How to build a $2 Billion business using One Word

all right everybody welcome to another

all right everybody welcome to another Google Plus hangout today I’m really

Google Plus hangout today I’m really

Google Plus hangout today I’m really excited I have a special guest with me

excited I have a special guest with me

excited I have a special guest with me on the call with me

on the call with me

on the call with me Dheeraj Pandey from a company called new

Dheeraj Pandey from a company called new

Dheeraj Pandey from a company called new tonics and why I’m excited is you know

tonics and why I’m excited is you know

tonics and why I’m excited is you know this business has gone from zero startup

this business has gone from zero startup

this business has gone from zero startup in 2009 to now being valued at two

in 2009 to now being valued at two

in 2009 to now being valued at two billion dollars they provide all the

billion dollars they provide all the

billion dollars they provide all the technology and back-end and servers and

technology and back-end and servers and

technology and back-end and servers and infrastructure for for huge companies

infrastructure for for huge companies

infrastructure for for huge companies like eBay and Honda and Toyota and what

like eBay and Honda and Toyota and what

like eBay and Honda and Toyota and what really excites me is the founder Dee Raj

really excites me is the founder Dee Raj

really excites me is the founder Dee Raj who I have with me today started the

who I have with me today started the

who I have with me today started the business off of one word and his one

business off of one word and his one

business off of one word and his one word is empathy and we’ve had a few

word is empathy and we’ve had a few

word is empathy and we’ve had a few entrepreneurs on talking about their one

entrepreneurs on talking about their one

entrepreneurs on talking about their one words how they applied it to the

words how they applied it to the

words how they applied it to the business and when I read about Dheeraj

business and when I read about Dheeraj

business and when I read about Dheeraj and and his empathy Wars I gotta get him

and and his empathy Wars I gotta get him

and and his empathy Wars I gotta get him on we’ve got to get the interview and

on we’ve got to get the interview and

on we’ve got to get the interview and hopefully you can share how that company

hopefully you can share how that company

hopefully you can share how that company got started where empathy plays in and

got started where empathy plays in and

got started where empathy plays in and for those of you who are watching I

for those of you who are watching I

for those of you who are watching I think you know fill in your own

think you know fill in your own

think you know fill in your own businesses or in that process how you

businesses or in that process how you

businesses or in that process how you might be able to find your word and

might be able to find your word and

might be able to find your word and apply to your company so Dheeraj welcome

apply to your company so Dheeraj welcome

apply to your company so Dheeraj welcome to the show thank you thank you for the

to the show thank you thank you for the

to the show thank you thank you for the opportunity so what does empathy mean to

opportunity so what does empathy mean to

opportunity so what does empathy mean to you it’s a very simple and very

you it’s a very simple and very

you it’s a very simple and very beautiful world to meet about focus and

beautiful world to meet about focus and

beautiful world to meet about focus and focus on them as opposed to yourself but

focus on them as opposed to yourself but

focus on them as opposed to yourself but and when I say them I mean employees and

and when I say them I mean employees and

and when I say them I mean employees and customers and partners so if you focus

customers and partners so if you focus

customers and partners so if you focus on their interests good things happen to

on their interests good things happen to

on their interests good things happen to you as well and and most people in the

you as well and and most people in the

you as well and and most people in the world actually operate that way I mean

world actually operate that way I mean

world actually operate that way I mean obviously there’s always a few guys who

obviously there’s always a few guys who

obviously there’s always a few guys who are on the fringes and you can be burned

are on the fringes and you can be burned

are on the fringes and you can be burned if you try to focus on their interest

if you try to focus on their interest

if you try to focus on their interest but most things in the world actually if

but most things in the world actually if

but most things in the world actually if you if you try to do it for them and do

you if you try to do it for them and do

you if you try to do it for them and do it right by them good things happen to

it right by them good things happen to

it right by them good things happen to you

you

you that’s what empathy means to us and and

that’s what empathy means to us and and

that’s what empathy means to us and and this company is very focused on

this company is very focused on

this company is very focused on employees and customers trying to do it

employees and customers trying to do it

employees and customers trying to do it right by them

right by them

right by them I love it is it how did you discover

I love it is it how did you discover

I love it is it how did you discover empathy as being the right word is this

empathy as being the right word is this

empathy as being the right word is this something that’s always been with you is

something that’s always been with you is

something that’s always been with you is there a you know story from your child

there a you know story from your child

there a you know story from your child how did you come across this and saying

how did you come across this and saying

how did you come across this and saying I’m gonna build a business around

I’m gonna build a business around

I’m gonna build a business around empathy you know probably has been there

empathy you know probably has been there

empathy you know probably has been there from very early days where maybe I was

from very early days where maybe I was

from very early days where maybe I was and somebody who was a little bit

and somebody who was a little bit

and somebody who was a little bit introverted early on and looked at what

introverted early on and looked at what

introverted early on and looked at what others expect of me and over time that

others expect of me and over time that

others expect of me and over time that really became what are others thinking

really became what are others thinking

really became what are others thinking and then you’re like so what makes them

and then you’re like so what makes them

and then you’re like so what makes them happy and then eventually splat well

happy and then eventually splat well

happy and then eventually splat well we’ll do a business what makes customers

we’ll do a business what makes customers

we’ll do a business what makes customers really happy and why do employers stick

really happy and why do employers stick

really happy and why do employers stick around and you really start thinking

around and you really start thinking

around and you really start thinking about others which I think has been

about others which I think has been

about others which I think has been there with me from very early on it

there with me from very early on it

there with me from very early on it isn’t something from your parents that

isn’t something from your parents that

isn’t something from your parents that instilled in you or they’re really

instilled in you or they’re really

instilled in you or they’re really starting like my father was probably

starting like my father was probably

starting like my father was probably always like this always thinking about

always like this always thinking about

always like this always thinking about others and politeness and sharing and

others and politeness and sharing and

others and politeness and sharing and all that stuff so I think my father is

all that stuff so I think my father is

all that stuff so I think my father is there I’m curious is there a a specific

there I’m curious is there a a specific

there I’m curious is there a a specific story you remember or something that

story you remember or something that

story you remember or something that your father always used to tell you that

your father always used to tell you that

your father always used to tell you that you still remember – today I think you

you still remember – today I think you

you still remember – today I think you know India was a very caste system

know India was a very caste system

know India was a very caste system reduce aasaiya tea and I grew up in

reduce aasaiya tea and I grew up in

reduce aasaiya tea and I grew up in India and he was always thinking about

India and he was always thinking about

India and he was always thinking about the have-nots all the time you know you

the have-nots all the time you know you

the have-nots all the time you know you know look I think we have some sort of

know look I think we have some sort of

know look I think we have some sort of like a very rich but came from a lower

like a very rich but came from a lower

like a very rich but came from a lower middle class family but even with what

middle class family but even with what

middle class family but even with what we had he was always thinking about the

we had he was always thinking about the

we had he was always thinking about the have-nots and especially people from the

have-nots and especially people from the

have-nots and especially people from the lower caste and so on and I think the

lower caste and so on and I think the

lower caste and so on and I think the feudal society the I mean there was a

feudal society the I mean there was a

feudal society the I mean there was a lot of child labor and all that stuff

lot of child labor and all that stuff

lot of child labor and all that stuff that we saw and I think he was very I

that we saw and I think he was very I

that we saw and I think he was very I would say respectful of the lower castes

would say respectful of the lower castes

would say respectful of the lower castes in the country and always respectful at

in the country and always respectful at

in the country and always respectful at with it folks were poor and so on and

with it folks were poor and so on and

with it folks were poor and so on and that kind of reflected at me that he was

that kind of reflected at me that he was

that kind of reflected at me that he was very polite and we were always giving to

