►
From YouTube: TT330: Career Builder
Description
This is a Tanuki Tech session on 1/5/2020.
For more on Tanuki Tech, see here: https://about.gitlab.com/handbook/marketing/revenue-marketing/sdr/tanuki-tech/
For more on the speaker, see here: https://www.linkedin.com/in/christopher-wang-0835b226/
A
So
today's
class
is
about
building
your
career
and
when
I
think
about
my
own
career
and
the
careers
of
many
of
the
other
people,
that
like
are
my
mentors
are
people
that
have
mentored
me.
I
see
a
bunch
of
themes
and
really
what
this
class
is
about
is
aggregating
these
themes,
so
that
you
can
get
to
where
you
want
to
go.
A
The
specific
things
that
we're
talking
about
is
number
one
figuring
out.
What's
the
path
that
makes
the
most
sense
for
you,
so
some
of
you
may
have
a
really
good
sense
of
what
you
want
to
do
next
matthew,
it
seems
like
you're
very
set,
and
you
have
a
good
understanding
and
you've
already
been
making
steps.
Some
of
you
may
be
still
trying
to
test
things
out
and
everyone's
on
a
different
part
of
the
journey,
but
we'll
first
start
off
talking
about
is
figuring
out.
A
A
It
doesn't
just
like
happen
to
them.
They
had
a
far-reaching
vision
and
they
started
thinking
about
like
I'll.
Just
give
you
a
story.
If
you
wanted
to
become
like
an
olympian
runner,
you
don't
just
decide
to
become
an
olympian
runner.
You
have
to
basically
work
on
this
for
maybe
10
to
15
years
to
even
have
a
shot,
and
the
same
thing
is
what
I
found
with
people
who
accomplish
great
things
in
their
lives.
A
A
lot
of
these
people
did
get
lucky,
but
a
lot
of
them
also
had
far-reaching
vision
for
their
lives,
and
then
they
were,
while
most
people
didn't
really
have
some
sort
of
overarching
vision.
Those
that
I
found
that
accomplished
great
things
they
were
executing
on
something
ten
years
in
advance
five
years
in
advance
three
years
in
advance
and
thinking
about
how
can
I
get
incrementally
closer
to
where
I
ultimately
want
to
go.
A
A
A
So
I'd
like
to
share
a
little
bit
of
my
own
story.
First,
in
my
own
personal
story,
I
went
to
school
for
finance.
My
brother
was
someone
that
I
really
admired
and
he
was
really
really
really
great
at
finance,
and
so
I
basically
just
followed
it
in
his
footsteps
without
really
having
great
understanding
of
what
I
actually
wanted
to
do
so
in
college.
A
That's
what
I
studied
and
my
first
job
was
as
a
financial
and
strategic
analyst
for
a
startup
that
eventually
got
investigated
for
fraud,
so
this
startup
didn't
make
any
money,
and
eventually
we
got
a
10
million
dollar
deal
and
what
ended
up
happening
later
was
that
we
found
out
that
the
son
of
a
politician
was
on
our
board
of
directors,
and
that
was
part
of
the
reason
why
we
ended
up
with
that
deal.
So
the
main
part
of
this
story
was
that
I
bounced
around
a
lot.
A
A
So
on
one
end
I
was
practicing
software
engineering
and
programming
on
my
weekends
and
the
other
end
to
pursue
medicine.
I
became
an
emt
and
I
rode
around
in
ambulances
for
a
while,
and
I
basically
pursued
them
at
the
same
time.
What
ended
up
happening
was
that
one
door
opened
before
another.
I
became
a
programmer
for
a
very,
very
successful
startup,
the
same
one
that
todd
barr
cmo.
Evan
was
here
too
rob
naylan
our
senior
director
of
legal.
A
He
was
here,
but
we
all
joined
this
startup
called
ansible,
and
so
I
was
the
fourth
engineer,
and
the
story
with
this
is
that
it
was
actually
pretty
difficult
to
get
up
and
running
in
software
engineering.
I'd
never
taken
a
single
computer
science
class
in
my
life,
all
the
people
that
were
my
peers.
They
had
way
more
experience
than
me
and
then
so
I
had
to
spend
a
lot
of
time
to
basically
become
their
peer
right.
