"I was going to take whatever job he offered me"

Aaron Katz is not an engineer. He says so without hedging, and he built his company on the assumption that it mattered.

ClickHouse has three founders. Alexey Milovidov created the database. Yury Izrailevsky ran engineering at Netflix and then a suite of cloud products at Google before Katz spent two months talking him into leaving. Katz sells.

"Most of my experience is on the go-to-market side," he said on the CEO.com Podcast. "Yury's got the same level of experience that I do, but on the product and engineering side. And then we have the creator of ClickHouse, Alexey, who's this brilliant engineer. And so we've got this very different complementary skill set."

That conversation happened in July 2023, when the company was two years old and the thesis was still a thesis. In January 2026, ClickHouse raised $400 million in a Series D led by Dragoneer, at a valuation of $15 billion, roughly 2.5 times what it was worth eight months earlier. In May, it reported crossing $250 million in annual run-rate revenue and 4,000 customers, roughly tripling revenue year over year.

The interview is worth revisiting because it explains the operating logic underneath those numbers, and because almost none of that logic came from a database.

He got in because he was a customer

Katz applied to Salesforce through the recruiting portal in early 2002 and got a form rejection a few days later.

He had a reason to keep pushing. The startup he had just watched collapse was an early Salesforce customer, so he knew the product and had a view about where enterprise software was going. He worked his San Francisco network into an interview, and eventually into a meeting with Marc Benioff.

The company had around 100 employees and one product, which Katz describes as a glorified contact manager with basic opportunity management. He wanted direct sales. He did not have the Siebel or Oracle background Salesforce was hiring for. He had technical experience from an internship at Sun Microsystems and a stint implementing PeopleSoft applications.

Benioff offered him a sales engineering role in a new small business function.

"I frankly was going to take whatever job he offered me, and I did," Katz said. "I started as an SE; that only lasted about six months. They then asked if I would lead a region, the western region of the US."

This was not the plan. The plan was business school. Katz had applied broadly in late 2001 after the market collapsed, assuming a good GMAT score and a solid record would be enough.

"Clint, I didn't get into one," he said. "I got waitlisted at MIT."

The part nobody remembers about Salesforce

Katz spent 12 years there, and the stretch he returns to is not the growth curve. It is 2004 and 2005, right after the IPO, when the service kept falling over.

"We had a really difficult time keeping the service stable, literally keeping it available and reliable," he said. "And some of our largest customers at the time were threatening to attrit; the stock was getting hammered. Many of us had lived through the dot-com implosion, and those were some very rocky waters to navigate."

There was no AWS to fall back on. Asked how much easier the modern cloud would have made it, Katz went straight to what a go-to-market person notices: the constraint was geographic before it was technical. Expanding into Europe and Asia meant data residency questions, physical decisions about where data centers sat, and enormous capital outlay. Salesforce could fund it because revenue was growing steeply. Most companies could not.

He also names the other reason it worked, and it is not flattering to anyone.

"The competitive landscape just didn't frankly show up for a long period," he said. Larry Ellison and Tom Siebel were dismissive of cloud computing. They said it wasn't secure and wouldn't scale. "I think they were in a state of disbelief."

A large market, entrenched incumbents, and dissatisfied customers. Katz has now gone looking for that configuration three times.

Four years in Singapore, and the map that does not transfer

In 2005, at 29, Katz was asked to open Salesforce's Asia Pacific headquarters. The assignment was 18 months. He stayed nearly four years and expanded the company across Australia, New Zealand, Southeast Asia, India, South Korea, Taiwan, Hong Kong, and mainland China. Then Dublin, to push into continental Europe. Then back to the Bay Area in 2009 to build Latin America and lead the expansion into Brazil.

The lesson he took from it is that the American playbook does not port.

"I spent four years in Asia; you could spend a lifetime in Asia, from my perspective, and never fully understand all the nuances of these different markets," he said. Europe is not one market either. Putting a team in London or Dublin and reaching into the continent remotely, in his view, caps the opportunity before the work starts.

He is specific about where companies get the sequencing wrong. Australia and New Zealand are the obvious first stop, because they are English-speaking, currency-stable, and quick to adopt technology. Atlassian and Canva came out of that market. But Katz points out that Australia's GDP is not far off Southern California's and smaller than Texas, so a company that spends years there before moving north is limiting itself. Japan is the larger prize and the harder one. Salesforce went in through a joint venture.

Underneath the logistics is something he found harder to teach.

"In many of these markets, they value relationships in a way that is different than we do here in the US, especially in Silicon Valley, where things move really quickly," he said. "And it can have a transactional feel at times."

He also sold American software through stretches when being American was a liability, and worked out a position he still holds. Stay open-minded. Take no strong political stances. He says he brought the habit home with him to a valley where the same topics are lightning rods.

What Benioff actually taught him

Asked what he learned from Benioff, Katz offered to spend 45 minutes on it, then delivered a list: vision, a talent for attracting people and keeping them, credibility with engineers and salespeople alike, marketing instinct, financial intuition, an obsession with customers, fluency across cultures.

Then he stopped listing.

"He's deeply spiritual. He can relate to you on a personal level. He was intimately involved in a family member of mine's critical health situation, and he didn't need to be, and he just extended himself personally," Katz said. "I often say I'll be indebted to Mark for the rest of my life."

The transferable piece was customer obsession, which Katz points out was not standard practice in enterprise software 20 years ago. It is a salesman's insight about the limits of selling. A vendor can call its product faster, cheaper, and better. The claim only becomes evidence when somebody else makes it.

The open source bet, made twice

Katz left Salesforce in 2014. He had run nearly every geography and every segment; he was not in the top job or the second job, and he wanted to run go-to-market for a whole company.

Elastic found him. He spent months on diligence, because in 2014 the central question had not been settled.

"There were a lot of questions around, 'Can you build a successful, sustainable, profitable company around free software? And would open source business models be able to evolve along with cloud computing?'" he said. Cloudera and Hortonworks were the success stories people cited. MongoDB had not gone public yet.

He took it. Elastic went public in 2018, and in the fiscal year that ended in April 2020, weeks after Katz stepped away, the company reported revenue of $427.6 million. A profile Index Ventures published with Katz's participation puts the business at roughly $5 million when he arrived and rounds the finish to $500 million. Index was an early ClickHouse investor, which is worth knowing when reading its account of him.

He stepped away in March 2020 and spent the pandemic sorting through three options: become an investor, start something from zero, or operate.

"I finally came back to the fact that I'm an operator," he said.

The Amsterdam condition

ClickHouse the database is older than ClickHouse the company. Milovidov built it at Yandex starting in 2009. It was open-sourced in 2016 and spread through exactly the population Katz had learned to watch at Elastic: engineers with hard problems and no patience.

"I'd seen it in the wild pop up; some pretty impressive companies were adopting ClickHouse, companies like Uber and eBay and Cloudflare," he said. "And then, frankly, they found me and asked if I'd be interested in forming a company around the open source database."

What he did next is the least discussed and most consequential decision of the whole story. By the account Index Ventures published, Katz proposed spinning the project into an independent company and attached conditions: venture-backed, Delaware incorporation, an independent board, and full control over the team. He also required Milovidov and the core engineers to leave Yandex and relocate to Amsterdam.

ClickHouse, Inc. incorporated in September 2021. Russia invaded Ukraine five months later.

The interview does not touch any of this, and Index presents the relocation as a matter of building a normal Silicon Valley company rather than as geopolitical foresight. Either way, a company with its core engineering team already in the Netherlands entered 2022 in a position that would have been close to impossible to reach afterward.

He called Mike Volpi at Index and Peter Fenton at Benchmark, both of whom he knew from the Elastic board. Both said yes. Then he spent two months recruiting Izrailevsky out of Google. The company raised $250 million at a $2 billion valuation that October, months after a $50 million Series A led by Index and Benchmark. Then it set an aggressive internal schedule to build a managed cloud service from scratch inside a year, fixing the private preview, public beta, and general availability dates in advance and working backward from them.

Competing against free

For someone who has staked two careers on open source, Katz is unromantic about the business model.

"It's not for the faint of heart," he said. "It's quite challenging to monetize free software. And these licenses are very permissive. People can modify the software, they can redistribute it, they can build managed services depending on the license that you adopt. And so people often say, 'Do you compete against yourself? Do you compete against free?'"

His answer is that adoption is worth more than the friction it costs, and he had an example ready from that morning.

"I spoke with a customer this morning, one of the largest banks in the world who's using ClickHouse and they're about to push into production," he said. "They're not customers; they don't pay us anything. And they're realizing incredible value from this migration already."

The community also sets the roadmap, and Katz is direct about how it works. ClickHouse has hundreds of contributors, but the committers work at the company. Demand from the open source base converts into prioritization without a translation layer. The use cases arrive from places no product team would have mapped in advance: sentiment analysis, fraud detection, crypto, streaming.

The AI answer he gave in 2023

The most revealing thing Katz said in the interview is a refusal.

"We're staying true to the core," he said. "So we're not trying to pivot the company and say overnight we're now an AI company or an ML company. We can enable a lot of AI and ML use cases. Frankly, that's nothing new. That's been the case for the last seven years."

This is a marketing decision made by the company's marketer, against his own short-term interests. He had watched Web3 come through, when ClickHouse could plausibly have repositioned around crypto and did not. He cited Marc Andreessen describing AI as an 80-year overnight success and concluded that powering the eventual winners beats chasing the cycle.

He then described what the company was quietly building. An experiment putting a language model inside the cloud console, so a user with a table of data could ask a question in plain English and get SQL back, plus query correction and schema recommendations.

That experiment now has a product name. At Open House 2026, ClickHouse launched ClickHouse Agents, a managed agentic analytics service powered by Anthropic's Claude, with a no-code agent builder, a sandboxed code interpreter, and native connections to MCP-compatible systems. The company also published CostBench, an open benchmark comparing cloud data warehouses on cost per query, and launched its first formal partner program. In January 2026, it acquired Langfuse, an open-source platform for tracing and evaluating LLM applications.

What the number requires

None of this is settled. At roughly $15 billion against $250 million in run-rate revenue, ClickHouse carries a multiple TechCrunch put at over 60 times annualized revenue, which prices in several more years of the current growth rate. Izrailevsky told TechCrunch he expects revenue in the high nine digits by the end of 2026 and sees a public listing within a few years. Snowflake, Databricks, and Datadog are not standing still, and the observability market ClickHouse is pushing into belongs to incumbents with real distribution.

Katz has not deflected the IPO question. He sat down with SiliconANGLE's theCUBE at the New York Stock Exchange and laid out what ClickHouse itself bills as a contrarian philosophy on when technology companies should go public.

The clearest signal of how he thinks may be a shirt. In July, ClickHouse became principal partner and front of shirt sponsor of Fulham Football Club, putting the name of a columnar OLAP database in front of a global Premier League audience. Developer tools do not usually buy Premier League shirts. A salesman running a developer tools company does.

Flipping the org chart

Katz calls his approach servitude leadership, and describes it as inverting the reporting structure.

"I kind of flip the org chart upside down and say that I'm in service to all of our employees in our company, and essentially I work for them," he said. In practice that means removing friction, improving communication, and flattening the company enough that there are no filters between an engineer or a salesperson and the CEO. He credits Benioff, and also a list he keeps of what not to do, assembled from other CEOs he has worked for.

He is deliberate about time away from it. He runs or mountain bikes almost every day. He has fly fished for 30 years, which he calls a gateway drug into upland hunting, at which he cheerfully reports being unsuccessful.

"I go out, and it's just kind of a long walk in the woods," he said. "And then I think it makes me a better father, a better CEO, a better friend, all of those things."

Who gave him a chance

The CEO.com Podcast ends every interview on the same premise: that the chances one gives matter as much as the chances one takes. Katz would not name one person.

He started with his mother, who came to the United States from England with nothing, and said he would not have his work ethic without that upbringing. He mentioned what Warren Buffett calls the ovarian lottery. He moved to investing, where he had alternatives for capital and ultimately bet on a team rather than a product. Then he landed on the rest of his answers.

"You're only as successful as your teams," he said. "And so if I didn't have people that wanted to work with me and for me, I'd be dead in the water. Those individuals that have trusted me with their careers, that work with me every day, that are committed to it, that are loyal, I'm deeply grateful for."

Then he apologized for not answering the question cleanly.

00:00:00 Introduction to Aaron Katz
00:01:11 Early Career in Enterprise Software
00:03:02 How Aaron Joined Salesforce
00:05:28 Salesforce's Early Growth and Competitive Landscape
00:10:06 Leading Salesforce's International Expansion
00:12:29 Lessons From Global Market Cultures
00:19:00 What Aaron Learned From Marc Benioff
00:21:10 Leaving Salesforce for Elastic
00:23:23 Founding ClickHouse
00:27:17 Building a Business Around Open Source
00:31:55 AI's Impact on ClickHouse
00:33:31 Reflections on the Crypto and Blockchain Boom
00:36:34 Self-Leadership and Daily Routines
00:39:44 Gratitude and Final Thoughts

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Obviously,<00:02:40.362> I<00:02:40.458> attribute<00:02:40.763> a<00:02:40.827> lot<00:02:41.004> of<00:02:41.084> it<00:02:41.164> to<00:02:41.806> a<00:02:41.870> lot<00:02:41.983> of<00:02:42.047> guidance<00:02:42.528> and<00:02:42.609> mentors<00:02:43.090> from,<00:02:44.118> uh,<00:02:44.294> people<00:02:44.519> that<00:02:44.679> I've<00:02:44.760> worked<00:02:45.000> with<00:02:45.113> over<00:02:45.257> the<00:02:45.402> course<00:02:45.658> of<00:02:45.739> time.

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And,<00:02:46.525> and<00:02:46.605> here<00:02:46.766> I<00:02:46.862> am,<00:02:47.488> you<00:02:47.520> know,<00:02:47.665> 25<00:02:48.066> years<00:02:48.291> later,<00:02:49.206> still<00:02:49.495> in,<00:02:50.089> still<00:02:50.329> in<00:02:50.394> Silicon<00:02:50.715> Valley.

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I've<00:02:51.453> spent<00:02:51.838> a<00:02:51.918> bit<00:02:52.015> of<00:02:52.079> time<00:02:52.320> overseas,<00:02:53.186> um,<00:02:53.299> and<00:02:53.524> we<00:02:53.668> could<00:02:53.748> talk<00:02:53.941> about,<00:02:54.711> um,<00:02:55.193> those<00:02:55.369> international<00:02:55.915> experiences<00:02:56.573> and<00:02:56.637> how<00:02:56.734> that's<00:02:57.215> framed<00:02:57.536> my<00:02:57.633> thinking.

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But<00:02:58.965> I'm<00:02:59.286> happy<00:02:59.478> to<00:02:59.591> elaborate<00:03:00.008> on,<00:03:00.329> on<00:03:00.426> any<00:03:00.586> of<00:03:00.650> that,<00:03:00.811> Clint,<00:03:01.052> wherever<00:03:01.212> you<00:03:01.292> want<00:03:01.389> to<00:03:01.469> take<00:03:01.710> it.

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Yeah,<00:03:03.251> I'm<00:03:03.395> wondering<00:03:03.796> about<00:03:04.117> the,<00:03:04.358> the<00:03:04.454> Salesforce<00:03:05.225> journey.

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I<00:03:05.578> mean,<00:03:05.883> you,<00:03:06.188> you—<00:03:06.605> it<00:03:06.750> was<00:03:06.846> a<00:03:06.926> private<00:03:07.247> company<00:03:07.713> when<00:03:07.873> you<00:03:09.476> joined<00:03:09.947> it,<00:03:10.141> less<00:03:10.531> than<00:03:10.693> 200<00:03:11.115> employees<00:03:11.731> or<00:03:11.828> around<00:03:12.234> 200<00:03:12.558> employees.

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How<00:03:14.196> did<00:03:14.407> you<00:03:14.504> end<00:03:14.731> up<00:03:14.845> at<00:03:14.991> Salesforce?

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You<00:03:16.208> know,<00:03:16.273> frankly,<00:03:17.410> it<00:03:17.475> wasn't<00:03:17.800> my<00:03:17.978> intent.

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My<00:03:18.709> goal<00:03:18.953> was<00:03:19.115> to<00:03:19.213> go<00:03:19.342> to<00:03:19.440> business<00:03:19.765> school.

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And<00:03:21.600> I,<00:03:21.997> you<00:03:22.046> know,<00:03:22.178> when<00:03:22.409> things<00:03:22.657> fell<00:03:22.822> apart<00:03:23.433> in<00:03:23.582> late<00:03:23.912> 2001,<00:03:26.239> I<00:03:26.319> applied<00:03:26.738> to<00:03:26.980> a<00:03:26.996> number<00:03:27.367> of<00:03:28.512> business<00:03:28.754> schools<00:03:29.318> thinking<00:03:29.560> that<00:03:29.786> I<00:03:29.802> had<00:03:30.044> this,<00:03:30.511> you<00:03:30.543> know,<00:03:30.930> pretty<00:03:31.092> unique<00:03:31.349> experience.

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I'd<00:03:32.720> scored<00:03:33.171> well.

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On<00:03:34.944> the<00:03:35.088> GMAT.

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I<00:03:35.986> had<00:03:36.548> good<00:03:36.788> grades<00:03:37.414> from,<00:03:38.136> uh,<00:03:38.857> from<00:03:39.098> a,<00:03:39.740> uh,<00:03:39.980> a<00:03:40.076> well-respected<00:03:40.718> school<00:03:41.183> and,<00:03:41.520> and,<00:03:41.761> and<00:03:41.905> thought<00:03:42.146> that<00:03:42.306> I'd,<00:03:42.883> I'd,<00:03:43.108> uh,<00:03:44.311> at<00:03:44.407> least<00:03:44.632> get<00:03:44.744> into<00:03:44.969> one.

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And<00:03:45.289> I<00:03:45.434> didn't,<00:03:46.156> Clint.

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I<00:03:46.412> didn't<00:03:46.557> get<00:03:46.717> into<00:03:46.893> one.

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I<00:03:47.214> got<00:03:47.455> waitlisted<00:03:48.016> at<00:03:48.177> MIT.

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And,<00:03:49.781> uh,<00:03:50.502> and<00:03:50.647> I<00:03:50.727> think<00:03:50.903> I<00:03:50.984> could<00:03:51.112> have<00:03:51.224> probably<00:03:51.706> pushed<00:03:51.914> and<00:03:52.026> gotten<00:03:52.331> into<00:03:52.508> Sloan.

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Um,<00:03:54.416> and<00:03:54.673> at<00:03:54.769> the<00:03:54.897> time,<00:03:55.539> you<00:03:55.619> know,<00:03:55.716> so<00:03:55.876> basically<00:03:56.197> I'm<00:03:56.357> unemployed.

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Uh,<00:03:57.865> I<00:03:57.881> haven't<00:03:58.106> gotten<00:03:58.298> into<00:03:58.587> any<00:03:58.683> business<00:03:59.036> schools<00:03:59.325> and<00:03:59.389> the<00:03:59.453> market<00:03:59.870> is<00:04:00.271> completely<00:04:00.752> collapsed<00:04:01.554> and<00:04:02.276> I'm<00:04:02.372> thinking,<00:04:02.613> I<00:04:02.693> need<00:04:02.870> a,<00:04:03.094> I<00:04:03.175> need<00:04:03.335> a<00:04:03.415> job.

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Um,<00:04:05.164> and<00:04:06.063> we—<00:04:06.448> the<00:04:06.544> company,<00:04:06.881> the<00:04:06.961> startup<00:04:07.331> that<00:04:07.491> I<00:04:07.507> was<00:04:07.732> at<00:04:08.069> was<00:04:08.229> an<00:04:08.325> early<00:04:08.550> Salesforce<00:04:09.112> customer.

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And<00:04:10.331> so<00:04:10.460> I'd<00:04:10.572> used<00:04:10.732> the<00:04:10.861> product<00:04:11.663> and,<00:04:12.626> uh,<00:04:12.866> gotten<00:04:12.979> to<00:04:13.059> know<00:04:13.203> the<00:04:13.284> company<00:04:14.006> in<00:04:14.086> San<00:04:14.246> Francisco<00:04:15.594> and,<00:04:16.557> uh,<00:04:17.054> worked<00:04:17.295> my<00:04:17.456> way<00:04:17.696> to<00:04:17.841> get<00:04:18.001> an<00:04:18.097> interview<00:04:18.418> with,<00:04:18.900> with<00:04:19.124> Marc<00:04:19.301> Benioff.

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And<00:04:20.585> at<00:04:20.665> the<00:04:20.745> time,<00:04:20.970> Salesforce<00:04:21.387> was<00:04:21.563> a<00:04:21.628> small,<00:04:22.911> I<00:04:22.927> know,<00:04:23.152> 100<00:04:23.858> give<00:04:23.970> or<00:04:24.035> take<00:04:24.516> employees,<00:04:25.864> a<00:04:25.896> single<00:04:26.281> product.

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It<00:04:26.762> was<00:04:26.907> really<00:04:27.099> a<00:04:27.404> kind<00:04:27.565> of<00:04:27.645> a<00:04:27.709> glorified<00:04:28.190> contact<00:04:28.608> manager<00:04:29.153> with<00:04:29.250> some<00:04:29.410> basic<00:04:29.956> opportunity<00:04:30.453> management.

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And,<00:04:32.361> uh,<00:04:32.778> you<00:04:32.858> know,<00:04:32.938> I<00:04:33.002> met<00:04:33.114> with<00:04:33.243> the<00:04:33.323> leadership<00:04:33.659> team<00:04:34.381> including<00:04:34.782> Mark,<00:04:35.103> and<00:04:35.343> I<00:04:35.407> wanted<00:04:35.584> to<00:04:35.664> go<00:04:35.760> into<00:04:35.904> direct<00:04:36.209> sales,<00:04:37.011> and—<00:04:37.187> but<00:04:37.331> I<00:04:37.347> didn't<00:04:37.588> really<00:04:37.812> have<00:04:38.630> the<00:04:38.887> type<00:04:39.111> of<00:04:39.175> experience<00:04:39.656> that<00:04:39.736> they<00:04:39.833> were<00:04:39.913> looking<00:04:40.153> for<00:04:40.458> from<00:04:41.677> companies<00:04:41.997> like<00:04:42.142> Siebel<00:04:42.959> or<00:04:43.200> Oracle<00:04:43.504> at<00:04:43.585> the<00:04:43.665> time,<00:04:43.985> which,<00:04:44.386> which<00:04:44.547> were<00:04:44.627> the<00:04:44.723> market<00:04:45.028> leaders.