very polite and we were always giving to

very polite and we were always giving to the beggars and this and that so I think

the beggars and this and that so I think

the beggars and this and that so I think over time that that

over time that that

over time that that expect for the have not really became

expect for the have not really became

expect for the have not really became more about others and to think about

more about others and to think about

more about others and to think about others and so on and my mom also was

others and so on and my mom also was

others and so on and my mom also was also very giving to others in with

also very giving to others in with

also very giving to others in with whatever little we had so I think some

whatever little we had so I think some

whatever little we had so I think some of that just got in green over time you

of that just got in green over time you

of that just got in green over time you think about others and and in the

think about others and and in the

think about others and and in the process you will feel happy as well so

process you will feel happy as well so

process you will feel happy as well so this is not being selfless it’s just

this is not being selfless it’s just

this is not being selfless it’s just another way of being selfish it’s like

another way of being selfish it’s like

another way of being selfish it’s like you know you take care of others and you

you know you take care of others and you

you know you take care of others and you probably feel happy about it I love it I

probably feel happy about it I love it I

probably feel happy about it I love it I love it

love it

love it now you have a co-founder you have

now you have a co-founder you have

now you have a co-founder you have investors you know you have employees

investors you know you have employees

investors you know you have employees when you were starting this up when and

when you were starting this up when and

when you were starting this up when and you said you know I want to build this

you said you know I want to build this

you said you know I want to build this business with empathy being our main

business with empathy being our main

business with empathy being our main core value did people did you get people

core value did people did you get people

core value did people did you get people who thought you are not people who hated

who thought you are not people who hated

who thought you are not people who hated on it that everybody just loved it right

on it that everybody just loved it right

on it that everybody just loved it right out of the gate how did you handle that

out of the gate how did you handle that

out of the gate how did you handle that you know you never make it very explicit

you know you never make it very explicit

you know you never make it very explicit because if you make it too explicit then

because if you make it too explicit then

because if you make it too explicit then it starts being artificial it’s in the

it starts being artificial it’s in the

it starts being artificial it’s in the day to day things that you do that

day to day things that you do that

day to day things that you do that matter and you don’t even probably put a

matter and you don’t even probably put a

matter and you don’t even probably put a moniker like empathy for a lot of those

moniker like empathy for a lot of those

moniker like empathy for a lot of those things I mean now that I’m looking back

things I mean now that I’m looking back

things I mean now that I’m looking back probably I put a moniker like empathy

probably I put a moniker like empathy

probably I put a moniker like empathy but many a time it’s just natural it’s

but many a time it’s just natural it’s

but many a time it’s just natural it’s just it’s like even the product that we

just it’s like even the product that we

just it’s like even the product that we build always thinking about so what is

build always thinking about so what is

build always thinking about so what is the customer really want and what makes

the customer really want and what makes

the customer really want and what makes it really simple for them and what gives

it really simple for them and what gives

it really simple for them and what gives them the peace of mind and and in these

them the peace of mind and and in these

them the peace of mind and and in these cases I mean you’d say this is just

cases I mean you’d say this is just

cases I mean you’d say this is just natural product management or product

natural product management or product

natural product management or product definition and so on but I think if you

definition and so on but I think if you

definition and so on but I think if you peel the onion a little bit it’s about

peel the onion a little bit it’s about

peel the onion a little bit it’s about saying you know what did you empathize

saying you know what did you empathize

saying you know what did you empathize with the customer rather than trying to

with the customer rather than trying to

with the customer rather than trying to geek out and just write a bunch of code

geek out and just write a bunch of code

geek out and just write a bunch of code or build a bunch of features that were

or build a bunch of features that were

or build a bunch of features that were just a bunch of features you really

just a bunch of features you really

just a bunch of features you really really think through from the eyes of

really think through from the eyes of

really think through from the eyes of the customer and so on so I never really

the customer and so on so I never really

the customer and so on so I never really put a moniker to it most of the time

put a moniker to it most of the time

put a moniker to it most of the time actually I just don’t behave as if it’s

actually I just don’t behave as if it’s

actually I just don’t behave as if it’s part of the normal day-to-day company

part of the normal day-to-day company

part of the normal day-to-day company building and you know being fair with

building and you know being fair with

building and you know being fair with employees and partners and so on I know

employees and partners and so on I know

employees and partners and so on I know you

you

you do a lot for your employees as well I

do a lot for your employees as well I

do a lot for your employees as well I know you do 100% of the employees health

know you do 100% of the employees health

know you do 100% of the employees health costs 20% of dependents there was 10,000

costs 20% of dependents there was 10,000

costs 20% of dependents there was 10,000 for family for unexpected medical

for family for unexpected medical

for family for unexpected medical thoughts and so how is that empathy for

thoughts and so how is that empathy for

thoughts and so how is that empathy for you in terms of dealing with employees I

you in terms of dealing with employees I

you in terms of dealing with employees I think it begins with tangibles like you

think it begins with tangibles like you

think it begins with tangibles like you know can you take care of their benefits

know can you take care of their benefits

know can you take care of their benefits without there having to worry about it

without there having to worry about it

without there having to worry about it because if somebody did this to me I’d

because if somebody did this to me I’d

because if somebody did this to me I’d be really happy you know this was the

be really happy you know this was the

be really happy you know this was the time when Obamacare a lot of this health

time when Obamacare a lot of this health

time when Obamacare a lot of this health care stuff was looking like a liability

care stuff was looking like a liability

care stuff was looking like a liability to the employers and we said you know

to the employers and we said you know

to the employers and we said you know what I think we can beam count a lot but

what I think we can beam count a lot but

what I think we can beam count a lot but what if we actually really did it right

what if we actually really did it right

what if we actually really did it right by the employee then they’ll do a whole

by the employee then they’ll do a whole

by the employee then they’ll do a whole lot more for the company where health

lot more for the company where health

lot more for the company where health care becomes a non-issue benefits become

care becomes a non-issue benefits become

care becomes a non-issue benefits become a non-issue again if we have trust and

a non-issue again if we have trust and

a non-issue again if we have trust and are good people and most of our people

are good people and most of our people

are good people and most of our people actually are trustworthy in fact all of

actually are trustworthy in fact all of

actually are trustworthy in fact all of them I hope trustworthy then wide beam

them I hope trustworthy then wide beam

them I hope trustworthy then wide beam count vacations why can’t we just have

count vacations why can’t we just have

count vacations why can’t we just have them kind of talk to the manager and say

them kind of talk to the manager and say

them kind of talk to the manager and say you know I really need something and

you know I really need something and

you know I really need something and when they come back they actually give

when they come back they actually give

when they come back they actually give that more to the company in terms of

that more to the company in terms of

that more to the company in terms of whatever it means you know burning the

whatever it means you know burning the

whatever it means you know burning the midnight oil and sticking by the

midnight oil and sticking by the

midnight oil and sticking by the Christmas holidays or whatever I think

Christmas holidays or whatever I think

Christmas holidays or whatever I think most people actually do that it’s a it’s

most people actually do that it’s a it’s

most people actually do that it’s a it’s it’s the it’s the best quid pro quo that

