Head of Revenue and BD at Asana, Oliver Jay: The Cutting Edge of Product-Led Growth

Guest: Evan Goldberg, founder and EVP of Oracle NetsuiteIn the late 1980s and early 1990s, Evan Goldberg working at Oracle, helping to bring its database software to the Mac. He left in 1995 because “I always wanted to do my own thing” and — with Larry Ellison’s support — launched his first startup, Embed. When it failed, he told Larry that he wanted another bite of the apple. “It’s the most exciting, it’s the most satisfying,” Evan said of startups. “It’s the highest risk, but ... even though I did just get married and we were going to have a kid, I still had this real appetite for risk.” The gamble paid off: In 2016, Oracle bought Netsuite for $9.3 billion, and he’s been back “home” ever since.In this episode, Evan and Joubin discuss overestimating and underestimating, rose-colored glasses, collaborative partnerships, Marc Benioff, Larry Ellison’s superpowers, AI skepticism, Rise of the Resistance, energy vs. focus, supportive partners, Zach Nelson and Jim McGeever, and building the cloud.In this episode, we cover:Eighteen years to $9.3 billion (00:47)Startups and failure (03:36)CEO vs. CTO vs. technical founder (06:38)Growing up and moving to California (10:08)Eight years at Oracle (12:30)Introversion (16:12)AI is the new internet (17:38)The incumbents’ advantage in AI (23:30)Inspiration to start something new (25:30)Leaving Oracle in 1995 & starting Embed (28:17)When to cut and run (32:16)Evan’s wife, Cindy (36:05)Starting NetSuite (40:18)Going public and the stock rollercoaster (43:46)OneWorld and fighter jets (47:17)Oracle’s acquisition of NetSuite (50:48)Co-founder and family cohesion (56:58)Do-overs (59:25)What would Evan do if not Netsuite? (01:02:29)Who Netsuite is hiring and what “grit” means to him (01:03:41)Links:Connect with EvanLinkedInConnect with JoubinTwitterLinkedInEmail: grit@kleinerperkins.com Learn more about Kleiner PerkinsThis episode was edited by Eric Johnson from LightningPod.fm

23 Okt 20231h 5min

Guest: Rahul Roy-Chowdhury, CEO of GrammarlyDriven by generative tools like ChatGPT, artificial intelligence is hot — but Grammarly CEO Rahul Roy-Chowdhury wishes that “AI” stood for something else: “Augmented Intelligence.” A longtime Googler and lifelong believer in using technology to make peoples’ lives better at scale, Roy-Chowdhury now leads a company well-positioned to do exactly that. “In the early days, Grammarly was all about the rules of language,” he says. “Now, with generative AI, we can actually help people across a much broader swath of communication tasks.”In this episode, Rahul and Joubin discuss digital distraction, responsible AI, John Oliver, Ali Ghodsi, the hype cycle, fragmentation, being kind to yourself, Amp It Up, intentional strategy, candid dialogue, Google Chrome, and Dancing with the Butterfly.In this episode, we cover:Growing up in India (01:05)Meaningful, impactful work (07:12)The potential of AI (13:09)Invisible AI (19:53)Would Grammarly go public? (23:51)What drives the business (28:19)Too many emails (31:05)Being an introvert CEO (35:11)How Rahul got the top job (37:36)Insecurity (39:48)Snowflake CEO Frank Slootman (41:57)Rahul’s decision-making framework (45:40)“I deprecated the thing I built” (54:12)The dino game (56:28)The book on Rahul’s desk (59:49)Who Grammarly is hiring and what “grit” means to Rahul (01:01:06)Links:Connect with RahulLinkedInConnect with JoubinTwitterLinkedInEmail: grit@kleinerperkins.com Learn more about Kleiner PerkinsThis episode was edited by Eric Johnson from LightningPod.fm