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And,<00:04:50.880> uh,<00:04:51.217> you<00:04:51.281> know,<00:04:51.377> Mark<00:04:51.554> said<00:04:52.003> he's<00:04:52.179> starting<00:04:52.500> a<00:04:52.564> new<00:04:53.125> sales<00:04:53.462> function<00:04:53.863> called<00:04:54.103> corporate<00:04:54.424> sales,<00:04:54.969> or<00:04:55.225> with—<00:04:55.546> at<00:04:55.626> the<00:04:55.706> time<00:04:55.931> was<00:04:55.979> small<00:04:56.268> business,<00:04:56.652> and<00:04:56.701> he<00:04:56.749> needed<00:04:56.973> a<00:04:57.005> sales<00:04:57.390> engineer.

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So<00:04:58.897> kind<00:04:58.993> of<00:04:59.073> technical<00:04:59.538> pre-sales.

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And<00:05:01.156> I<00:05:01.236> frankly<00:05:01.621> was<00:05:01.733> going<00:05:01.813> to<00:05:01.877> take<00:05:02.182> whatever<00:05:02.438> job<00:05:02.759> he<00:05:02.903> offered<00:05:03.223> me.

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And<00:05:04.441> I<00:05:04.585> did.

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I<00:05:04.842> started<00:05:05.307> as<00:05:05.403> an<00:05:05.563> SE.

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That<00:05:07.085> only<00:05:07.310> lasted<00:05:07.662> about<00:05:07.886> 6<00:05:08.207> months.

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They<00:05:09.889> then<00:05:10.114> asked<00:05:10.370> if<00:05:10.514> I<00:05:10.595> would<00:05:10.771> lead<00:05:11.796> a<00:05:12.133> region,<00:05:12.534> the<00:05:12.614> Western<00:05:12.998> region<00:05:13.335> of<00:05:13.367> the<00:05:13.479> US.

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But<00:05:21.876> that's<00:05:22.324> how<00:05:22.469> I<00:05:22.549> landed<00:05:22.805> there.

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It<00:05:23.110> was<00:05:23.270> very<00:05:23.494> fortuitous.

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And<00:05:25.820> it<00:05:25.917> wasn't<00:05:26.206> exactly<00:05:27.522> intentional.

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What<00:05:29.111> did<00:05:29.288> you<00:05:29.528> attribute<00:05:30.732> to<00:05:30.989> the<00:05:31.134> growth<00:05:31.455> curve<00:05:31.792> at<00:05:31.920> the<00:05:32.017> time?

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Like<00:05:32.900> Salesforce,<00:05:33.445> obviously<00:05:33.718> now<00:05:33.943> a<00:05:34.103> mammoth<00:05:34.521> of<00:05:34.601> a<00:05:34.665> company,<00:05:35.083> Marc<00:05:35.388> Benioff,<00:05:35.789> a<00:05:35.869> legend<00:05:36.832> from<00:05:37.009> Silicon<00:05:37.860> Valley.

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You're<00:05:38.839> there<00:05:39.080> in<00:05:39.160> the<00:05:39.240> early<00:05:39.626> days.

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It's<00:05:40.525> not<00:05:40.765> clear<00:05:41.070> that<00:05:41.167> that's<00:05:41.407> gonna<00:05:41.568> happen.

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At<00:05:42.676> what<00:05:42.852> point<00:05:43.173> are<00:05:43.253> you<00:05:43.398> like,<00:05:43.719> this<00:05:44.040> is<00:05:44.522> gonna<00:05:44.778> be<00:05:44.939> a<00:05:45.100> huge,<00:05:45.581> huge<00:05:45.902> company,<00:05:46.384> and<00:05:46.544> what<00:05:46.689> would<00:05:46.849> you<00:05:46.946> attribute<00:05:47.411> that<00:05:47.588> to?

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Well,<00:05:48.888> I'd<00:05:49.097> love<00:05:49.257> to<00:05:49.578> claim<00:05:49.835> that<00:05:49.979> I<00:05:50.060> had<00:05:50.172> that<00:05:50.381> foresight,<00:05:52.500> retrospectively,<00:05:53.407> the<00:05:53.488> reality<00:05:53.909> is,<00:05:54.800> you<00:05:55.205> know,<00:05:55.431> the<00:05:55.529> startup<00:05:56.015> I<00:05:56.079> was<00:05:56.257> part<00:05:56.484> of<00:05:56.808> was<00:05:57.861> in<00:05:57.958> cloud<00:05:58.201> computing<00:05:58.687> trying<00:05:58.849> to<00:05:58.930> disrupt<00:05:59.983> the<00:06:00.129> insurance<00:06:00.550> industry.

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And<00:06:01.036> so<00:06:01.182> I<00:06:01.279> did<00:06:01.425> have<00:06:01.490> conviction<00:06:02.639> that<00:06:02.897> the<00:06:02.995> internet<00:06:03.383> was<00:06:03.545> going<00:06:03.852> to<00:06:04.435> empower<00:06:04.920> companies<00:06:07.251> in<00:06:07.332> terms<00:06:07.526> of<00:06:07.591> enterprise<00:06:07.866> software<00:06:08.319> in<00:06:08.400> ways<00:06:08.788> that<00:06:09.128> client-server<00:06:09.759> software<00:06:11.216> wasn't<00:06:11.459> capable<00:06:11.881> of<00:06:12.042> doing.

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And<00:06:13.079> I'd<00:06:13.986> implemented<00:06:14.472> PeopleSoft<00:06:15.265> applications.

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And<00:06:16.091> so<00:06:16.172> I'd<00:06:16.334> gone<00:06:16.561> through<00:06:16.723> those<00:06:16.917> experiences<00:06:17.711> and<00:06:17.873> knew<00:06:18.116> that<00:06:19.037> the<00:06:19.345> power<00:06:19.685> of<00:06:19.766> kind<00:06:19.928> of<00:06:19.993> a<00:06:20.074> multi-tenant<00:06:21.289> cloud<00:06:21.614> offering<00:06:22.278> was<00:06:22.764> very<00:06:23.007> compelling.

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And<00:06:24.644> so<00:06:24.773> I<00:06:25.017> had<00:06:25.179> that<00:06:25.357> conviction.

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I<00:06:26.552> think<00:06:27.270> the<00:06:27.449> early<00:06:27.759> years<00:06:27.954> of<00:06:28.036> Salesforce's<00:06:28.737> success<00:06:29.161> was<00:06:29.389> obviously<00:06:29.666> a<00:06:29.797> combination<00:06:30.221> of<00:06:30.319> a<00:06:30.367> number<00:06:30.628> of<00:06:30.775> factors,<00:06:32.719> much<00:06:32.913> of<00:06:32.978> which<00:06:33.139> was<00:06:33.220> timing<00:06:33.640> and<00:06:33.705> then<00:06:33.802> Marc's<00:06:35.144> brilliance<00:06:35.645> that<00:06:35.791> I<00:06:35.871> was<00:06:35.968> frankly<00:06:36.292> almost<00:06:36.518> too<00:06:36.696> close<00:06:37.019> to,<00:06:37.165> to<00:06:37.262> really<00:06:37.504> appreciate<00:06:38.701> at<00:06:38.798> the<00:06:38.959> time.

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And<00:06:40.253> if<00:06:40.333> you<00:06:40.479> look<00:06:40.641> at<00:06:41.465> other<00:06:41.627> CEOs<00:06:42.031> in<00:06:42.080> the<00:06:42.202> industry,<00:06:44.336> Larry<00:06:44.705> Ellison,<00:06:45.886> Tom<00:06:46.127> Siebel,<00:06:46.576> many<00:06:46.849> others,<00:06:47.346> they<00:06:47.506> were<00:06:47.907> frankly<00:06:48.228> quite<00:06:48.533> dismissive<00:06:49.752> of<00:06:49.896> cloud<00:06:50.153> computing,<00:06:50.699> that<00:06:50.859> it<00:06:50.939> wasn't<00:06:51.196> secure,<00:06:51.821> it<00:06:51.918> didn't<00:06:52.303> scale.

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And<00:06:54.324> obviously<00:06:54.805> we,<00:06:55.206> we<00:06:55.366> disproved<00:06:55.832> those,<00:06:56.810> those<00:06:57.035> claims<00:06:57.372> over<00:06:57.532> time.

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But<00:06:58.559> even<00:06:58.735> then<00:06:59.361> it<00:06:59.441> wasn't<00:06:59.762> easy.

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I<00:07:00.195> mean,<00:07:00.355> if,<00:07:00.676> if,<00:07:01.061> if<00:07:01.205> you<00:07:01.286> remember<00:07:01.623> back<00:07:01.879> then,<00:07:02.184> Salesforce,<00:07:02.729> I<00:07:02.826> joined<00:07:03.066> in<00:07:03.098> '02,<00:07:03.547> the<00:07:03.628> company<00:07:04.013> went<00:07:04.189> public<00:07:05.232> in<00:07:05.312> 2004,<00:07:07.061> and<00:07:07.173> shortly<00:07:07.638> after<00:07:07.879> that<00:07:08.103> we<00:07:08.183> had<00:07:08.296> a<00:07:08.424> really<00:07:08.600> difficult<00:07:09.001> time<00:07:09.403> keeping<00:07:10.269> the<00:07:10.349> service<00:07:10.830> stable,<00:07:11.247> literally<00:07:11.568> keeping<00:07:11.969> it<00:07:12.049> available<00:07:13.092> and<00:07:13.252> reliable.

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And<00:07:14.631> some<00:07:14.840> of<00:07:14.872> our<00:07:15.080> largest<00:07:15.417> customers<00:07:15.834> at<00:07:15.898> the<00:07:15.979> time<00:07:16.780> were<00:07:16.861> threatening<00:07:17.261> to<00:07:17.358> attrit.

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The<00:07:17.951> stock<00:07:18.304> was<00:07:18.464> getting<00:07:18.705> hammered.

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Many<00:07:20.052> of<00:07:20.148> us<00:07:20.308> had<00:07:20.469> lived<00:07:20.709> through<00:07:22.072> kind<00:07:22.249> of<00:07:22.313> the<00:07:22.457> dot-com<00:07:22.874> implosion,<00:07:23.981> and<00:07:24.703> those<00:07:24.879> were<00:07:24.959> some<00:07:25.825> very<00:07:26.146> rocky<00:07:26.467> waters<00:07:26.883> to<00:07:26.948> navigate.

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But,<00:07:27.926> you<00:07:28.022> know,<00:07:28.166> fortunately,<00:07:29.433> you<00:07:29.465> know,<00:07:29.610> with<00:07:29.786> Mark's<00:07:30.091> leadership<00:07:30.893> and<00:07:30.957> the<00:07:31.053> broader<00:07:31.390> Salesforce<00:07:31.919> leadership<00:07:32.256> team<00:07:32.352> at<00:07:32.432> the<00:07:32.560> time,<00:07:32.817> we<00:07:32.977> were<00:07:33.394> able<00:07:33.571> to<00:07:33.619> get<00:07:33.843> through<00:07:33.956> that.

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And<00:07:34.244> then<00:07:35.046> the<00:07:35.142> other<00:07:35.367> thing<00:07:35.463> that<00:07:35.607> still<00:07:35.864> baffles<00:07:36.329> me<00:07:36.987> to<00:07:37.131> this<00:07:37.307> day<00:07:38.414> is<00:07:39.297> the<00:07:39.377> competitive<00:07:39.860> landscape<00:07:40.424> just<00:07:41.003> didn't<00:07:41.390> frankly<00:07:41.728> show<00:07:42.114> up<00:07:44.706> for<00:07:45.351> a<00:07:45.737> long<00:07:45.978> time.

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Interesting.

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And<00:07:46.864> so<00:07:46.977> we<00:07:47.106> had<00:07:47.283> like,<00:07:47.508> we<00:07:47.589> had<00:07:47.669> this<00:07:47.830> incredible<00:07:48.184> momentum.

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We<00:07:48.700> had<00:07:48.797> the<00:07:48.894> shift<00:07:49.203> to<00:07:49.284> cloud<00:07:49.543> computing<00:07:50.663> with<00:07:50.744> the<00:07:50.842> proliferation<00:07:51.507> of<00:07:51.588> the<00:07:51.799> internet,<00:07:52.870> then<00:07:53.016> the<00:07:53.097> shift<00:07:53.422> to<00:07:53.503> mobile<00:07:53.990> and<00:07:55.304> the<00:07:55.385> competitors<00:07:55.953> just<00:07:56.666> were<00:07:57.330> frankly<00:07:57.719> caught<00:07:57.963> flat-footed.

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And<00:07:59.194> I<00:07:59.340> think<00:07:59.502> they<00:07:59.599> were<00:07:59.680> in<00:07:59.745> a<00:07:59.761> state<00:08:00.021> of<00:08:00.150> disbelief.

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And<00:08:01.722> so<00:08:01.949> we<00:08:02.014> had<00:08:02.128> this<00:08:02.273> huge<00:08:02.679> market<00:08:02.986> opportunity,<00:08:05.253> a<00:08:05.336> large<00:08:05.835> established<00:08:06.334> incumbent<00:08:08.006> competitive<00:08:08.489> set<00:08:09.374> with<00:08:09.535> customers<00:08:09.954> that<00:08:10.034> were<00:08:10.179> frankly<00:08:10.501> dissatisfied<00:08:12.111> with<00:08:12.304> the<00:08:12.385> solutions<00:08:12.916> that<00:08:13.013> they<00:08:13.158> were<00:08:13.254> using.

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And<00:08:13.753> so<00:08:14.397> a<00:08:14.462> combination<00:08:15.025> of<00:08:15.170> all<00:08:15.283> of<00:08:15.347> those<00:08:15.588> factors<00:08:16.152> and<00:08:16.377> then<00:08:16.635> just<00:08:16.957> frankly<00:08:17.424> a<00:08:17.440> lot<00:08:17.617> of<00:08:17.730> hard<00:08:17.843> work<00:08:18.020> and<00:08:18.150> execution,<00:08:19.459> I<00:08:19.540> think,<00:08:19.782> got<00:08:20.009> the<00:08:20.106> company<00:08:22.692> with<00:08:22.773> this<00:08:22.951> incredible<00:08:23.355> momentum<00:08:23.985> that<00:08:24.228> we<00:08:24.293> were<00:08:24.325> able<00:08:24.487> to<00:08:24.551> capitalize<00:08:25.182> on<00:08:26.426> over<00:08:26.588> the<00:08:26.669> subsequent<00:08:27.138> 12<00:08:27.396> years<00:08:27.510> that<00:08:27.640> I<00:08:27.688> spent<00:08:27.949> there.

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It's<00:08:29.185> interesting<00:08:29.575> when<00:08:29.722> you,<00:08:29.901> when<00:08:30.047> you<00:08:30.080> talk<00:08:30.324> about<00:08:30.470> kind<00:08:30.698> of<00:08:30.730> like<00:08:30.877> the<00:08:30.958> server<00:08:31.381> issues,<00:08:31.755> keeping<00:08:32.080> it<00:08:32.162> alive,<00:08:32.731> that,<00:08:32.991> that<00:08:33.170> type<00:08:33.398> of<00:08:33.463> stuff.

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How<00:08:36.033> great<00:08:36.437> would<00:08:36.841> something<00:08:37.180> like<00:08:37.906> AWS<00:08:38.294> had<00:08:38.455> been<00:08:38.859> back<00:08:39.101> then?

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That's<00:08:40.635> a—<00:08:40.716> it's<00:08:41.055> a<00:08:41.120> great<00:08:41.362> question.

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Obviously,<00:08:43.805> it<00:08:43.886> would<00:08:43.983> have<00:08:44.129> been<00:08:45.666> excellent<00:08:46.394> had<00:08:47.705> AWS<00:08:48.110> had<00:08:48.272> the<00:08:48.352> stability<00:08:49.566> and<00:08:49.647> scalability<00:08:50.440> today.

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This<00:08:52.732> is<00:08:52.829> now<00:08:53.151> 21<00:08:53.682> years<00:08:53.956> ago,<00:08:55.132> you<00:08:55.164> know.

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Obviously.

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Yeah.

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Yeah.

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So<00:08:57.709> hard<00:08:57.966> to—<00:08:58.353> hard<00:08:58.530> to<00:08:58.691> look<00:08:58.933> back<00:08:59.190> and<00:08:59.255> say,<00:08:59.400> okay,<00:08:59.641> we<00:08:59.722> have<00:08:59.819> the<00:08:59.899> same<00:09:01.208> AWS<00:09:01.368> experienced<00:09:02.348> back<00:09:02.653> then<00:09:02.813> that<00:09:02.893> we<00:09:02.990> do<00:09:03.070> today.

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But<00:09:03.472> yeah,<00:09:03.632> that<00:09:03.793> would<00:09:03.873> have<00:09:03.953> been,<00:09:04.740> that<00:09:04.836> would<00:09:04.917> have<00:09:04.997> been<00:09:05.174> hugely<00:09:05.623> important,<00:09:06.025> especially<00:09:06.458> as<00:09:06.603> we<00:09:06.683> thought<00:09:06.859> about<00:09:07.165> international<00:09:07.646> expansion,<00:09:08.931> because<00:09:09.236> as<00:09:09.396> we<00:09:09.429> started<00:09:09.958> to<00:09:10.039> go<00:09:10.231> into<00:09:10.858> Europe<00:09:11.259> and<00:09:11.403> Asia,<00:09:12.527> obviously<00:09:13.089> data<00:09:13.411> residency<00:09:13.989> became<00:09:15.032> an<00:09:15.450> important<00:09:15.980> consideration.

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And<00:09:17.023> where<00:09:17.200> were<00:09:17.280> those<00:09:17.521> data<00:09:17.746> centers<00:09:18.083> going<00:09:18.195> to<00:09:18.244> be<00:09:18.388> located?

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And<00:09:19.753> then,<00:09:20.331> you<00:09:20.427> know,<00:09:20.652> how<00:09:20.893> the<00:09:21.054> data<00:09:21.294> would<00:09:21.455> transfer<00:09:21.856> from<00:09:22.081> one<00:09:22.177> location<00:09:22.659> to<00:09:22.739> the<00:09:22.836> next<00:09:23.301> and<00:09:23.462> backups<00:09:23.960> and<00:09:24.088> reliability<00:09:24.811> and<00:09:24.907> redundancy.

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Came<00:09:26.433> into<00:09:26.593> play<00:09:26.738> and<00:09:26.850> it<00:09:26.899> was<00:09:27.059> very<00:09:27.236> capital<00:09:27.702> intensive,<00:09:29.389> obviously.

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And<00:09:29.983> so,<00:09:30.706> Salesforce,<00:09:31.317> fortunately,<00:09:31.895> because<00:09:32.297> the<00:09:32.441> revenue<00:09:32.763> was<00:09:32.939> growing<00:09:34.321> so<00:09:34.546> steeply,<00:09:35.574> we<00:09:35.735> were<00:09:36.056> able<00:09:36.265> to<00:09:36.378> fund<00:09:37.117> that<00:09:37.293> expansion.

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But<00:09:38.788> I<00:09:38.804> think<00:09:39.045> had<00:09:39.286> we<00:09:39.430> had<00:09:40.394> access<00:09:40.812> to<00:09:41.439> kind<00:09:41.551> of<00:09:41.615> what's<00:09:41.856> commonly<00:09:43.077> accepted<00:09:43.607> now<00:09:43.881> in<00:09:44.009> terms<00:09:44.330> of<00:09:44.909> these<00:09:45.230> infrastructure<00:09:45.937> providers,<00:09:47.062> AWS,<00:09:47.303> GCP,<00:09:48.749> Azure,<00:09:49.488> Alibaba,<00:09:50.693> Tencent<00:09:51.335> in<00:09:51.416> China,<00:09:52.203> it<00:09:52.283> would've,<00:09:52.846> rapidly<00:09:54.468> enabled<00:09:54.790> us<00:09:54.950> to<00:09:55.095> expand<00:09:55.497> even<00:09:55.673> faster<00:09:56.477> back<00:09:56.702> then.

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Were<00:09:58.228> you<00:09:58.324> involved<00:09:58.742> in<00:09:58.887> the,<00:10:00.156> you<00:10:00.188> know,<00:10:00.558> expansion<00:10:01.136> into<00:10:01.458> Europe<00:10:01.956> and,<00:10:02.341> you<00:10:02.390> know,<00:10:02.653> outside<00:10:02.998> the<00:10:03.047> United<00:10:03.393> States<00:10:03.820> and<00:10:03.968> internationally?

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What<00:10:06.224> was<00:10:06.385> your<00:10:06.546> role<00:10:06.788> in<00:10:06.869> that?

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I<00:10:07.418> was<00:10:08.644> in<00:10:09.289> almost<00:10:09.596> all<00:10:09.709> of<00:10:09.854> the<00:10:09.919> international<00:10:10.564> locations.

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I<00:10:11.871> played<00:10:12.048> a<00:10:12.177> role<00:10:13.339> in<00:10:13.484> 2005,<00:10:14.436> so<00:10:15.017> 3<00:10:15.178> years<00:10:15.404> after<00:10:15.582> I<00:10:15.664> joined.

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Mark<00:10:16.911> and<00:10:16.976> the<00:10:17.058> leadership<00:10:17.534> team<00:10:17.780> asked<00:10:18.059> if<00:10:18.190> I<00:10:18.272> would<00:10:18.370> be<00:10:18.518> interested<00:10:18.862> in<00:10:18.895> moving<00:10:19.190> to<00:10:19.272> Singapore<00:10:20.407> to<00:10:20.985> help<00:10:21.226> open<00:10:21.531> our<00:10:22.270> Asia<00:10:22.447> Pacific<00:10:22.912> headquarters.

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And<00:10:25.161> at<00:10:25.306> the<00:10:25.386> time,<00:10:26.109> I<00:10:26.125> was<00:10:26.285> 29<00:10:26.751> years<00:10:26.992> old.

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It<00:10:27.201> sounded<00:10:27.490> like<00:10:28.052> an<00:10:28.197> excellent<00:10:28.534> opportunity.

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And<00:10:29.257> so<00:10:30.445> I<00:10:30.461> moved<00:10:31.586> to<00:10:31.730> Singapore.

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It<00:10:32.373> was<00:10:32.726> supposed<00:10:33.111> to<00:10:33.192> be<00:10:33.272> an<00:10:33.433> 18-month<00:10:34.782> expat<00:10:35.135> assignment.