it’s the it’s the best quid pro quo that

it’s the it’s the best quid pro quo that actually works you know you know same

actually works you know you know same

actually works you know you know same thing with you know thinking about

thing with you know thinking about

thing with you know thinking about career advancement and and their

career advancement and and their

career advancement and and their education and enablement and things like

education and enablement and things like

education and enablement and things like that we are we’re always thinking what’s

that we are we’re always thinking what’s

that we are we’re always thinking what’s fair for the employees first because

fair for the employees first because

fair for the employees first because many times when you think like a

many times when you think like a

many times when you think like a corporation you’re always thinking that

corporation you’re always thinking that

corporation you’re always thinking that they are at odds with you because they

they are at odds with you because they

they are at odds with you because they are the employee and you the employer

are the employee and you the employer

are the employee and you the employer and and I think the many people in the

and and I think the many people in the

and and I think the many people in the world are very skeptical about you know

world are very skeptical about you know

world are very skeptical about you know what if you don’t take care of your

what if you don’t take care of your

what if you don’t take care of your interest and most of the world is out

interest and most of the world is out

interest and most of the world is out there to get you and that’s the opposite

there to get you and that’s the opposite

there to get you and that’s the opposite of empathy actually you know if if you

of empathy actually you know if if you

of empathy actually you know if if you if you and even at scale

if you and even at scale

if you and even at scale some people will say look you can do

some people will say look you can do

some people will say look you can do others at fifty people and a hundred

others at fifty people and a hundred

others at fifty people and a hundred people but even at 900 people which is

people but even at 900 people which is

people but even at 900 people which is close to where we are as a company we

close to where we are as a company we

close to where we are as a company we still go by trusting people and you know

still go by trusting people and you know

still go by trusting people and you know there will be a few bad apples but that

there will be a few bad apples but that

there will be a few bad apples but that doesn’t mean that you have to change

doesn’t mean that you have to change

doesn’t mean that you have to change everything for those few bad apples how

everything for those few bad apples how

everything for those few bad apples how do you go about hiring for empathy if

do you go about hiring for empathy if

do you go about hiring for empathy if you’re bringing new people on the team

you’re bringing new people on the team

you’re bringing new people on the team growing a 900 you’re growing more how do

growing a 900 you’re growing more how do

growing a 900 you’re growing more how do you hire for empathy I think you look

you hire for empathy I think you look

you hire for empathy I think you look for bad apples and apples I mean people

for bad apples and apples I mean people

for bad apples and apples I mean people who just care for themselves and use a

who just care for themselves and use a

who just care for themselves and use a lot of I and I and I and you know

lot of I and I and I and you know

lot of I and I and I and you know because the Divas are not empathetic to

because the Divas are not empathetic to

because the Divas are not empathetic to others if you look for people who were

others if you look for people who were

others if you look for people who were always about themselves and they could

always about themselves and they could

always about themselves and they could be extremely talented people as well but

be extremely talented people as well but

be extremely talented people as well but I don’t think divas will ever survive at

I don’t think divas will ever survive at

I don’t think divas will ever survive at mechanics and and again it goes back to

mechanics and and again it goes back to

mechanics and and again it goes back to where the thinking about are they always

where the thinking about are they always

where the thinking about are they always about themselves or are they about the

about themselves or are they about the

about themselves or are they about the team and the people around them and the

team and the people around them and the

team and the people around them and the fact that in a war if the team is

fact that in a war if the team is

fact that in a war if the team is rioting if I can’t mentor them if I can

rioting if I can’t mentor them if I can

rioting if I can’t mentor them if I can coach them if I don’t protect

coach them if I don’t protect

coach them if I don’t protect information if I share more good things

information if I share more good things

information if I share more good things happen so we just starting to look out

happen so we just starting to look out

happen so we just starting to look out for the red flags which is especially

for the red flags which is especially

for the red flags which is especially about dealers and we don’t hire them

about dealers and we don’t hire them

about dealers and we don’t hire them however good they are in terms of the

however good they are in terms of the

however good they are in terms of the tangible talent because the intangible

tangible talent because the intangible

tangible talent because the intangible emotional intelligence is probably more

emotional intelligence is probably more

emotional intelligence is probably more important do you have a favorite

important do you have a favorite

important do you have a favorite interview question when you’re asking

interview question when you’re asking

interview question when you’re asking the people coming on

you know I typically don’t explicitly

you know I typically don’t explicitly ask something because then people have a

ask something because then people have a

ask something because then people have a way of just artificially making it up

way of just artificially making it up

way of just artificially making it up but there is always something to be said

but there is always something to be said

but there is always something to be said about you know things like you know why

about you know things like you know why

about you know things like you know why did they move from this company to that

did they move from this company to that

did they move from this company to that and how many hops they’ve made to

and how many hops they’ve made to

and how many hops they’ve made to something or what do they aspire to

something or what do they aspire to

something or what do they aspire to become where if it’s more about titles

become where if it’s more about titles

become where if it’s more about titles and this and that and definitely the red

and this and that and definitely the red

and this and that and definitely the red flag to me actually and if it’s more

flag to me actually and if it’s more

flag to me actually and if it’s more about providing delight to customer

about providing delight to customer

about providing delight to customer and in working with the team and things

and in working with the team and things

and in working with the team and things like that so and this is something that

like that so and this is something that

like that so and this is something that most good companies look for but I try

most good companies look for but I try

most good companies look for but I try to weave in proxy questions because

to weave in proxy questions because

to weave in proxy questions because there’s no explicit question you can ask

there’s no explicit question you can ask

there’s no explicit question you can ask in an interview that will not have a

in an interview that will not have a

in an interview that will not have a contrived answer right so okay in fact

contrived answer right so okay in fact

contrived answer right so okay in fact today you talk on employee vacation

today you talk on employee vacation

today you talk on employee vacation what is your vacation and sick day

what is your vacation and sick day

what is your vacation and sick day policy is one but as long as people log

policy is one but as long as people log

policy is one but as long as people log it we don’t really count it you know I

it we don’t really count it you know I

it we don’t really count it you know I think we do have a system of logging it

think we do have a system of logging it

think we do have a system of logging it but it’s basically a relationship and

but it’s basically a relationship and

but it’s basically a relationship and arrangement between the employee in the

arrangement between the employee in the

arrangement between the employee in the manager and we don’t really have things

manager and we don’t really have things

manager and we don’t really have things like all this blackout periods and you

like all this blackout periods and you

like all this blackout periods and you can take any days off because it’s also

can take any days off because it’s also

can take any days off because it’s also about succession planning like what if

about succession planning like what if

about succession planning like what if this employee would not be there so you

this employee would not be there so you

this employee would not be there so you can’t have blackout periods for people

can’t have blackout periods for people

can’t have blackout periods for people despite how critical the business season

despite how critical the business season

despite how critical the business season could be you just have to make sure that

