likely to seek acquisitions (https://www.theregister.com/2022/04/21/aws_not_for_sale/) Amazon's cloud business grows almost 37%, but slows from last quarter (https://www.cnbc.com/2022/04/28/aws-earnings-q1-2022.html) Microsoft earnings beat across the board (https://www.cnbc.com/2022/04/26/microsoft-msft-earnings-q3-2022.html) Alphabet reports weak earnings and revenue on big YouTube miss (https://www.cnbc.com/2022/04/26/alphabet-to-report-q1-earnings-after-the-bell-tuesday.html) Cloud CAPEX: Google and Microsoft (https://twitter.com/charlesfitz/status/1519363715480514560) The Complete History & Strategy of NVIDIA (https://www.acquired.fm/episodes/nvidia-the-gpu-company-1993-2006) Akamai launches managed database offering for MySQL, PostgreSQL, Redis and MongoDB (https://siliconangle.com/2022/04/25/akamai-launches-managed-database-offering-mysql-postgresql-redis-mongodb/) Twitter Back to the Future of Twitter (https://stratechery.com/2022/back-to-the-future-of-twitter/) Elon Musk to Acquire Twitter (https://www.prnewswire.com/news-releases/elon-musk-to-acquire-twitter-301532245.html) Bezos on Twitter being acquired (https://twitter.com/jeffbezos/status/1518734031566778368?s=21&t=hU6sj6ankANQAZPIf6Pnog) Twitter's top lawyer reassures staff, cries during meeting about Musk takeover (https://www.politico.com/news/2022/04/26/twitters-top-lawyer-reassures-staff-cries-during-meeting-about-musk-takeover-00027931) Relevant to your Interests 7 Best Free RSS Feed Readers (https://bloggingwizard.com/free-rss-feed-readers/) Is Firefox OK? (https://arstechnica.com/gadgets/2022/02/is-firefox-ok/) After proving need for no-code apps, Glide rewarded with $20M Series A – TechCrunch (https://techcrunch.com/2022/04/21/with-20m-series-a-glide-expands-no-code-application-building-capabilities/) Good SDT Slack Thread on this (https://softwaredefinedtalk.slack.com/archives/C6CDLDCVB/p1650634994278229) The Founder Who Turned an Automation Startup Into Portland's Biggest Tech Company (https://pnw.ai/article/the-founder-who-turned-an-automation-startup-into-portland-s-biggest-tech-company/121260557) Analysts Predict End is Near for Global Chip Shortage (https://www.tomshardware.com/news/analyst-predicts-end-of-chip-shortage) Hopin: virtual events start-up struggles as real gatherings return (https://www.ft.com/content/312acbb3-eb72-4d2f-b81f-649dcb3583ca) Elon Musk to Acquire Twitter (https://www.prnewswire.com/news-releases/elon-musk-to-acquire-twitter-301532245.html) Devs Are Up in Arms After Apple Says It Will Remove Games That Haven't Been Updated - IGN (https://www.ign.com/articles/devs-upset-apple-remove-app-store-havent-been-updated) AppDynamics founder's midas touch strikes again as Harness valuation hits $3.7B (https://techcrunch.com/2022/04/26/appdynamics-founders-midas-touch-strikes-again-as-harness-valuation-hits-3-7b/) SonarSource raises $412M to scan codebases for bugs (https://techcrunch.com/2022/04/26/sonarsource-raises-412m-to-scan-codebases-for-bugs-and-vulnerabilities/) Kubernetes Is Here to Stay: Here's Why (https://tanzu.vmware.com/content/blog/state-of-kubernetes-2022) Dropbox unplugged its own datacenter to test resilience (https://www.theregister.com/2022/04/27/dropbox_unplugged_datacenter) YouTube's growth struggles to load (https://thehustle.co/04282022-YouTube-growth) Apple now lets you buy parts so you can fix your iPhone yourself (https://www.cnbc.com/2022/04/27/apple-now-lets-you-buy-iphone-parts-so-you-can-fix-it-yourself.html) Robinhood is cutting 9% of its staff (https://www.protocol.com/bulletins/robinhood-layoffs) Top 10 PaaS providers of 2022 and what they offer you (https://www.techtarget.com/searchcloudcomputing/feature/Top-10-PaaS-providers-and-what-they-offer-you) Nonsense Once the Square CEO, Jack Dorsey is now officially 'Block Head' (https://www.marketwatch.com/story/jack-dorsey-changes-his-official-title-from-ceo-to-block-head-11650663753) Conferences THAT Conference comes to Texas (https://that.us/events/tx/2022/), May 23-26, 2022 Discount Codes: Everything Ticket ($75 off): SDTFriends75 3 Day Camper Ticket ($50 off): SDTFriends50 Virtual Ticket ($75 off): SDTFriendsON75 DevOpsDays Austin 2022 (https://devopsdays.org/events/2022-austin/welcome/), May 4 - 5, 2022 DevOpsDays Chicago 2022: (https://sessionize.com/devopsdays-chicago-2022/), May 10 & 11th, 2022 MongoDB World 2022 (https://www.mongodb.com/world-2022), June 7-9th, 2022 Splunk's ,conf (http://Splunk's> ,conf June 13-16, 2022), June 13-16, 2022 THAT Conference Wisconsin (https://that.us/call-for-counselors/wi/2022/), July 25, 2022 VMware Explore 2022, August 29 – September 1, 2022 (https://www.vmware.com/explore.html?src=so_623a10693ceb7&cid=7012H000001Kb0hQAC) SpringOne Platform (https://springone.io/?utm_source=cote&utm_medium=podcast&utm_content=sdt), SF, December 6–8, 2022. SDT news & hype Join us in Slack (http://www.softwaredefinedtalk.com/slack). Get a SDT Sticker! Send your postal address to stickers@softwaredefinedtalk.com (mailto:stickers@softwaredefinedtalk.com) and we will send you free laptop stickers! Follow us on Twitch (https://www.twitch.tv/sdtpodcast), Twitter (https://twitter.com/softwaredeftalk), Instagram (https://www.instagram.com/softwaredefinedtalk/), LinkedIn (https://www.linkedin.com/company/software-defined-talk/) and YouTube (https://www.youtube.com/channel/UCi3OJPV6h9tp-hbsGBLGsDQ/featured). Use the code SDT to get $20 off Coté's book, (https://leanpub.com/digitalwtf/c/sdt) Digital WTF (https://leanpub.com/digitalwtf/c/sdt), so $5 total. Become a sponsor of Software Defined Talk (https://www.softwaredefinedtalk.com/ads)! Recommendations Brandon: F1 TV (https://f1tv.formula1.com) Matt: Factorio Story Missions (https://mods.factorio.com/mod/Story-Missions) Photo Credits Banner (https://unsplash.com/photos/_mEuPiaz8pU) CoverArt (https://unsplash.com/photos/7ezFz2Hxd40)