16 Okt 20231h 2min

Guest: Jeff Shiner, CEO of 1PasswordFar from the Silicon Valley bubble, in Waterloo, Ontario, they try to do things a bit differently, says 1Password CEO Jeff Shiner. “Our mantra has been, build a good product, support the heck out of your customers,” he says. Some businesses and VCs in the Valley, he argues, don’t draw enough of a distinction between customers and users, spending all their time chasing the latter. For many years, the whole team at 1Password — including the co-founders — would try to empty out the customer support queue every day. If the company hadn’t waited 14 years to raise outside funding, Jeff says, it would have been a lot harder to listen to them and build the best product.In this episode, Jeff and Joubin discuss PowerPoint slides, LEGO sorting, early computers, artificial general intelligence, e-commerce, users vs. customers, loss of control, outsourcing, managers and team leads, OKRs, password schemes, Polish food, Ryan Reynolds, and live TV hits.In this episode, we cover:Abnormal sleeping patterns (02:39) “Playing farmer” (05:00)Running and competition (07:05)Fear of failure & the speed of technology (10:14)Jeff’s pre-1Password jobs (14:46)The Silicon Valley bubble (17:05)Raising $920 million (19:47)Hiring after the signals (23:44)Chief Eliminator of Obstacles (30:52)“We need to do less” (33:32)Could 1Password have grown differently? (38:22)1Password vs. the competition (41:43)Customer Support Monday (43:57)Hiring by doubling (46:23)Thinking about exits (49:16)Imposter syndrome (54:29)“Do I have any real skills left?” (57:04)Speed and confidence (59:26)Who 1Password is hiring and what “grit” means to Jeff (01:03:02)Links:Connect with JeffLinkedInConnect with JoubinTwitterLinkedInEmail: grit@kleinerperkins.com Learn more about Kleiner PerkinsThis episode was edited by Eric Johnson from LightningPod.fm

9 Okt 20231h 4min

Guest: Matt Steckman, CRO of Anduril IndustriesWalk into one of Anduril Industries’ offices and it might take a minute for you to realize: This is a defense contractor. “It feels like a tech company, stylistically,” says CRO Matt Steckman, “because we know we have to recruit the best software talent in the world.” Matt says the executive team spends a “comical” amount of time on recruiting, one of his personal passions, and especially works to minimize the number of people who turn down offers. “That’s something that a lot of companies, both tech and non-tech, miss ... Are you losing candidates at the very end, where you spent a tremendous amount of time and resources getting to that decision?”In this episode, Matt and Joubin discuss security clearance, Lockheed Martin and Boeing, politics vs. technology, Palantir, consensus building, border security, command and control technology, the qualities of great defense tech workers, and long-term thinking. In this episode, we cover:The importance of defense tech (02:37)What Anduril does (04:33)Barriers to entry (07:58)How the government picks winners (11:56)Matt’s path to the defense industry (17:04)Why he left Palantir (19:57)Low moments and self-awareness (22:17)What you can control (27:36)Joining Anduril (30:14)Surveillance towers (33:26)Dive Technologies (37:30)Risk mitigation (39:24)Kinetic warfare (42:43)Recruiting top talent (45:26)Performance against expectations (48:34)Caring and empathy (51:25)Hitting revenue goals (52:31)How Matt manages his calendar (54:38)The economics of defense (56:26)Who Anduril is hiring and what “grit” means to Matt (58:11)Links:Connect with MattLinkedInConnect with JoubinTwitterLinkedInEmail: grit@kleinerperkins.com Learn more about Kleiner PerkinsThis episode was edited by Eric Johnson from LightningPod.fm

2 Okt 20231h

Guest: Greg Brown, CEO of UdemyEvery night before he goes to bed, Greg Brown makes a to-do list. He has to because, as the CEO of the online learning platform Udemy, setting his priorities helps ensure that he makes the most of the scarce time on his calendar. “If I’m meeting with employees, what’s the message I want them to walk away with?” he asks. He also wants to make sure his team isn’t getting distracted by Udemy’s stock price. “Where it be sports, or life, or in business, you’ve got to be able to block out the noise,” Greg says. “Focus on what you can control and maniacally execute against those objectives.”In this episode, Greg and Joubin discuss fitness routines, VO₂ max, multi-athletes, Webex, the dotcom bust, Gregg Coccari, streamlining, setting priorities, listening to analysts, and being intentional with family.In this episode, we cover:Cold plunges and healthspan (00:42)Finding time for fitness (07:48)Greg’s father (10:04)From sports to business (15:55)Two-year investments in companies (18:15)Achievers and motivation data (22:57)Becoming CEO of Reflektive (26:07)Why Greg joined Udemy and what it does (28:40)The distraction of a stock price (34:54)Daily to-do lists (39:20)Back to growth (41:45)Go to market CEOs (48:25)Coachability (50:49)Applying AI to customer solutions (52:16)At-home office hours (56:09)Who Udemy is hiring and what “grit” means to Greg (58:12)Links:Connect with GregLinkedInConnect with JoubinTwitterLinkedInEmail: grit@kleinerperkins.com Learn more about Kleiner PerkinsThis episode was edited by Eric Johnson from LightningPod.fm