could be you just have to make sure that

could be you just have to make sure that if people want to go on a vacation to go

if people want to go on a vacation to go

if people want to go on a vacation to go on a vacation and a lot of people

on a vacation and a lot of people

on a vacation and a lot of people actually take four weeks off and and

actually take four weeks off and and

actually take four weeks off and and happily the company is you know saying

happily the company is you know saying

happily the company is you know saying you know what I think that’s actually a

you know what I think that’s actually a

you know what I think that’s actually a pretty good number come back for the

pretty good number come back for the

pretty good number come back for the next 11 months and work really hard to

next 11 months and work really hard to

next 11 months and work really hard to make this company successful very

make this company successful very

make this company successful very different policy than most companies are

different policy than most companies are

different policy than most companies are there any other other policies that you

there any other other policies that you

there any other other policies that you have that that you found that work for

have that that you found that work for

have that that you found that work for you from a building a team and a culture

you from a building a team and a culture

you from a building a team and a culture point of view that might be a little

point of view that might be a little

point of view that might be a little different than what most companies do

different than what most companies do

different than what most companies do well I think it’s about the long term

well I think it’s about the long term

well I think it’s about the long term and about trust and about positivity I

and about trust and about positivity I

and about trust and about positivity I think you know everything just in

think you know everything just in

think you know everything just in circles around you know when I talk

circles around you know when I talk

circles around you know when I talk about you know like say empathy for

about you know like say empathy for

about you know like say empathy for partners you know sometimes we will go

partners you know sometimes we will go

partners you know sometimes we will go and do things that will appear

and do things that will appear

and do things that will appear disruptive to ourselves like we recently

disruptive to ourselves like we recently

disruptive to ourselves like we recently did this om deal with with Dell where we

did this om deal with with Dell where we

did this om deal with with Dell where we are sharing our software with them now

are sharing our software with them now

are sharing our software with them now many companies would say why you’re

many companies would say why you’re

many companies would say why you’re disrupting yourselves because we are our

disrupting yourselves because we are our

disrupting yourselves because we are our own appliance where we use our software

own appliance where we use our software

own appliance where we use our software on our clients

on our clients

on our clients sell the whole thing as an appliance but

sell the whole thing as an appliance but

sell the whole thing as an appliance but then we are helping Dell build their own

then we are helping Dell build their own

then we are helping Dell build their own appliance using neat annexes soul which

appliance using neat annexes soul which

appliance using neat annexes soul which is software and their body which is

is software and their body which is

is software and their body which is their hardware they don’t look at things

their hardware they don’t look at things

their hardware they don’t look at things as a zero-sum game because the market is

as a zero-sum game because the market is

as a zero-sum game because the market is large then it’s upon us to actually

large then it’s upon us to actually

large then it’s upon us to actually reconcile conflicts and you’re thinking

reconcile conflicts and you’re thinking

reconcile conflicts and you’re thinking again from Dells point of view that look

again from Dells point of view that look

again from Dells point of view that look you know and Dell is a very honest and

you know and Dell is a very honest and

you know and Dell is a very honest and genuine company that we know often they

genuine company that we know often they

genuine company that we know often they have this southern mentality about being

have this southern mentality about being

have this southern mentality about being fair to other people as well and so we

fair to other people as well and so we

fair to other people as well and so we were signing the deal and there was

were signing the deal and there was

were signing the deal and there was enough naysayers who said look are you

enough naysayers who said look are you

enough naysayers who said look are you sure are you really not gonna

sure are you really not gonna

sure are you really not gonna cannibalize yourself and I said it’s

cannibalize yourself and I said it’s

cannibalize yourself and I said it’s upon us to really go and push the

upon us to really go and push the

upon us to really go and push the envelope on the market and the size of

envelope on the market and the size of

envelope on the market and the size of the market because if this market is

the market because if this market is

the market because if this market is really that small that signing our deal

really that small that signing our deal

really that small that signing our deal with OEM you know an OEM deal with Dell

with OEM you know an OEM deal with Dell

with OEM you know an OEM deal with Dell would actually cannibalize us and we’re

would actually cannibalize us and we’re

would actually cannibalize us and we’re in a very small market and and the

in a very small market and and the

in a very small market and and the owners of really making the market

owners of really making the market

owners of really making the market continued to grow israeli upon us so

continued to grow israeli upon us so

continued to grow israeli upon us so even in strategic things you know when

even in strategic things you know when

even in strategic things you know when we talk about growing the market we’re

we talk about growing the market we’re

we talk about growing the market we’re looking at you know what would Dell do

looking at you know what would Dell do

looking at you know what would Dell do that really would screw us and we like

that really would screw us and we like

that really would screw us and we like no I think we have to empathize with a

no I think we have to empathize with a

no I think we have to empathize with a couple and Dell and think like they’re

couple and Dell and think like they’re

couple and Dell and think like they’re not here to screw us they’re here to

not here to screw us they’re here to

not here to screw us they’re here to actually make money

actually make money

actually make money I mean there’s ways in which we can be

I mean there’s ways in which we can be

I mean there’s ways in which we can be the arms dealer to them let’s go ahead

the arms dealer to them let’s go ahead

the arms dealer to them let’s go ahead and do that as well I think not having a

and do that as well I think not having a

and do that as well I think not having a zero-sum game mentality and I believe is

zero-sum game mentality and I believe is

zero-sum game mentality and I believe is also about trust it’s also about trust

also about trust it’s also about trust

also about trust it’s also about trust and confidence in ourselves that we have

and confidence in ourselves that we have

and confidence in ourselves that we have to keep drawing the time and if you keep

to keep drawing the time and if you keep

to keep drawing the time and if you keep drawing the pie it’s not a zero-sum game