About ClintClint is the CEO and a co-founder at Cribl, a company focused on making observability viable for any organization, giving customers visibility and control over their data while maximizing value from existing tools.Prior to co-founding Cribl, Clint spent two decades leading product management and IT operations at technology and software companies, including Splunk and Cricket Communications. As a former practitioner, he has deep expertise in network issues, database administration, and security operations.Links: Cribl: https://cribl.io/ Cribl.io: https://cribl.io Docs.cribl.io: https://docs.cribl.io Sandbox.cribl.io: https://sandbox.cribl.io TranscriptAnnouncer: Hello, and welcome to Screaming in the Cloud with your host, Chief Cloud Economist at The Duckbill Group, Corey Quinn. This weekly show features conversations with people doing interesting work in the world of cloud, thoughtful commentary on the state of the technical world, and ridiculous titles for which Corey refuses to apologize. This is Screaming in the Cloud.Corey: Today's episode is brought to you in part by our friends at MinIO the high-performance Kubernetes native object store that's built for the multi-cloud, creating a consistent data storage layer for your public cloud instances, your private cloud instances, and even your edge instances, depending upon what the heck you're defining those as, which depends probably on where you work. It's getting that unified is one of the greatest challenges facing developers and architects today. It requires S3 compatibility, enterprise-grade security and resiliency, the speed to run any workload, and the footprint to run anywhere, and that's exactly what MinIO offers. With superb read speeds in excess of 360 gigs and 100 megabyte binary that doesn't eat all the data you've gotten on the system, it's exactly what you've been looking for. Check it out today at min.io/download, and see for yourself. That's min.io/download, and be sure to tell them that I sent you.Corey: This episode is sponsored in part by our friends at Sysdig. Sysdig is the solution for securing DevOps. They have a blog post that went up recently about how an insecure AWS Lambda function could be used as a pivot point to get access into your environment. They've also gone deep in-depth with a bunch of other approaches to how DevOps and security are inextricably linked. To learn more, visit sysdig.com and tell them I sent you. That's S-Y-S-D-I-G dot com. My thanks to them for their continued support of this ridiculous nonsense.Corey: Welcome to Screaming in the Cloud. I'm Corey Quinn. I have a repeat guest joining me on this promoted episode. Clint Sharp is the CEO and co-founder of Cribl. Clint, thanks for joining me.Clint: Hey, Corey, nice to be back.Corey: I was super excited when you gave me the premise for this recording because you said you had some news to talk about, and I was really excited that oh, great, they're finally going to buy a vowel so that people look at their name and understand how to pronounce it. And no, that's nowhere near forward-looking enough. It's instead it's some, I guess, I don't know, some product announcement or something. But you know, hope springs eternal. What have you got for us today?Clint: Well, one of the reasons I love talking to your audiences because product announcements actually matter to this audience. It's super interesting, as you get into starting a company, you're such, like, a product person, you're like, “Oh, I have this new set of things that's really going to make your life better.” And then you go out to, like, the general media, and you're like, “Hey, I have this product.” And they're like, “I don't care. What product? Do you have a funding announcement? Do you have something big in the market that—you know, do you have a new executive? Do you”—it's like, “No, but, like, these features, like these things, that we—the way we make our lives better for our customers. Isn't that interesting?” “No.”Corey: Real depressing once you—“Do you have a security breach to announce?” It's, “No. God no. Why would I wind up being that excited about it?” “Well, I don't know. I'd be that excited about it.” And yeah, the stuff that mainstream media wants to write about in the context of tech companies is exactly the sort of thing that tech companies absolutely do not want to be written about for. But fortunately, that is neither here nor there.Clint: Yeah, they want the thing that gets the clicks.Corey: Exactly. You built a product that absolutely resonates in its target market and outside of that market. It's one of those, what is that thing, again? If you could give us a light refresher on what Cribl is and does, you'll probably do a better job of it than I will. We hope.Clint: We'd love to. Yeah, so we are an observability company, fundamentally. I think one of the interesting things to talk about when it comes to observability is that observability and security are merging. And so I like to say observability and include security people. If you're a security person, and you don't feel included by the word observability, sorry.We also include you; you're under our tent here. So, we sell to technology professionals, we help make their lives better. And we do that today through a flagship product called LogStream—which is part of this announcement, we're actually renaming to Stream. In some ways, we're dropping logs—and we are a pipeline company. So, we help you take all of your existing agents, all of your existing data that's moving, and we help you process that data in the stream to control costs and to send it multiple places.And it sounds kind of silly, but one of the biggest problems that we end up solving for a lot of our enterprises is, “Hey, I've got, like, this old Syslog feed coming off of my firewalls”—like, you remember those things, right? Palo Alto firewalls, ASA firewalls—“I actually get that thing to multiple places because, hey, I want to get that data into another security solution. I want to get that data into a data lake. How do I do that?” Well, in today's world, that actually turns out is sort of a neglected set of features, like, the vendors who provide you logging solutions, being able to reshape that data, filter that data, control costs, wasn't necessarily at the top of their priority list.It wasn't nefarious. It wasn't like people are like, “Oh, I'm going to make sure that they can't process this data before it comes into my solution.” It's more just, like, “I'll get around to it eventually.” And the eventually never actually