A
My
job
was
as
a
test
engineer
and
basically
test
engineers.
Jobs
are
to
check
everyone
else's
work
and
then,
because
of
that,
people
are
constantly
challenging
you,
and
the
big
challenge
with
this
is
that
I
was
testing
other
people's
work
that
had
10
20
30
times
my
experience,
and
so
it
was.
I
had
to
basically
fight
a
lot
of
these
people
all
the
time.
A
A
A
Once
again,
I
took
a
pre-management
course
for
my
current
role
and
then
I
was
also
starting
to
volunteer
as
an
enablement
solutions
architect
for
evan's
sdr
organization,
and
so
that's
how
I
started:
building
a
relationship
with
evan
our
current
vp,
it's
just
volunteering
and
taking
on
projects,
and
one
of
the
things
that
I
want
to
talk
about
in
this
story-
is
that
I
there
is
always
a
theme
in
my
life
of
wanting
to
serve
others.
I
have
taught
in
inner
city
public
schools
for
about
eight
to
ten
years,
three
different
public
schools.
A
I
had
many
kids
that
like
experienced
a
lot
of
trauma,
and
it
was
actually
something
that
I
volunteered
in
doing
for
a
really
long
time.
So
the
reason
why
I
mentioned
this
is
that
my
current
job
at
get
lab
is
one
in
which
I
get
to
basically
combine
everything
together.
There
is
the
technology
component
which
I
enjoy,
but
there
is
also
the
service
component
in
the
sense
that
I
was
teaching
people
for
free
for
about
10
years,
and
now
I
get
to
do
that
on
a
full-time
basis
for
technology.
A
So
this
is
basically
my
story
of
where
I
got
to
a
place
that
I'm
very
happy
and
the
story.
The
moral
of
the
story
is
that
one
I
had
to
make
moves
that
incrementally
get
close
to
where
I
I
was
supposed
to
go,
but
number
two
is
that
I
was
volunteering
and
taking
on
projects.
So,
there's
a
lot
more
details
to
this
that
I'm
gonna
gloss
over.
But
I'd
like
to
hear
a
little
bit
more
about
y'all's
career
stories
too.
B
Career,
I
can
start
so.
For
me,
it
was
a
little
bit
different
because
I'm
based
in
egypt
and
in
egypt,
the
job
opportunities
for
someone
that
is
starting
their
career,
is
only
in
the
service
department,
so
that
would
be
hospitality,
customer
service
and
so
on.
So
I
got
into
customer
service
because
my
english
is
was
at
the
time
good
enough
to
be
speaking
to
other
english
speakers
abroad,
and
I
liked
it.
B
I
also
was
into
technology,
and
I
really
wanted
to
know
more
about
business,
and
this
is
how
I
became
or
got
into
zl's
development
in
a
startup
company
and
like
from
there.
I
I
knew
that
I,
like
I,
love
this
I
this
is
what
I
want
to
do
so
I
I
want
to
grow
myself
within
that
field
for
the
coming
few
years
and
probably
moving
on
to
somewhere
that
is
close
to
sales
and
marketing
as
well
in
the
future.
C
C
Obviously
I
didn't
get
anything
like
financially
out
of
it,
but
it
was
interesting
to
see
and
then
I
moved
to
boulder
and
went
to
like
a
70-person
startup
and
was
there
for
like
a
year
and
a
half
and
then
they
got
acquired
by
splunk
so
sort
of
interesting.
Like
the
first
two
places
I
went
both
got
acquired
and
then
so
I
got
a
taste
of
like
the
larger
corporate
experience
with
splunk
they're
about
4
000
people.
C
When
I,
when
we
were
acquired,
so
I
got
to
see
a
lot
of
the
the
more
corporate
side
and
be
a
part
of
like
the
bigger
splunk
deals,
and
that
was
really
interesting
and
then,
after
that,
I
really
wanted
to
go
back
to
like
more
of
a
startup
environment
and
gitlab
seemed
like
a
really
great
place.
So
that's
when
I
made
the
transition
over
to
gitlab
yeah.
