Jesse Robbins, unSEXY Presentation

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.

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

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Jesse Robbins, unSEXY Presentation

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Jesse Robbins, unSEXY Presentation Presentation Transcript