comes. And so our streaming product helps people do that today.And the big announcement that we're making this week is that we're extending that same processing technology down to the endpoint with a new product we're calling Cribl Edge. And so we're taking our existing best-in-class management technology, and we're turning it into an agent. And that seems kind of interesting because… I think everybody sort of assumed that the agent is dead. Okay, well, we've been building agents for a decade or two decades. Isn't everything exactly the same as it was before?But we really saw kind of a dearth of innovation in that area in terms of being able to manage your agents, being able to understand what data is available to be collected, being able to auto-discover the data that needs to be able to be collected, turning those agents into interactive troubleshooting experiences so that we can, kind of, replicate the ability to zoom into a remote endpoint and replicate that Linux command line experience that we're not supposed to be getting anymore because we're not supposed to SSH into boxes anymore. Well, how do I replicate that? How do I see how much disk is on this given endpoint if I can't SSH into that box? And so Cribl Edge is a rethink about making this rich, interactive experience on top of all of these agents that become this really massive distributed system that we can process data all the way out at where the data is being emitted.And so that means that now we don't nec—if you want to process that data in the stream, okay, great, but if you want to process that data at its origination point, we can actually provide you cheaper cost because now you're using a lot of that capacity that's sitting out there on your endpoints that isn't really being used today anyway—the average utilization of a Kubernetes cluster is like 30%—Corey: It's that high. I'm sort of surprised.Clint: Right? I know. So, Datadog puts out the survey every year, which I think is really interesting, and that's a number that always surprised me is just that people are already paying for this capacity, right? It's sitting there, it's on their AWS bill already, and with that average utilization, a lot of the stuff that we're doing in other clusters, or while we're moving that data can actually just be done right there where the data is being emitted. And also, if we're doing things like filtering, we can lower egress charges, there's lots of really, really good goodness that we can do by pushing that processing further closer to its origination point.Corey: You know, the timing of this episode is somewhat apt because as of the time that we're recording this, I spent most of yesterday troubleshooting and fixing my home wireless network, which is a whole Ubiquity-managed thing. And the controller was one of their all-in-one box things that kept more or less power cycling for no apparent reason. How do I figure out why it's doing that? Well, I'm used to, these days, doing everything in a cloud environment where you can instrument things pretty easily, where things start and where things stop is well understood. Finally, I just gave up and used a controller that's sitting on an EC2 instance somewhere, and now great, now I can get useful telemetry out of it because now it's stuff I know how to deal with.It also, turns out that surprise, my EC2 instance is not magically restarting itself due to heat issues. What a concept. So, I have a newfound appreciation for the fact that oh, yeah, not everything lives in a cloud provider's regions. Who knew? This is a revelation that I think is going to be somewhat surprising for folks who've been building startups and believe that anything that's older than 18 months doesn't exist.But there's a lot of data centers out there, there are a lot of agents living all kinds of different places. And workloads continue to surprise me even now, just looking at my own client base. It's a very diverse world when we're talking about whether things are on-prem or whether they're in cloud environments.Clint: Well, also, there's a lot of agents on every endpoint period, just due to the fact that security guys want an agent, the observability guys want an agent, the logging people want an agent. And then suddenly, I'm, you know, I'm looking at every endpoint—cloud, on-prem, whatever—and there's 8, 10 agents sitting there. And so I think a lot of the opportunity that we saw was, we can unify the data collection for metric type of data. So, we have some really cool defaults. [unintelligible 00:07:30] this is one of the things where I think people don't focus much on, kind of, the end-user experience. Like, let's have reasonable defaults.Let's have the thing turn on, and actually, most people's needs are set without tweaking any knobs or buttons, and no diving into YAML files and looking at documentation and trying to figure out exactly the way I need to configure this thing. Let's collect metric data, let's collect log data, let's do it all from one central place with one agent that can send that data to multiple places. And I can send it to Grafana Cloud, if I want to; I can send it to Logz.io, I can send it to Splunk, I can send it to Elasticsearch, I can send it to AWS's new Elasticsearch-y the thing that we don't know what they're going to call it yet after the lawsuit. Any of those can be done right from the endpoint from, like, a rich graphical experience where I think that there's a really a desire now for people to kind of jump into these configuration files where really a lot of these users, this is a part-time job, and so hey, if I need to go set up data collection, do I want to learn about this detailed YAML file configuration that I'm only going to do once or twice, or should I be able to do it in an easy, intuitive way, where I can just sit down in front of the product, get my job done and move on without having to go learn some sort of new configuration language?Corey: Once upon a time, I saw an early circa 2012, 2013 talk from Jordan Sissel, who is the creator of Logstash, and he talked a lot about how challenging it was to wind up parsing all of the variety of log files out there. Even something is relatively straightforward—wink, wink, nudge, nudge—as