C
Yeah,
so
that's
for
me,
that's,
like
you
were
touching
a
little
bit
on
like
looking
five
ten
years
down
the
road
and
that's
sort
of
how
I
envision
like
a
pm
role,
helping
me
because
I
think,
having
experience
in
the
marketing
sales
side
and
then
also
combining
that
with
a
pm
role,
would
suit
me.
Well.
If
I
want
to
create
my
own
company
yeah,
because
I
couldn't,
I
could
have
a
understanding
of
that
selling
side,
but
also
the
the
building
side.
C
A
Thanks
for
sharing,
so
I
guess
that
part
two
of
this
question
is-
and
we
already
sort
of
touched
on
this-
is
getting
to
where
you're
trying
to
go
so
matt.
You
just
talked
about
and
eventually
making
your
own
company
wanting
to
understand
that
sales,
marketing
and
product
knowledge
for
bashori.
What
about
you?
What
sort
of
things
have
you
been
doing
to
you
know
further
yourself.
B
So
I
have
been
reading
a
lot
into
sales
and
marketing
techniques
and
sales
and
marketing
ethics.
You
might
say
so:
it's
not
more
of
a
sales
development,
self-development
kind
of
a
the
best
way
to
address
customers
and
the
best
way
to
speak
to
customers
and
because
again
like
I,
I
want
to
be
in
a
customer-facing
role
for
some
time
in
the
future.
A
A
So
what
I
did
for
this
is,
I
read
a
ton
of
books,
read
a
bunch
of
blogs,
listened
and
interviewed
many
different
vps
and
directors,
and
what
I'm
doing
is
I'm
basically
congregating.
All
this
information
really
really
really
quickly
through,
like
maybe
eight
slides,
so
which
this
is
all
best
practices
from
books
also
interviewed
multiple
different
leaders
at
gitlab
itself,
asking
them
the
exact
question
of
tell
me
your
story.
Tell
me
what
you
did
so
that
we
can
reproduce
their
success.
A
Other
things
that
we've
done
is
just
sharing
some
of
my
experience
from
serving
as
a
guidance
counselor
for
college
and
high
school
students,
and
the
fact
that
I
have
interviewed
many
people
in
my
life
sharing
some
knowledge
from
what
it
is
like
on
the
other
side
of
the
fence.
So,
generally,
there's
only
three
parts
of
this
process.
Right
number
one
is
figuring
out
where
you
want
to
go.
A
No
one
can
do
this
for
you,
but
you're
not
going
to
go
anywhere
unless
you
first
figure
out
where
you
want
to
go
step
number
two
is
figuring
out
how
to
get
there
with
incomplete
information,
and
then
number
three
is
to
start
executing
and
doing
this
over
and
over
and
over
again.
So
it's
the
principle
of
asking
seeking
knocking.
A
A
But
that's
not
the
whole
picture
right
or
really
talking
about
is
coming
up
with
a
job
that
you're
doing
something
that
you
like
something
that
fits
your
lifestyle
and
financial
needs
and,
ultimately
something
that
you
either
are
good
at
or
can
be
good
at,
and
so
what
I'm
talking
about
with?
That
is
proficiency
and
aptitude.
A
So
the
first
thing
I
want
to
talk
about
is
passion,
so
this
is
something
that
a
lot
of
people
don't
think
about,
and
research
shows
out
of
a
huge
data
study
done
by
a
large
consulting
group
that
only
13
of
workers
in
the
united
states
are
passionate
about
their
job.
So
roughly
less
than
one
in
five,
the
vast
majority
of
everyone
else
is
just
doing
stuff
for
a
paycheck
and
eventually
they're
gonna
leave.
A
But
honestly,
the
reason
why
passion
matters
is
because
research
shows
that,
if
you're
more
passionate
about
your
job,
you'll
be
happier
and
you'll
ultimately
be
more
successful
in
it.
So
what
we're
talking
about
over
here
is
the
fact
that
passionate
people
are
more
creative,
passionate
people
are
more
likely
to
innovate,
and
so,
if
you
even
think
about
like
when
we
were
in
school,
those
people
that
were
really
passionate
about
dance
and
then
they
kept
on
thinking
about
dance
or
maybe
the
theater
arts
or
something,
and
they
came
up
with,
maybe
their
own
ideas.