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I<00:10:35.922> ended<00:10:36.099> up<00:10:36.227> spending<00:10:36.629> nearly<00:10:36.870> 4<00:10:37.191> years<00:10:37.448> there<00:10:38.396> and<00:10:39.857> expanding<00:10:40.837> Salesforce<00:10:41.367> across<00:10:42.090> Asia<00:10:42.331> Pacific.

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We<00:10:42.829> had<00:10:42.973> done<00:10:43.134> a<00:10:43.230> joint<00:10:43.471> venture<00:10:44.355> previously<00:10:45.238> in<00:10:45.318> Japan<00:10:46.202> And<00:10:46.266> so<00:10:46.362> while<00:10:46.586> I<00:10:46.682> worked<00:10:47.003> with<00:10:47.628> the<00:10:47.708> leadership<00:10:48.109> team<00:10:48.381> in<00:10:48.526> Japan,<00:10:49.487> most<00:10:49.792> of<00:10:49.824> my<00:10:49.968> responsibilities<00:10:50.834> were<00:10:51.635> expanding<00:10:52.132> into<00:10:52.373> Australia,<00:10:52.773> New<00:10:52.854> Zealand,<00:10:53.270> Southeast<00:10:53.799> Asia,<00:10:54.280> India,<00:10:55.194> South<00:10:55.498> Korea,<00:10:56.460> Taiwan,<00:10:57.005> Hong<00:10:57.261> Kong,<00:10:57.646> and<00:10:57.726> mainland<00:10:58.047> China.

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And<00:10:59.890> so<00:11:00.050> I<00:11:00.083> spent<00:11:00.387> nearly<00:11:00.611> 4<00:11:00.788> years<00:11:01.012> there.

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And<00:11:01.269> after<00:11:01.509> that<00:11:02.311> tour,<00:11:03.417> they<00:11:03.449> needed<00:11:03.737> some<00:11:03.849> assistance<00:11:04.314> in<00:11:04.458> Europe.

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And<00:11:05.356> so<00:11:06.141> my<00:11:06.238> wife<00:11:06.414> and<00:11:06.494> I<00:11:06.638> picked<00:11:06.943> up<00:11:07.103> and<00:11:07.199> moved<00:11:07.504> to<00:11:08.706> Dublin,<00:11:09.027> Ireland<00:11:09.604> and<00:11:09.748> helped<00:11:11.447> some<00:11:11.623> expansion<00:11:12.104> into<00:11:12.313> continental<00:11:12.665> Europe<00:11:12.986> and<00:11:13.114> the<00:11:13.194> UK.

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And<00:11:14.317> then<00:11:14.397> when<00:11:14.493> I<00:11:14.638> came<00:11:14.895> back<00:11:16.645> to<00:11:17.303> the<00:11:17.865> Bay<00:11:17.930> Area<00:11:19.054> in<00:11:19.792> 2009,<00:11:21.864> Mark<00:11:22.121> and<00:11:22.185> the<00:11:22.265> leadership<00:11:22.619> team<00:11:22.827> asked<00:11:23.566> for<00:11:23.694> me<00:11:23.807> to<00:11:24.112> take<00:11:24.594> on<00:11:24.754> Latin<00:11:24.931> America<00:11:26.039> and<00:11:26.521> lead<00:11:27.099> the<00:11:27.179> company's<00:11:27.597> expansion<00:11:28.769> into<00:11:29.010> Brazil.

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There<00:11:29.684> were<00:11:29.780> a<00:11:29.812> lot<00:11:29.973> of<00:11:30.069> parallels<00:11:30.535> with<00:11:30.631> what<00:11:30.776> we<00:11:30.840> had<00:11:30.937> done<00:11:31.916> in<00:11:32.061> Asia.

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And<00:11:32.960> so<00:11:33.522> I<00:11:33.602> did<00:11:33.747> that<00:11:33.939> for<00:11:34.052> a<00:11:34.084> number<00:11:34.325> of<00:11:34.405> years<00:11:34.710> before<00:11:34.967> I<00:11:35.047> left.

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And<00:11:35.513> so<00:11:37.055> was,<00:11:37.857> for<00:11:38.146> many<00:11:38.339> years,<00:11:38.580> one<00:11:38.741> of<00:11:38.885> Mark's<00:11:39.287> kind<00:11:39.399> of<00:11:39.544> international<00:11:40.106> have-bag,<00:11:40.812> will-travel,<00:11:42.193> sales<00:11:42.593> leaders.

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And<00:11:43.395> as<00:11:43.556> a<00:11:43.620> result,<00:11:43.973> I<00:11:44.037> just,<00:11:44.422> I<00:11:44.502> learned<00:11:44.694> a<00:11:44.759> ton<00:11:45.175> about<00:11:45.961> how<00:11:46.122> these<00:11:46.362> different<00:11:47.405> international<00:11:47.902> markets<00:11:48.351> operate,<00:11:49.249> both<00:11:49.474> in<00:11:49.554> terms<00:11:49.874> of<00:11:50.051> direct<00:11:50.436> and<00:11:50.532> indirect<00:11:51.751> sales<00:11:52.200> channels.

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And<00:11:52.697> I<00:11:52.761> think<00:11:52.922> that<00:11:53.098> really<00:11:53.980> enabled<00:11:54.381> me<00:11:54.525> to<00:11:54.606> be<00:11:54.702> successful<00:11:56.306> in<00:11:56.386> the<00:11:56.931> following<00:11:57.332> role<00:11:57.492> that<00:11:57.653> I<00:11:57.733> held<00:11:58.791> when<00:11:58.936> I<00:11:59.032> left<00:12:00.010> Salesforce.

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Yeah,<00:12:01.341> I'm<00:12:01.518> wondering<00:12:01.838> like<00:12:01.999> what<00:12:02.239> lessons<00:12:02.624> you<00:12:02.801> learned,<00:12:03.843> you<00:12:04.004> know,<00:12:04.164> taking<00:12:04.469> a<00:12:04.549> company<00:12:04.966> from<00:12:05.351> the<00:12:05.431> United<00:12:05.687> States<00:12:06.008> internationally.

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So<00:12:07.452> often<00:12:08.398> we<00:12:08.574> think<00:12:08.767> like,<00:12:08.991> hey,<00:12:09.216> we<00:12:09.296> gotta<00:12:09.921> have<00:12:10.098> market<00:12:10.419> share<00:12:11.124> in<00:12:11.670> the<00:12:11.766> United<00:12:12.038> States,<00:12:12.583> we<00:12:12.663> gotta<00:12:12.888> build<00:12:13.385> the<00:12:13.465> company<00:12:13.866> here.

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And<00:12:15.052> I<00:12:15.132> don't<00:12:15.388> think<00:12:15.613> early<00:12:15.950> on<00:12:16.190> people<00:12:16.446> are<00:12:16.655> thinking,<00:12:17.152> or<00:12:17.472> founders<00:12:17.937> and<00:12:17.985> CEOs<00:12:18.354> are<00:12:18.498> thinking<00:12:18.691> about,<00:12:18.915> well,<00:12:19.300> we<00:12:19.396> also<00:12:19.572> need<00:12:19.781> to<00:12:19.877> expand<00:12:21.159> to<00:12:21.256> the<00:12:21.400> world.

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There's<00:12:21.881> only<00:12:22.041> 300<00:12:22.362> million<00:12:22.602> people<00:12:23.003> in<00:12:23.083> the<00:12:23.163> United<00:12:23.564> States,<00:12:23.868> that<00:12:24.045> type<00:12:24.221> of<00:12:24.285> thing,<00:12:24.526> right?

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What<00:12:25.648> did<00:12:25.808> you<00:12:26.049> learn<00:12:26.289> from<00:12:26.449> that<00:12:26.610> experience<00:12:27.331> and<00:12:27.716> has<00:12:27.956> it<00:12:28.100> helped<00:12:28.357> with<00:12:28.517> ClickHouse?

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Oh,<00:12:29.559> absolutely.

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So<00:12:31.483> what<00:12:31.659> you<00:12:31.819> learn<00:12:32.044> obviously<00:12:32.621> is<00:12:32.765> that<00:12:33.567> you<00:12:33.823> can't<00:12:34.064> take<00:12:34.224> a<00:12:34.288> playbook<00:12:34.785> that<00:12:35.106> works<00:12:35.506> in<00:12:35.570> a<00:12:35.651> homogenous<00:12:36.212> market<00:12:37.350> like<00:12:37.590> North<00:12:37.831> America<00:12:38.616> and<00:12:39.434> simply<00:12:39.738> expect<00:12:40.171> it<00:12:40.299> to<00:12:40.379> work<00:12:41.101> in<00:12:41.437> these<00:12:41.614> other<00:12:41.774> international<00:12:42.303> markets.

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They<00:12:42.816> are<00:12:42.960> extraordinary.

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Extraordinarily<00:12:44.469> unique.

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Um,<00:12:46.716> and<00:12:47.840> you,<00:12:48.242> I,<00:12:48.274> you<00:12:48.338> know,<00:12:48.643> I<00:12:48.820> spent<00:12:49.061> 4<00:12:49.301> years<00:12:49.703> in<00:12:49.847> Asia.

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You<00:12:50.345> could<00:12:50.506> spend<00:12:50.763> a<00:12:50.891> lifetime<00:12:51.373> in<00:12:51.453> Asia<00:12:51.854> from<00:12:52.031> my<00:12:52.272> perspective<00:12:52.834> and<00:12:52.898> never<00:12:53.139> fully<00:12:53.540> understand<00:12:54.504> all<00:12:54.584> the<00:12:54.664> nuances<00:12:55.306> of<00:12:55.403> these<00:12:55.563> different<00:12:56.687> markets,<00:12:57.233> the,<00:12:57.570> the<00:12:57.956> different<00:12:58.196> cultural<00:12:58.614> dimensions.

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That's<00:12:59.433> kind<00:12:59.577> of<00:12:59.609> stating<00:12:59.979> the<00:13:00.123> obvious.

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But<00:13:01.263> also,<00:13:01.488> if<00:13:01.568> you<00:13:01.825> look<00:13:02.050> at,<00:13:02.451> you<00:13:02.483> know,<00:13:02.612> Europe,<00:13:02.853> for<00:13:02.949> example,<00:13:03.398> and<00:13:03.447> you<00:13:03.511> look<00:13:03.688> at<00:13:03.752> the<00:13:03.832> major<00:13:04.089> markets<00:13:04.538> in<00:13:04.635> Europe,<00:13:05.020> you<00:13:05.100> look<00:13:05.293> at<00:13:05.502> the<00:13:05.582> UK<00:13:06.786> and<00:13:06.883> Germany<00:13:07.364> and<00:13:07.445> France<00:13:08.151> and<00:13:08.488> the<00:13:08.568> Nordics<00:13:09.050> and<00:13:09.211> Benelux<00:13:10.094> and<00:13:10.174> Iberia,<00:13:11.041> even<00:13:11.234> those<00:13:11.459> markets<00:13:11.924> are<00:13:12.486> are<00:13:12.582> very<00:13:12.887> different.

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And,<00:13:14.572> you<00:13:14.620> know,<00:13:14.909> expecting<00:13:15.470> that<00:13:15.631> you're<00:13:15.791> gonna,<00:13:16.497> you<00:13:16.529> know,<00:13:16.738> put<00:13:16.850> a<00:13:16.914> sales<00:13:17.315> team<00:13:17.556> in<00:13:17.700> Dublin<00:13:18.358> alone<00:13:18.839> or<00:13:19.064> London<00:13:19.962> and<00:13:20.107> be<00:13:20.219> able<00:13:20.363> to<00:13:20.444> reach<00:13:20.684> into<00:13:20.845> continental<00:13:21.310> Europe<00:13:22.208> remotely,<00:13:23.973> I<00:13:24.118> think<00:13:24.278> you're<00:13:24.390> going<00:13:24.647> to<00:13:24.759> really<00:13:25.000> limit<00:13:25.241> your<00:13:25.401> opportunity.

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And<00:13:26.604> then<00:13:26.701> you<00:13:26.781> look<00:13:27.487> at<00:13:27.663> Latin<00:13:27.888> America,<00:13:28.770> you<00:13:28.866> know,<00:13:30.134> roughly<00:13:30.471> speaking,<00:13:31.658> you<00:13:31.690> know,<00:13:31.818> about<00:13:32.059> half<00:13:32.316> of<00:13:32.540> it,<00:13:32.781> half<00:13:33.038> of<00:13:33.070> the<00:13:33.343> addressable<00:13:33.824> market<00:13:34.241> is<00:13:34.417> in<00:13:34.562> Brazil,<00:13:35.524> Portuguese-speaking,<00:13:36.551> and<00:13:36.631> then<00:13:36.968> the<00:13:37.113> other<00:13:37.273> half<00:13:37.610> is<00:13:38.669> is<00:13:38.733> Spanish-speaking,<00:13:40.320> and<00:13:40.657> there's<00:13:40.834> a<00:13:40.962> lot<00:13:41.154> of<00:13:41.202> complexity,<00:13:42.165> um,<00:13:42.517> specifically<00:13:43.223> in<00:13:43.383> Brazil,<00:13:44.490> um,<00:13:45.468> in<00:13:45.548> terms<00:13:45.805> of<00:13:45.885> employment<00:13:46.430> law,<00:13:46.591> for<00:13:46.895> example,<00:13:48.018> um,<00:13:48.355> and<00:13:48.419> the<00:13:48.499> geopolitical<00:13:49.156> climate.

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And<00:13:50.279> so<00:13:50.439> navigating<00:13:50.920> that's<00:13:51.241> been,<00:13:51.706> been<00:13:51.883> tricky.

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I<00:13:52.284> think<00:13:53.005> my<00:13:53.166> personal<00:13:53.566> experience<00:13:54.144> is<00:13:54.288> really<00:13:54.529> trying<00:13:54.865> to,<00:13:55.892> trying<00:13:56.196> to<00:13:56.437> acclimate<00:13:56.854> and<00:13:56.950> understand<00:13:58.201> these<00:13:58.377> different<00:13:58.682> cultures,<00:13:59.259> because,<00:14:00.446> um,<00:14:01.168> in<00:14:01.264> many<00:14:01.440> of<00:14:01.504> these<00:14:01.681> markets,<00:14:02.146> they,<00:14:02.868> they<00:14:03.028> value<00:14:03.413> relationships<00:14:04.792> in<00:14:04.888> a<00:14:05.017> way<00:14:05.353> that<00:14:05.915> is<00:14:06.156> different<00:14:06.541> than<00:14:06.637> we<00:14:06.797> do<00:14:06.958> here<00:14:07.182> in<00:14:07.262> the<00:14:07.343> US,<00:14:07.840> especially<00:14:08.337> in<00:14:08.417> Silicon<00:14:08.802> Valley,<00:14:09.123> where<00:14:09.685> things<00:14:09.925> move<00:14:10.086> really<00:14:10.326> quickly<00:14:10.808> and<00:14:10.888> it's—<00:14:11.706> it<00:14:11.770> can<00:14:11.914> have<00:14:12.027> a<00:14:12.091> transactional,<00:14:13.759> um,<00:14:14.561> feel<00:14:14.962> at<00:14:15.059> times,<00:14:15.925> where,<00:14:16.807> um,<00:14:17.449> some<00:14:17.625> of<00:14:17.689> these<00:14:17.850> other<00:14:18.026> international<00:14:18.491> markets<00:14:18.973> really<00:14:19.213> do<00:14:19.326> invest<00:14:19.775> heavily<00:14:20.176> in<00:14:20.256> understanding<00:14:20.818> you<00:14:20.930> as<00:14:21.058> an<00:14:21.154> individual.

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They<00:14:22.518> see<00:14:22.759> you<00:14:22.855> as<00:14:22.935> a<00:14:23.079> partner<00:14:23.416> to<00:14:23.496> their<00:14:23.705> business.

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And,<00:14:24.828> um,<00:14:25.566> and<00:14:25.646> being<00:14:25.806> able<00:14:26.288> to,<00:14:26.528> to<00:14:26.689> demonstrate<00:14:27.234> that<00:14:27.411> willingness<00:14:27.892> to<00:14:28.036> understand<00:14:29.400> their<00:14:29.640> culture<00:14:29.993> as<00:14:30.122> a<00:14:30.202> foreigner,<00:14:30.699> I<00:14:30.779> think,<00:14:31.004> goes<00:14:31.806> goes<00:14:31.967> a<00:14:31.983> long<00:14:32.224> way.

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And<00:14:33.252> I've<00:14:33.348> been<00:14:33.509> overseas<00:14:33.991> during<00:14:34.473> a<00:14:34.489> number<00:14:34.875> of<00:14:35.614> difficult<00:14:36.160> geopolitical<00:14:37.590> environments,<00:14:38.329> and,<00:14:38.795> um,<00:14:40.192> many<00:14:40.417> times<00:14:40.803> when,<00:14:41.301> you<00:14:41.333> know,<00:14:41.542> being<00:14:41.783> an<00:14:41.847> American<00:14:43.293> wasn't,<00:14:44.176> um,<00:14:45.060> necessarily<00:14:45.719> a,<00:14:46.184> a<00:14:46.281> positive<00:14:47.566> association,<00:14:49.414> right?

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How<00:14:49.815> do<00:14:49.960> you,<00:14:50.201> uh,<00:14:50.442> how<00:14:50.554> do<00:14:50.602> you<00:14:50.940> manage<00:14:51.245> that<00:14:51.823> based<00:14:52.209> off<00:14:52.546> literally,<00:14:53.333> you<00:14:53.414> know,<00:14:53.976> who,<00:14:54.313> who's<00:14:54.554> in<00:14:54.699> office,<00:14:55.743> um,<00:14:55.920> who's<00:14:56.145> in<00:14:56.225> the<00:14:56.305> White<00:14:56.546> House,<00:14:56.948> and<00:14:57.446> the<00:14:57.591> association<00:14:58.233> there?

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So<00:14:59.277> Yeah,<00:14:59.470> how<00:14:59.678> would<00:14:59.855> you<00:14:59.935> manage<00:15:00.336> that?

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That,<00:15:00.882> that's<00:15:01.139> actually<00:15:01.379> fascinating.

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Like,<00:15:02.567> you<00:15:02.647> know,<00:15:02.808> you<00:15:02.904> get<00:15:03.145> somebody—<00:15:03.706> you<00:15:03.931> go<00:15:04.108> to<00:15:04.188> a<00:15:04.268> country,<00:15:04.669> they<00:15:04.894> hate<00:15:05.215> the<00:15:05.873> whoever<00:15:06.114> the<00:15:06.258> current<00:15:06.499> president<00:15:06.980> is<00:15:07.221> or<00:15:07.317> the<00:15:07.462> current<00:15:07.783> thing<00:15:08.104> that<00:15:08.360> the<00:15:08.585> country<00:15:08.986> is<00:15:09.098> doing,<00:15:10.110> and<00:15:10.430> you're<00:15:10.928> not<00:15:11.169> there<00:15:11.329> for<00:15:11.474> any<00:15:11.634> of<00:15:11.730> that.

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You're<00:15:12.132> there<00:15:12.292> to<00:15:12.469> sell<00:15:12.790> software,<00:15:13.335> right?

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How<00:15:14.314> do<00:15:14.443> you<00:15:14.523> manage<00:15:14.924> that?

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You<00:15:15.438> know,<00:15:15.823> you<00:15:15.967> try<00:15:16.144> to<00:15:16.240> stay<00:15:16.529> open-minded,<00:15:17.171> obviously.

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And,<00:15:18.294> you<00:15:18.471> know,<00:15:19.032> one<00:15:19.177> example<00:15:19.578> would<00:15:19.674> be,<00:15:20.461> um,<00:15:21.343> the<00:15:21.424> administrative<00:15:22.001> change<00:15:22.723> when<00:15:22.884> Obama<00:15:23.285> took<00:15:23.510> office<00:15:23.991> and,<00:15:24.248> and<00:15:24.392> how<00:15:24.553> positive<00:15:26.174> that<00:15:26.415> was<00:15:26.575> received<00:15:27.618> in,<00:15:28.019> in<00:15:28.180> Southeast<00:15:28.726> Asia,<00:15:29.528> um,<00:15:29.929> considering,<00:15:30.892> um,<00:15:31.390> his<00:15:31.614> history<00:15:32.096> there.

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And,<00:15:33.460> um,<00:15:34.343> but<00:15:34.439> prior<00:15:34.760> to<00:15:34.856> that,<00:15:35.627> uh,<00:15:36.060> you<00:15:36.140> know,<00:15:36.269> there<00:15:36.365> was<00:15:36.525> a<00:15:36.606> lot<00:15:36.846> of,<00:15:37.232> uh,<00:15:37.633> of<00:15:37.729> negative<00:15:38.066> sentiment.

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Um,<00:15:40.120> and,<00:15:40.522> uh,<00:15:41.083> how<00:15:41.196> do<00:15:41.244> you<00:15:41.340> do<00:15:41.517> it?

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You,<00:15:42.127> you<00:15:42.207> frankly,<00:15:43.186> in<00:15:43.250> my<00:15:43.411> experience,<00:15:43.812> you<00:15:43.844> don't<00:15:44.052> take<00:15:44.229> strong,<00:15:45.031> strong<00:15:45.352> positions,<00:15:46.299> um,<00:15:47.198> from<00:15:47.375> a<00:15:47.439> political<00:15:47.920> perspective.

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You<00:15:48.899> stay<00:15:49.204> very<00:15:49.445> open-minded,<00:15:50.247> and<00:15:50.568> that<00:15:50.793> actually<00:15:51.130> is<00:15:52.013> is<00:15:52.094> something<00:15:52.399> that<00:15:52.559> I've<00:15:52.816> brought<00:15:53.057> back<00:15:53.459> with<00:15:53.700> me,<00:15:54.407> um,<00:15:54.985> yeah,<00:15:56.495> here<00:15:56.671> to<00:15:56.752> Silicon<00:15:57.089> Valley,<00:15:57.635> where,<00:15:58.278> um,<00:15:59.241> you<00:15:59.338> know,<00:15:59.643> a<00:15:59.707> lot<00:15:59.884> of<00:15:59.916> these<00:16:00.045> topics<00:16:00.510> can<00:16:00.591> be<00:16:00.687> lightning<00:16:01.008> rods,<00:16:02.052> and<00:16:02.197> it's<00:16:02.293> very<00:16:02.679> easy<00:16:02.936> to<00:16:04.141> isolate<00:16:04.879> a<00:16:04.928> subset<00:16:06.052> of<00:16:06.935> the<00:16:07.032> community<00:16:07.498> or<00:16:07.594> the<00:16:07.674> market<00:16:08.060> by<00:16:08.156> taking<00:16:08.879> a<00:16:08.895> strong<00:16:09.265> position.