timestamps was an absolute monstrosity. And a lot of people have been talking in recent years about OpenTelemetry being the lingua franca that everything speaks so that is the wave of the future, but I've got a level with you, looking around, it feels like these people are living in a very different reality than the one that I appear to have stumbled into because the conversations people are having about how great it is sound amazing, but nothing that I'm looking at—granted from a very particular point of view—seems to be embracing it or supporting it. Is that just because I'm hanging out in the wrong places, or is it still a great idea whose time has yet to come, or something else?Clint: So, I think a couple things. One is every conversation I have about OpenTelemetry is always, “Will be.” It's always in the future. And there's certainly a lot of interest. We see this from customer after customer, they're very interested in OpenTelemetry and what the OpenTelemetry strategy is, but as an example OpenTelemetry logging is not yet finalized specification; they believe that they're still six months to a year out. It seems to be perpetually six months to a year out there.They are finalized for metrics and they are finalized for tracing. Where we see OpenTelemetry tends to be with companies like Honeycomb, companies like Datadog with their tracing product, or Lightstep. So, for tracing, we see OpenTelemetry adoption. But tracing adoption is also not that high either, relative to just general metrics of logs.Corey: Yeah, the tracing implementations that I've seen, for example, Epsagon did this super well, where it would take a look at your Lambdas Function built into an application, and ah, we're going to go ahead and instrument this automatically using layers or extensions for you. And life was good because suddenly you got very detailed breakdowns of exactly how data was flowing in the course of a transaction through 15 Lambdas Function. Great. With everything else I've seen, it's, “Oh, you have to instrument all these things by hand.” Let me shortcut that for you: That means no one's going to do it. They never are.It's anytime you have to do that undifferentiated heavy lifting of making sure that you put the finicky code just so into your application's logic, it's a shorthand for it's only going to happen when you have no other choice. And I think that trying to surface that burden to the developer, instead of building it into the platform so they don't have to think about it is inherently the wrong move.Clint: I think there's a strong belief in Silicon Valley that—similar to, like, Hollywood—that the biggest export Silicon Valley is going to have is culture. And so that's going to be this culture of, like, developer supporting their stuff in production. I'm telling you, I sell to banks and governments and telcos and I don't see that culture prevailing. I see a application developed by Accenture that's operated by Tata. That's a lot of inertia to overcome and a lot of regulation to overcome as well, and so, like, we can say that, hey, separation of duties isn't really a thing and developers should be able to support all their own stuff in production.I don't see that happening. It may happen. It'll certainly happen more than zero. And tracing is predicated on the whole idea that the developer is scratching their own itch. Like that I am in production and troubleshooting this and so I need this high-fidelity trace-level information to understand what's going on with this one user's experience, but that doesn't tend to be in the enterprise, how things are actually troubleshot.And so I think that more than anything is the headwind that slowing down distributed tracing adoption. It's because you're putting the onus on solving the problem on a developer who never ends up using the distributed tracing solution to begin with because there's another operations department over there that's actually operating the thing on a day-to-day basis.Corey: Having come from one of those operations departments myself, the way that I would always fix things was—you know, in the era that I was operating it made sense—you'd SSH into a box and kick the tires, poke around, see what's going on, look at the logs locally, look at the behaviors, the way you'd expect it to these days, that is considered a screamingly bad anti-pattern and it's something that companies try their damnedest to avoid doing at all. When did that change? And what is the replacement for that? Because every time I asked people for the sorts of data that I would get from that sort of exploration when they're trying to track something down, I'm more or less met with blank stares.Clint: Yeah. Well, I think that's a huge hole and one of the things that we're actually trying to do with our new product. And I think the… how do I replicate that Linux command line experience? So, for example, something as simple, like, we'd like to think that these nodes are all ephemeral, but there's still a disk, whether it's virtual or not; that thing sometimes fills up, so how do I even do the simple thing like df -kh and see how much disk is there if I don't already have all the metrics collected that I needed, or I need to go dive deep into an application and understand what that application is doing or seeing, what files it's opening, or what log files it's writing even?Let's give some good examples. Like, how do I even know what files an application is running? Actually, all that information is all there; we can go discover that. And so some of the things that we're doing with Edge is trying to make this rich, interactive experience where you can actually teleport into the end node and see all the processes that are running and get a view that looks like top and be able to see how much disk is there and how much disk is being consumed. And really kind of replicating that whole troubleshooting experience that we used to get from the Linux command line, but now instead, it's a tightly controlled experience where you're not actually getting an arbitrary shell, where I could do anything that could give me root level access, or exploit holes in various pieces of software, but really