drawing the pie it’s not a zero-sum game

drawing the pie it’s not a zero-sum game a lot of company is going into

a lot of company is going into

a lot of company is going into negotiations like that they’re they’re

negotiations like that they’re they’re

negotiations like that they’re they’re trying to get you know the last dollar

trying to get you know the last dollar

trying to get you know the last dollar try to negotiate as hard as they can to

try to negotiate as hard as they can to

try to negotiate as hard as they can to get the best deal possible for them how

get the best deal possible for them how

get the best deal possible for them how do you approach negotiation you you

do you approach negotiation you you

do you approach negotiation you you purposely leave something on the table

purposely leave something on the table

purposely leave something on the table for them because that’s the fair the

for them because that’s the fair the

for them because that’s the fair the ride the empathetic thing to do yeah I

ride the empathetic thing to do yeah I

ride the empathetic thing to do yeah I think works out long because you know

think works out long because you know

think works out long because you know you evoke

you evoke

you evoke I would say the right brain the

I would say the right brain the

I would say the right brain the emotional intelligence and a lot of

emotional intelligence and a lot of

emotional intelligence and a lot of people as opposed to left brain about

people as opposed to left brain about

people as opposed to left brain about spreadsheets and numbers and dollars and

spreadsheets and numbers and dollars and

spreadsheets and numbers and dollars and so on and in the long term it works out

so on and in the long term it works out

so on and in the long term it works out so much better actually now there’s

so much better actually now there’s

so much better actually now there’s always going to be you know a fringe set

always going to be you know a fringe set

always going to be you know a fringe set of people like 2% of the people who are

of people like 2% of the people who are

of people like 2% of the people who are extremely calculating and manipulative

extremely calculating and manipulative

extremely calculating and manipulative in terms of negotiation so you can sense

in terms of negotiation so you can sense

in terms of negotiation so you can sense that when they’re sitting across the

that when they’re sitting across the

that when they’re sitting across the table who are those people but I mean

table who are those people but I mean

table who are those people but I mean just doing this deal with Dell we

just doing this deal with Dell we

just doing this deal with Dell we realized that there are also people who

realized that there are also people who

realized that there are also people who believe in proposed so why not actually

believe in proposed so why not actually

believe in proposed so why not actually try to invoke the positive side of

try to invoke the positive side of

try to invoke the positive side of business dealers and leaders as opposed

business dealers and leaders as opposed

business dealers and leaders as opposed to trying to alway just think about

to trying to alway just think about

to trying to alway just think about yourself like you know how can I

yourself like you know how can I

yourself like you know how can I maximize this for ourselves I mean their

maximize this for ourselves I mean their

maximize this for ourselves I mean their deals that we go into where we don’t

deals that we go into where we don’t

deals that we go into where we don’t think of margins you just think about

think of margins you just think about

think of margins you just think about doing it right because we know that if

doing it right because we know that if

doing it right because we know that if we do it right by them they have so much

we do it right by them they have so much

we do it right by them they have so much money that the trust will build and they

money that the trust will build and they

money that the trust will build and they will actually not have the lower time

will actually not have the lower time

will actually not have the lower time but now is not the time to actually

but now is not the time to actually

but now is not the time to actually haggle and try to squeeze the last

haggle and try to squeeze the last

haggle and try to squeeze the last dollar in a first deal in the first

dollar in a first deal in the first

dollar in a first deal in the first conversation right and when you go into

conversation right and when you go into

conversation right and when you go into those negotiations with a company and

those negotiations with a company and

those negotiations with a company and obviously work out great with Dell they

obviously work out great with Dell they

obviously work out great with Dell they have the same approach to fairness and

have the same approach to fairness and

have the same approach to fairness and and I love Dell – I work with them on a

and I love Dell – I work with them on a

and I love Dell – I work with them on a couple projects when you go into a

couple projects when you go into a

couple projects when you go into a negotiation with the company and you’re

negotiation with the company and you’re

negotiation with the company and you’re not getting that vibe and you can tell

not getting that vibe and you can tell

not getting that vibe and you can tell they’re trying to squeeze you for

they’re trying to squeeze you for

they’re trying to squeeze you for everything and what do you do do you

everything and what do you do do you

everything and what do you do do you just try to be at empathetic impossible

just try to be at empathetic impossible

just try to be at empathetic impossible and see if you can make the negotiation

and see if you can make the negotiation

and see if you can make the negotiation happen or do you say you know what I

happen or do you say you know what I

happen or do you say you know what I don’t think we’re the right partner for

don’t think we’re the right partner for

don’t think we’re the right partner for you would walk away because you don’t

you would walk away because you don’t

you would walk away because you don’t think it’s a long-term fit how do you

think it’s a long-term fit how do you

think it’s a long-term fit how do you approach dealing with somebody who

approach dealing with somebody who

approach dealing with somebody who doesn’t share that same value of empathy

doesn’t share that same value of empathy

doesn’t share that same value of empathy you know personally I when I say that

you know personally I when I say that

you know personally I when I say that I’m somebody who’s driven by empathy I’m

I’m somebody who’s driven by empathy I’m

I’m somebody who’s driven by empathy I’m also a relatively self-assured person

also a relatively self-assured person

also a relatively self-assured person and I want the respect back

and I want the respect back

and I want the respect back I respect are those brows one respect

I respect are those brows one respect

I respect are those brows one respect back so at times when I don’t see the

back so at times when I don’t see the

back so at times when I don’t see the respect from others I can’t deal with

respect from others I can’t deal with

respect from others I can’t deal with those people so that’s just person I

those people so that’s just person I

those people so that’s just person I mean obviously the company could always

mean obviously the company could always

mean obviously the company could always behave differently because of X

behave differently because of X

behave differently because of X EMC and things like that but I don’t

EMC and things like that but I don’t

EMC and things like that but I don’t bend over backwards if I can’t see

bend over backwards if I can’t see

bend over backwards if I can’t see fairness I’m good any deal has to be a

fairness I’m good any deal has to be a

fairness I’m good any deal has to be a win-win if it’s win lose and I think

win-win if it’s win lose and I think

win-win if it’s win lose and I think that they are being suffocated it’s a

that they are being suffocated it’s a

that they are being suffocated it’s a great signal for me to say that you know

great signal for me to say that you know

great signal for me to say that you know what it’s not the right thing for us to

what it’s not the right thing for us to

what it’s not the right thing for us to do so I typically walk away from places

do so I typically walk away from places

do so I typically walk away from places where I don’t see respect Don and I

where I don’t see respect Don and I

where I don’t see respect Don and I think the company again is a separate

think the company again is a separate

think the company again is a separate entity than me but I believe the company

entity than me but I believe the company

entity than me but I believe the company will also do mostly things that are self

will also do mostly things that are self

will also do mostly things that are self respectful as opposed to bending or

respectful as opposed to bending or

respectful as opposed to bending or backwards because the world is too small

backwards because the world is too small

backwards because the world is too small and I mean and we don’t have a whole lot

and I mean and we don’t have a whole lot

and I mean and we don’t have a whole lot of time there’s always other

of time there’s always other

of time there’s always other opportunities where you could go in and

opportunities where you could go in and

opportunities where you could go in and have a win-win as opposed to a win-lose

have a win-win as opposed to a win-lose

have a win-win as opposed to a win-lose proposition right um let’s switch the

proposition right um let’s switch the

proposition right um let’s switch the kind of customers for a second I would

kind of customers for a second I would

kind of customers for a second I would imagine that being empathetic toward

imagine that being empathetic toward

imagine that being empathetic toward your customers leads to a lot more long

your customers leads to a lot more long

your customers leads to a lot more long term deals long term relationships and

term deals long term relationships and

term deals long term relationships and just the transactional you know in and

just the transactional you know in and

just the transactional you know in and out and so you know a do you agree and B

out and so you know a do you agree and B

out and so you know a do you agree and B how do you how do you train your

how do you how do you train your

how do you how do you train your salespeople or is it finding the right

salespeople or is it finding the right

salespeople or is it finding the right sales people who have that mentality

sales people who have that mentality

sales people who have that mentality instead of hey we got to hit these

instead of hey we got to hit these

instead of hey we got to hit these quarterly numbers I want to hit my sales

quarterly numbers I want to hit my sales

quarterly numbers I want to hit my sales targets how do you manage that process

targets how do you manage that process

targets how do you manage that process in your company yeah I think structural

in your company yeah I think structural

in your company yeah I think structural and strategic decisions that we also

and strategic decisions that we also

and strategic decisions that we also made early on to not go after the lowest

made early on to not go after the lowest

made early on to not go after the lowest end of or the base of the pyramid which

end of or the base of the pyramid which

end of or the base of the pyramid which is SMB customers you know small and

is SMB customers you know small and

is SMB customers you know small and medium business customers with all lot

medium business customers with all lot

medium business customers with all lot more transactional deals happening their

more transactional deals happening their

more transactional deals happening their value for a lot of the SMB is cost its

value for a lot of the SMB is cost its

value for a lot of the SMB is cost its price price price and nothing else and

price price price and nothing else and

price price price and nothing else and we’ve stayed away strategically the

we’ve stayed away strategically the

we’ve stayed away strategically the company from a lot of the low end of

company from a lot of the low end of

company from a lot of the low end of this stuff the lowest end of the stock

this stuff the lowest end of the stock

this stuff the lowest end of the stock you know but the moment you go higher up

you know but the moment you go higher up

you know but the moment you go higher up in the pyramid value is about experience

