(CC) GreyNoise can not love you back
- ...but we can care about each other.
- Companies are incapable of feeling loyalty or love
- If the money runs out, we all go home
- (CC) Be honest about what sucks
- (CC) Be clinical
- (CC) Empathize deeply with the user and with the customer
- (CC) Pain can teach you a lot
- (CC) Scrappy companies cannot be killed
- Up and to the right to keep investors happy while we build more value
- (CC) Do not over-optimize for speculative pain, unfelt pain, or potential future pain
(CC) Quality of life
- Don't work late unless you want to.
- Be available during business hours and during emergencies. That is all.
- Don't forget that it's just a job. Don't let it interfere with your personal life.
(CC) Nothing matters, except what does
- Be good at your job, jive with your colleagues.
- (CC) Look out for one another
- (CC) Being political on social media is completely acceptable.
(CC) Differentiate between good pain and bad pain
- Bad pain: we didn't plan enough and we hit a problem that we didn't foresee
- Bad pain: we didn't communicate well enough and the ball got dropped
- Good pain: we're hitting scale limits of this technology
- Good pain: we're hitting throughput limits of our team
- (CC) Interpersonal conflicts will come up between you and the rest of the team. When they do, talk them out as soon as possible.
- (CC) Automate your way out of your own job
- (CC) Be clinical with technology, empathetic with people
- (CC) Be good to your future self
- (CC) Box out future competitors
- (CC) Allow the chirpers to underestimate us
(CC) Either ignore or learn from the competition, nothing else
- Obsessing over competitors is a sign of weakness
- (CC) "Hero culture" is to be stamped out like vermin at every opportunity.
- (CC) Give your early (employees, investors, customers) a good deal
- (CC) There is no substitution for quality in-person time
- (CC) Nobody can read your mind
- (CC) You aren't good at everything
- (CC) Slow is smooth, smooth is fast
- (CC) Look to the data for answers
- (CC) Don't get greedy
- (CC) We will always out-innovate our previous selves
- (CC) Unexecuted ideas are useless, distracting, and a waste of time
- (CC) There is absolutely no secret to success
- (CC) The way that you deliver feedback to one another matters just as much as the feedback itself
- (CC) A lot of problems go away when you mentally accept giving someone a great deal
- (CC) "Trust" is knowing that the undesired outcome may occur, and proceeding regardless
- (CC) Everybody has a superpower and an achilles heel
- (CC) Always assume good faith
- (CC) Default to communications in open channels: reply all, slack rooms, etc.
- (CC) Complexity is the enemy of transparency
- (CC) Employees first, customers and free users second, investors third
- (CC) Nobody will care more about our success than we do
- (CC) The measure of a team member’s effectiveness is how well the rest of the team operates in their unexpected absence
- (CC) Ideas are livestock, not pets
- Company Culture (CC)
- Products (PROD)
- Engineering (ENG)
- Sales (S)
- Community (COMM)
- Customer Success/Experience (CUST)
- Marketing (M)
- Finance (FIN)
- Partnerships (PART)
- (ENG) Readability of code is judged by the reviewer, not the author
- (ENG) Tech is cheap, don't be afraid to throw it away
- (ENG) Write tests out of respect for your colleagues
- (ENG) If you can't write a test, issue a proof-of-work in your pull request
- (ENG) Distinguish internal customers from external customers
- (ENG) Technical compromises are good
- (ENG) Utility and adoption is factored into the success criteria of all prototypes
- (PROD)(ENG) Usability is judged by the user, not the creator
- (PROD) If you can't get someone to use something for free, you won't be able to get someone to pay for it.
- (PROD) If the customer has to write code to use the product, it isn't a product.
(PROD) Never forget that the data we collect literally sprays around
the entire Internet and anyone else can get access to it
- The raw data is not defensible. The story, brand, reputation, analytics, and integrations are defensible.
(PROD) Practice solution reversal
- "We've discovered that people use our technology to do X"
- "What are other technical ways we can enable them to do X?"
- (PROD) Allow users to use the exact same product that they will be buying.
- (PROD) Creating value is hard, monetizing value is easy
- (PROD) Capturing unoccupied market space is cheaper and easier than competing for contested market space
(PROD) The people who steal your product most likely wouldn't buy it
- So you aren’t really losing any money
- (PROD) Do not punish the user for using the product more
(CUST) Losing a customer
- Be clinical
- Revenue does not care about how we feel about losing a customer
- What can you learn?
- Could it have been prevented?
- (FIN) Informed investors are better evangelists than uninformed investors
- (FIN) Healthy balance sheets buy you sovereignty
- (FIN) The size of the total addressable market only matters when you're raising money or approaching saturation
- (PART) Partnerships are good, as long as we have a way out.
- (COMM) Happy, excited free users are better than any sales and marketing team
(COMM) Every security person is a GreyNoise community user who
hasn't signed up yet
- Every GreyNoise commuity user is a potential customer in their next job
- (COMM) Users get promoted to buyers
- (COMM) Community users are first class citizens
- (S) Pricing models need to be simple and transparent
(S) Be liberal about giving access to our bulk data for partners and
- Our data goes stale in a week and we can revoke access at any moment.
- (S) We will do just about any deal for one year
- (PROD)(S) Consider giving that new thing away for free
- (S) A mediocre deal is usually better than no deal
(S) While we still have no competitors, it's important to acquire as
many enterprise customers as humanly possible.
- We can optimize for revenue maximization later
(S) It's okay to leave money on the table
- This allows us to "borrow" from the future
(M) Security practitioners absolutely hate being "sold" to
- Security practitioners also absolutely hate being "marketed" to
- (M) Poor and mediocre quality swag is strictly forbidden
- (M) All marketing communications to free users must include tactically useful information or something they can use for free.
- (M) Email blast campaigns are to be used extremely rarely