trying to replicate getting you that high fidelity information because you don't need any of that information until you need it.And I think that's part of the problem that's hard with shipping all this data to some centralized platform and getting every metric and every log and moving all that data is the data is worthless until it isn't worthless anymore. And so why do we even move it? Why don't we provide a better experience for getting at the data at the time that we need to be able to get at the data. Or the other thing that we get to change fundamentally is if we have the edge available to us, we have way more capacity. I can store a lot of information in a few kilobytes of RAM on every node, but if I bring thousands of nodes into one central place, now I need a massive amount of RAM and a massive amount of cardinality when really what I need is the ability to actually go interrogate what's running out there.Corey: The thing that frustrates me the most is the way that I go back and find my old debug statements, which is, you know, I print out whatever it is that the current status is and so I can figure out where something's breaking.Clint: [Got here 00:15:08].Corey: Yeah. I do it within AWS Lambda functions, and that's great. And I go back and I remove them later when I notice how expensive CloudWatch logs are getting because at 50 cents per gigabyte of ingest on those things, and you have that Lambda function firing off a fair bit, that starts to add up when you've been excessively wordy with your print statements. It sounds ridiculous, but okay, then you're storing it somewhere. If I want to take that log data and have something else consume it, that's nine cents a gigabyte to get it out of AWS and then you're going to want to move it again from wherever it is over there—potentially to a third system, because why not?—and it seems like the entire purpose of this log data is to sit there and be moved around because every time it gets moved, it winds up somehow costing me yet more money. Why do we do this?Clint: I mean, it's a great question because one of the things that I think we decided 15 years ago was that the reason to move this data was because that data may go poof. So, it was on a, you know, back in my day, it was an HP DL360 1U rackmount server that I threw in there, and it had raid zero discs and so if that thing went dead, well, we didn't care, we'd replace it with another one. But if we wanted to find out why it went dead, we wanted to make sure that the data had moved before the thing went dead. But now that DL360 is a VM.Corey: Yeah, or a container that is going to be gone in 20 minutes. So yeah, you don't want to store it locally on that container. But discs are also a fair bit more durable than they once were, as well. And S3 talks about its 11 nines of durability. That's great and all but most of my application logs don't need that. So, I'm still trying to figure out where we went wrong.Clint: Well, I think it was right for the time. And I think now that we have durable storage at the edge where that blob storage has already replicated three times and we can reattach—if that box crashes, we can reattach new compute to that same block storage. Actually, AWS has some cool features now, you can actually attach multiple VMs to the same block store. So, we could actually even have logs being written by one VM, but processed by another VM. And so there are new primitives available to us in the cloud, which we should be going back and re-questioning all of the things that we did ten to 15 years ago and all the practices that we had because they may not be relevant anymore, but we just never stopped to ask why.Corey: Yeah, multi-attach was rolled out with their IO2 volumes, which are spendy but great. And they do warn you that you need a file system that actively supports that and applications that are aware of it. But cool, they have specific use cases that they're clearly imagining this for. But ten years ago, we were building things out, and, “Ooh, EBS, how do I wind up attaching that from multiple instances?” The answer was, “Ohh, don't do that.”And that shaped all of our perspectives on these things. Now suddenly, you can. Is that, “Ohh don't do that,” gut visceral reaction still valid? People don't tend to go back and re-examine the why behind certain best practices until long after those best practices are now actively harmful.Clint: And that's really what we're trying to do is to say, hey, should we move log data anymore if it's at a durable place at the edge? Should we move metric data at all? Like, hey, we have these big TSDBs that have huge cardinality challenges, but if I just had all that information sitting in RAM at the original endpoint, I can store a lot of information and barely even touch the free RAM that's already sitting out there at that endpoint. So, how to get out that data? Like, how to make that a rich user experience so that we can query it?We have to build some software to do this, but we can start to question from first principles, hey, things are different now. Maybe we can actually revisit a lot of these architectural assumptions, drive cost down, give more capability than we actually had before for fundamentally cheaper. And that's kind of what Cribl does is we're looking at software is to say, “Man, like, let's question everything and let's go back to first principles.” “Why do we want this information?” “Well, I need to troubleshoot stuff.” “Okay, well, if I need to troubleshoot stuff, well, how do I do that?” “Well, today we move it, but do we have to? Do we have to move that data?” “No, we could probably give you an experience where you can dive right into that endpoint and get really, really high fidelity data without having to pay to move that and store it forever.” Because also, like, telemetry information, it's basically worthless after 24 hours, like, if I'm moving that and paying to store it, then now I'm paying for something I'm never going to read back.Corey: This episode is sponsored in part by our friends at Vultr. Spelled V-U-L-T-R because they're all about helping save money, including on things like, you know, vowels. So, what they do is they are a cloud provider