in the pyramid value is about experience

in the pyramid value is about experience it’s about and people are willing to pay

it’s about and people are willing to pay

it’s about and people are willing to pay for experience and then it’s less about

for experience and then it’s less about

for experience and then it’s less about price price price and more about

price price price and more about

price price price and more about what can you do for me longer-term and I

what can you do for me longer-term and I

what can you do for me longer-term and I think our ramps sales reps and sales

think our ramps sales reps and sales

think our ramps sales reps and sales engineers they are naturally inclined to

engineers they are naturally inclined to

engineers they are naturally inclined to think about you know either selling

think about you know either selling

think about you know either selling value which is don’t sell technology

value which is don’t sell technology

value which is don’t sell technology don’t sell a box sell an experience and

don’t sell a box sell an experience and

don’t sell a box sell an experience and customers also buying experience as

customers also buying experience as

customers also buying experience as opposed to a box or technology I think

opposed to a box or technology I think

opposed to a box or technology I think you know I have this mantra I talk about

you know I have this mantra I talk about

you know I have this mantra I talk about all the time you let guys sell an

all the time you let guys sell an

all the time you let guys sell an experience not a box selling experience

experience not a box selling experience

experience not a box selling experience not a technology and it comes I think

not a technology and it comes I think

not a technology and it comes I think the four great uses everywhere that we

the four great uses everywhere that we

the four great uses everywhere that we actually go and talk about it’s about

actually go and talk about it’s about

actually go and talk about it’s about this is what we do today but this is

this is what we do today but this is

this is what we do today but this is where we head into more and this is how

where we head into more and this is how

where we head into more and this is how we can actually go after more things

we can actually go after more things

we can actually go after more things tomorrow the other thing that is very

tomorrow the other thing that is very

tomorrow the other thing that is very critical to the company’s success is is

critical to the company’s success is is

critical to the company’s success is is what we called repeat business you know

what we called repeat business you know

what we called repeat business you know its land and expand it like you know can

its land and expand it like you know can

its land and expand it like you know can you how can he land in the next and from

you how can he land in the next and from

you how can he land in the next and from there as opposed to trying to boil the

there as opposed to trying to boil the

there as opposed to trying to boil the ocean with the first deal because many

ocean with the first deal because many

ocean with the first deal because many companies try to have a hail-mary deal

companies try to have a hail-mary deal

companies try to have a hail-mary deal oh I did this two million dollar thing

oh I did this two million dollar thing

oh I did this two million dollar thing and took us two years to get there it’s

and took us two years to get there it’s

and took us two years to get there it’s like could he have done 100k deal in

like could he have done 100k deal in

like could he have done 100k deal in three months and then you could probably

three months and then you could probably

three months and then you could probably have gained five million because of the

have gained five million because of the

have gained five million because of the trust that you know good delivery and a

trust that you know good delivery and a

trust that you know good delivery and a good supportive experience and a good

good supportive experience and a good

good supportive experience and a good product experience will actually come to

product experience will actually come to

product experience will actually come to have so that whole idea of start small

have so that whole idea of start small

have so that whole idea of start small and then draw a relationship is actually

and then draw a relationship is actually

and then draw a relationship is actually a pretty big part of the overall selling

a pretty big part of the overall selling

a pretty big part of the overall selling motion in this company we we actually

motion in this company we we actually

motion in this company we we actually look at whale hunters very skeptically

look at whale hunters very skeptically

look at whale hunters very skeptically because we hunter the trying to maximize

because we hunter the trying to maximize

because we hunter the trying to maximize a lot in a first deal instead I think

a lot in a first deal instead I think

a lot in a first deal instead I think you know you’re looking for people who

you know you’re looking for people who

you know you’re looking for people who are strategic who understand what value

are strategic who understand what value

are strategic who understand what value selling means but at the same time are

selling means but at the same time are

selling means but at the same time are willing to just take a small foot in the

willing to just take a small foot in the

willing to just take a small foot in the door and then realize that over time can

door and then realize that over time can

door and then realize that over time can really expand and again it goes back to

really expand and again it goes back to

really expand and again it goes back to the notion of empathy because what

the notion of empathy because what

the notion of empathy because what you’re really saying is I’m willing to

you’re really saying is I’m willing to

you’re really saying is I’m willing to give a benefit of the doubt to the

give a benefit of the doubt to the

give a benefit of the doubt to the customer that initially let

customer that initially let

customer that initially let trust us because we are probably a

trust us because we are probably a

trust us because we are probably a no-name and we don’t have an engagement

no-name and we don’t have an engagement

no-name and we don’t have an engagement with them but why don’t I let them give

with them but why don’t I let them give

with them but why don’t I let them give me a foot in the door and then over time

me a foot in the door and then over time

me a foot in the door and then over time if we prove it if the product works and

if we prove it if the product works and

if we prove it if the product works and the support experience is awesome

the support experience is awesome

the support experience is awesome then these guys will come back with a

then these guys will come back with a

then these guys will come back with a lot so I think what the sales motion is

lot so I think what the sales motion is

lot so I think what the sales motion is actually driven like that actually what

actually driven like that actually what

actually driven like that actually what is the what is the new tonic experience

is the what is the new tonic experience

is the what is the new tonic experience so you talked about that what what do i

so you talked about that what what do i

so you talked about that what what do i how do you explain that to a sales

how do you explain that to a sales

how do you explain that to a sales person or new sales guy joining your

person or new sales guy joining your

person or new sales guy joining your company to deliver that to the to the

company to deliver that to the to the

company to deliver that to the to the customer

customer

customer I think it’s it’s also driven my very

I think it’s it’s also driven my very

I think it’s it’s also driven my very simple water it’s called simple you know

simple water it’s called simple you know

simple water it’s called simple you know we used the word simple it’s very

we used the word simple it’s very

we used the word simple it’s very clichéd word as well but simple is hard

clichéd word as well but simple is hard

clichéd word as well but simple is hard you know to deliver something simple and

you know to deliver something simple and

you know to deliver something simple and extremely difficult and anything that

extremely difficult and anything that

extremely difficult and anything that you do whether it’s a food that we give

you do whether it’s a food that we give

you do whether it’s a food that we give out or a product that we deploy or the

out or a product that we deploy or the

out or a product that we deploy or the story that we tell the value that we

story that we tell the value that we

story that we tell the value that we sell is all about you know we’ll make it

sell is all about you know we’ll make it

sell is all about you know we’ll make it simple free and simple sells really well