A
A
A
I
don't
I
don't
need
to
go
into
detail
of
this,
but
after
I
helped
expand
their
imagination
and
help
them
realize
hey,
you
could
maybe
go
to
college.
Maybe
you
can
start
your
own
company
one
day
those
ideas
were
planted
and
eventually
now
some
of
these
people
have
actually
graduated
from
college
and
so
asking
yourself
the
question
of
what
am
I
good
at
and
what
can
I
be
good
at
and
so
one
of
the
things
that
I
recommend
for
this
is
personality
tests.
Have
you
all
taken
myers-briggs
or
aneagram.
B
A
A
C
A
That's
exactly
the
the
concept,
so
there
was
this
famous
sociologist
united
states
called
malcolm
gladwell,
and
he
did
a
bunch
of
research
and
found
that
the
common
thread
that
he
found
was
that
if
people
spent
10
000
hours
into
practicing,
something
then
that's
when
they
can
achieve
mastery
level,
and
so
people
basically
accepted
this
for
about
five
to
seven
years.
But
what
ended
up
happening
is
that
it
got
disproved.
A
So
there
was
another
huge
meta
study
of
88,
separate
studies
done
by
princeton
university
and
what
they
found
is
that
practice
accounts
for
only
around
12
percent
of
the
performance
differences
across
many
different
industries
and
fields,
and
so
what
that
has
to
go
show
is
that
your
talent
does
matter
who
you
are
intrinsically
does
matter
right,
so
some
people
are
just
naturally
going
to
be
way
better
at
sales.
Some
people
are
way
better
at
leadership.
A
Some
people
are
way
better
athletes
than
others,
and
that's
something
that's
important
to
understand
and
accept,
because
when
I
was
teaching
in
inner
city
schools,
I
ask
all
these
kids.
What
do
you
want
to
be
when
you
grow
up
and
99
of
them
would
say?
I
want
to
be
an
nba
player
and,
like
the
fact
of
the
matter,
is
that,
like
maybe
one
of
these
kids
has
the
genetics
to
be
an
nba
player,
and
so
basically
just
sort
of
circling
and
both
combining
these
together
practice
does
important,
having
taught
many
many
different
people.
A
I
think
that
the
vast
majority
of
people
underestimate
their
capabilities,
but
at
the
same
time,
your
talent
and,
basically,
who
you
are
created
to
be,
does
matter.
It's
not
something
where
it's
like.
I
can
just
decide
that
I'm
going
to
be
an
nfl
player,
it's
something
that
I
need
to
make
strategic
moves
with
really
great
sense
of
inner
knowledge
about
what
I'm
strategically
best
at.
A
All
right
so
step
number
three
in
this
triangulation
principle
is
talking
about
lifestyle
right
and
so
here's
a
picture
of
a
guy
in
a
suit
on
a
surfboard
checking
some
emails,
and
we
might
laugh
at
this
picture.
But
I
have
a
friend
that
basically
was
very,
very,
very
successful
in
technology
and
then
spent
the
next
year
just
traveling.
He
literally
spent
an
entire
year
in
30.
A
Different
countries
would
get
bored
move
to
a
different
country,
and
so
this
is
something
that
a
lot
of
people
do
have
choice
over
first
thing
that
we
want
to
talk
about
is
money
right.
So
it's
something
that,
like
we
kind
of
avoid
talking
about
as
a
society,
but
it's
something
that's
really
important
is
figuring
out.
What
kind
of
lifestyle
do
I
want
and
then
how
much
money
do
you
need
to
achieve
that
lifestyle
and
then,
ultimately,
thinking
about
things
like
financial
independence?
A
So
some
perspectives
on
money
there's
a
lot
of
research
on
money
in
general
and
basically,
what
the
research
shows
is
that
if
people
are
in
poverty
and
they
increase
their
income,
that
leads
to
dramatically
more
satisfaction
and
contentedness
in
life.
But
after
income
goes
beyond
a
certain
threshold
that
basically
there's
almost
no
effect
on
personal
happiness,
and
what
they've
actually
found
is
that,
as
income
gets
high
enough,
that
people
in
general,
they
start
becoming
less
appreciative
of
things
in
life.
