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

1. Jesse Robbins
Cofounder, Opscode
@jesserobbins
jesse@opscode.com

2. About Opscode
Opscode is the leader in
Cloud Infrastructure Automation
Founded: September 2008
Funded: $33m from DFJ, Battery, & Ignition
Team: 70+ Employees
Products:
•Opscode Chef®
•Opscode Hosted Chef
•Opscode Private Chef

3. Chef is an Automation Platform for developers
& systems engineers to build & manage
Infrastructure as Code.
"743 lines of #opschef to build new product
infrastructure from scratch. Thank you,
@opscode.”
-@bdha, August 18, 2011

4. Opscode makes people
"Watching the initial run of @opscode chef-client configuring
a 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

5. + thousands more...

6. (thanks to Hyperbole & A Half))

7. B2B:
You make a product and
people at a company use &
pay for it.

8. We’re doing great, we just
need to scale what we are
doing...

9. Our customers love us!

10. We’re growing so fast, we
don’t need to worry about
$thing...

11. http://en.wikipedia.org/wiki/Technology_adoption_lifecycle

12. Read “Crossing the
Chasm” or GTFO!!!

13. Don’t confuse yourself for
your customers...

14. “Our customer is
($person_with_creditcard)
at BigCo... we don’t have to
deal with procurement.”

15. We don’t need salespeople,
we’re self-serve.

16. That’s true... if ACV is <$500
and/or if your product is non-
strategic. So...

18. Fun Fact:
You can get a Masters Degree
in Procurement.

19. As a customers size and the
importance of your product
increase, so does the effort &
time to close.

20. http://en.wikipedia.org/wiki/Technology_adoption_lifecycle

21. http://thisisindexed.com/2008/12/might-as-well-own-this-meltdown/

22. Eventually you have do deal
with this...

28. Todd Feinroth Jay Wampold
great sales & marketing
people are magical creatures
who get you through this.

29. Todd Feinroth Jay Wampold
great sales & marketing
people are magical creatures
who get you through this.

30. S insight into Salespeople...
It makes sense if you look at
sales as a D&D Game.

31. Partnerships & GTM

32. Partner Ecosystem
Technology and Cloud Providers Integrators
Partnerships & GTM

33. What about AWS?

34. Amazon had $7 million in net
income on $13 billion in
revenue.

35. Jeff is a brilliant madman,
Amazon is not a VC funded
startup.

36. Get to “base camp” first.

37. TRUTH:
You Become What You
Disrupt.

38. Jesse Robbins
Cofounder, Opscode
@jesserobbins
jesse@opscode.com