simple free and simple sells really well

simple free and simple sells really well and and simply them experience that a

and and simply them experience that a

and and simply them experience that a lot of companies can talk about where

lot of companies can talk about where

lot of companies can talk about where very few couldn’t deliver so I think we

very few couldn’t deliver so I think we

very few couldn’t deliver so I think we raised the bar and the competition and

raised the bar and the competition and

raised the bar and the competition and what simple really means and again

what simple really means and again

what simple really means and again simple goes back to what if the customer

simple goes back to what if the customer

simple goes back to what if the customer really want I mean speeds and feeds

really want I mean speeds and feeds

really want I mean speeds and feeds which is probably let’s say improving

which is probably let’s say improving

which is probably let’s say improving the Machine time anything machines go

the Machine time anything machines go

the Machine time anything machines go faster is good but making humans go

faster is good but making humans go

faster is good but making humans go faster is 10x more important because

faster is 10x more important because

faster is 10x more important because what is the most precious resource in

what is the most precious resource in

what is the most precious resource in people’s lives it’s their time it’s not

people’s lives it’s their time it’s not

people’s lives it’s their time it’s not the Machine time because machine time

the Machine time because machine time

the Machine time because machine time follows Moore’s law you know you can

follows Moore’s law you know you can

follows Moore’s law you know you can always start to churn I mean Intel can

always start to churn I mean Intel can

always start to churn I mean Intel can churn more faster processors and more

churn more faster processors and more

churn more faster processors and more frequency and more horsepower and just

frequency and more horsepower and just

frequency and more horsepower and just that are you looking at flash drives in

that are you looking at flash drives in

that are you looking at flash drives in your laptops and your phones everything

your laptops and your phones everything

your laptops and your phones everything gets faster on the machine side what

gets faster on the machine side what

gets faster on the machine side what doesn’t improve is 24 hours in a day

doesn’t improve is 24 hours in a day

doesn’t improve is 24 hours in a day that’s all we have

that’s all we have

that’s all we have squeeze more and more in there so I

squeeze more and more in there so I

squeeze more and more in there so I think we really go and sell human

think we really go and sell human

think we really go and sell human experience around simplicity because

experience around simplicity because

experience around simplicity because what we’re really selling it will take

what we’re really selling it will take

what we’re really selling it will take 1/10 the time and to save you a lot of

1/10 the time and to save you a lot of

1/10 the time and to save you a lot of time to go and probably you spend with

time to go and probably you spend with

time to go and probably you spend with your family and this and that

your family and this and that

your family and this and that I mean infrastructure in general IT is

I mean infrastructure in general IT is

I mean infrastructure in general IT is still a very complicated beast and

still a very complicated beast and

still a very complicated beast and behind closed doors you know what

behind closed doors you know what

behind closed doors you know what happens when in data centers and

happens when in data centers and

happens when in data centers and infrastructure and so on is still very

infrastructure and so on is still very

infrastructure and so on is still very complicated but really time a simplified

complicated but really time a simplified

complicated but really time a simplified order that again going back to what

order that again going back to what

order that again going back to what exactly is missing in the life of an

exactly is missing in the life of an

exactly is missing in the life of an administrator question of enmity and

administrator question of enmity and

administrator question of enmity and most of what we see is there they have a

most of what we see is there they have a

most of what we see is there they have a very complicated life and they would

very complicated life and they would

very complicated life and they would love to actually get some peace of mind

love to actually get some peace of mind

love to actually get some peace of mind to go home and have a vacation or spend

to go home and have a vacation or spend

to go home and have a vacation or spend time have you ever had a situation maybe

time have you ever had a situation maybe

time have you ever had a situation maybe there’s a story you can tell where it

there’s a story you can tell where it

there’s a story you can tell where it looked like a great opportunity a great

looked like a great opportunity a great

looked like a great opportunity a great deal a great way to grow the business

deal a great way to grow the business

deal a great way to grow the business but but it was kind of against the

but but it was kind of against the

but but it was kind of against the empathy value that you staying for if it

empathy value that you staying for if it

empathy value that you staying for if it was a partner dealing with or a new

was a partner dealing with or a new

was a partner dealing with or a new potential hire or customer and it just

potential hire or customer and it just

potential hire or customer and it just you know it didn’t work out and how do

you know it didn’t work out and how do

you know it didn’t work out and how do you handle that situation which is so

you handle that situation which is so

you handle that situation which is so against empathy but it looks like a

against empathy but it looks like a

against empathy but it looks like a great opportunity what do you do in that

great opportunity what do you do in that

great opportunity what do you do in that situation you know initially I’ve done

situation you know initially I’ve done

situation you know initially I’ve done this in the past as well

this in the past as well

this in the past as well I’ve actually parted ways with people

I’ve actually parted ways with people

I’ve actually parted ways with people that I initially would give the benefit

that I initially would give the benefit

that I initially would give the benefit of the doubt to because empathy is

of the doubt to because empathy is

of the doubt to because empathy is driven by one thing that everybody has a

driven by one thing that everybody has a

driven by one thing that everybody has a good sight then there’s an angel in

good sight then there’s an angel in

good sight then there’s an angel in everybody and you’re trying to invoke

everybody and you’re trying to invoke

everybody and you’re trying to invoke that that’s all you’re trying to do and

that that’s all you’re trying to do and

that that’s all you’re trying to do and you’re like you know what because all of

you’re like you know what because all of

you’re like you know what because all of us have two sides means there’s a

us have two sides means there’s a

us have two sides means there’s a teaming there’s an angel and most good

teaming there’s an angel and most good

teaming there’s an angel and most good people actually control the demon and

people actually control the demon and

people actually control the demon and I’ve just been optimistic that look if

I’ve just been optimistic that look if

I’ve just been optimistic that look if people appear a little bit selfish or

people appear a little bit selfish or

people appear a little bit selfish or they’re too merciful Deever you probably

they’re too merciful Deever you probably

they’re too merciful Deever you probably will give them the benefit of the doubt

will give them the benefit of the doubt

will give them the benefit of the doubt that it can be involved the good side

that it can be involved the good side

that it can be involved the good side can be more

can be more

can be more and you you have to be patient now

and you you have to be patient now

and you you have to be patient now eventually absolutely it’s not in the

eventually absolutely it’s not in the

eventually absolutely it’s not in the world so you have to pull the plug but I

world so you have to pull the plug but I

world so you have to pull the plug but I think mine I would say first reaction is