A
A
The
other
thing
that
I
want
to
share
is
a
perspective
on
addiction,
so
I've
had
a
career
in
sales
for
a
while.
Now
I've
seen
a
lot
of
my
colleagues
get
addicted
to
chasing
after
money.
In
all
honesty,
that's
how
sales
is
designed
is
that
they
recruit
competitive
people,
and
then
they
basically
have
a
leaderboard.
Where
number
one
number
two
number
three
everyone's
ranked
and
then
so.
Naturally,
people
are
competitive,
but
a
lot
of
people
are
addicted
to
money
and
how
you
can
tell
is
what
do
you
think
about
in
your
spare
time?
A
A
The
other
perspective
on
money
is
something
that
a
lot
of
financial
analysts
will
tell.
You
is
that,
ultimately,
that
money
can
buy
you
time
and
the
whole
idea
is
eventually
coming
to
a
place
in
which
you
can
become
financially
independent,
and
so
what
I
mean
by
that
is
that
if
you
have
so
much
invest
investments
that
you
now
have
the
ability
to
go
back
to
school,
you
now
have
the
ability
to
take
two
years
off
from
working.
If
you
want
and
to
go,
do
like
a
personal
retreat
or
something
like
that.
A
If
you
have
lower
levels
of
income,
then
you
don't
have
that
flexibility,
so
the
research
shows
that
as
people's
incomes
increase,
it
gives
them
more
flexibility
to
live
the
life
that
they
want
to
live,
and
so
this
is
one
of
the
value
adds
of
having
higher
levels
of
income,
so,
ultimately
adding
everything
together.
Thinking
about
the
lifestyle
that
you
want,
so
how
many
hours
do
you
want
to
work?
A
A
A
Do
you
want
to
travel
or
not
a
lot
of
times
for
sales
positions,
there's
higher
levels
of
income
if
you
have
travel,
but
the
reason
why
they
do
that,
is
they
call
it
hazard
pay
because
people
you
have
to
compensate
people
to
come
back
to
their
families
on
a
friday
at
8
pm
right
and
ultimately,
what
we're
talking
about
is
how
much
responsibility
do
you
want?
And
what
do
you
want
your
life
to
look
like
out
of
a
lot
of
the
people
that
I
mentioned?
A
So
I'm
not
talking
about
the
leaders
that
I've
interviewed
here,
but
many
of
the
ceos
and
ctos
that
I've
worked
with
are
interviewed
across
my
life.
I've
noticed
that
a
trend
is
that,
as
people
start
working
more,
they
tend
to
get
super
super
super
focused
on
their
job
and
a
lot
of
times.
People
end
up
just
like
for
whatever
it
doesn't
have
to
be
this
way.
But
what
I've
noticed
that
a
lot
of
people
end
up
getting
like
very,
very
stressed
out.
A
You
have
competitive
advantages
over
other
people
and
it
allows
you
to
live
the
lifestyle
that
you
want,
which
ultimately
is
going
to
be
something
that's
unique
to
you,
and
the
other
thing
is
that
some
of
these
things
could
change
right.
So
your
ideal
lifestyle
in
your
mid-20s
is
going
to
be
you're
different
than
your
ideal
lifestyle
in
your
mid-30s
right.
C
Yeah,
I
think
I
really
like
this
visual
I've
never
seen
never
seen
something
like
it,
but
I
think
it
does
summarize
really
well
like
some
of
the
main
things
that,
like
I
at
least
look
for
with
a
career,
and
I
do
like
the
emphasis
on
lifestyle.
I
think
gitlab
does
a
nice
job
of
emphasizing
that
as
well,
can
be
a
little
bit
challenging
in
our
position.
But
I
would
say
overall,
if
you,
you
know,
manage
your
time
well,
that
you
can
really
have
a
great
lifestyle.
A
Yeah
thanks
for
sharing
the
other
thing
that
I'd
like
to
say
is
that
in
my
own
personal
story,
when
I
started
out
I'd
say
I
had
zero
of
these
circles.
When
I
became
a
software
engineer
right,
I
wasn't
proficient.
I
was
completely
new
at
it.
Lifestyle
was
actually
okay
and
I
was
still
learning
about
myself.