that provides surprisingly high performance cloud compute at a price that—while sure they claim its better than AWS pricing—and when they say that they mean it is less money. Sure, I don't dispute that but what I find interesting is that it's predictable. They tell you in advance on a monthly basis what it's going to going to cost. They have a bunch of advanced networking features. They have nineteen global locations and scale things elastically. Not to be confused with openly, because apparently elastic and open can mean the same thing sometimes. They have had over a million users. Deployments take less that sixty seconds across twelve pre-selected operating systems. Or, if you're one of those nutters like me, you can bring your own ISO and install basically any operating system you want. Starting with pricing as low as $2.50 a month for Vultr cloud compute they have plans for developers and businesses of all sizes, except maybe Amazon, who stubbornly insists on having something to scale all on their own. Try Vultr today for free by visiting: vultr.com/screaming, and you'll receive a $100 in credit. Thats V-U-L-T-R.com slash screaming.Corey: And worse, you wind up figuring out, okay, I'm going to store all that data going back to 2012, and it's petabytes upon petabytes. And great, how do I actually search for a thing? Well, I have to use some other expensive thing of compute that's going to start diving through all of that because the way I set up my partitioning, it isn't aligned with anything looking at, like, recency or based upon time period, so right every time I want to look at what happened 20 minutes ago, I'm looking at what happened 20 years ago. And that just gets incredibly expensive, not just to maintain but to query and the rest. Now, to be clear, yes, this is an anti-pattern. It isn't how things should be set up. But how should they be set up? And it is the collective the answer to that right now actually what's best, or is it still harkening back to old patterns that no longer apply?Clint: Well, the future is here, it's just unevenly distributed. So there's, you know, I think an important point about us or how we think about building software is with this customer is first attitude and fundamentally bringing them choice. Because the reality is that doing things the old way may be the right decision for you. You may have compliance requirements to say—there's a lot of financial services institutions, for example, like, they have to keep every byte of data written on any endpoint for seven years. And so we have to accommodate their requirements.Like, is that the right requirement? Well, I don't know. The regulator wrote it that way, so therefore, I have to do it. Whether it's the right thing or the wrong thing for the business, I have no choice. And their decisions are just as right as the person who says this data is worthless and should all just be thrown away.We really want to be able to go and say, like, hey, what decision is right? We're going to give you the option to do it this way, we're going to give you the option to do it this way. Now, the hard part—and that when it comes down to, like, marketing, it's like you want to have this really simple message, like, “This is the one true path.” And a lot of vendors are this way, “There's this new wonderful, right, true path that we are going to take you on, and follow along behind me.” But the reality is, enterprise worlds are gritty and ugly, and they're full of old technology and new technology.And they need to be able to support getting data off the mainframe the same way as they're doing a brand new containerized microservices application. In fact, that brand new containerized microservices application is probably talking to the mainframe through some API. And so all of that has to work at once.Corey: Oh, yeah. And it's all of our payment data is in our PCI environment that PCI needs to have every byte logged. Great. Why is three-quarters of your infrastructure considered the PCI environment? Maybe you can constrain that at some point and suddenly save a whole bunch of effort, time, money, and regulatory drag on this.But as you go through that journey, you need to not only have a tool that will work when you get there but a tool that will work where you are today. And a lot of companies miss that mark, too. It's, “Oh, once you modernize and become the serverless success story of the decade, then our product is going to be right for you.” “Great. We'll send you a postcard if we ever get there and then you can follow up with us.”Alternately, it's well, “Yeah, we're this is how we are today, but we have a visions of a brighter tomorrow.” You've got to be able to meet people where they are at any point of that journey. One of the things I've always respected about Cribl has been the way that you very fluidly tell both sides of that story.Clint: And it's not their fault.Corey: Yeah.Clint: Most of the people who pick a job, they pick the job because, like—look, I live in Kansas City, Missouri, and there's this data processing company that works primarily on mainframes, it's right down the road. And they gave me a job and it pays me $150,000 a year, and I got a big house and things are great. And I'm a sysadmin sitting there. I don't get to play with the new technology. Like, that customer is just as an applicable customer, we want to help them exactly the same as the new Silicon Valley hip kid who's working at you know, a venture-backed startup, they're doing everything natively in the cloud. Those are all right decisions, depending on where you happen to find yourself, and we want to support you with our products, no matter where you find yourself on the technology spectrum.Corey: Speaking of old and new, and the trends of the industry, when you first set up this recording, you mentioned, “Oh, yeah, we should make it a point to maybe talk about the acquisition,” at which point I sprayed coffee across my iMac. Thanks for that. Turns out it wasn't your acquisition we were talking about so much as it is the—at the time we record this—-the yet-to-close rumored acquisition of Splunk by Cisco.Clint: I think it's both interesting and positive for some people, and