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And<00:16:09.827> so,<00:16:10.823> um,<00:16:11.529> and<00:16:11.674> I<00:16:11.690> think,<00:16:12.573> you<00:16:12.654> know,<00:16:12.975> a<00:16:13.055> lot<00:16:13.232> of<00:16:13.312> our<00:16:13.457> elected<00:16:13.858> officials,<00:16:15.208> um,<00:16:16.091> who<00:16:16.188> demonstrate<00:16:16.734> that<00:16:17.456> really<00:16:18.273> do<00:16:18.369> have<00:16:18.497> a<00:16:18.513> lot<00:16:18.673> of<00:16:18.754> potential<00:16:19.475> to<00:16:21.141> help<00:16:21.637> bring<00:16:21.878> these<00:16:22.118> two<00:16:23.159> very<00:16:23.384> divided<00:16:24.361> parties<00:16:24.762> together.

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Is<00:16:25.947> there<00:16:26.204> an<00:16:26.540> international<00:16:27.053> market<00:16:27.565> or<00:16:27.790> a<00:16:27.806> country<00:16:28.286> that<00:16:28.511> you<00:16:28.591> would<00:16:28.751> recommend<00:16:31.010> companies<00:16:31.571> expand<00:16:32.035> to<00:16:32.212> first<00:16:33.397> or<00:16:33.718> to<00:16:33.958> test<00:16:34.374> the<00:16:34.519> waters<00:16:34.935> of<00:16:35.031> going<00:16:35.336> internationally?

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That's<00:16:37.194> a<00:16:37.242> great<00:16:37.419> question.

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So,<00:16:38.620> let's<00:16:38.844> start<00:16:39.485> in<00:16:39.742> Asia.

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The<00:16:40.783> obvious<00:16:41.184> one<00:16:41.889> is<00:16:41.985> Australia,<00:16:42.545> New<00:16:42.642> Zealand,<00:16:43.907> those<00:16:44.067> two<00:16:44.228> different<00:16:44.468> countries<00:16:45.429> for<00:16:45.590> a<00:16:45.654> few<00:16:45.830> different<00:16:46.070> reasons.

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It's<00:16:47.497> English-speaking,<00:16:49.860> stable<00:16:50.245> currencies,<00:16:52.495> early<00:16:52.720> adopters<00:16:53.234> of<00:16:53.363> technology.

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In<00:16:54.889> fact,<00:16:55.082> some<00:16:55.548> of<00:16:55.629> the<00:16:55.709> most<00:16:55.950> incredible<00:16:56.498> technology<00:16:56.921> companies<00:16:57.798> have<00:16:58.042> come<00:16:58.205> out<00:16:58.367> of<00:16:58.465> those<00:16:58.692> markets<00:16:59.099> like<00:16:59.294> Atlassian<00:16:59.846> and<00:17:00.415> recently<00:17:00.822> Canva<00:17:02.122> and<00:17:02.203> many<00:17:02.512> others.

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But<00:17:03.764> the<00:17:03.796> reality<00:17:04.280> is,<00:17:04.523> and<00:17:04.603> so<00:17:04.684> a<00:17:04.700> lot<00:17:04.878> of<00:17:04.942> people<00:17:05.216> say,<00:17:05.426> oh,<00:17:05.507> well,<00:17:05.588> I'm<00:17:05.846> going<00:17:05.943> to<00:17:06.007> start<00:17:06.314> in<00:17:06.394> Australia.

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I<00:17:06.943> get<00:17:07.121> that<00:17:07.282> right.

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Then<00:17:07.798> I'm<00:17:07.911> going<00:17:08.008> to<00:17:08.250> expand<00:17:08.670> into<00:17:09.961> Southeast<00:17:10.413> Asia<00:17:10.994> and<00:17:11.074> North<00:17:11.397> Asia.

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That<00:17:13.303> can<00:17:13.463> be<00:17:13.624> an<00:17:13.705> effective<00:17:14.106> approach,<00:17:14.508> but<00:17:14.830> the<00:17:14.910> reality<00:17:15.376> is<00:17:15.473> the<00:17:15.617> GDP<00:17:17.144> of<00:17:17.305> Australia<00:17:18.366> is<00:17:18.527> not<00:17:18.752> that<00:17:18.928> different<00:17:19.250> from<00:17:19.957> Southern<00:17:20.279> California,<00:17:21.645> and<00:17:21.790> so,<00:17:22.937> and<00:17:23.196> is<00:17:23.228> smaller<00:17:23.681> than<00:17:23.843> Texas.

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And<00:17:24.797> so<00:17:25.460> I<00:17:25.476> think<00:17:25.621> for<00:17:25.783> companies<00:17:26.187> that<00:17:26.349> think<00:17:27.141> that<00:17:27.642> they're<00:17:27.966> going<00:17:28.047> to<00:17:28.111> start<00:17:28.370> there<00:17:28.451> for<00:17:28.596> a<00:17:28.612> number<00:17:28.839> of<00:17:28.920> years<00:17:29.114> are<00:17:29.259> really<00:17:29.502> limiting<00:17:29.890> their<00:17:30.051> opportunity.

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Japan,<00:17:32.815> you<00:17:32.896> know,<00:17:34.028> is<00:17:34.109> the<00:17:34.190> second<00:17:34.659> or<00:17:34.740> third<00:17:35.064> largest<00:17:35.566> country<00:17:35.905> in<00:17:35.970> the<00:17:36.197> world,<00:17:38.138> putting<00:17:38.316> China<00:17:38.640> aside<00:17:39.126> in<00:17:39.206> terms<00:17:39.465> of<00:17:39.611> technology<00:17:40.194> spending.

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As<00:17:41.564> a<00:17:41.629> percentage<00:17:42.049> of<00:17:42.179> GDP.

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So<00:17:42.923> that's<00:17:43.149> a<00:17:43.165> huge<00:17:43.570> market.

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It<00:17:44.330> was<00:17:44.459> a<00:17:44.605> hugely<00:17:44.944> successful<00:17:45.414> market<00:17:45.672> for<00:17:45.915> us.

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At<00:17:46.659> Salesforce,<00:17:47.144> it's<00:17:47.306> extremely<00:17:48.018> complex.

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Do<00:17:49.085> you<00:17:49.150> do<00:17:49.328> a<00:17:49.392> joint<00:17:49.700> venture<00:17:49.958> like<00:17:50.120> we<00:17:50.152> did<00:17:50.250> at<00:17:50.315> Salesforce?

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Do<00:17:50.949> you<00:17:51.096> establish<00:17:51.503> your<00:17:51.649> own<00:17:51.828> KK?

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You<00:17:53.440> know,<00:17:53.538> it's<00:17:53.782> interesting<00:17:54.172> when<00:17:54.335> we<00:17:54.579> put<00:17:54.840> our<00:17:54.986> headquarters<00:17:55.410> in<00:17:55.507> Singapore,<00:17:57.270> when<00:17:57.371> Salesforce<00:17:57.744> did<00:17:57.896> back<00:17:58.133> in<00:17:58.218> 2005,<00:17:59.750> you<00:17:59.798> know,<00:17:59.862> Hong<00:18:00.088> Kong<00:18:00.411> was<00:18:00.508> still<00:18:01.298> the<00:18:01.379> center<00:18:01.637> of<00:18:01.718> gravity<00:18:03.880> in<00:18:04.219> North<00:18:04.606> Asia,<00:18:05.171> and<00:18:05.429> that<00:18:05.526> shifted<00:18:05.978> very,<00:18:06.155> very<00:18:06.397> quickly.

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In<00:18:08.861> Europe,<00:18:09.422> it's<00:18:09.807> the<00:18:09.951> countries<00:18:10.271> that<00:18:10.384> I<00:18:10.448> mentioned,<00:18:11.971> you<00:18:12.067> know,<00:18:12.195> the<00:18:12.291> UK,<00:18:13.333> France,<00:18:13.734> Germany.

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But,<00:18:14.840> you<00:18:14.920> know,<00:18:15.417> at<00:18:15.561> Elastic<00:18:16.523> and<00:18:16.843> at<00:18:17.100> ClickHouse,<00:18:18.783> we<00:18:18.863> had<00:18:19.440> significant<00:18:20.867> presences<00:18:21.364> in<00:18:21.492> Amsterdam,<00:18:21.909> in<00:18:21.989> the<00:18:22.069> Netherlands.

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And<00:18:22.950> in<00:18:23.095> fact,<00:18:23.736> that's<00:18:23.976> where<00:18:24.089> our<00:18:24.233> European<00:18:25.740> headquarters<00:18:26.236> are<00:18:26.397> currently.

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And<00:18:26.878> that's<00:18:27.118> where<00:18:27.903> our<00:18:28.384> engineering<00:18:29.026> and<00:18:29.138> our<00:18:29.218> sales<00:18:29.603> hub<00:18:29.843> is<00:18:30.083> today<00:18:30.468> at<00:18:30.628> ClickHouse<00:18:32.071> is<00:18:32.167> in<00:18:32.247> the<00:18:32.327> Netherlands,<00:18:32.953> which<00:18:33.065> has<00:18:33.209> been<00:18:33.610> a<00:18:33.930> great<00:18:35.375> country<00:18:35.631> to<00:18:35.760> hire<00:18:36.081> in.

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Amsterdam's<00:18:38.907> a<00:18:38.988> terrific<00:18:39.389> city.

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You<00:18:40.577> can<00:18:40.738> get<00:18:40.995> a<00:18:41.059> lot<00:18:41.252> of<00:18:41.316> diverse<00:18:42.279> local<00:18:42.520> language<00:18:42.922> speakers<00:18:43.628> to<00:18:43.741> sell<00:18:44.062> into<00:18:44.287> Germany<00:18:44.768> and<00:18:45.555> France.

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And<00:18:46.214> so<00:18:47.338> Benelux<00:18:47.819> has,<00:18:48.301> from<00:18:48.430> my<00:18:48.783> experience,<00:18:49.329> quickly<00:18:49.666> emerged<00:18:50.951> as<00:18:51.577> a<00:18:51.914> great<00:18:52.155> market.

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You<00:18:52.605> can<00:18:52.717> reach<00:18:52.878> up<00:18:53.038> into<00:18:53.183> the<00:18:53.279> Nordics<00:18:53.681> very—<00:18:54.403> in<00:18:54.467> Scandinavia<00:18:55.045> very<00:18:55.463> effectively.

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What<00:18:57.567> did<00:18:57.695> you<00:18:57.920> learn<00:18:58.161> from<00:18:58.498> Benioff?

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I<00:19:00.425> mean,<00:19:00.650> you<00:19:00.746> kind<00:19:01.228> of<00:19:01.372> had<00:19:01.533> a<00:19:01.549> front<00:19:01.854> row<00:19:02.047> seat<00:19:02.416> to,<00:19:02.528> again,<00:19:02.834> like<00:19:03.010> someone<00:19:03.299> who<00:19:03.412> is<00:19:03.556> now<00:19:03.717> known<00:19:04.022> as<00:19:04.134> a<00:19:04.182> Silicon<00:19:04.584> Valley<00:19:05.308> legend<00:19:05.825> and<00:19:06.116> built<00:19:06.293> one<00:19:06.439> of<00:19:06.471> the<00:19:06.600> great<00:19:06.778> companies,<00:19:07.811> uh,<00:19:08.070> during<00:19:08.312> that<00:19:08.538> time.

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What<00:19:09.314> did<00:19:09.443> you<00:19:09.588> learn<00:19:09.830> from<00:19:09.992> him?

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We<00:19:12.395> could<00:19:12.510> spend<00:19:12.738> 45<00:19:13.146> minutes<00:19:13.391> on<00:19:13.472> that<00:19:13.635> question.

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I<00:19:14.304> mean,<00:19:14.925> he<00:19:15.332> is,<00:19:15.920> from<00:19:16.067> my<00:19:16.246> perspective,<00:19:17.883> you<00:19:17.916> know,<00:19:18.044> the<00:19:18.125> best<00:19:18.350> CEO<00:19:18.769> in<00:19:18.834> enterprise<00:19:19.172> software<00:19:19.655> by<00:19:21.024> a<00:19:21.041> mile,<00:19:21.894> um,<00:19:22.941> and<00:19:25.116> through<00:19:25.293> a<00:19:25.374> variety<00:19:25.696> of<00:19:25.776> dimensions.

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First<00:19:26.647> off,<00:19:26.744> his,<00:19:27.391> his<00:19:27.715> vision<00:19:28.670> and<00:19:28.832> his<00:19:29.317> ability<00:19:29.738> to<00:19:30.580> see<00:19:30.788> into<00:19:30.933> the<00:19:31.013> future<00:19:32.041> is<00:19:32.538> unrivaled.

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Um,<00:19:34.529> he's<00:19:35.011> a<00:19:35.348> talent<00:19:35.894> magnet.

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Uh,<00:19:37.275> people<00:19:37.660> want<00:19:37.821> to<00:19:37.917> be<00:19:38.062> around<00:19:38.479> him,<00:19:38.800> they<00:19:38.961> want<00:19:39.106> to<00:19:39.266> work<00:19:39.507> for<00:19:39.700> him,<00:19:40.470> they<00:19:40.551> want<00:19:40.695> to<00:19:40.792> continue<00:19:41.353> to<00:19:41.450> work<00:19:41.675> for<00:19:41.851> him<00:19:41.996> for<00:19:42.156> long<00:19:42.397> periods<00:19:42.734> of<00:19:42.815> time.

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Um,<00:19:44.741> he<00:19:44.822> can<00:19:44.982> relate<00:19:46.106> to<00:19:47.214> every<00:19:47.391> function<00:19:47.872> inside<00:19:48.210> a<00:19:48.338> company.

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Um,<00:19:50.040> so<00:19:50.425> engineers<00:19:51.485> revere<00:19:51.871> him,<00:19:52.063> salespeople<00:19:53.155> look<00:19:53.332> up<00:19:53.492> to<00:19:53.637> him.

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He's<00:19:54.552> an<00:19:54.632> incredible<00:19:55.242> marketer.

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He's<00:19:57.324> got<00:19:58.272> amazing<00:19:58.851> finance<00:19:59.349> intuition.

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So<00:20:00.779> he's<00:20:00.924> just<00:20:01.084> highly<00:20:01.406> credible<00:20:01.888> with<00:20:02.049> all<00:20:02.145> these<00:20:02.290> different<00:20:02.531> stakeholders<00:20:03.189> inside<00:20:03.575> a<00:20:03.591> company.

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He's<00:20:04.893> obsessed<00:20:05.825> with<00:20:05.970> his<00:20:06.180> customers.

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And<00:20:08.446> the<00:20:08.527> whole<00:20:08.704> company<00:20:09.187> then<00:20:09.751> rallies<00:20:10.137> around<00:20:11.522> this<00:20:12.311> focus<00:20:12.811> on<00:20:12.972> customer<00:20:13.390> success,<00:20:15.291> which<00:20:15.404> in<00:20:15.532> enterprise<00:20:15.790> software<00:20:16.193> wasn't<00:20:16.499> always<00:20:16.740> the<00:20:16.821> case.

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It's<00:20:17.240> now<00:20:17.578> in<00:20:17.723> vogue<00:20:18.127> and<00:20:18.208> everybody<00:20:18.531> talks<00:20:18.790> about<00:20:19.178> it,<00:20:19.323> but<00:20:19.824> that<00:20:19.985> wasn't<00:20:20.212> the<00:20:20.292> case<00:20:20.486> 20+<00:20:21.181> years<00:20:21.359> ago.

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Um,<00:20:23.790> he<00:20:24.030> can<00:20:24.271> relate<00:20:24.591> to<00:20:24.688> different<00:20:24.928> cultures<00:20:25.730> in<00:20:25.874> an<00:20:25.970> incredible<00:20:26.451> way.

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He<00:20:26.933> surrounds<00:20:27.414> himself<00:20:27.895> by<00:20:28.119> luminaries<00:20:29.017> and<00:20:29.177> celebrities<00:20:30.059> and<00:20:30.220> rock<00:20:30.476> stars.

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Um,<00:20:32.304> he's<00:20:32.529> deeply<00:20:32.865> spiritual.

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Um,<00:20:35.094> he,<00:20:35.832> he<00:20:35.976> can<00:20:36.072> relate<00:20:36.297> to<00:20:36.393> on<00:20:36.473> a<00:20:36.553> personal<00:20:37.067> level.

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He<00:20:37.499> was<00:20:38.397> intimately<00:20:38.798> involved<00:20:39.343> in<00:20:39.440> a,<00:20:40.161> in<00:20:40.306> a<00:20:40.338> family<00:20:40.738> member<00:20:41.043> of<00:20:41.123> mine's<00:20:42.390> critical<00:20:43.272> health<00:20:44.234> situation,<00:20:44.747> and<00:20:44.859> he<00:20:44.891> didn't<00:20:45.276> need<00:20:45.453> to<00:20:45.549> be.

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Um,<00:20:47.281> and<00:20:47.345> he<00:20:47.377> just<00:20:47.617> extended<00:20:48.082> himself<00:20:48.483> personally,<00:20:48.916> so<00:20:50.022> I<00:20:50.102> often<00:20:50.407> say<00:20:50.599> I'll<00:20:50.920> be<00:20:51.064> indebted<00:20:51.464> to<00:20:51.609> Marc,<00:20:52.586> you<00:20:52.682> know,<00:20:52.810> for<00:20:52.890> the<00:20:52.970> rest<00:20:53.211> of<00:20:53.243> my<00:20:53.371> life.

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Um,<00:20:54.813> he's—<00:20:55.390> he<00:20:55.614> really<00:20:55.855> set<00:20:56.111> me<00:20:56.255> up<00:20:56.656> on<00:20:56.752> this<00:20:56.992> journey,<00:20:57.938> uh,<00:20:58.034> that<00:20:58.194> I've<00:20:58.274> been<00:20:58.418> on<00:20:58.595> for<00:20:58.691> the<00:20:58.755> last,<00:20:59.540> uh,<00:20:59.700> 21<00:21:00.101> years<00:21:00.373> since<00:21:00.678> I<00:21:00.774> started<00:21:01.158> working<00:21:01.559> with<00:21:01.703> him.

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And,<00:21:02.985> um,<00:21:03.962> the<00:21:04.107> industry,<00:21:04.747> we're<00:21:04.844> just<00:21:05.148> lucky<00:21:05.340> to<00:21:05.469> have<00:21:05.725> somebody<00:21:06.109> like<00:21:06.350> him<00:21:07.071> set<00:21:07.263> a<00:21:07.311> vision<00:21:07.728> that,<00:21:08.353> you<00:21:08.385> know,<00:21:08.529> we<00:21:08.673> can<00:21:08.753> try<00:21:08.930> to<00:21:08.994> follow.

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What<00:21:10.195> had<00:21:10.372> you<00:21:10.612> leave<00:21:11.109> Salesforce?

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You<00:21:12.951> know,<00:21:13.015> I've<00:21:13.160> been<00:21:13.240> there<00:21:13.320> for<00:21:13.416> 12<00:21:13.801> years,<00:21:14.361> and<00:21:14.762> I<00:21:14.858> joined<00:21:15.082> when<00:21:15.195> I<00:21:15.227> was<00:21:15.355> 26.

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I'm<00:21:16.060> now<00:21:16.124> in<00:21:16.156> my<00:21:16.364> late<00:21:16.541> 30s.

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I<00:21:17.502> had<00:21:18.785> worked<00:21:19.169> in,<00:21:20.211> in<00:21:20.788> almost<00:21:21.029> every<00:21:21.350> geographic<00:21:22.536> region.

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I<00:21:23.113> had<00:21:24.331> sold<00:21:24.652> into<00:21:24.876> different<00:21:25.181> market<00:21:25.438> segmentations,<00:21:26.319> so<00:21:26.415> like<00:21:26.896> small<00:21:27.361> to<00:21:27.425> mid-sized<00:21:27.762> businesses,<00:21:28.323> enterprise,<00:21:29.125> public<00:21:29.445> sector,<00:21:29.910> government.

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Um,<00:21:32.475> and<00:21:32.652> so<00:21:32.892> I<00:21:32.972> felt<00:21:33.293> like<00:21:34.078> I<00:21:34.319> was<00:21:34.495> in<00:21:34.639> a<00:21:34.896> position<00:21:35.361> where<00:21:35.521> I<00:21:35.681> could<00:21:35.858> then<00:21:36.098> leave<00:21:36.884> and<00:21:37.381> take<00:21:37.621> a,<00:21:38.263> a<00:21:38.343> broader<00:21:38.824> role<00:21:40.106> at<00:21:40.202> a<00:21:40.250> smaller<00:21:40.587> company.

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And<00:21:41.789> while<00:21:41.950> I<00:21:42.030> was<00:21:42.190> one<00:21:42.431> of<00:21:43.473> you<00:21:43.569> know,<00:21:43.649> a<00:21:43.713> handful<00:21:44.114> of<00:21:44.194> sales<00:21:44.515> leaders<00:21:44.915> that<00:21:45.124> had,<00:21:45.957> you<00:21:46.037> know,<00:21:46.198> kind<00:21:46.358> of<00:21:46.438> survived<00:21:47.945> that<00:21:48.121> 12-year<00:21:48.666> period,<00:21:49.708> um,<00:21:50.045> I<00:21:50.125> wasn't<00:21:50.510> in<00:21:50.542> the<00:21:50.670> top<00:21:50.926> job<00:21:51.263> and,<00:21:51.584> and<00:21:51.712> I<00:21:51.792> wasn't<00:21:52.850> in<00:21:53.010> the,<00:21:53.411> the<00:21:53.491> number<00:21:53.732> 2<00:21:53.972> job<00:21:54.309> at<00:21:54.373> the<00:21:54.453> company.

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And,<00:21:55.174> and<00:21:55.270> so,<00:21:56.441> um,<00:21:57.338> I<00:21:57.418> was<00:21:57.579> ready<00:21:58.140> to,<00:21:58.380> to,<00:21:58.621> to<00:21:58.957> step<00:21:59.342> into<00:21:59.518> that,<00:21:59.983> that<00:22:00.207> role<00:22:00.865> and,<00:22:01.169> and,<00:22:01.426> and<00:22:01.586> run<00:22:02.388> a<00:22:02.468> global<00:22:03.109> go-to-market<00:22:03.990> function.