So
I
didn't
know
if
it
was
passionate
or
not,
but
ultimately
it's
the
whole
idea
of
iteration
right.
So
my
first
job,
I
learned
a
little
bit
more
about
myself.
A
I
make
a
strategic
move
that
gets
me
20
closer.
Maybe
I'm
in
one
circle
now
right
and
then
I
make
another
iteration,
a
job
to
search
figure
out
the
next
strategic
move
and
finally,
10
years
later,
I'm
finally
in
a
position
where
I'm
somewhere
in
the
middle.
So
I
think
that
the
main
thing
to
think
about
this
is
that
it's
kind
of
a
journey
right.
I
know
a
bunch
of
people
that
they're
constantly
making
strategic
moves
and
over
a
5-10
year
time
horizon
now
they're
senior
directors.
A
I
know
people
that
I've
wanted
to
be
to
write
a
book
and
I
ask
them
what's
up
with
their
life
and
they
tell
me
the
same
thing
for
the
last,
like
seven
years
and
they're
still
sitting
in
the
same
place
so
ultimately
you're
the
only
person
who
can
get
you
to
where
you're
trying
to
go,
and
sometimes
you
don't
know
what
it's
going
to
look
like
right.
So
this
is
a
picture
of
middle
earth
and
in
this
story
there's
a
lot
of
bad
guys
and
people
that
are
trying
to
hurt
you.
A
You
don't
know
what
exactly
is
going
to
happen
in
some
of
these
places
and
cities
that
you
could
visit.
You've
heard
a
lot
of
stories
about
it,
but
you're
not
entirely
sure
right
and
so
really
there's
a
couple
of
choices,
one
you
can
stay
where
you've
always
been
or
two
you
can
venture
out
into
the
unknown,
and
so
the
choice
is
yours.
I
think
that
the
challenge
is,
if
you
finally
want
to
get
into
one
of
these
like
intersection,
circle,
jobs
and
live
an
ideal
lifestyle,
then
you
need
to
take
inspired
and
emboldened
risks.
A
So
if
you
asked
me
five
years
ago
that
I
do
public
speaking
for
my
primary
job,
I
would
have
laughed
at
you
like.
As
an
engineer
like
I
was
super
shy
right.
It
was
something
that
I
really
had
to
work
on,
but
through
many
of
the
roles
that
I
had.
Maybe
I
go
into
this
one
role
the
company
fails
and
then
so
I
end
up
stuck,
but
I
at
least
know
more
about
myself,
know
more
about
journeying
and
have
hopefully
gotten
incrementally
closer
to
one
of
these
three
circle
places.
A
So
now
that
we
talked
a
little
bit
about
that,
let's
talk
about
now.
The
second
part
of
this
story
about
how
do
we
actually
get
there
right?
That's
something
that
we
really
really
really
want
to
know.
I
think
that
a
lot
of
people
in
this
presentation-
it
sounds
like
we've
already
done
some
of
this
deep
thinking.
We
know
the
direction
that
we
want
to
go,
but
how
do
we
actually
get
there?
So
this
is
what
I
found
from
interviewing
a
lot
of
these
vps
and
directors,
and
people
like
that.
A
So
the
number
one
way
that
I
have
found
is
finding
someone
who
has
already
gotten
to
the
place
that
you
are
trying
to
go,
and
so
literally
there's
only
two
options:
right,
one
you
can
figure
it
out
on
your
own
are
two:
if
your
job,
if
your
goal
is
to
move
into
smb
sales,
find
someone
who
did
it
a
couple
of
quarters
ago
and
ask
them
literally,
what
did
you
do
to
be
successful
and
make
this
move?
Who
did
you
talk
to?
A
Number
two
is
using
a
job
description
as
a
guide,
and
so
this
is
something
that
I
recommend
for
everyone
for
the
vast
majority
of
jobs
that
you
apply
to.
They
will
list
out
what
they're
looking
for
and
your
goal
with
this
is
to
basically
make
it
so
that
when
they
see
your
resume,
they
see
bullet
point
number.
A
One
bullet
point
number
three
bullet
point
number
five,
and
so
as
an
example
of
this,
this
is
my
resume
that
I
use
to
apply
for
my
current
job,
and
so,
let's
just
take
a
look
at
some
of
these
points.