sad for others. I think Cisco is obviously a phenomenal company. They run the networking world. The fact that they've been moving into observability—they bought companies like AppDynamics, and we were talking about Epsagon before the show, they bought—ServiceNow, just bought Lightstep recently. There's a lot of acquisitions in this space.I think that when it comes to something like Splunk, Splunk is a fast-growing company by compared to Cisco. And so for them, this is something that they think that they can put into their distribution channel, and what Cisco knows how to do is to sell things like they're very good at putting things through their existing sales force and really amplifying the sales of that particular thing that they have just acquired. That being said, I think for a company that was as innovative as Splunk, I do find it a bit sad with the idea that it's going to become part of this much larger behemoth and not really probably driving the observability and security industry forward anymore because I don't think anybody really looks at Cisco as a company that's driving things—not to slam them or anything, but I don't really see them as driving the industry forward.Corey: Somewhere along the way, they got stuck and I don't know how to reconcile that because they were a phenomenally fast-paced innovative company, briefly the most valuable company in the world during the dotcom bubble. And then they just sort of stalled out somewhere and, on some level, not to talk smack about it, but it feels like the level of innovation we've seen from Splunk has curtailed over the past half-decade or so. And selling to Cisco feels almost like a tacit admission that they are effectively out of ideas. And maybe that's unfair.Clint: I mean, we can look at the track record of what's been shipped over the last five years from Splunk. And again they're a partner, their customers are great, I think they still have the best log indexing engine on the market. That was their core product and what has made them the majority of their money. But there's not been a lot new. And I think objectively we can look at that without throwing stones and say like, “Well, what net-new? You bought SignalFX. Like, good for you guys like that seems to be going well. You've launched your observability suite based off of these acquisitions.” But organic product-wise, there's not a lot coming out of the factory.Corey: I'll take it a bit further-slash-sadder, we take a look at some great companies that were acquired—OpenDNS, Duo Security, SignalFX, as you mentioned, Epsagon, ThousandEyes—and once they've gotten acquired by Cisco, they all more or less seem to be frozen in time, like they're trapped in amber, which leads us up to the natural dinosaur analogy that I'll probably make in a less formal setting. It just feels like once a company is bought by Cisco, their velocity peters out, a lot of their staff leaves, and what you see is what you get. And I don't know if that's accurate, I'm just not looking in the right places, but every time I talk to folks in the industry about this, I get a lot of knowing nods that are tied to it. So, whether or not that's true or not, that is very clearly, at least in some corners of the market, the active perception.Clint: There's a very real fact that if you look even at very large companies, innovation is driven from a core set of a handful of people. And when those people start to leave, the innovation really stops. It's those people who think about things back from first principles—like why are we doing things? What different can we do?—and they're the type of drivers that drive change.So, Frank Slootman wrote a book recently called Amp it Up that I've been reading over the last weekend, and he talks—has this article that was on LinkedIn a while back called “Drivers vs. Passengers” and he's always looking for drivers. And those drivers tend to not find themselves as happy in bigger companies and they tend to head for the exits. And so then you end up with the people who are a lot of the passenger type of people, the people who are like—they'll carry it forward, they'll continue to scale it, the business will continue to grow at whatever rate it's going to grow, but you're probably not going to see a lot of the net-new stuff. And I'll put it in comparison to a company like Datadog who I have a vast amount of respect for I think they're incredibly innovative company, and I think they continue to innovate.Still driven by the founders, the people who created the original product are still there driving the vision, driving forward innovation. And that's what tends to move the envelope is the people who have the moral authority inside of an even larger organization to say, “Get behind me. We're going in this direction. We're going to go take that hill. We're going to go make things better for our customers.” And when you start to lose those handful of really critical contributors, that's where you start to see the innovation dry up.Corey: Where do you see the acquisitions coming from? Is it just at some point people shove money at these companies that got acquired that is beyond the wildest dreams of avarice? Is it that they believe that they'll be able to execute better on their mission and they were independently? These are still smart, driven, people who have built something and I don't know that they necessarily see an acquisition as, “Well, time to give up and coast for a while and then I'll leave.” But maybe it is. I've never found myself in that situation, so I can't speak for sure.Clint: You kind of I think, have to look at the business and then whoever's running the business at that time—and I sit in the CEO chair—so you have to look at the business and say, “What do we have inside the house here?” Like, “What more can we do?” If we think that there's the next billion-dollar, multi-billion-dollar product sitting here, even just in our heads, but maybe in the factory and being worked on, then we should absolutely not sell because the value is still there and we're going to grow the company much faster as an independent entity than we would you know, inside of a larger organization. But if you're the board of directors