25 Sep 20231h 1min

Guest: Chris Degnan, CRO of SnowflakeChris Degnan was a teenager when his world got turned upside-down: His stockbroker father was revealed to be a serial liar & fraudster and was sent to prison; the wealth he thought his family had evaporated; and their house was foreclosed on by the IRS. The traumatic experience gave him both an “insane drive” and a slew of anxieties, which shaped the person he became as an adult ... and led him, eventually, to the C-Suite of Snowflake. “Those things have built character,” Chris says. “I’m super proud of the person I am… That’s what matters to me.” In this episode, Chris and Joubin discuss adjusting to tech fame, holding onto perspective, detecting lies, being the monster, paranoia,  talking about anxiety, fear of flying, living your values, Mike Scarpelli, trimming down meeting sizes, sales calls, being abrasive, Mike Speiser, succession plans, and Mark McLaughlin.In this episode, we cover:Defining yourself by your job (01:04)The origin of Chris’ insecurities (06:25)Passion for the sport (11:11)Dinner-table conversation (15:41)“If I stop working, I’m going to die” (17:22)Changing history (20:34)Snowflake and its competitors (24:29)Bob Muglia and hiring big-company people (27:10)Snowflake CEO Frank Slootman (31:53)Getting the truth (37:42)Denise Persson (41:58)Therapy and support systems (48:37)Bringing your friends (51:52)Links:Connect with ChrisLinkedInConnect with JoubinTwitterLinkedInEmail: grit@kleinerperkins.com Learn more about Kleiner PerkinsThis episode was edited by Eric Johnson from LightningPod.fm

18 Sep 202353min

Guest: Jim Lanzone, CEO of YahooJim Lanzone doesn’t waste time thinking about what other people think of him ... or the companies he has run. After helping to rejuvenate Ask.com in the early 2000s, he has more recently served as CEO of Tinder, and now Yahoo. As an expert in brand turnarounds, he says, “don’t worry about what the world thinks ... worry about your growth versus yourself.” With a focus on people and product, Jim believes, “not only can you accomplish a lot, you’re going to make a lot of money at doing it.”In this episode, Jim and Joubin discuss being bicoastal, downtown San Francisco, supportive partners, Garret Camp and StumbleUpon, “co-opetition,” Walt Mossberg, Redpoint Ventures, Dave Goldberg, Clicker, taking punches, Apollo Global Management, loyalty to the cause, high-EQ people, and user goals vs. company goals.In this episode, we cover:Growing up in Silicon Valley (00:53)Long-lasting marriages (07:26)Jim’s first company, eTour (13:18)The Web 1.0 boom (17:33)Joining Ask.com & partnering with Google (20:40)Rejuvenating a brand (24:11)Back in the mud with Clicker (28:05)CBS All Access (34:02)14 months at Tinder (37:25)What people get wrong about Jim (39:05)Becoming the CEO of Yahoo (42:45)How Jim hires great teams (49:54)Top priorities and Yahoo’s verticals (55:10)First principles & making decisions (01:02:26)Hiring & what “grit” means to Jim (01:05:02)Links:Connect with JimLinkedInConnect with JoubinTwitterLinkedInEmail: grit@kleinerperkins.com Learn more about Kleiner PerkinsThis episode was edited by Eric Johnson from LightningPod.fm

11 Sep 20231h 7min

In this special episode of Grit, Joubin looks back at what five past guests had to say about building a sales operation inside rapidly-growing companies:Intro (00:30)Stripe’s Mike Clayville on first principles & “tornado companies” (01:02)Former Paypal VP Marcy Campbell on establishing a successful sales motion (11:37)LinkedIn COO Dan Shapero on effective sales leadership during hypergrowth (20:16) Herbold Consulting CEO Jim Herbold on “unicorn meat” (32:32)CRO Chris Degnan on the pivotal moments in Snowflake’s history (50:02)Links:Connect with the guestsMike’s LinkedInMarcy’s LinkedInDan’s LinkedInJim’s LinkedInChris’ LinkedInConnect with JoubinTwitterLinkedInEmail: grit@kleinerperkins.com Learn more about Kleiner PerkinsThis episode was edited by Eric Johnson from LightningPod.fm

4 Sep 20231h 7min