Twilio

His first sales job was the CRO at AppDynamics, which that was the first time we had on somebody and that didn't have a traditional sales background.

Stevie Case has said, I know you know from Twilio, has said there's going to be more and more of these like enterprise leaders that don't have traditional like, hey, I was in AE for 10 years.

You have that with marketing, RevOps, you were chief of staff at Twilio to a CRO and then said yes to sales.

What do you think in your background that you have that differentiates you heading up, you know, an enterprise sales team at Perplexi right now?

Sure.

I've like nerded out for the first 18 minutes of this on Just Like Perplexity because I think it's really cool what you guys are building.

I would be pissed to myself if we didn't jump back into sales topics because most of the people listening are BDRs, AEs, and sales leaders.

You threw me off a little bit because you said, I saw PLG at Twilio.

you know,

I talked about this on my video, the, the whole, the, the function that Twilio plays.

And so I heard a lot of people talking about, you know, uh, Glacier and Twilio and all that.

And the, the role that Twilio plays is related to the, um, adherence to federal guidelines that these tech companies have to, they have to meet certain federal guidelines related to certain types of applications of software.

I know all about this because this, you know, software company I used to work with, one of the software companies I used to work for, you had to adhere to all of these communications, things that were in, they were different in Europe, then they're different over here and all this stuff.

The the that's the value prop of the application itself is it hits all of the guideline regulations so that you don't have to build this shit yourself because it's incredibly complicated.

So you just use their tool.

It meets all the guidelines.

And when I say unscalable, I don't mean just human process or people process, but you know, and you can't do this in all instances.

Like if you're doing telephony work, you should probably just use Twilio.

Right.

And you shouldn't go build a Twilio to prove that you need to do telephony work, but.

You know, instead of like maybe spending a lot of time and money buying that really powerful voice AI, you know, IVR system, you can build like a poor man's voice IVR and like understand the problem better.

Then you know how to go pick the right vendor.

There's no opt out.

When you create an account on mymass.gov, you just gave permission to Microsoft, Twilio, Google, and five others to access everything about you.

The who, the what, the when, the where, the why, the what you own, where you live, how long the barrel is, what color it is, what caliber it is.

It will be the home shopping network for the dark web when, not if, this information is breached.

And the tour guide said, you know what, if you're packaging and showing up, and that's where Jeff Bezos lives, just go say, hey, you know, where's my stuff? I thought that was pretty good.

Where's my stuff, Jeff? Also reporting Intel, Altria, Starbucks, Merck, Bristol-Myers, Caterpillar, Twilio, Lilly, Rivian, Anheuser-Busch.

Is that enough? This, according to Demir Tokic on Seeking Alpha Analyst, and I'll read you some of his recent headlines.

This is his latest headline.

But why do our eyes go to and SanDisk and ServiceNow? I mean, that's the kind of the economy we're in.

I'd throw Twilio in there.

Even Merck announces.

That used to be just a bedrock blue chip name.

You couldn't call in, you couldn't text it, you couldn't send it an email.

So then we wired up through Twilio the different channels of communication and we rebuilt it on a different communication hub, like from the ground up, rebuilt it.

The next phase we had to do was completely rebuild it.

There can't be canned answers.

But I knew that we were going to use SendGrid.

It's owned by Twilio.

And we needed like an account manager.

They wouldn't give us an account manager because we weren't paying them yet.

Like it's just a different modality.

Like it's really just like spinning up a Twilio account, but it just costs me money.

Like I already have it connected to my Slack and I can talk to it there.

And I've got a chat.