and you're looking around and saying like, hey look, like, I don't see another billion-dollar line of bus—at this scale, right, if your Splunk scale, right? I don't see another billion-dollar line of business sitting here, we could probably go acquire it, we could try to add it in, but you know, in the case of something like a Splunk, I think part of—you know, they're looking for a new CEO right now, so now they have to go find a new leader who's going to come in, re-energize and, kind of, reboot that.But that's the options that they're considering, right? They're like, “Do I find a new CEO who's going to reinvigorate things and be able to attract the type of talent that's going to lead us to the next billion-dollar line of business that we can either build inside or we can acquire and bring in-house? Or is the right path for me just to say, ‘Okay, well, you know, somebody like Cisco's interested?'” or the other path that you may see them go down to something like Silver Lake, so Silver Lake put a billion dollars into the company last year. And so they may be looking at and say, “Okay, well, we really need to do some restructuring here and we want to do it outside the eyes of the public market. We want to be able to change pricing model, we want to be able to really do this without having to worry about the stock price's massive volatility because we're making big changes.”And so I would say there's probably two big options there considering. Like, do we sell to Cisco, do we sell to Silver Lake, or do we really take another run at this? And those are difficult decisions for the stewards of the business and I think it's a different decision if you're the steward of the business that created the business versus the steward of the business for whom this is—the I've been here for five years and I may be here for five years more. For somebody like me, a company like Cribl is literally the thing I plan to leave on this earth.Corey: Yeah. Do you have that sense of personal attachment to it? On some level, The Duckbill Group, that's exactly what I'm staring at where it's great. Someone wants to buy the Last Week in AWS media side of the house.Great. Okay. What is that really, beyond me? Because so much of it's been shaped by my personality. There's an audience, sure, but it's a skeptical audience, one that doesn't generally tend to respond well to mass market, generic advertisements, so monetizing that is not going to go super well.“All right, we're going to start doing data mining on people.” Well, that's explicitly against the terms of service people signed up for, so good luck with that. So, much starts becoming bizarre and strange when you start looking at building something with the idea of, oh, in three years, I'm going to unload this puppy and make it someone else's problem. The argument is that by building something with an eye toward selling it, you build a better-structured business, but it also means you potentially make trade-offs that are best not made. I'm not sure there's a right answer here.Clint: In my spare time, I do some investments, angel investments, and that sort of thing, and that's always a red flag for me when I meet a founder who's like, “In three to five years, I plan to sell it to these people.” If you don't have a vision for how you're fundamentally going to alter the marketplace and our perception of everything else, you're not dreaming big enough. And that to me doesn't look like a great investment. It doesn't look like the—how do you attract employees in that way? Like, “Okay, our goal is to work really hard for the next three years so that we will be attractive to this other bigger thing.” They may be thinking it on the inside as an available option, but if you think that's your default option when starting a company, I don't think you're going to end up with the outcome is truly what you're hoping for.Corey: Oh, yeah. In my case, the only acquisition story I see is some large company buying us just largely to shut me up. But—Clint: [laugh].Corey: —that turns out to be kind of expensive, so all right. I also don't think it serve any of them nearly as well as they think it would.Clint: Well, you'll just become somebody else on Twitter. [laugh].Corey: Yeah, “Time to change my name again. Here we go.” So, if people want to go and learn more about a Cribl Edge, where can they do that?Clint: Yeah, cribl.io. And then if you're more of a technical person, and you'd like to understand the specifics, docs.cribl.io. That's where I always go when I'm checking out a vendor; just skip past the main page and go straight to the docs. So, check that out.And then also, if you're wanting to play with the product, we make online available education called Sandboxes, at sandbox.cribl.io, where you can go spin up your own version of the product, walk through some interactive tutorials, and get a view on how it might work for you.Corey: Such a great pattern, at least for the way that I think about these things. You can have flashy videos, you can have great screenshots, you can have documentation that is the finest thing on this earth, but let me play with it; let me kick the tires on it, even with a sample data set. Because until I can do that, I'm not really going to understand where the product starts and where it stops. That is the right answer from where I sit. Again, I understand that everyone's different, not everyone thinks like I do—thankfully—but for me, that's the best way I've ever learned something.Clint: I love to get my hands on the product, and in fact, I'm always a little bit suspicious of any company when I go to their webpage and I can't either sign up for the product or I can't get to the documentation, and I have to talk to somebody in order to learn. That's pretty much I'm immediately going to the next person in that market to go look for somebody who will let me.Corey: [laugh]. Thank you again for taking so much time to speak with me. I appreciate it. As always, it's a pleasure.Clint: Thanks, Corey. Always enjoy talking to you.Corey: Clint Sharp, CEO and co-founder of Cribl. I'm Cloud Economist Corey Quinn, and this is Screaming in the Cloud. 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