I
led
enablement
for
all
eight
of
red
hat's
sales
teams.
This
effort
included
identifying
training,
gaps,
creating
curriculum
and
ultimately
presenting
material.
A
My
largest
talk
was
given
virtually
at
gitlab.
We
are
all
virtual
to
an
audience
of
65
people,
that's
about
the
set
size
of
sdr
and
covered
ci
cd
devops,
which
is
our
space
right.
So
literally,
everything
over
here
was
tailored
to
the
job
description
of
the
job
that
I
was
trying
to
get
other
things
over
here
is
creating
and
delivering
new
hires
onboarding
material
mentoring,
new
people,
it's
basically
when
someone
looks
at
your
resume,
they
want
to
be
able.
A
You
basically
want
to
tell
the
story
of
how
you
are
going
to
fit
these
responsibilities
and
so
that
that's
point
number
two
which
is
getting
relevant
experience
right.
So
you
may
have
some
of
these
strengths
already
finding
ways
to
reinforce
them
and
for
some
of
the
gaps
that
you
have
finding
ways
to
fill
them
right.
So
one
of
the
things
that
I
hear
a
lot
is
I'm
an
sdr
I'm
trying
to
move
into
sales,
but
they
only
hire
people
with
closing
experience.
So
how
do
I
get
closing
experience
right?
A
A
Well,
sometimes
you
have
to
think
outside
the
box,
and
so
the
story
with
project
sputnik
was
I'll
I'll
just
share
a
little
bit
of
it,
and
if
anyone
wants
to
hear
more
about
it,
just
send
me
a
direct
message.
I'm
happy
to
talk
more
about
it,
but
like
what
we
ended
up
doing
is
that
a
friend-
and
I
we
sat
around
were
unhappy
with
our
jobs.
A
Didn't
have
the
money
to
go
back
to
school,
and
so
we
asked
someone
to
mentor
us
and
he
agreed,
and
then
so,
through
this
mentoring
relationship,
he
taught
us
how
to
become
software
engineers
and
exactly
365
days
later,
I
got
my
first
software
engineering
job
offer,
so
sometimes
you
have
to
get
creative.
If
closing
experience
is
a
barrier
for
you.
Well,
maybe
you
can
get
a
part-time
sales
job
and
work
on
the
saturdays
so
that
you
can
work
on
it.
A
I
know
someone
else:
who's
taken
a
class
at
harvard
business
school,
which
is
six
thousand
dollars,
and
it
has
to
do
with
closing
experience
right.
It's
delivered
virtually
anyone
can
do
this
right
now,
and
so
what
I'm
trying
to
say
is
all
these
bullets
here:
try
to
figure
out
how
you
can
tell
the
story
of
how
you
are
the
best
candidate
for
this
some
of
these
you're
already
going
to
have
for
the
ones
that
you
don't
have
think
strategically
about
how
you
can
get
experience
to
fill
in
these
gaps.
A
Number
three
is
networking,
so
networking
is
something
that
a
lot
of
people
don't
like
doing.
Even
when
I
hear
the
term
networking,
it's
almost
like
you
get
this
sort
of
bad
feeling
in
your
stomach,
but
let's
actually
just
take
a
look
at
this
diagram
over
here,
and
so
this
is
actually
from
a
consultant
agency,
and
this
has
to
do
with
referrals
across
the
entire
united
states
marketplace
and
so
over
here
you
can
see.
There's
the
different
types
of
places
in
which
people
apply
for
jobs.
A
Number
one
is
through
referrals.
You
can
also
apply
for
a
job
through
a
career
site.
You
can
also
apply
the
job
through
a
job
board,
so
on
and
so
forth.
The
number
one
way
that
companies
are
hiring
right
now
is
through
referrals.
Forty
percent
of
all
new
hires
are
referrals,
and
so
that's
point
number
one
point
number
two
is
the
fact
that
only
seven
percent
of
total
applications
are
from
referrals.
A
So,
let's
just
visualize,
this
ninety-three
percent
of
people
of
applications
are
not
referrals,
only
seven
percent,
but
that
seven
percent
makes
up
forty
percent
of
all
of
new
hires.