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And,<00:22:04.792> and<00:22:05.433> I<00:22:05.449> got<00:22:05.658> close<00:22:05.898> with<00:22:05.978> a<00:22:06.010> few<00:22:06.170> different<00:22:06.395> companies,<00:22:07.020> and,<00:22:07.277> and<00:22:07.357> then,<00:22:08.222> uh,<00:22:08.479> Elasticsearch<00:22:09.200> found<00:22:09.441> me<00:22:10.308> And,<00:22:11.838> you<00:22:11.967> know,<00:22:12.644> I<00:22:12.918> spent<00:22:13.288> months<00:22:13.610> doing<00:22:13.868> diligence<00:22:14.271> on<00:22:14.351> the<00:22:14.432> technology.

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It's<00:22:15.721> an<00:22:15.801> open-source<00:22:16.285> search<00:22:16.591> engine.

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We<00:22:17.412> use<00:22:17.654> it<00:22:17.896> every<00:22:18.057> day<00:22:18.282> in<00:22:18.315> our<00:22:18.460> personal<00:22:18.782> lives.

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But<00:22:20.054> companies<00:22:20.456> were<00:22:21.020> rapidly<00:22:21.455> adopting<00:22:21.986> it.

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But<00:22:22.228> it<00:22:22.260> was<00:22:22.663> a<00:22:22.727> small<00:22:23.210> startup.

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They<00:22:24.563> were<00:22:24.595> in<00:22:24.659> the<00:22:24.724> process<00:22:25.126> of<00:22:25.223> raising<00:22:25.465> their<00:22:25.561> Series<00:22:25.899> C.<00:22:28.186> And,<00:22:28.282> you<00:22:28.443> know,<00:22:29.552> it<00:22:30.034> was<00:22:30.146> a<00:22:30.210> leap<00:22:30.387> of<00:22:30.467> faith.

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And<00:22:31.496> at<00:22:31.656> the<00:22:31.737> time,<00:22:32.684> you<00:22:32.717> know,<00:22:32.861> Cloudera<00:22:33.407> and<00:22:33.584> Hortonworks<00:22:34.307> were<00:22:36.058> widely<00:22:36.396> regarded<00:22:36.878> as<00:22:37.103> the<00:22:37.183> success<00:22:37.552> stories<00:22:37.843> in<00:22:37.911> open<00:22:38.181> source.

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MongoDB<00:22:40.189> had<00:22:40.349> not,<00:22:41.071> um,<00:22:41.713> had<00:22:41.890> not<00:22:42.130> taken<00:22:42.451> off<00:22:42.692> yet.

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I<00:22:43.029> don't<00:22:43.237> even<00:22:43.414> think<00:22:43.558> they'd<00:22:43.718> gone<00:22:43.895> public<00:22:44.200> yet.

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Um,<00:22:46.125> and<00:22:46.221> so<00:22:46.462> there<00:22:46.542> were<00:22:46.622> a<00:22:46.767> lot<00:22:46.943> of<00:22:47.007> questions<00:22:47.489> around,<00:22:47.745> can<00:22:47.970> you<00:22:48.146> build<00:22:49.093> a<00:22:49.125> successful,<00:22:50.649> sustainable,<00:22:52.221> profitable<00:22:53.505> company<00:22:53.922> around<00:22:54.868> free<00:22:55.029> software?

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Um,<00:22:56.954> and<00:22:57.852> would,<00:22:59.200> uh,<00:22:59.762> would<00:22:59.938> open<00:23:00.114> source<00:23:00.419> business<00:23:00.740> models<00:23:00.981> be<00:23:01.141> able<00:23:01.302> to<00:23:01.446> evolve<00:23:02.649> along<00:23:02.986> with,<00:23:03.371> uh,<00:23:03.548> with<00:23:03.708> cloud<00:23:03.949> computing?

00:23:04.414 --> 00:23:18.117
And<00:23:04.510> so<00:23:05.257> it<00:23:05.515> was<00:23:05.611> time<00:23:05.837> for<00:23:05.966> me<00:23:06.143> to<00:23:06.240> just<00:23:06.482> kind<00:23:06.659> of<00:23:06.724> leave<00:23:06.949> home,<00:23:07.788> so<00:23:07.949> to<00:23:08.029> speak,<00:23:08.481> and<00:23:08.561> Salesforce<00:23:09.061> was<00:23:09.222> my<00:23:09.384> professional<00:23:09.948> home,<00:23:10.979> and<00:23:11.479> go<00:23:11.721> and<00:23:11.802> see<00:23:12.027> if<00:23:12.188> I<00:23:12.285> could<00:23:13.011> be<00:23:13.140> successful,<00:23:15.750> you<00:23:15.782> know,<00:23:16.172> at<00:23:16.269> an<00:23:16.399> earlier<00:23:16.674> stage<00:23:17.566> startup.

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And<00:23:18.685> I<00:23:18.750> was<00:23:18.863> very<00:23:19.009> fortunate<00:23:19.479> to<00:23:19.560> have<00:23:20.387> picked<00:23:20.614> a<00:23:20.695> winner.

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And<00:23:21.668> then<00:23:21.847> how<00:23:22.009> did<00:23:22.316> ClickHouse<00:23:22.575> come<00:23:22.736> about?

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Yeah,<00:23:24.271> so<00:23:24.998> I<00:23:25.062> stepped<00:23:25.466> out<00:23:25.644> of<00:23:26.629> Elastic<00:23:27.243> right<00:23:27.421> before<00:23:27.728> COVID<00:23:28.939> and<00:23:30.086> was<00:23:30.247> doing<00:23:30.409> a<00:23:30.473> lot<00:23:30.554> of<00:23:30.651> soul<00:23:30.910> searching<00:23:31.540> about,<00:23:32.162> you<00:23:32.242> know,<00:23:32.402> what's,<00:23:33.043> what's<00:23:33.203> the<00:23:33.299> next<00:23:33.588> stage<00:23:33.860> of<00:23:33.924> my<00:23:34.149> career<00:23:34.485> going<00:23:34.597> to,<00:23:34.886> going<00:23:34.982> to<00:23:35.110> look<00:23:35.287> like?

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All<00:23:35.591> of<00:23:35.687> a<00:23:35.703> sudden,<00:23:36.152> I'm,<00:23:37.129> I'm<00:23:37.274> in<00:23:37.370> my<00:23:37.530> mid-40s,<00:23:38.636> um,<00:23:38.972> I'd<00:23:39.117> had<00:23:39.213> these<00:23:39.437> two,<00:23:40.799> uh,<00:23:40.975> unbelievable<00:23:41.520> experiences<00:23:42.257> of<00:23:42.482> joining<00:23:42.738> these<00:23:42.834> small<00:23:43.139> startups<00:23:43.780> that,<00:23:44.325> that<00:23:44.485> then<00:23:44.661> went<00:23:44.886> public,<00:23:46.087> um,<00:23:46.728> and,<00:23:47.049> uh,<00:23:47.626> and<00:23:47.786> learned<00:23:48.027> so<00:23:48.203> much<00:23:48.507> and<00:23:48.587> worked<00:23:48.828> with<00:23:48.892> so<00:23:49.068> many<00:23:49.228> talented<00:23:49.709> people.

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What<00:23:50.703> do<00:23:50.751> I<00:23:50.831> do<00:23:50.959> next?

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Uh,<00:23:52.433> do<00:23:52.594> I<00:23:52.674> become<00:23:53.058> an<00:23:53.395> investor,<00:23:54.661> um,<00:23:55.318> and<00:23:55.462> help<00:23:56.103> smaller<00:23:56.504> companies<00:23:56.920> grow<00:23:59.178> Do<00:23:59.404> I<00:23:59.485> start<00:23:59.760> a<00:23:59.824> company<00:24:00.616> from<00:24:00.794> scratch<00:24:01.990> and<00:24:03.557> take<00:24:03.848> on<00:24:04.009> the<00:24:04.171> risk<00:24:04.575> in<00:24:05.399> the<00:24:05.480> 10<00:24:05.884> to<00:24:06.271> 20-year<00:24:07.983> time<00:24:08.288> horizon<00:24:08.625> that's<00:24:08.786> required<00:24:09.268> to<00:24:09.413> do<00:24:09.590> that<00:24:10.489> for<00:24:10.586> the<00:24:10.634> most<00:24:10.875> part<00:24:11.277> and<00:24:11.694> accept<00:24:12.160> that<00:24:12.466> there's<00:24:12.642> an<00:24:12.739> extraordinarily<00:24:13.430> high<00:24:13.607> failure<00:24:14.008> rate?

00:24:14.635 --> 00:24:17.646
So<00:24:14.731> yeah,<00:24:15.278> I<00:24:15.358> finally<00:24:15.760> came<00:24:15.937> back<00:24:16.194> to<00:24:16.274> the<00:24:16.338> fact<00:24:16.579> that<00:24:16.724> I'm<00:24:17.142> an<00:24:17.223> operator.

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We're<00:24:17.808> answering<00:24:18.036> the<00:24:18.117> question<00:24:18.507> kind<00:24:18.751> of<00:24:19.011> how<00:24:19.173> ClickHouse,<00:24:19.742> and<00:24:20.457> I<00:24:20.538> had<00:24:20.750> come<00:24:21.286> across<00:24:21.692> the<00:24:21.773> technology<00:24:23.640> When<00:24:24.446> I<00:24:25.108> was<00:24:25.414> transitioning<00:24:25.979> out<00:24:26.173> of<00:24:26.237> Elastic,<00:24:26.786> I'd<00:24:26.947> seen<00:24:27.108> it<00:24:27.205> in<00:24:27.286> the<00:24:27.431> wild<00:24:28.415> pop<00:24:28.722> up.

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Some<00:24:29.993> pretty<00:24:30.155> impressive<00:24:30.560> companies<00:24:31.047> were<00:24:31.128> adopting<00:24:32.587> ClickHouse,<00:24:33.154> companies<00:24:33.478> like<00:24:33.721> Uber<00:24:34.208> and<00:24:34.759> eBay<00:24:34.937> and<00:24:35.164> Cloudflare.

00:24:36.912 --> 00:24:49.797
And<00:24:37.494> so<00:24:38.675> I<00:24:38.934> got<00:24:39.112> exposed<00:24:39.564> to<00:24:39.645> the<00:24:39.726> technology<00:24:42.152> and<00:24:42.233> then<00:24:42.330> frankly,<00:24:42.977> they<00:24:43.139> found<00:24:43.462> me<00:24:44.012> and<00:24:45.144> asked<00:24:45.322> if<00:24:45.468> I'd<00:24:45.565> be<00:24:45.646> interested<00:24:46.624> in<00:24:46.772> forming<00:24:47.133> a<00:24:47.199> company<00:24:48.021> around<00:24:49.008> the<00:24:49.107> open-source<00:24:49.584> database.

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And<00:24:51.499> so<00:24:51.644> I<00:24:51.741> reached<00:24:52.047> out<00:24:52.144> to<00:24:52.611> a<00:24:52.708> few<00:24:52.885> investors<00:24:53.417> who<00:24:53.578> I'd<00:24:53.675> worked<00:24:53.917> with<00:24:55.770> in<00:24:55.851> the<00:24:55.996> past.

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So<00:24:56.641> Mike<00:24:56.818> Volpe<00:24:58.010> at<00:24:58.252> Index<00:24:58.575> Ventures<00:24:59.380> and<00:24:59.558> Peter<00:24:59.783> Fenton<00:25:00.106> at<00:25:00.202> Benchmark,<00:25:01.558> and<00:25:02.365> two<00:25:02.639> of<00:25:02.784> what<00:25:03.010> I<00:25:03.091> would<00:25:03.672> describe<00:25:04.172> as<00:25:05.608> the<00:25:05.673> most<00:25:05.915> prominent<00:25:06.560> venture<00:25:06.802> capitalists<00:25:07.383> in<00:25:07.464> infrastructure<00:25:08.674> software<00:25:09.078> and<00:25:09.174> especially<00:25:09.562> open<00:25:09.739> source.

00:25:10.835 --> 00:25:14.348
And<00:25:11.399> I<00:25:11.495> said,<00:25:12.043> "Hey,<00:25:12.366> I'm<00:25:12.623> thinking<00:25:12.801> about<00:25:12.897> starting<00:25:13.204> a<00:25:13.268> company<00:25:13.590> around<00:25:13.896> ClickHouse.

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Would<00:25:15.347> you<00:25:15.443> be<00:25:15.588> interested<00:25:16.152> in<00:25:16.974> working<00:25:17.297> on<00:25:17.442> this<00:25:17.619> with<00:25:17.844> me?"<00:25:18.777> And<00:25:19.194> they<00:25:19.274> both<00:25:19.932> said<00:25:20.301> emphatically,<00:25:20.782> "Yes,<00:25:21.119> we've<00:25:21.360> seen<00:25:21.601> ClickHouse<00:25:22.002> pop<00:25:22.306> up<00:25:22.724> in<00:25:22.820> a<00:25:22.948> large<00:25:23.205> number<00:25:23.429> of<00:25:23.510> our<00:25:23.670> portfolio<00:25:24.103> companies.

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Really<00:25:25.274> exciting<00:25:25.692> technology.

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We'd<00:25:27.681> love<00:25:27.777> to<00:25:27.857> work<00:25:28.018> with<00:25:28.162> you<00:25:28.259> on<00:25:28.403> this<00:25:28.499> project."<00:25:29.847> And<00:25:30.424> I<00:25:30.505> then<00:25:30.665> reached<00:25:30.970> out<00:25:31.130> to<00:25:32.494> an<00:25:32.590> executive<00:25:33.072> at<00:25:33.152> Google<00:25:34.580> who<00:25:34.740> I<00:25:34.772> had<00:25:34.901> met<00:25:35.077> when<00:25:35.157> he<00:25:35.221> was<00:25:35.382> running<00:25:35.623> engineering<00:25:35.975> at<00:25:36.120> Netflix.

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His<00:25:37.018> name's<00:25:37.243> Yuri<00:25:37.564> Izrailevsky,<00:25:38.591> and<00:25:40.452> one<00:25:40.548> of<00:25:40.612> the<00:25:40.692> most<00:25:40.869> impressive<00:25:41.254> engineering<00:25:41.719> leaders<00:25:42.040> that<00:25:42.200> I'd<00:25:42.361> been<00:25:42.457> exposed<00:25:42.874> to<00:25:43.099> in<00:25:43.195> 20<00:25:43.500> years.

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And<00:25:44.894> I<00:25:45.217> asked<00:25:45.654> if<00:25:45.783> he'd<00:25:45.880> be<00:25:45.977> interested<00:25:46.446> in<00:25:46.754> leaving<00:25:47.012> Google<00:25:48.064> where<00:25:48.225> he<00:25:48.306> was<00:25:48.533> running<00:25:48.953> serverless<00:25:49.665> and<00:25:50.150> dev<00:25:50.344> tooling<00:25:50.748> and<00:25:50.813> the<00:25:50.894> Cloud<00:25:51.218> Console<00:25:52.188> and<00:25:52.269> a<00:25:52.447> number<00:25:52.900> of<00:25:53.482> other<00:25:54.625> strategic<00:25:55.156> offerings.

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And<00:25:57.329> Yuriy<00:25:57.490> and<00:25:57.587> I<00:25:57.667> started<00:25:57.925> spending<00:25:58.231> time<00:25:58.714> with<00:25:58.859> the<00:25:58.955> creator<00:25:59.293> of<00:25:59.358> ClickHouse,<00:25:59.824> Alexey<00:26:01.289> Milovidov,<00:26:01.998> and<00:26:02.577> we<00:26:02.674> started<00:26:02.964> talking<00:26:03.189> about<00:26:03.270> the<00:26:03.302> type<00:26:03.480> of<00:26:03.609> company<00:26:03.868> we<00:26:03.965> would<00:26:04.095> form<00:26:04.823> and<00:26:05.810> it<00:26:05.955> just<00:26:06.214> really<00:26:06.457> came<00:26:06.699> together.

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It<00:26:07.670> just<00:26:07.913> felt<00:26:08.156> right.

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We<00:26:10.396> had<00:26:10.572> strong<00:26:11.053> investor<00:26:11.454> support,<00:26:12.641> and<00:26:13.138> the<00:26:13.298> technology<00:26:14.485> is<00:26:15.720> extraordinarily<00:26:16.811> powerful<00:26:18.671> in<00:26:18.815> terms<00:26:19.088> of<00:26:19.216> its<00:26:19.376> performance<00:26:20.339> and<00:26:20.659> its<00:26:21.638> cost<00:26:21.942> efficiency.

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And<00:26:23.306> I<00:26:23.402> just<00:26:23.642> felt<00:26:23.787> like<00:26:23.963> this<00:26:24.123> was,<00:26:24.669> you<00:26:24.749> know,<00:26:25.246> we<00:26:25.471> have<00:26:25.647> a<00:26:25.663> head<00:26:25.807> start,<00:26:26.272> we<00:26:26.304> have<00:26:26.385> an<00:26:26.513> unfair<00:26:26.834> advantage,<00:26:27.491> let<00:26:27.571> me<00:26:27.652> start<00:26:27.892> there,<00:26:28.758> in<00:26:28.806> the<00:26:28.919> fact<00:26:29.175> that<00:26:29.480> ClickHouse<00:26:29.881> is<00:26:29.913> being<00:26:30.137> used<00:26:30.458> by<00:26:30.602> thousands<00:26:31.100> of<00:26:31.180> companies<00:26:31.597> around<00:26:31.837> the<00:26:31.982> world<00:26:32.928> who<00:26:33.104> talk<00:26:33.425> openly<00:26:33.826> about<00:26:34.307> their<00:26:34.531> use<00:26:35.029> of<00:26:35.189> the<00:26:35.269> technology.

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And<00:26:37.215> I<00:26:37.312> mentioned<00:26:37.636> a<00:26:37.700> few,<00:26:38.105> but<00:26:38.462> Microsoft<00:26:39.191> and<00:26:39.336> Deutsche<00:26:39.660> Bank<00:26:40.632> and<00:26:40.713> Bloomberg<00:26:41.345> and<00:26:41.507> Disney.

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And<00:26:42.696> so<00:26:42.809> we<00:26:42.937> have<00:26:43.114> this<00:26:43.275> incredible<00:26:43.839> reference<00:26:44.241> base<00:26:45.126> with<00:26:45.432> all<00:26:45.528> of<00:26:45.593> these<00:26:45.770> diverse<00:26:46.156> use<00:26:46.333> cases.

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And<00:26:47.621> so<00:26:47.781> the<00:26:47.926> addressable<00:26:48.345> market<00:26:48.731> is<00:26:48.844> enormous.

00:26:51.040 --> 00:26:53.328
And<00:26:51.121> then<00:26:51.236> we've<00:26:51.399> got,<00:26:51.889> you<00:26:51.988> know,<00:26:52.478> I'm<00:26:52.625> one<00:26:52.805> of<00:26:52.870> three<00:26:53.099> founders.

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Most<00:26:54.674> of<00:26:54.738> my<00:26:54.900> experience<00:26:55.320> is<00:26:55.466> on<00:26:55.563> the<00:26:55.709> go-to-market<00:26:56.210> side.

00:26:57.326 --> 00:27:00.900
Yuriy's<00:26:57.649> got<00:26:57.746> the<00:26:57.827> same<00:26:58.134> level<00:26:58.312> of<00:26:58.409> experience<00:26:58.862> that<00:26:58.959> I<00:26:59.121> do,<00:26:59.218> but<00:26:59.363> on<00:26:59.525> the<00:26:59.606> product<00:26:59.945> and<00:27:00.010> engineering<00:27:00.495> side.

00:27:01.546 --> 00:27:05.660
And<00:27:01.611> then<00:27:01.692> we<00:27:01.789> have<00:27:01.934> the<00:27:02.015> creator<00:27:02.517> of<00:27:02.597> ClickHouse,<00:27:03.622> Alexei,<00:27:04.087> who's<00:27:04.264> this<00:27:04.504> brilliant<00:27:05.291> engineer.

00:27:06.574 --> 00:27:13.441
And<00:27:06.622> so<00:27:06.751> we've<00:27:06.895> got<00:27:07.055> this<00:27:07.232> very<00:27:08.098> different<00:27:08.499> complementary<00:27:09.735> skill<00:27:10.120> set<00:27:10.521> that<00:27:10.698> is,<00:27:11.067> um,<00:27:11.628> that<00:27:11.724> is<00:27:11.869> really<00:27:12.125> working<00:27:12.527> well<00:27:13.072> so<00:27:13.249> far.

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And,<00:27:13.971> uh,<00:27:14.195> we're<00:27:14.291> just<00:27:14.436> coming<00:27:14.676> up<00:27:14.837> on<00:27:14.933> 2<00:27:15.158> years<00:27:15.398> here<00:27:15.511> shortly.

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Yeah,<00:27:16.762> it<00:27:16.858> really<00:27:17.163> is<00:27:17.260> incredible.

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Like,<00:27:18.286> uh,<00:27:18.768> it<00:27:18.848> was<00:27:19.008> interesting<00:27:19.410> to<00:27:19.490> hear<00:27:19.650> you<00:27:19.811> talk<00:27:20.003> about<00:27:20.372> how<00:27:20.773> it<00:27:20.870> wasn't<00:27:21.271> clear<00:27:21.672> back<00:27:22.153> in<00:27:22.314> the<00:27:22.394> day<00:27:23.437> whether,<00:27:24.704> um,<00:27:25.603> open<00:27:25.859> source<00:27:27.351> companies<00:27:27.993> or<00:27:28.154> open<00:27:28.330> source<00:27:28.635> models<00:27:28.956> could<00:27:29.132> generate<00:27:29.598> revenue.

00:27:30.079 --> 00:27:32.309
You<00:27:30.175> could,<00:27:30.400> you<00:27:30.496> could<00:27:30.657> build<00:27:30.897> a<00:27:31.138> business<00:27:31.459> model<00:27:31.780> around<00:27:32.100> those.

