Raaz Herzberg: preference

Transcript context

…I love this. I love the detail of the cold room, by the way. Speaking of cold, when we were chatting earlier, you had this really beautiful metaphor of heat. And where heat is within an organization and how it shifts, as the company grows. Can you share that? Yeah, it's exactly that. It's like that in the early, early days when we just started with, I remember, I felt like the heat was in the product kitchen. Because it's like, everybody's waiting to have something, people want to start doing something, right? Then they felt like, "Okay, you start understanding it," and now, the heat moves a bit to the engineering side like, "Okay, build it. Somebody wants it, build it, make it work." Then I felt, "Okay, so we close a couple of deals now," right? We had our first couple of clients. Now you bring in sales, and the heat moves to sales, because they're like, "Okay, we have this thing, now go sell it. " And then, the heat starts moving to marketing, in my opinion, where it's like, "Okay, we have a product market fit. Salespeople can sell it, but they're saying, 'Give me more pipeline like, 'Hey, nobody heard of Wiz. Give me more.'" So the heat moves to marketing, at that point. That's kind of, I've always felt like, yeah, in some ways, I also naturally, I guess, follow the heat. And I think it's actually more so, that they put the best people in the places that need the most help. Clearly, that was you, when they did that. This episode is brought to you by Cloudinary, the foundational technology for all images and video on the internet, trusted by over two million developers, and many of the world's leading brands. Cloudinary is the API-first image and video management platform built for product leaders, who rely on visual storytelling to express their unique product value, who are building engaging web and app experiences, and who understand that harnessing the power of AI to automate is the only way forward. Gil Grossman, engineering team lead at Fiverr, says that "our users share billions of images, video and audio files. Cloudinary's ability to automate our post-production work at scale amounts to a savings of up to 92,000 work days per month." Think bold, build big ship fast. Let Cloudinary handle your media needs. Start your free plan today, at cloudinary.com/lenny. I asked one of your board members, Shardul Shah, what to ask you. He's a partner at Index Ventures, and here's what he told me, speaking of this move to marketing. He said that when you were in your first board meeting, the Wiz board meeting, presenting marketing, and sharing your plan, and you asked him, "Hey, can you introduce me to all these marketing leaders, so I can learn from them," he basically did the opposite. He's like, "No, I'm going to introduce all my marketing leaders to you, because I think they need to learn from you." Why do you think that's the case?…

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