So
it's
basically
the
number
one
way
in
which
businesses
are
hiring
right
now
and
then
so,
let's
talk
a
little
bit
about
why
that
is
the
case.
A
Other
reasons
why
people
hire
from
referrals
is
the
fact
that
it
just
costs
less
to
a
business,
to
hire
from
referrals,
so
on
average
to
hire
someone
from
a
referral
it
takes
29
days
across
industry,
but
for
a
career
site.
You
have
to
spend
more
time,
vetting
them
and
then
so
on
average
it's
55
days,
and
so
that's
more
interviews.
A
C
A
A
Number
two
is
now
that
I've
identified
that,
or
at
least
have
some
sort
of
understanding
of
where
I'm
trying
to
go.
How
do
I
actually
get
there?
We
talked
about
how
you
need
to
go,
get
out
experience
so
that
when
someone
sees
your
application,
you
basically
are
the
perfect
candidate
right
and
thinking
creatively
about
how
to
fill
in
some
of
these
gaps.
A
Number
three
is
to
start
moving
into
take
risks,
and
so
what
we're
talking
about
with
that
is
just
trying
to
figure
it
out
right.
So
in
my
career
and
if
you
listen
to
many
of
the
interviews
that
I'm
going
to
highlight
in
a
bit,
many
of
these
people
didn't
get
into
their
ideal
positions
until
maybe
their
fourth
or
fifth
spot.
So
ramona
elliott,
the
sdr
manager
over
here.
She
didn't
find
a
job
that
she
really
felt
fit
her
personality
until
her
fourth
position,
and
so
sometimes
it
can
be
iterative.
A
This
journey
over
here,
sometimes
you'll,
go,
leave
end
up
in
this
place.
You
might
like
it
for
a
bit,
and
the
whole
point,
though,
is
that
the
people
who
stay
put
they're
going
to
be
in
the
same
position:
5
10
15
years
from
now,
but
the
people
who
make
brave
and
emboldened
strategic
moves.
These
are
the
people
who
are
going
to
finally
get
to
the
place
where
they're
trying
to
go,
and
so
what
are
some
of
the
possible
destinations.
A
So
I
did
a
lot
of
the
work
for
you
making
it
easy
for
you,
and
so
some
of
the
positions
that
you
may
have
considered
if
you're
an
individual.
If
you
want
to
stay
an
individual
contributor
moving
into
inside
sales,
outside
sales,
channel
and
operations,
alliances
or
maybe
sales
enablement,
so
what
I
did
was
I
went
out
and
I
interviewed
people
that
are
leaders
in
our
organization,
and
I
asked
them
tell
me
your
story.
A
A
A
I
interviewed
madeline
hennessey
inside
sales
management,
brent,
caldwell
and
finally,
executive
leadership,
so
mike
pyle
is
our
vp
of
enterprise
sales,
and
I
asked
him
questions
like
how
do
you
make
an
organization
win
long
term?
What
is
the
difference
between
culture
and
strategy
and
how
like?
What
are
your
priorities?
How
do
you
organize
your
day?
Let
me
like
get
into
your
mind
and
talk
to
me
a
little
bit
about
some
of
the
things
that
you
care
about,
and
so
that's,
ultimately,
the
entire
class
for
today.
A
The
next
steps
for
this
is
that
I
have
an
optional
homework
for
anyone
that
wants
to
do
it,
but
so,
if
you
do
want
to
do
it,
it's
everyone
here
gets
credit
for
just
taking
a
class.
I
do
have
a
doc
that
helps
ask
some
of
these
questions
that,
if
someone
gave
this
to
me
10
years
ago,
would
have
saved
me
a
bunch
of
time.
A
So
if
you
want
this,
google
doc-
just
let
me
know-
but
the
other
thing
that
I
want
to
talk
about-
is
that
if
you
want
to
hear
some
of
these
stories,
then
the
link
is
on
the
tanuki
tech
youtube
playlist
under
get
lab
unfiltered
channel,
so
over
here
you
can
see
brent,
codwell,
kim
stagg,
madeline,
hennessy
and
specifically
for
these
three
people
over
here.
I
think
that
it's
definitely
important
for
us,
because
these
are
the
hiring
managers
that
are
hiring
from
sdr.