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How<00:27:32.968> has—<00:27:33.530> and<00:27:33.643> now<00:27:33.948> it's<00:27:34.350> becoming<00:27:34.735> more<00:27:34.848> and<00:27:34.912> more<00:27:35.137> frequent—<00:27:35.956> how<00:27:36.197> has<00:27:36.583> that<00:27:37.001> happened<00:27:38.126> and<00:27:38.270> how<00:27:38.511> do<00:27:38.672> you<00:27:38.849> build<00:27:39.331> a<00:27:39.411> company<00:27:39.813> around<00:27:40.070> an<00:27:40.199> open-source<00:27:40.761> model?

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Well,<00:27:41.034> I'll<00:27:41.436> start<00:27:41.741> by<00:27:41.838> saying<00:27:42.609> it<00:27:42.689> all<00:27:42.721> starts<00:27:42.995> with<00:27:43.075> the<00:27:43.171> community.

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But,<00:27:44.553> you<00:27:44.617> know,<00:27:44.714> at<00:27:44.794> Salesforce,<00:27:45.357> we<00:27:45.421> had<00:27:45.533> an<00:27:45.839> amazing<00:27:46.305> community<00:27:47.028> of<00:27:47.751> users<00:27:49.052> that<00:27:49.277> would<00:27:49.920> come<00:27:50.161> to<00:27:50.274> our<00:27:50.659> annual<00:27:50.900> conference,<00:27:51.382> Dreamforce,<00:27:52.186> that<00:27:52.330> would<00:27:52.411> come<00:27:52.523> to<00:27:52.572> our<00:27:52.813> regional<00:27:53.166> events.

00:27:54.018 --> 00:27:57.938
They<00:27:54.114> really<00:27:54.435> felt<00:27:54.660> like<00:27:54.821> they<00:27:54.901> were,<00:27:55.641> you<00:27:55.705> know,<00:27:55.801> an<00:27:55.882> extension<00:27:56.460> of<00:27:56.524> the<00:27:56.605> technology<00:27:57.231> and<00:27:57.312> of<00:27:57.408> the<00:27:57.553> company.

00:27:58.456 --> 00:28:03.157
And<00:27:58.537> so<00:27:58.846> the<00:27:58.944> concept<00:27:59.367> of<00:27:59.448> a<00:27:59.578> community<00:28:00.001> is<00:28:00.148> not<00:28:00.392> reserved<00:28:01.465> to<00:28:01.628> open<00:28:01.872> source<00:28:02.197> and<00:28:02.278> enterprise<00:28:02.685> software.

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I<00:28:03.579> firmly<00:28:03.905> believe<00:28:04.149> that.

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And<00:28:05.937> what's<00:28:06.195> wonderful<00:28:06.664> about<00:28:07.635> open<00:28:07.974> source<00:28:08.767> is<00:28:08.961> its<00:28:09.188> distribution<00:28:10.093> method<00:28:10.789> in<00:28:10.886> the<00:28:10.967> sense<00:28:11.355> that<00:28:12.180> people<00:28:12.422> can<00:28:12.568> adopt<00:28:13.053> it<00:28:13.393> with<00:28:14.121> no<00:28:14.282> friction<00:28:14.832> and<00:28:15.140> no<00:28:15.332> barriers.

00:28:17.903 --> 00:28:21.566
So<00:28:18.128> you<00:28:18.305> get<00:28:19.028> this<00:28:19.253> user<00:28:19.654> base<00:28:20.233> that's<00:28:20.699> quite<00:28:20.972> frictionless.

00:28:21.679 --> 00:28:32.687
You<00:28:21.759> don't<00:28:21.904> have<00:28:22.081> to<00:28:22.241> invest<00:28:23.205> in<00:28:23.302> sales<00:28:23.703> and<00:28:23.832> marketing<00:28:24.330> to<00:28:24.491> go<00:28:24.700> into<00:28:25.093> Singapore,<00:28:26.472> or<00:28:26.569> to<00:28:26.713> Brazil,<00:28:27.195> people<00:28:27.436> can<00:28:27.580> adopt<00:28:27.998> the<00:28:28.142> technology<00:28:29.989> on<00:28:30.085> their<00:28:30.310> own<00:28:30.952> and<00:28:31.450> then<00:28:31.611> they<00:28:31.771> can<00:28:31.916> contribute<00:28:32.414> to<00:28:32.574> it.

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And,<00:28:33.538> you<00:28:33.634> know,<00:28:33.859> they<00:28:34.180> feel<00:28:34.437> a<00:28:34.501> sense<00:28:34.758> of<00:28:34.887> ownership<00:28:35.465> and<00:28:35.529> a<00:28:35.545> sense<00:28:35.802> of<00:28:35.930> contribution.

00:28:37.456 --> 00:28:48.888
And<00:28:38.740> so<00:28:38.821> I<00:28:38.917> think<00:28:39.077> with<00:28:39.238> that,<00:28:39.559> and<00:28:40.185> even<00:28:40.426> back<00:28:40.603> then<00:28:40.828> when<00:28:40.924> I<00:28:41.004> joined<00:28:41.245> Elasticsearch,<00:28:42.209> you<00:28:42.289> know,<00:28:42.449> open<00:28:42.626> source<00:28:42.931> licensing,<00:28:44.280> is<00:28:44.376> it<00:28:44.537> AGPL,<00:28:45.597> is<00:28:45.741> it<00:28:45.822> Apache<00:28:46.384> 2.0,<00:28:47.491> you<00:28:47.524> know,<00:28:47.636> it<00:28:47.668> was<00:28:47.764> a<00:28:47.829> bit<00:28:47.973> of<00:28:48.070> a<00:28:48.134> religious<00:28:48.616> war.

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And<00:28:49.820> even<00:28:49.996> that<00:28:50.318> is—<00:28:50.880> that<00:28:51.024> has<00:28:51.136> evolved<00:28:51.602> very,<00:28:51.843> very<00:28:52.148> quickly,<00:28:52.501> especially<00:28:53.031> with<00:28:53.144> the<00:28:53.272> emergence<00:28:53.834> of<00:28:54.721> of<00:28:54.802> these<00:28:55.045> large<00:28:55.304> cloud<00:28:55.563> service<00:28:55.952> providers<00:28:56.503> like<00:28:57.150> AWS<00:28:57.717> and<00:28:58.138> Google<00:28:58.462> and<00:28:58.608> Microsoft<00:28:59.482> who<00:28:59.595> have<00:28:59.773> started<00:29:00.114> to<00:29:00.162> build<00:29:00.486> managed<00:29:00.810> services<00:29:01.279> around<00:29:02.752> open<00:29:02.995> source.

00:29:03.317 --> 00:29:07.449
But<00:29:03.495> it's,<00:29:03.656> I'll<00:29:04.286> tell<00:29:04.334> you,<00:29:04.447> Clint,<00:29:04.689> it's<00:29:04.835> not<00:29:05.012> for<00:29:05.125> the<00:29:05.174> faint<00:29:05.416> of<00:29:05.480> heart.

00:29:07.530 --> 00:29:12.292
It's<00:29:08.628> quite<00:29:08.886> challenging<00:29:10.919> to<00:29:11.032> monetize<00:29:11.694> free<00:29:11.840> software.

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And<00:29:12.406> these<00:29:12.583> licenses<00:29:13.247> are<00:29:13.408> very<00:29:13.732> permissive.

00:29:14.848 --> 00:29:22.401
You<00:29:14.880> know,<00:29:15.009> people<00:29:15.268> can<00:29:15.511> modify<00:29:16.238> the<00:29:16.303> software,<00:29:17.031> they<00:29:17.128> can<00:29:17.290> redistribute<00:29:17.937> it,<00:29:18.163> they<00:29:18.244> can<00:29:18.341> build<00:29:18.583> managed<00:29:18.826> services<00:29:19.554> depending<00:29:20.104> on<00:29:20.184> the<00:29:20.282> license<00:29:20.767> that<00:29:21.009> you<00:29:21.632> that<00:29:21.776> you<00:29:21.952> adopt.

00:29:22.449 --> 00:29:27.000
And<00:29:22.529> so,<00:29:23.394> you<00:29:23.458> know,<00:29:23.555> people<00:29:23.939> often<00:29:24.179> say<00:29:24.436> like,<00:29:25.237> do<00:29:25.381> you<00:29:25.541> compete<00:29:26.022> against<00:29:26.359> yourself?

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Do<00:29:27.384> you<00:29:27.480> compete<00:29:27.865> against<00:29:28.265> free?

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And<00:29:29.227> some<00:29:29.403> will<00:29:29.499> say<00:29:29.724> you<00:29:29.868> do.

00:29:30.124 --> 00:29:43.071
But<00:29:30.268> I<00:29:30.429> think<00:29:30.605> that<00:29:30.941> as<00:29:31.086> long<00:29:31.326> as<00:29:31.486> the<00:29:31.630> people<00:29:31.887> are<00:29:32.031> using<00:29:32.432> your<00:29:32.528> technology<00:29:34.675> and<00:29:34.915> they're<00:29:35.076> talking<00:29:35.588> about—<00:29:35.893> I<00:29:35.909> spoke<00:29:36.213> with<00:29:36.309> a<00:29:36.374> customer<00:29:36.790> this<00:29:36.998> morning,<00:29:37.255> one<00:29:37.399> of<00:29:37.431> the<00:29:37.559> largest<00:29:38.537> banks<00:29:38.857> in<00:29:38.921> the<00:29:39.098> world,<00:29:40.043> who's<00:29:40.764> using<00:29:41.165> ClickHouse<00:29:41.741> and<00:29:41.806> they're<00:29:41.902> about<00:29:42.142> to<00:29:42.222> push<00:29:42.447> into<00:29:42.607> production.

00:29:43.120 --> 00:29:48.311
And<00:29:43.264> it<00:29:43.328> was<00:29:43.504> an<00:29:43.584> extremely<00:29:44.610> powerful<00:29:45.106> use<00:29:45.347> case<00:29:46.068> that<00:29:46.212> we're<00:29:46.356> going<00:29:46.420> to<00:29:46.468> be<00:29:46.613> talking<00:29:46.949> about<00:29:47.174> here<00:29:47.270> in<00:29:47.350> the<00:29:47.430> next<00:29:47.670> few<00:29:47.814> months.

00:29:48.632 --> 00:29:49.354
They're<00:29:48.712> not<00:29:48.872> a<00:29:48.937> customer.

00:29:49.658 --> 00:29:51.246
They're<00:29:49.739> not<00:29:49.899> a<00:29:49.915> paying—<00:29:50.316> they<00:29:50.412> don't<00:29:50.669> pay<00:29:50.717> us<00:29:50.877> anything.

00:29:52.016 --> 00:29:55.577
And<00:29:52.096> they're<00:29:52.321> realizing<00:29:52.946> incredible<00:29:53.524> value<00:29:54.166> from<00:29:54.406> this<00:29:54.566> migration<00:29:55.192> already.

00:29:56.491 --> 00:30:08.730
And<00:29:56.571> so<00:29:56.716> I<00:29:56.892> think<00:29:57.069> if<00:29:57.197> you<00:29:57.293> get<00:29:57.470> those<00:29:58.400> testimonials,<00:29:59.202> then<00:29:59.250> it's<00:29:59.378> just<00:29:59.555> a<00:29:59.619> function<00:30:00.036> of<00:30:00.180> time<00:30:01.159> and<00:30:01.239> your<00:30:01.383> ability<00:30:01.865> to<00:30:02.009> strike<00:30:02.330> the<00:30:02.410> right<00:30:02.586> balance<00:30:03.068> between,<00:30:04.736> you<00:30:04.784> know,<00:30:05.153> what<00:30:05.233> do<00:30:05.297> you<00:30:05.393> put<00:30:05.554> in<00:30:05.618> the<00:30:05.714> open<00:30:05.939> source<00:30:06.901> to<00:30:06.997> drive<00:30:07.414> adoption<00:30:08.024> and<00:30:08.120> virality?

00:30:09.307 --> 00:30:11.617
And<00:30:09.387> then<00:30:10.221> how<00:30:10.366> do<00:30:10.446> you<00:30:10.590> build<00:30:10.767> a<00:30:10.831> company<00:30:11.152> around<00:30:11.488> it?

00:30:12.355 --> 00:30:13.253
Do<00:30:12.435> you<00:30:12.467> sell<00:30:12.707> support?

00:30:13.654 --> 00:30:16.413
Do<00:30:13.798> you<00:30:13.975> sell<00:30:14.231> an<00:30:14.440> enterprise<00:30:14.857> version<00:30:15.258> that<00:30:15.482> you<00:30:15.643> run<00:30:15.883> on-prem?

00:30:16.926 --> 00:30:19.842
Or<00:30:17.807> do<00:30:17.967> you<00:30:18.207> offer<00:30:18.464> a<00:30:18.528> managed<00:30:18.864> service<00:30:19.185> in<00:30:19.281> the<00:30:19.409> cloud?

00:30:20.290 --> 00:30:28.845
And<00:30:20.370> that's—<00:30:21.027> that<00:30:21.251> last<00:30:22.373> offering<00:30:22.725> is<00:30:22.870> what<00:30:23.110> we've<00:30:23.831> arrived<00:30:24.295> at<00:30:24.408> in<00:30:24.488> terms<00:30:24.728> of<00:30:25.673> taking<00:30:25.978> ClickHouse<00:30:26.474> and<00:30:26.635> building<00:30:26.891> a<00:30:26.955> managed<00:30:27.275> service<00:30:27.580> that<00:30:27.676> we're<00:30:27.820> calling<00:30:28.076> ClickHouse<00:30:28.541> Cloud.

00:30:29.679 --> 00:30:46.901
Well,<00:30:29.903> I<00:30:29.919> imagine<00:30:30.303> too,<00:30:30.640> like,<00:30:31.361> one<00:30:31.505> of<00:30:31.553> the<00:30:31.601> benefits<00:30:32.146> of<00:30:32.226> having<00:30:32.562> a<00:30:32.578> strong<00:30:32.883> community,<00:30:33.363> people<00:30:33.684> using<00:30:34.164> it,<00:30:34.549> it<00:30:34.885> being<00:30:35.190> open<00:30:35.446> source,<00:30:35.847> it<00:30:35.991> being<00:30:36.231> easily<00:30:36.568> acceptable,<00:30:37.673> is<00:30:37.833> your<00:30:38.010> customers<00:30:38.875> or<00:30:38.955> your<00:30:39.291> community<00:30:39.932> base<00:30:40.893> is<00:30:41.037> helping<00:30:41.438> to<00:30:41.614> build<00:30:41.935> the<00:30:42.079> product<00:30:42.656> and<00:30:42.800> showing<00:30:43.216> you<00:30:43.457> various<00:30:43.921> use<00:30:44.178> cases<00:30:44.642> that<00:30:44.690> maybe<00:30:45.059> you<00:30:45.203> wouldn't<00:30:45.427> have<00:30:45.523> thought<00:30:45.796> of<00:30:46.084> yourself,<00:30:46.645> right?

00:30:47.287 --> 00:30:47.966
Absolutely<00:30:47.772> right.

00:30:48.499 --> 00:30:49.453
Couldn't<00:30:48.677> be<00:30:48.758> more<00:30:48.920> spot<00:30:49.308> on.

00:30:50.035 --> 00:30:51.441
It's<00:30:50.148> a<00:30:50.293> database,<00:30:51.328> right?

00:30:51.506 --> 00:30:52.621
It's<00:30:51.603> a<00:30:51.667> columnar<00:30:52.087> database.

00:30:52.944 --> 00:30:55.740
The<00:30:53.106> use<00:30:53.364> cases<00:30:53.833> are<00:30:54.108> extraordinarily<00:30:55.304> diverse.

00:30:56.430 --> 00:31:01.253
They<00:30:56.478> range<00:30:56.703> from<00:30:57.426> sales<00:30:57.732> and<00:30:57.812> marketing<00:30:58.214> analytics,<00:30:59.114> sentiment<00:30:59.532> analysis,<00:31:00.240> fraud<00:31:00.577> detection.

00:31:02.008 --> 00:31:05.922
You<00:31:02.410> know,<00:31:02.957> crypto<00:31:03.600> use<00:31:03.841> cases<00:31:04.179> are<00:31:04.790> extremely<00:31:05.388> broad.

00:31:07.492 --> 00:31:12.055
You<00:31:07.589> know,<00:31:07.977> in<00:31:08.139> companies<00:31:08.479> of<00:31:08.608> all<00:31:08.641> sizes<00:31:09.207> and<00:31:09.337> all<00:31:09.434> industries<00:31:09.935> can<00:31:10.065> use<00:31:10.162> the<00:31:10.243> technology<00:31:11.198> and<00:31:11.278> they<00:31:11.456> really<00:31:11.683> do,<00:31:11.926> Clint.

00:31:12.104 --> 00:31:13.625
They<00:31:12.185> take<00:31:12.492> you<00:31:12.524> in<00:31:12.735> all<00:31:12.832> these<00:31:12.994> different<00:31:13.301> directions.

00:31:14.517 --> 00:31:17.759
And<00:31:14.934> they<00:31:15.014> start,<00:31:15.319> and<00:31:15.400> then<00:31:15.576> companies<00:31:15.913> start<00:31:16.138> to<00:31:16.298> build<00:31:16.619> on<00:31:16.699> top<00:31:17.036> of<00:31:17.422> ClickHouse.

00:31:17.823 --> 00:31:25.269
So<00:31:17.967> we've<00:31:18.063> got<00:31:18.224> startups<00:31:18.866> that<00:31:18.962> are<00:31:19.267> building<00:31:20.310> their<00:31:21.032> product<00:31:21.498> offerings<00:31:22.011> that<00:31:22.236> they're<00:31:22.396> delivering<00:31:22.798> to<00:31:22.958> their<00:31:23.199> customers<00:31:24.386> using<00:31:24.787> ClickHouse.

00:31:25.590 --> 00:31:29.746
And<00:31:25.686> so,<00:31:26.328> you<00:31:26.408> know,<00:31:27.114> these<00:31:27.291> are<00:31:27.371> mission-critical<00:31:29.120> workloads.

00:31:29.923 --> 00:31:37.914
And<00:31:30.019> so<00:31:30.324> therefore<00:31:30.741> there's<00:31:31.223> a<00:31:31.367> level<00:31:31.640> of<00:31:31.784> importance<00:31:32.266> and<00:31:32.346> emphasis<00:31:32.811> that<00:31:32.924> they<00:31:33.068> place<00:31:33.389> on<00:31:33.469> the<00:31:33.549> technology<00:31:34.191> and<00:31:34.272> they<00:31:34.432> really<00:31:34.673> do<00:31:34.833> want<00:31:34.962> to<00:31:34.994> have<00:31:35.090> a<00:31:35.218> relationship<00:31:36.438> with<00:31:36.582> the<00:31:36.743> authors<00:31:37.096> of<00:31:37.224> the<00:31:37.305> software.

00:31:39.086 --> 00:31:46.115
And<00:31:39.391> fortunately,<00:31:39.888> the,<00:31:40.209> you<00:31:40.289> know,<00:31:40.755> the<00:31:40.851> committers<00:31:41.333> of<00:31:41.413> ClickHouse,<00:31:41.878> we've<00:31:41.958> got<00:31:42.119> hundreds<00:31:42.392> of<00:31:42.600> contributors,<00:31:43.258> but<00:31:43.419> the<00:31:43.499> committers<00:31:44.863> are<00:31:45.264> part<00:31:45.441> of<00:31:45.505> our<00:31:45.730> company.

00:31:46.773 --> 00:31:54.268
And<00:31:47.367> so<00:31:47.511> we<00:31:47.672> really<00:31:48.073> are<00:31:48.153> able<00:31:48.394> to<00:31:48.474> take<00:31:49.020> community<00:31:49.517> input<00:31:50.978> and<00:31:51.074> then<00:31:51.267> prioritize<00:31:52.406> the<00:31:52.550> roadmap<00:31:52.984> to<00:31:53.064> deliver<00:31:53.369> against<00:31:53.770> that<00:31:53.947> demand.

00:31:54.878 --> 00:31:55.632
That's<00:31:55.054> incredible.

00:31:55.696 --> 00:32:05.534
How<00:31:56.017> has<00:31:56.418> this<00:31:56.739> growth<00:31:57.140> in<00:31:57.285> AI,<00:31:58.408> artificial<00:31:58.826> intelligence,<00:31:59.451> over<00:31:59.612> the<00:31:59.692> past<00:32:00.109> year,<00:32:00.575> year<00:32:00.751> and<00:32:00.832> a<00:32:00.896> half<00:32:01.778> affected<00:32:02.436> ClickHouse,<00:32:03.078> and<00:32:03.383> how<00:32:03.480> do<00:32:03.544> you<00:32:03.736> see<00:32:04.122> it<00:32:04.427> all<00:32:04.523> playing<00:32:04.908> out<00:32:04.988> in<00:32:05.085> the<00:32:05.165> future?

00:32:05.871 --> 00:32:06.882
Yeah,<00:32:06.144> it's<00:32:06.368> a<00:32:06.433> great<00:32:06.609> question.

00:32:06.930 --> 00:32:12.836
So<00:32:07.315> we<00:32:07.412> recently<00:32:08.535> launched<00:32:09.241> a<00:32:09.498> blog<00:32:09.835> about<00:32:10.284> how<00:32:10.621> ClickHouse<00:32:11.103> can<00:32:11.424> be<00:32:11.568> used<00:32:11.969> for<00:32:12.146> vector<00:32:12.467> search.

00:32:13.173 --> 00:32:23.824
And<00:32:13.269> so<00:32:14.202> We're<00:32:14.477> seeing<00:32:14.801> a<00:32:14.882> lot<00:32:15.108> of<00:32:16.078> AI/ML<00:32:16.806> companies<00:32:18.036> use<00:32:18.278> ClickHouse<00:32:20.219> to<00:32:20.365> store<00:32:20.608> data<00:32:20.866> for<00:32:21.756> their<00:32:21.902> models,<00:32:22.969> which<00:32:23.131> is<00:32:23.180> really<00:32:23.373> exciting.

00:32:23.937 --> 00:32:32.106
And<00:32:24.162> we're<00:32:24.420> part<00:32:24.662> of<00:32:25.129> a<00:32:25.209> few<00:32:25.387> evaluations<00:32:26.917> by<00:32:27.078> some<00:32:27.707> leading<00:32:28.673> AI<00:32:28.915> and<00:32:29.076> ML<00:32:29.318> companies<00:32:29.801> that<00:32:29.962> we're<00:32:30.929> really<00:32:31.428> encouraged<00:32:31.912> by.