think mine I would say first reaction is

think mine I would say first reaction is always to give them the benefit of the

always to give them the benefit of the

always to give them the benefit of the doubt

doubt

doubt maybe circumstances are not right

maybe circumstances are not right

maybe circumstances are not right because of which they have appeared

because of which they have appeared

because of which they have appeared negative to other people but start

negative to other people but start

negative to other people but start positive I mean look I’m an entrepreneur

positive I mean look I’m an entrepreneur

positive I mean look I’m an entrepreneur so I’m an incorrigible optimist first

so I’m an incorrigible optimist first

so I’m an incorrigible optimist first thing and even with people will appear

thing and even with people will appear

thing and even with people will appear extremely hawkish I actually try to

extremely hawkish I actually try to

extremely hawkish I actually try to think that look there is a way to make

think that look there is a way to make

think that look there is a way to make this thing work if he gave him the right

this thing work if he gave him the right

this thing work if he gave him the right circumstances if we give them the

circumstances if we give them the

circumstances if we give them the ability to flourish then good things can

ability to flourish then good things can

ability to flourish then good things can actually happen but I mean many a time

actually happen but I mean many a time

actually happen but I mean many a time you are wrong but you still give it

you are wrong but you still give it

you are wrong but you still give it enough time you have to be patient with

enough time you have to be patient with

enough time you have to be patient with such people as well it is is empathy

such people as well it is is empathy

such people as well it is is empathy aspirational for you in that do you see

aspirational for you in that do you see

aspirational for you in that do you see yourself as a leader in this is the way

yourself as a leader in this is the way

yourself as a leader in this is the way business should be done and in almost

business should be done and in almost

business should be done and in almost building a model company for other

building a model company for other

building a model company for other entrepreneurs entrepreneurs who are

entrepreneurs entrepreneurs who are

entrepreneurs entrepreneurs who are watching who are looking to start their

watching who are looking to start their

watching who are looking to start their own business you see yourself as this is

own business you see yourself as this is

own business you see yourself as this is a model business to follow this is a

a model business to follow this is a

a model business to follow this is a woman and grace as well and and be super

woman and grace as well and and be super

woman and grace as well and and be super successful off of it trying to kind of

successful off of it trying to kind of

successful off of it trying to kind of spread empathy to the world and not just

spread empathy to the world and not just

spread empathy to the world and not just your business yeah I think I don’t know

your business yeah I think I don’t know

your business yeah I think I don’t know if I actually fully understood the

if I actually fully understood the

if I actually fully understood the question because it you’re cutting in

question because it you’re cutting in

question because it you’re cutting in and out but I think it’s it’s it’s a

and out but I think it’s it’s it’s a

and out but I think it’s it’s it’s a word that can drive most behavior in an

word that can drive most behavior in an

word that can drive most behavior in an enterprise you know I think most

enterprise you know I think most

enterprise you know I think most behavior any venture can be driven by

behavior any venture can be driven by

behavior any venture can be driven by entity actually okay yeah so I guess the

entity actually okay yeah so I guess the

entity actually okay yeah so I guess the second part of that question is do you

second part of that question is do you

second part of that question is do you see that as are you trying to build a

see that as are you trying to build a

see that as are you trying to build a model company that other people can look

model company that other people can look

model company that other people can look up to you know entrepreneurs might look

up to you know entrepreneurs might look

up to you know entrepreneurs might look up to Microsoft that wouldn’t be the

up to Microsoft that wouldn’t be the

up to Microsoft that wouldn’t be the next Microsoft do you see yourself as

next Microsoft do you see yourself as

next Microsoft do you see yourself as been hey entreprise want to look up to

been hey entreprise want to look up to

been hey entreprise want to look up to you and I want to be the next Nutanix

you and I want to be the next Nutanix

you and I want to be the next Nutanix and I want to build a company that’s

and I want to build a company that’s

and I want to build a company that’s around empathy as well and I want to

around empathy as well and I want to

around empathy as well and I want to help spread empathy to the world do you

help spread empathy to the world do you

help spread empathy to the world do you see yourself as kind of a pioneer trying

see yourself as kind of a pioneer trying

see yourself as kind of a pioneer trying to make the world a better place through

to make the world a better place through

to make the world a better place through empathy and and not just kind of your

empathy and and not just kind of your

empathy and and not just kind of your team and your customs but being a force

team and your customs but being a force

team and your customs but being a force for good and the

yeah by the way I think you breaking in

yeah by the way I think you breaking in and out a little bit Devon I don’t know

and out a little bit Devon I don’t know

and out a little bit Devon I don’t know maybe it’s a network in my side but I I

maybe it’s a network in my side but I I

maybe it’s a network in my side but I I think definitely believe that empathy

think definitely believe that empathy

think definitely believe that empathy also invokes you know corporate social

also invokes you know corporate social

also invokes you know corporate social responsibility and the sense of giving

responsibility and the sense of giving

responsibility and the sense of giving back to the society and things like that

back to the society and things like that

back to the society and things like that I you know the company did not be the

I you know the company did not be the

I you know the company did not be the best at it but we are trying I mean

best at it but we are trying I mean

best at it but we are trying I mean recently we tried this web-scale wish

recently we tried this web-scale wish

recently we tried this web-scale wish where we went and did a makeover of a

where we went and did a makeover of a

where we went and did a makeover of a non-profit organizations infrastructure

non-profit organizations infrastructure

non-profit organizations infrastructure and greatest entrance so I think you can

and greatest entrance so I think you can

and greatest entrance so I think you can do more of it but overall I believe that

do more of it but overall I believe that

do more of it but overall I believe that if this company is basically being

if this company is basically being

if this company is basically being looked upon as a company made out of two

looked upon as a company made out of two

looked upon as a company made out of two words you know empathy and simple then I

words you know empathy and simple then I

words you know empathy and simple then I think we’ve done a pretty good job love

think we’ve done a pretty good job love

think we’ve done a pretty good job love us building a good brand you know just

us building a good brand you know just

us building a good brand you know just being respect of your time maybe last

being respect of your time maybe last

being respect of your time maybe last question advice that you would have for

question advice that you would have for

question advice that you would have for young entrepreneurs or new entrepreneurs

young entrepreneurs or new entrepreneurs

young entrepreneurs or new entrepreneurs are entrepreneurs are trying to get you

are entrepreneurs are trying to get you

are entrepreneurs are trying to get you know to your level

know to your level

know to your level what kind of parting words would you

what kind of parting words would you

what kind of parting words would you give them to encourage them on their

give them to encourage them on their

give them to encourage them on their path and I think the most important one

path and I think the most important one

path and I think the most important one is optimized for the long term and don’t

is optimized for the long term and don’t

is optimized for the long term and don’t be too skeptical about the world I think

be too skeptical about the world I think

be too skeptical about the world I think you know if they were to think of these

you know if they were to think of these

you know if they were to think of these two things then they’ll actually be more

two things then they’ll actually be more

two things then they’ll actually be more positive in their dealings and that

positive in their dealings and that

positive in their dealings and that invokes positivity from the other side

invokes positivity from the other side

invokes positivity from the other side as well and you know most of the time

as well and you know most of the time

as well and you know most of the time there’s a lot more money to go around so

there’s a lot more money to go around so

there’s a lot more money to go around so trying to squeeze everything early on is

trying to squeeze everything early on is

trying to squeeze everything early on is probably not the best of you know way of

probably not the best of you know way of

probably not the best of you know way of really building a business eleven heroes

really building a business eleven heroes

really building a business eleven heroes thank you so much for spending some time

thank you so much for spending some time

thank you so much for spending some time today for those of you watching you can

today for those of you watching you can

today for those of you watching you can check out his website at

check out his website at

check out his website at www.extracareanimalhospital.net