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Jesse Robbins, unSEXY Presentation
 

Jesse Robbins, unSEXY Presentation

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Jesse Robbins, Opscode & a TR35 @unSEXY August 9, 2012

Jesse Robbins, Opscode & a TR35 @unSEXY August 9, 2012

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  • Opscode born on September 12, 2008 (which is incidentally Jesse’s birthday)\n
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Jesse Robbins, unSEXY Presentation Jesse Robbins, unSEXY Presentation Presentation Transcript

  • Jesse RobbinsCofounder, Opscode@jesserobbinsjesse@opscode.com
  • About OpscodeOpscode is the leader inCloud Infrastructure Automation Founded: September 2008 Funded: $33m from DFJ, Battery, & Ignition Team: 70+ Employees Products: •Opscode Chef® •Opscode Hosted Chef •Opscode Private Chef
  • Chef is an Automation Platform for developers& systems engineers to build & manageInfrastructure as Code. "743 lines of #opschef to build new product infrastructure from scratch. Thank you, @opscode.” -@bdha, August 18, 2011
  • Opscode makes people"Watching the initial run of @opscode chef-client configuringa server makes me feel like an all mighty pharaoh.”-@gabetax, August 5, 2011 "The more I use #chef @opscode the more I love it, and the more I realize I did it all wrong. ( the hard way )” -@jassinpain, April 1, 2011 © Opscode, 2011 – Confidential – DO NOT DISTRIBUTE 4
  • + thousands more...
  • (thanks to Hyperbole & A Half))
  • B2B: You make a product andpeople at a company use & pay for it.
  • We’re doing great, we justneed to scale what we are doing...
  • Our customers love us!
  • We’re growing so fast, wedon’t need to worry about $thing...
  • http://en.wikipedia.org/wiki/Technology_adoption_lifecycle
  • Read “Crossing theChasm” or GTFO!!!
  • Don’t confuse yourself for your customers...
  • “Our customer is($person_with_creditcard)at BigCo... we don’t have to deal with procurement.”
  • We don’t need salespeople, we’re self-serve.
  • That’s true... if ACV is <$500and/or if your product is non- strategic. So...
  • Fun Fact:You can get a Masters Degree in Procurement.
  • As a customers size and the importance of your productincrease, so does the effort & time to close.
  • http://en.wikipedia.org/wiki/Technology_adoption_lifecycle
  • http://thisisindexed.com/2008/12/might-as-well-own-this-meltdown/
  • Eventually you have do deal with this...
  • Todd Feinroth Jay Wampold great sales & marketingpeople are magical creatures who get you through this.
  • Todd Feinroth Jay Wampold great sales & marketingpeople are magical creatures who get you through this.
  • S insight into Salespeople...It makes sense if you look at sales as a D&D Game.
  • Partnerships & GTM
  • Partner EcosystemTechnology and Cloud Providers IntegratorsPartnerships & GTM
  • What about AWS?
  • Amazon had $7 million in net income on $13 billion in revenue.
  • Jeff is a brilliant madman,Amazon is not a VC funded startup.
  • Get to “base camp” first.
  • TRUTH:You Become What You Disrupt.
  • Jesse RobbinsCofounder, Opscode@jesserobbinsjesse@opscode.com