00:32:33.691 --> 00:32:41.620
We're<00:32:33.853> staying<00:32:34.177> true<00:32:34.727> to<00:32:34.824> the<00:32:34.905> core,<00:32:35.244> so<00:32:35.455> we're<00:32:35.584> not<00:32:35.778> trying<00:32:36.118> to<00:32:36.344> pivot<00:32:36.603> the<00:32:36.684> company<00:32:37.736> and<00:32:37.816> say,<00:32:38.286> you<00:32:38.318> know,<00:32:38.852> overnight<00:32:39.272> we're<00:32:39.369> now<00:32:39.580> an<00:32:39.742> AI<00:32:40.000> company<00:32:40.809> or<00:32:40.890> an<00:32:41.020> ML<00:32:41.214> company.

00:32:41.928 --> 00:32:47.094
We<00:32:42.026> can<00:32:42.172> enable<00:32:42.496> a<00:32:42.513> lot<00:32:42.837> of<00:32:42.983> AI<00:32:43.308> and<00:32:43.389> ML<00:32:44.496> use<00:32:44.673> cases,<00:32:45.058> that's<00:32:45.234> always<00:32:45.475> been—<00:32:45.795> that's<00:32:46.036> frankly,<00:32:46.357> that's<00:32:46.597> nothing<00:32:46.918> new.

00:32:47.158 --> 00:32:49.932
That's<00:32:47.463> been<00:32:47.559> the<00:32:47.639> case<00:32:47.960> for<00:32:48.425> the<00:32:48.585> last,<00:32:49.066> you<00:32:49.099> know,<00:32:49.259> 7<00:32:49.708> years.

00:32:51.408 --> 00:33:03.322
But<00:32:51.568> we<00:32:51.712> are<00:32:52.209> starting<00:32:52.610> to<00:32:52.771> do<00:32:52.931> some<00:32:53.091> experimentation<00:32:54.134> with<00:32:54.534> implementing<00:32:56.138> ChatGPT,<00:32:56.940> for<00:32:57.100> example,<00:32:57.838> inside<00:32:58.207> our<00:32:58.319> cloud<00:32:58.623> console,<00:33:00.227> for<00:33:00.387> example,<00:33:00.852> to<00:33:00.949> take<00:33:02.151> a<00:33:02.231> natural<00:33:02.632> language<00:33:03.017> query.

00:33:04.075 --> 00:33:07.218
You've<00:33:04.396> got<00:33:04.733> a<00:33:04.861> table<00:33:05.214> of<00:33:05.358> data<00:33:05.823> and<00:33:05.984> you<00:33:06.080> want<00:33:06.224> to<00:33:06.320> ask<00:33:06.577> it<00:33:06.657> a<00:33:06.785> question.

00:33:07.363 --> 00:33:08.437
You<00:33:07.459> don't<00:33:07.587> want<00:33:07.732> to<00:33:07.828> write<00:33:08.148> SQL.

00:33:09.672 --> 00:33:14.707
You<00:33:09.992> ask<00:33:10.249> it<00:33:11.307> a<00:33:11.436> question<00:33:11.772> in<00:33:11.853> plain<00:33:12.157> English<00:33:12.510> and<00:33:12.654> we'll<00:33:13.071> then<00:33:13.280> convert<00:33:13.616> that<00:33:13.793> into<00:33:13.937> a<00:33:13.953> SQL<00:33:14.418> query.

00:33:14.899 --> 00:33:23.600
We'll<00:33:15.300> correct<00:33:16.342> your<00:33:16.390> SQL<00:33:16.823> queries,<00:33:17.464> will<00:33:17.944> make<00:33:18.409> recommendations<00:33:20.732> based<00:33:21.053> off<00:33:21.469> table<00:33:21.774> format<00:33:22.094> and<00:33:22.190> data<00:33:22.430> structures,<00:33:22.975> things<00:33:23.151> like<00:33:23.376> that.

00:33:23.648 --> 00:33:31.210
So<00:33:24.577> we<00:33:24.674> are<00:33:24.818> leveraging<00:33:25.298> it<00:33:25.635> internally<00:33:26.116> and<00:33:26.196> we're<00:33:26.276> going<00:33:26.388> to<00:33:26.516> offer<00:33:26.756> that<00:33:27.157> back<00:33:27.413> to<00:33:27.622> our,<00:33:28.679> back<00:33:28.935> to<00:33:29.144> our<00:33:29.961> community<00:33:30.441> and<00:33:30.586> to<00:33:30.682> our<00:33:30.826> customers.

00:33:31.867 --> 00:33:44.829
Well,<00:33:32.028> I<00:33:32.124> imagine<00:33:32.540> as<00:33:32.620> you're<00:33:32.701> saying<00:33:33.005> that,<00:33:33.165> like,<00:33:33.357> I'm<00:33:33.470> imagining<00:33:33.886> like<00:33:34.110> when<00:33:34.287> Web3<00:33:34.831> was<00:33:34.992> all<00:33:35.104> the<00:33:35.232> rage<00:33:35.873> and<00:33:36.209> blockchain,<00:33:37.091> like,<00:33:37.315> I<00:33:37.411> imagine<00:33:37.812> like<00:33:37.972> ClickHouse<00:33:38.853> was<00:33:39.814> a<00:33:39.975> big<00:33:40.215> part<00:33:40.471> of<00:33:40.599> that<00:33:41.272> from<00:33:41.577> the<00:33:41.657> development<00:33:42.154> side<00:33:43.003> and<00:33:43.259> from<00:33:43.499> that<00:33:43.900> community<00:33:44.461> side.

00:33:45.102 --> 00:33:50.447
And<00:33:45.200> you<00:33:45.330> could<00:33:45.477> have<00:33:45.607> easily<00:33:46.308> like,<00:33:46.894> we're<00:33:47.123> a<00:33:47.220> Web3,<00:33:48.345> or<00:33:48.768> gone<00:33:49.078> in<00:33:49.159> on<00:33:49.322> that<00:33:49.567> specific<00:33:50.153> trend.

00:33:51.210 --> 00:33:54.508
You<00:33:51.242> didn't,<00:33:51.727> like<00:33:51.969> it<00:33:52.196> probably<00:33:52.454> makes<00:33:52.762> a<00:33:52.778> lot<00:33:52.923> of<00:33:52.956> sense,<00:33:53.198> like<00:33:53.344> the<00:33:53.424> same<00:33:53.667> thing<00:33:53.829> you're<00:33:53.925> doing<00:33:54.055> with<00:33:54.233> AI.

00:33:54.960 --> 00:34:06.780
But<00:33:55.203> how<00:33:56.900> does<00:33:57.159> the<00:33:57.288> blockchain<00:33:57.870> community<00:33:59.649> view<00:33:59.956> ClickHouse<00:34:00.699> and<00:34:00.861> how<00:34:00.942> do<00:34:01.007> you<00:34:01.169> think<00:34:01.412> like<00:34:01.656> that's<00:34:01.980> going<00:34:02.402> to<00:34:03.277> shake<00:34:03.618> out<00:34:03.861> now<00:34:04.023> that<00:34:04.186> it's<00:34:04.429> not<00:34:04.834> the<00:34:05.483> trending<00:34:06.132> thing<00:34:06.440> in<00:34:06.537> tech?

00:34:07.689 --> 00:34:09.635
Yeah,<00:34:08.727> it's<00:34:08.889> another<00:34:09.132> good<00:34:09.294> question.

00:34:11.515 --> 00:34:15.386
We<00:34:11.595> talk<00:34:11.820> about<00:34:12.559> one<00:34:12.655> of<00:34:12.736> our<00:34:13.041> early<00:34:13.298> adopters<00:34:14.101> on<00:34:14.727> Google<00:34:15.048> Cloud.

00:34:15.450 --> 00:34:21.521
So<00:34:15.594> we<00:34:15.627> initially<00:34:16.012> launched<00:34:16.333> on<00:34:16.879> AWS<00:34:17.136> and<00:34:17.779> then<00:34:17.875> just<00:34:18.100> recently<00:34:18.646> on<00:34:19.144> GCP<00:34:20.108> and<00:34:20.332> Azure<00:34:20.654> will<00:34:21.071> follow.

00:34:21.955 --> 00:34:24.573
We<00:34:22.276> announced<00:34:22.613> a<00:34:22.742> partnership<00:34:23.239> with,<00:34:23.802> with<00:34:24.026> AliCloud.

00:34:24.701 --> 00:34:27.737
And<00:34:24.846> so,<00:34:25.392> you<00:34:25.424> know,<00:34:26.034> I'd<00:34:26.130> say<00:34:26.275> we're<00:34:26.452> reasonably<00:34:26.853> cloud<00:34:27.174> agnostic.

00:34:27.801 --> 00:34:34.595
But,<00:34:28.299> you<00:34:28.395> know,<00:34:28.459> one<00:34:28.636> of<00:34:28.845> our<00:34:29.102> early<00:34:29.327> adopters<00:34:29.808> on<00:34:30.065> GCP<00:34:30.933> is<00:34:31.029> a<00:34:31.109> company<00:34:31.511> out<00:34:31.591> of<00:34:31.672> Singapore<00:34:32.218> called<00:34:32.394> Nansen<00:34:33.519> in<00:34:33.599> the<00:34:33.679> crypto<00:34:34.097> space.

00:34:34.964 --> 00:34:36.699
And<00:34:35.125> it's<00:34:35.269> an<00:34:35.349> incredibly<00:34:35.847> innovative<00:34:36.313> company.

00:34:37.196 --> 00:34:44.046
And,<00:34:37.517> um,<00:34:37.854> the<00:34:37.998> company<00:34:38.255> is<00:34:38.415> doing<00:34:38.800> extremely<00:34:39.378> well<00:34:39.859> despite,<00:34:40.886> um,<00:34:41.367> what's<00:34:41.543> happening<00:34:42.329> in,<00:34:42.570> uh,<00:34:42.891> in,<00:34:43.147> in<00:34:43.228> the<00:34:43.388> crypto<00:34:43.725> market.

00:34:44.094 --> 00:35:02.108
I<00:34:44.190> don't<00:34:44.351> profess<00:34:44.752> to<00:34:44.832> be<00:34:45.313> an<00:34:45.393> expert<00:34:45.810> in<00:34:45.874> this<00:34:46.099> area<00:34:46.356> whatsoever,<00:34:46.901> Clint,<00:34:47.174> so,<00:34:48.104> um,<00:34:48.762> but<00:34:48.842> I'll<00:34:48.986> tell<00:34:49.083> you<00:34:49.227> that<00:34:49.420> it's,<00:34:49.788> it's,<00:34:50.141> it's<00:34:50.286> not<00:34:50.526> going<00:34:50.767> away,<00:34:51.473> um,<00:34:52.034> and<00:34:52.612> there<00:34:52.692> will<00:34:52.852> be<00:34:53.558> a<00:34:53.799> rationalization<00:34:54.777> of,<00:34:55.724> uh,<00:34:55.900> maybe<00:34:56.157> the<00:34:56.285> amount<00:34:56.606> of,<00:34:56.943> of<00:34:57.023> hype<00:34:57.280> and<00:34:57.408> investment,<00:34:58.531> um,<00:34:58.772> in<00:34:58.852> the<00:34:58.948> category,<00:34:59.574> but<00:34:59.686> it's,<00:34:59.927> it's<00:35:00.071> here<00:35:00.231> to<00:35:00.311> stay<00:35:00.857> from,<00:35:01.194> from<00:35:01.354> my<00:35:01.515> perspective.

00:35:02.156 --> 00:35:05.720
And<00:35:02.236> so<00:35:02.397> then<00:35:02.573> it's<00:35:02.702> just<00:35:02.862> kind<00:35:02.974> of<00:35:03.103> picking<00:35:03.423> the<00:35:03.520> winners<00:35:03.985> and<00:35:04.338> It's<00:35:04.467> the<00:35:04.499> same<00:35:05.045> thing<00:35:05.206> with<00:35:05.511> AI.

00:35:06.556 --> 00:35:20.094
I<00:35:07.038> was<00:35:07.215> at<00:35:07.841> an<00:35:08.275> investor<00:35:08.725> conference<00:35:09.207> recently<00:35:10.589> for<00:35:10.750> one<00:35:10.911> of<00:35:10.991> our<00:35:11.039> investors,<00:35:11.634> GIC,<00:35:12.357> the<00:35:12.437> sovereign<00:35:12.839> wealth<00:35:13.064> fund<00:35:13.321> of<00:35:13.450> Singapore,<00:35:14.592> and<00:35:16.941> Marc<00:35:17.166> Andreessen<00:35:17.745> was<00:35:17.906> there<00:35:18.871> from<00:35:19.048> Andreessen<00:35:19.579> Horowitz.

00:35:20.303 --> 00:35:22.426
And<00:35:20.383> I<00:35:20.464> always<00:35:20.721> like<00:35:20.946> listening<00:35:21.284> to<00:35:21.349> Marc<00:35:21.960> talk.

00:35:22.990 --> 00:35:30.722
He's<00:35:23.070> always<00:35:23.265> got<00:35:23.507> this<00:35:24.138> incredible<00:35:24.623> way<00:35:25.837> of<00:35:27.066> distilling<00:35:27.632> down<00:35:28.684> these<00:35:28.991> trends<00:35:29.412> into<00:35:29.654> very<00:35:29.897> powerful<00:35:30.285> statements.

00:35:30.787 --> 00:35:46.841
And<00:35:31.127> I<00:35:31.207> think<00:35:31.337> he<00:35:31.418> referred<00:35:31.822> to<00:35:32.927> AI<00:35:33.906> as<00:35:34.051> an<00:35:34.291> 80-year<00:35:35.254> overnight<00:35:35.655> success<00:35:36.939> and<00:35:37.677> talks<00:35:38.496> about<00:35:39.266> all<00:35:39.587> of<00:35:39.699> the<00:35:40.470> effort<00:35:41.288> and<00:35:41.513> innovation<00:35:43.198> over<00:35:43.374> such<00:35:44.080> a<00:35:44.113> long<00:35:44.337> period<00:35:44.514> of<00:35:44.578> time<00:35:44.963> that's<00:35:45.765> gotten<00:35:46.022> us<00:35:46.183> to<00:35:46.279> this<00:35:46.504> point.

00:35:47.450 --> 00:35:54.945
And<00:35:48.365> so<00:35:48.429> I<00:35:48.510> think<00:35:48.654> you<00:35:48.750> get<00:35:48.911> these<00:35:49.135> kind<00:35:49.216> of<00:35:49.296> like<00:35:49.537> overnight<00:35:49.858> hype<00:35:50.050> cycles,<00:35:50.596> but<00:35:50.917> I<00:35:50.981> think<00:35:51.157> people<00:35:51.334> that<00:35:51.430> are<00:35:51.478> really<00:35:51.703> close<00:35:51.960> to<00:35:52.040> it<00:35:52.120> will<00:35:52.217> tell<00:35:52.425> you<00:35:52.538> it's<00:35:53.725> been<00:35:53.821> underway<00:35:54.126> for<00:35:54.287> quite<00:35:54.511> some<00:35:54.672> time.

00:35:55.410 --> 00:36:00.450
And<00:35:55.474> so<00:35:55.555> I<00:35:55.651> think<00:35:56.052> as<00:35:56.213> we<00:35:56.437> think<00:35:56.614> about<00:35:56.838> it<00:35:56.951> from<00:35:57.256> ClickHouse's<00:35:57.881> perspective,<00:35:58.459> we're<00:35:59.406> an<00:35:59.502> analytical<00:35:59.984> database.

00:36:00.931 --> 00:36:16.939
Um,<00:36:01.895> and<00:36:02.296> if<00:36:02.392> we<00:36:02.489> can<00:36:02.633> power<00:36:03.035> a<00:36:03.115> lot<00:36:03.292> of<00:36:03.356> these<00:36:03.741> AI<00:36:04.399> and<00:36:04.640> ML<00:36:04.817> models<00:36:05.684> and<00:36:05.764> use<00:36:06.005> cases,<00:36:07.354> that<00:36:08.558> the<00:36:08.590> same<00:36:08.815> way<00:36:08.895> that<00:36:08.975> we<00:36:09.055> can<00:36:09.216> power<00:36:09.601> the<00:36:09.938> generation<00:36:10.565> of<00:36:10.741> crypto<00:36:11.127> winners,<00:36:12.170> um,<00:36:13.214> that's<00:36:13.390> better<00:36:13.631> than<00:36:13.872> us<00:36:13.952> trying<00:36:14.113> to<00:36:14.193> pivot<00:36:14.659> and,<00:36:15.060> and<00:36:16.104> ride<00:36:16.280> a<00:36:16.345> hype<00:36:16.521> cycle.

00:36:17.629 --> 00:36:23.361
Um,<00:36:17.966> although<00:36:18.111> I<00:36:18.191> will<00:36:18.287> tell<00:36:18.448> you,<00:36:18.512> I<00:36:18.528> think<00:36:19.411> this—<00:36:19.796> I<00:36:19.813> think<00:36:20.037> AI<00:36:20.358> is,<00:36:20.776> is<00:36:21.017> fundamentally<00:36:21.498> different<00:36:22.044> from,<00:36:22.622> from<00:36:22.783> what<00:36:22.863> we're<00:36:23.008> seeing.

00:36:23.891 --> 00:36:25.159
Yeah,<00:36:24.147> I<00:36:24.228> don't<00:36:24.388> think<00:36:24.549> any<00:36:24.693> of<00:36:24.774> us<00:36:25.014> really—.

00:36:25.255 --> 00:36:25.946
I<00:36:25.287> think<00:36:25.576> you're<00:36:25.737> right—.

00:36:25.978 --> 00:36:29.443
What<00:36:26.090> the<00:36:26.170> next<00:36:26.395> few<00:36:26.540> years<00:36:26.732> are<00:36:26.781> going<00:36:26.861> to<00:36:26.941> look<00:36:27.118> like,<00:36:27.343> but<00:36:27.439> it's,<00:36:27.840> it's<00:36:28.322> evolving<00:36:28.722> very,<00:36:28.947> very<00:36:29.187> quickly.

00:36:30.164 --> 00:36:33.690
We<00:36:30.325> had<00:36:30.966> Netflix<00:36:31.510> CEO<00:36:32.087> Reed<00:36:32.312> Hastings<00:36:32.744> at<00:36:32.872> one<00:36:32.969> of<00:36:33.049> our<00:36:33.273> events.

00:36:34.491 --> 00:36:41.397
He—<00:36:34.635> when<00:36:34.747> he<00:36:34.875> was<00:36:34.988> CEO,<00:36:35.356> I<00:36:35.404> don't<00:36:35.613> think<00:36:35.757> he's<00:36:35.837> CEO<00:36:36.238> anymore,<00:36:36.574> but<00:36:36.718> when<00:36:36.814> he<00:36:36.894> was<00:36:37.616> leading<00:36:37.920> that<00:36:38.160> company,<00:36:39.699> and<00:36:39.779> he<00:36:39.859> said<00:36:40.083> something<00:36:40.404> that's<00:36:40.564> always<00:36:40.756> stuck<00:36:41.061> out<00:36:41.221> to<00:36:41.301> me.

00:36:41.445 --> 00:36:45.676
He<00:36:41.541> says,<00:36:41.798> like,<00:36:41.958> if<00:36:42.086> you<00:36:42.166> can't<00:36:42.503> lead<00:36:42.727> yourself,<00:36:43.288> how<00:36:43.528> do<00:36:43.769> you—<00:36:44.089> how<00:36:44.249> could<00:36:44.410> you<00:36:44.506> possibly<00:36:44.987> lead<00:36:45.211> others?

00:36:46.188 --> 00:36:57.718
And<00:36:46.268> I<00:36:46.413> wonder,<00:36:46.733> like,<00:36:48.015> how<00:36:48.255> you<00:36:48.496> lead<00:36:48.736> yourself,<00:36:49.137> like<00:36:49.297> what<00:36:49.409> your<00:36:49.618> day<00:36:49.938> looks<00:36:50.194> like,<00:36:50.435> what<00:36:50.579> your<00:36:50.739> routines<00:36:51.380> are<00:36:51.701> that<00:36:51.861> you<00:36:52.037> found,<00:36:52.742> like,<00:36:53.063> as<00:36:53.223> a<00:36:53.319> leader<00:36:53.704> that<00:36:53.800> have<00:36:53.944> helped<00:36:54.345> you<00:36:55.228> lead<00:36:55.471> other<00:36:55.713> people,<00:36:56.134> lead<00:36:56.441> teams,<00:36:56.926> and<00:36:57.023> lead<00:36:57.265> companies?

00:36:58.381 --> 00:37:10.063
Yeah,<00:36:59.270> coincidentally,<00:36:59.933> I<00:37:00.014> was<00:37:00.321> with<00:37:00.499> Reed<00:37:00.725> Hastings<00:37:01.129> last<00:37:01.452> week<00:37:03.554> at<00:37:03.651> an<00:37:03.797> offsite<00:37:04.298> down<00:37:04.540> in<00:37:04.670> Santa<00:37:04.847> Barbara<00:37:05.574> and<00:37:06.301> got<00:37:06.478> to<00:37:06.624> listen<00:37:06.834> to<00:37:06.963> him<00:37:07.366> talk<00:37:07.689> about<00:37:08.658> his<00:37:08.836> experiences<00:37:09.466> at<00:37:09.547> Netflix.

00:37:10.419 --> 00:37:13.813
And<00:37:10.726> he's<00:37:11.145> an<00:37:11.501> incredible<00:37:12.777> orator<00:37:13.116> and<00:37:13.310> storyteller.

00:37:14.544 --> 00:37:24.345
And<00:37:15.032> so<00:37:17.079> to<00:37:17.469> answer<00:37:17.663> the<00:37:17.728> question<00:37:18.053> directly,<00:37:20.772> You<00:37:20.948> know,<00:37:21.189> the<00:37:21.333> term<00:37:21.589> servitude<00:37:22.214> leadership<00:37:23.240> is<00:37:23.496> often<00:37:23.816> used.

00:37:24.922 --> 00:37:35.161
Um,<00:37:25.964> I<00:37:26.060> try<00:37:26.300> to<00:37:26.396> embrace<00:37:26.845> it,<00:37:27.742> which<00:37:27.902> is<00:37:28.127> I<00:37:28.207> kind<00:37:28.367> of<00:37:28.399> flip<00:37:28.720> the<00:37:28.864> org<00:37:29.024> chart<00:37:29.665> upside<00:37:30.066> down<00:37:31.027> and<00:37:31.107> say<00:37:31.283> that<00:37:31.492> I'm<00:37:31.652> in<00:37:31.684> service<00:37:32.229> to<00:37:33.575> all<00:37:33.751> of<00:37:33.911> our<00:37:34.071> employees<00:37:34.552> in<00:37:34.616> our<00:37:34.712> company.

00:37:35.738 --> 00:37:47.339
Um,<00:37:37.100> and<00:37:37.372> essentially<00:37:37.837> I<00:37:37.981> work<00:37:38.222> for<00:37:38.318> them,<00:37:39.584> and<00:37:41.266> I<00:37:41.522> do<00:37:41.619> that<00:37:41.731> in<00:37:41.779> a<00:37:41.843> variety<00:37:42.131> of<00:37:42.163> different<00:37:42.404> ways,<00:37:43.365> meaning<00:37:43.670> I<00:37:44.150> do<00:37:44.326> everything<00:37:44.631> I<00:37:44.711> can<00:37:44.967> to<00:37:45.032> make<00:37:45.208> them<00:37:45.352> as<00:37:45.528> productive<00:37:46.009> and<00:37:46.089> as<00:37:46.185> successful<00:37:46.810> in<00:37:46.890> their<00:37:47.034> roles.

00:37:48.734 --> 00:38:07.960
By<00:37:49.359> removing<00:37:49.696> friction,<00:37:50.658> improving<00:37:51.059> communication,<00:37:52.726> flattening<00:37:53.224> the<00:37:53.304> company<00:37:55.148> as<00:37:55.292> much<00:37:55.484> as<00:37:55.629> one<00:37:55.789> can<00:37:57.296> so<00:37:57.457> that<00:37:57.649> there<00:37:57.874> aren't<00:37:59.156> levels<00:37:59.622> of<00:38:00.103> filters<00:38:00.680> that<00:38:01.177> occur<00:38:01.466> between<00:38:01.866> an<00:38:01.947> engineer<00:38:02.283> or<00:38:02.364> a<00:38:02.444> salesperson<00:38:03.101> and<00:38:03.165> myself<00:38:03.871> because<00:38:04.528> we're<00:38:04.624> interfacing<00:38:05.731> directly<00:38:06.132> together<00:38:07.078> on<00:38:07.174> a<00:38:07.254> daily<00:38:07.559> basis.

00:38:08.922 --> 00:38:19.193
Um,<00:38:09.676> so<00:38:09.740> that's<00:38:09.900> kind<00:38:10.060> of<00:38:10.445> company<00:38:10.766> culture<00:38:11.247> type<00:38:11.520> leadership,<00:38:12.001> and<00:38:12.129> I<00:38:12.209> learned<00:38:12.385> that,<00:38:12.931> you<00:38:13.011> know,<00:38:13.187> I've<00:38:13.572> worked<00:38:13.748> for<00:38:13.909> a<00:38:13.973> number<00:38:14.149> of<00:38:14.246> CEOs<00:38:15.418> in<00:38:15.482> the<00:38:15.579> past,<00:38:16.079> and<00:38:16.224> I've<00:38:16.386> learned<00:38:16.724> a<00:38:16.789> lot<00:38:16.966> of<00:38:17.047> what,<00:38:17.773> what<00:38:17.934> to<00:38:18.015> do<00:38:18.192> and<00:38:18.321> a<00:38:18.338> lot<00:38:18.515> of<00:38:18.580> what<00:38:18.757> not<00:38:18.967> to<00:38:19.064> do.

00:38:19.773 --> 00:38:27.442
Um,<00:38:20.338> and<00:38:20.419> so,<00:38:21.225> um,<00:38:21.645> that's<00:38:21.806> something<00:38:22.112> that<00:38:22.274> Mark<00:38:22.451> was<00:38:22.693> extraordinarily<00:38:23.339> good<00:38:23.564> at,<00:38:24.145> um,<00:38:24.774> you<00:38:24.920> know,<00:38:25.032> relating<00:38:25.434> to<00:38:25.514> his<00:38:25.755> employee<00:38:26.157> base<00:38:26.398> in<00:38:26.494> a<00:38:26.558> very<00:38:26.783> personal<00:38:27.185> way.

00:38:28.069 --> 00:38:35.159
Um,<00:38:28.712> in<00:38:28.808> terms<00:38:29.194> of<00:38:29.933> the<00:38:30.013> day-to-day,<00:38:30.961> you<00:38:31.041> know,<00:38:32.809> I,<00:38:33.066> I<00:38:33.146> believe<00:38:33.484> in,<00:38:33.853> in<00:38:33.934> a<00:38:34.030> reasonably<00:38:34.432> healthy<00:38:34.755> balance.

00:38:35.547 --> 00:38:37.566
Uh,<00:38:35.805> I<00:38:35.951> work<00:38:36.193> hard,<00:38:36.613> I<00:38:36.758> also<00:38:37.017> play<00:38:37.259> hard.

00:38:38.293 --> 00:38:47.929
Um,<00:38:39.053> I'm<00:38:39.263> out<00:38:39.424> on<00:38:39.505> the<00:38:39.586> trails<00:38:40.071> almost<00:38:40.329> every<00:38:40.491> day<00:38:40.798> at<00:38:40.895> some<00:38:41.137> point,<00:38:41.460> either<00:38:41.767> early<00:38:41.880> in<00:38:41.945> the<00:38:42.025> morning<00:38:42.494> or<00:38:42.988> or,<00:38:43.758> uh,<00:38:44.159> after<00:38:44.432> the<00:38:44.576> day<00:38:44.817> is<00:38:44.977> finished,<00:38:45.763> um,<00:38:46.581> either<00:38:46.822> running<00:38:47.143> or<00:38:47.287> on<00:38:47.367> a<00:38:47.383> mountain<00:38:47.688> bike.

00:38:48.571 --> 00:38:52.421
Um,<00:38:48.747> so<00:38:48.827> I<00:38:48.972> believe<00:38:49.629> nature<00:38:50.191> is<00:38:50.608> extremely<00:38:51.715> therapeutic.

00:38:53.063 --> 00:39:01.501
Uh,<00:38:53.159> it<00:38:53.255> helps<00:38:53.544> me<00:38:53.576> solve<00:38:53.881> problems,<00:38:54.988> um,<00:38:56.031> work<00:38:56.207> through<00:38:56.368> thorny<00:38:56.833> issues,<00:38:57.250> whether<00:38:57.491> it's,<00:38:58.357> you<00:38:58.437> know,<00:38:58.614> personally<00:38:59.111> or<00:38:59.239> professionally,<00:39:00.378> that<00:39:00.523> I<00:39:00.539> need<00:39:00.763> to<00:39:00.844> navigate.

00:39:01.967 --> 00:39:04.758
Um,<00:39:03.186> and<00:39:03.346> disconnecting<00:39:03.908> from<00:39:04.132> technology.

00:39:05.047 --> 00:39:11.738
I'm<00:39:05.448> an<00:39:05.576> avid<00:39:05.833> outdoorsman,<00:39:06.571> so,<00:39:07.742> uh,<00:39:08.400> yeah,<00:39:08.464> I've<00:39:08.624> been<00:39:09.106> an<00:39:09.186> avid<00:39:09.363> fly<00:39:09.603> fisherman<00:39:10.069> for,<00:39:10.663> I<00:39:10.679> don't<00:39:10.823> know,<00:39:10.968> 30<00:39:11.369> years.

00:39:12.476 --> 00:39:17.115
Um,<00:39:13.279> that<00:39:13.600> was<00:39:13.696> kind<00:39:13.873> of<00:39:14.338> a<00:39:14.418> gateway<00:39:14.884> drug<00:39:15.237> into,<00:39:15.943> into<00:39:16.585> hunting.

00:39:17.179 --> 00:39:28.671
So<00:39:17.372> I've<00:39:17.725> picked<00:39:17.949> up,<00:39:18.415> um,<00:39:18.607> upland<00:39:19.201> hunting,<00:39:19.699> and<00:39:20.293> I'm<00:39:20.517> not<00:39:21.063> hugely<00:39:21.400> successful,<00:39:22.267> um,<00:39:23.246> because<00:39:23.647> it's<00:39:23.888> Northern<00:39:24.193> California<00:39:24.835> and<00:39:24.915> I<00:39:24.947> didn't<00:39:25.557> grow<00:39:25.734> up<00:39:25.894> doing<00:39:26.199> it,<00:39:26.520> and<00:39:26.616> I,<00:39:26.873> I'm<00:39:27.082> kind<00:39:27.274> of<00:39:27.836> self-guided.

00:39:29.104 --> 00:39:31.800
So<00:39:29.249> I<00:39:29.409> go<00:39:29.650> out<00:39:29.826> and<00:39:29.987> it's<00:39:30.292> just<00:39:30.468> kind<00:39:30.645> of<00:39:30.725> a<00:39:30.789> long<00:39:31.094> walk<00:39:31.287> in<00:39:31.351> the<00:39:31.496> woods.

00:39:32.459 --> 00:39:36.230
And<00:39:32.539> so<00:39:32.619> I<00:39:32.635> do<00:39:32.796> those<00:39:32.956> types<00:39:33.213> of<00:39:33.277> things<00:39:33.582> to<00:39:33.678> just<00:39:33.903> kind<00:39:34.015> of<00:39:34.080> get<00:39:34.240> lost<00:39:35.524> in<00:39:35.668> my<00:39:35.781> thoughts.

00:39:36.471 --> 00:39:43.836
And<00:39:36.567> then<00:39:37.369> I<00:39:37.450> think<00:39:37.610> it<00:39:37.690> makes<00:39:37.931> me,<00:39:38.974> you<00:39:39.070> know,<00:39:39.696> a<00:39:39.841> better<00:39:40.081> father,<00:39:40.900> a<00:39:41.141> better<00:39:41.397> CEO,<00:39:42.200> a<00:39:42.328> better<00:39:42.505> friend,<00:39:43.146> all<00:39:43.307> of<00:39:43.387> those<00:39:43.628> things.

00:39:44.655 --> 00:39:53.545
Uh,<00:39:44.831> finally,<00:39:45.313> and<00:39:45.473> Aaron,<00:39:45.698> I<00:39:45.794> can't<00:39:46.035> thank<00:39:46.260> you<00:39:46.340> enough,<00:39:46.821> uh,<00:39:46.998> for<00:39:47.158> taking<00:39:47.463> the<00:39:47.559> time<00:39:48.185> and<00:39:48.442> sharing<00:39:48.907> your<00:39:49.068> wisdom<00:39:49.565> and<00:39:49.646> everything<00:39:49.967> you've<00:39:50.191> learned<00:39:50.608> and,<00:39:50.849> and<00:39:50.994> what<00:39:51.154> you're<00:39:51.250> doing<00:39:51.411> at<00:39:51.491> ClickHouse<00:39:51.892> with,<00:39:52.117> with<00:39:52.293> the<00:39:52.390> CEO.com<00:39:53.096> community.

00:39:54.203 --> 00:40:04.774
Um,<00:39:54.524> we<00:39:54.620> kind<00:39:54.845> of<00:39:55.005> end<00:39:55.487> every<00:39:56.145> interview<00:39:56.530> the<00:39:56.610> same<00:39:56.931> way<00:39:57.108> with<00:39:57.252> the<00:39:57.332> same<00:39:57.653> question,<00:39:58.712> which<00:39:58.873> is<00:39:59.017> like,<00:39:59.178> at<00:39:59.258> CEO.com,<00:39:59.916> we<00:40:00.060> believe<00:40:00.317> the<00:40:00.397> chances<00:40:01.023> that<00:40:01.264> you<00:40:01.922> give<00:40:02.418> are<00:40:02.547> just<00:40:02.787> as<00:40:02.867> important<00:40:03.204> as<00:40:03.348> the<00:40:03.444> chances<00:40:03.829> you<00:40:03.925> take<00:40:04.165> on<00:40:04.245> yourself.

00:40:05.287 --> 00:40:10.575
And<00:40:05.351> I<00:40:05.431> wonder<00:40:05.768> if,<00:40:06.152> um,<00:40:06.553> you've<00:40:06.793> talked<00:40:06.970> a<00:40:07.034> lot<00:40:07.114> about,<00:40:07.594> uh,<00:40:08.091> Marc<00:40:08.572> Benioff<00:40:09.069> as<00:40:09.213> like<00:40:09.373> someone<00:40:09.614> who<00:40:09.774> gave<00:40:09.998> you<00:40:10.094> a<00:40:10.158> chance.

00:40:10.960 --> 00:40:17.786
I<00:40:10.976> wonder<00:40:11.120> if<00:40:11.216> there's,<00:40:11.601> there's<00:40:11.777> anyone<00:40:12.081> else<00:40:12.242> in<00:40:12.322> your<00:40:12.482> life<00:40:12.883> who,<00:40:13.283> um,<00:40:13.924> gave<00:40:14.165> you<00:40:14.277> a<00:40:14.341> chance<00:40:14.742> that<00:40:14.886> you<00:40:15.046> think<00:40:15.367> of<00:40:15.943> that<00:40:16.040> has<00:40:16.184> helped<00:40:16.584> get<00:40:16.825> you<00:40:16.985> to<00:40:17.065> where<00:40:17.290> you<00:40:17.450> are<00:40:17.626> today.

00:40:19.229 --> 00:40:24.180
I'd<00:40:19.373> probably<00:40:19.773> not<00:40:19.902> say<00:40:20.110> a<00:40:20.126> specific<00:40:20.815> individual,<00:40:21.472> but<00:40:21.616> a,<00:40:21.937> a<00:40:22.097> colle—<00:40:22.433> well,<00:40:22.674> first<00:40:22.978> off,<00:40:23.074> I'm<00:40:23.235> the<00:40:23.315> son<00:40:23.555> of<00:40:23.635> an<00:40:23.715> immigrant.

00:40:24.356 --> 00:40:26.007
My<00:40:24.437> mother<00:40:24.677> came<00:40:24.917> to<00:40:25.062> the<00:40:25.142> US<00:40:25.478> with<00:40:25.558> nothing.

00:40:26.215 --> 00:40:32.746
And<00:40:26.344> so,<00:40:27.065> um,<00:40:27.722> I<00:40:28.284> wouldn't<00:40:28.589> have<00:40:28.765> learned<00:40:29.327> the<00:40:29.407> work<00:40:29.664> ethic<00:40:30.451> that<00:40:30.595> I<00:40:30.675> have<00:40:31.093> without<00:40:32.056> that<00:40:32.280> upbringing.

00:40:32.858 --> 00:40:33.532
So<00:40:32.906> I'll<00:40:33.035> start<00:40:33.420> there.

00:40:34.287 --> 00:40:41.172
Um,<00:40:35.250> just<00:40:35.811> deeply<00:40:36.068> grateful<00:40:36.470> to<00:40:37.657> have<00:40:37.754> kind<00:40:37.930> of<00:40:38.075> won,<00:40:38.957> I<00:40:39.038> think,<00:40:39.182> what<00:40:39.359> Warren<00:40:39.599> Buffett<00:40:39.904> calls<00:40:40.161> the<00:40:40.322> ovarian<00:40:40.803> lottery.

00:40:41.991 --> 00:40:47.063
Um,<00:40:42.649> and<00:40:42.794> just<00:40:44.174> incredible<00:40:44.960> role<00:40:45.137> model,<00:40:46.004> uh,<00:40:46.485> to<00:40:46.582> this<00:40:46.742> day.

00:40:47.448 --> 00:40:53.532
Um,<00:40:48.748> in<00:40:48.893> terms<00:40:49.214> of<00:40:49.391> like,<00:40:50.835> you<00:40:50.867> know,<00:40:51.622> I<00:40:51.702> guess<00:40:51.943> you<00:40:52.039> could<00:40:52.183> self-fund<00:40:52.745> a<00:40:52.761> lot<00:40:52.938> of<00:40:53.002> these<00:40:53.162> companies.

00:40:53.644 --> 00:40:55.891
Some<00:40:53.804> people<00:40:54.045> do,<00:40:54.671> um,<00:40:55.024> and<00:40:55.169> bootstrap<00:40:55.731> it.

00:40:56.292 --> 00:41:07.400
But<00:40:56.758> ultimately,<00:40:57.737> these<00:40:57.898> companies<00:40:58.700> are<00:40:59.166> funded<00:40:59.422> by<00:40:59.599> a<00:40:59.727> group<00:40:59.920> of<00:41:00.048> investors,<00:41:01.252> and<00:41:02.215> those<00:41:02.392> investors<00:41:03.499> have<00:41:03.676> a<00:41:03.740> lot<00:41:03.917> of<00:41:04.623> alternatives,<00:41:05.747> uh,<00:41:06.228> in<00:41:06.389> where<00:41:06.485> they<00:41:06.629> deploy<00:41:06.886> their<00:41:07.031> capital.

00:41:07.994 --> 00:41:30.731
And<00:41:08.170> I<00:41:08.235> think<00:41:08.668> it<00:41:08.796> boils<00:41:09.069> down<00:41:09.294> to<00:41:09.920> they<00:41:10.016> bet<00:41:10.177> on<00:41:10.321> a<00:41:10.401> team,<00:41:11.605> and<00:41:12.247> in<00:41:12.328> many<00:41:12.568> ways<00:41:12.809> they<00:41:12.905> bet<00:41:13.130> on<00:41:13.772> a<00:41:13.852> founder<00:41:14.238> or<00:41:14.270> a<00:41:14.495> group<00:41:14.687> of<00:41:14.751> founders<00:41:16.340> and<00:41:16.437> their<00:41:16.517> ability<00:41:16.999> to,<00:41:17.946> to<00:41:18.363> preserve<00:41:18.764> their<00:41:18.909> capital<00:41:19.406> and<00:41:19.567> to<00:41:20.771> invest<00:41:21.188> it<00:41:21.316> wisely<00:41:21.669> and<00:41:21.798> to<00:41:21.894> grow<00:41:22.215> it<00:41:22.681> and<00:41:22.761> hopefully<00:41:23.098> provide<00:41:23.435> a<00:41:23.499> return<00:41:25.414> which,<00:41:26.144> you<00:41:26.241> know,<00:41:26.306> which<00:41:26.468> is<00:41:26.614> the<00:41:26.711> objective,<00:41:28.105> is<00:41:28.251> to<00:41:28.348> build<00:41:28.818> a<00:41:28.883> long-lasting,<00:41:29.548> self-sustaining<00:41:30.342> company.

00:41:32.385 --> 00:41:36.038
And<00:41:32.466> so<00:41:32.952> I<00:41:33.098> kind<00:41:33.260> of<00:41:33.341> would<00:41:33.504> point<00:41:33.650> to<00:41:35.441> those<00:41:35.619> investors.

00:41:36.087 --> 00:41:39.379
And<00:41:36.167> then<00:41:36.264> the<00:41:36.345> reality<00:41:36.829> is<00:41:37.798> you're<00:41:37.943> only<00:41:38.120> as<00:41:38.185> successful<00:41:38.701> as<00:41:38.847> your<00:41:38.992> teams.

00:41:39.751 --> 00:41:45.143
And<00:41:39.831> so<00:41:40.138> if<00:41:40.283> I<00:41:40.315> didn't<00:41:40.525> have<00:41:40.703> people<00:41:40.977> that<00:41:41.510> wanted<00:41:41.752> to<00:41:41.833> work<00:41:42.301> with<00:41:42.478> me<00:41:42.575> and<00:41:42.656> for<00:41:42.882> me,<00:41:43.915> I'd<00:41:44.077> be<00:41:44.416> dead<00:41:44.594> in<00:41:44.658> the<00:41:44.739> water.

00:41:45.611 --> 00:41:57.220
And<00:41:45.708> so<00:41:46.580> those<00:41:46.774> individuals<00:41:47.307> that<00:41:47.420> have<00:41:47.953> trusted<00:41:48.357> me<00:41:48.454> with<00:41:48.615> their<00:41:48.777> careers,<00:41:50.376> that<00:41:50.537> work<00:41:50.699> with<00:41:50.796> me<00:41:50.877> every<00:41:51.038> day,<00:41:52.919> that<00:41:53.032> are<00:41:53.096> committed<00:41:53.497> to<00:41:53.722> it,<00:41:53.802> that<00:41:53.898> are<00:41:54.043> loyal,<00:41:56.049> you<00:41:56.145> know,<00:41:56.209> I'm<00:41:56.386> deeply<00:41:56.690> grateful<00:41:57.092> for.

00:41:58.215 --> 00:42:03.302
Sorry,<00:41:58.456> that<00:41:58.616> wasn't<00:42:00.157> a<00:42:00.382> clear<00:42:00.574> answer<00:42:00.879> to<00:42:00.975> a<00:42:01.040> simple<00:42:01.441> question,<00:42:01.842> but<00:42:02.323> it's<00:42:02.468> hard<00:42:02.628> to<00:42:02.709> just<00:42:02.885> pinpoint.

00:42:03.527 --> 00:42:04.747
No,<00:42:03.848> that<00:42:03.976> was<00:42:04.169> incredible.

00:42:04.971 --> 00:42:06.672
Yeah,<00:42:05.758> yeah,<00:42:06.095> yeah,<00:42:06.496> yeah.

00:42:06.737 --> 00:42:10.187
No,<00:42:06.897> there's<00:42:07.138> no<00:42:08.085> right<00:42:08.406> answer<00:42:08.743> to<00:42:08.839> that<00:42:09.048> question<00:42:09.465> for<00:42:09.882> sure.

00:42:10.668 --> 00:42:11.728
Aaron,<00:42:10.909> thank<00:42:11.086> you<00:42:11.214> so<00:42:11.407> much.

00:42:11.952 --> 00:42:16.911
Best<00:42:12.193> of<00:42:12.337> luck<00:42:12.514> in<00:42:12.594> the<00:42:12.658> future<00:42:13.140> to<00:42:13.300> you<00:42:13.573> and<00:42:13.718> ClickHouse,<00:42:14.985> and<00:42:15.387> really<00:42:15.643> appreciate<00:42:16.061> you<00:42:16.189> coming<00:42:16.366> on<00:42:16.462> the<00:42:16.542> show<00:42:16.767> today.

00:42:17.232 --> 00:42:17.826
My<00:42:17.328> pleasure,<00:42:17.714> Clint.

00:42:17.890 --> 00:42:18.259
Thanks<00:42:17.986> for<00:42:18.051> the<00:42:18.099> opportunity.

00:42:18.388 --> 00:42:18.822
Invitation.