►
From YouTube: TT100: Introduction to Technology
Description
This is a Tanuki Tech session on 8/17/2020.
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
Yes,
all
right
cool
all
right,
so
this
is
the
first
class,
it's
a
introduct
introduction
to
our
space,
and
I
think
that
this
is
really
important
to
understand
because
it
helps
you
to
contextualize
like
just
the
environment
that
you're
in
before
I
go,
and
this
is
a
little
bit
about
my
background.
As
I
already
said,
I
basically
came
here
to
be
a
teacher
before
I
was
teaching
as
a
volunteer
and
now
this
is
the
first
time
in
my
life
in
which
I
can
teach
professionally,
which
is
something
I'm
really
excited.
A
My
philosophy
with
tanuki
tech
is
that
I
really
wanted
to
be
able
to
help
everyone
here
so
to
be
able
to
help
you
all
effectively.
I
need
to
hear
your
feedback
so
feel
free
to.
Let
me
know
like
hey.
We
want
to
know
this
more,
or
can
you
make
a
class
for
this?
I'm
really
interested
in
making
something
that's
going
to
be
worthwhile
your
time,
I
really
want
to
value
your
time.
A
A
So
I
feel,
like
y'all,
already
know
some
of
this,
so
when
we
get
to
this
section
feel
free
to
just
let
me
know
and
then
we'll
talk
about
where
git
lab
fits
in,
so
everything's
targeted
towards
the
conversations
that
we
have
and
the
goal
of
this
class
is
to
be
able
to
understand
the
space
that
we're
in
so
that
we
can
have
better
conversations
with
customers,
so
just
a
little
bit
about
the
technology
industry.
So
who
here
has
stocks?
A
A
Gotcha
yeah,
that
sounds
like
a
401k
in
the
us
one
thing
I'd
like
to
say
is
that
you're
in
the
hottest
industry
in
the
world-
and
I'm
going
to
prove
this
to
you,
so
obviously
you
make
a
claim
like
that
and
you're
kind
of
just
sort
of
like
all
right.
Well,
you
know
I
got
friends
in
banking.
I
got
friends
in
finance
and
insurance
they're
making
more
money
than
I
am
how
you
know.
How
is
that
true
right?
So,
just
like
some
proof
points
we're
all
about
proof
points
here.
A
So
in
terms
of
stock
valuations
in
the
last
five
years,
u.s
stocks
are
up
50,
but
u.s
tech
stocks
are
up
155,
so
three
times
the
economy
for
the
us
as
a
whole
technology
companies
are
the
fastest
growing.
If
y'all
have
been
following
the
us
stock
market,
it's
almost
at
a
record
high
right
now
and
the
reason
why
is
almost
exclusively
because
of
technology
companies,
so
amazon
uber.
These
companies
are
the
ones
that
are
pushing
the
us
stock
market
to
record
highs
right
now.
A
A
You
have
to
go
down
to
number
five
until
you
find
something
outside
of
technology
and
out
of
the
top
seven,
only
one
of
them
isn't
a
technology
company
and
over
here
you
can
see
here's
when
you
get
into
banking.
You
know
you
have
to
go
down
all
the
way
to
like
number
11
to
see
like
auto
manufacturing,
but
this
is
a
wonder.
C
A
D
Who
works
at
amazon
and
also
microsoft
before
microsoft
is
like
lower
paid
and
like
a
lot
than
amazon
and
amazon
give
like
stock?
Quite
a
bit
of
stock
facebook
is
higher,
but
I
believe
linkedin,
which
is
under
microsoft,
is
actually
the
salary
is
better
than
facebook.
Last
time
I
asked
them,
so
this
could
be
just
back
in
2017.
A
A
So
one
of
the
questions
that
people
ask
me
all
the
time
is,
I
show
them
this
chart
and
they're
just
sort
of
like
great.
I
am
down
here
so,
like
you
know
like
how
do
I,
how
do
I
get
to
you
know
like
how
do
I
get
to
some
place
that
I
want
to
get
professionally
right?
But
this
I'm
just
going
to
show
you
some
of
my
friends
from
red
hat
this
guy.
He
was
an
sdr
if
you
just
go
through
here.
If
you
are
in
any
fast-moving
company
or
any
fast-moving
space.
A
That
means
that
you
constantly
have
new
opportunities
that
are
being
presented
to
you
when
there's
a
new
opportunity
that
comes
up
new
manager,
new,
whatever
then
they're
going
to
look
internally,
first
and
so
over
here.
This
is
my
friend
at
red
hat.
He
was
a
sdr
for
a
year,
then
he
made
it
into
sales.
A
A
If
you
look
at
a
lot
of
the
managers
that
we
have
in
the
sdr
organization,
most
of
them
are
sdrs
like
a
year
ago
right
and
so
all
that's
opportunity
for
the
people
that
are
here
so
now.
I
I
people
always
ask
me
like
alright
great
but
like.
Why
is
that
the
case
and
the
reason?
Why
is
because
almost
all
innovation
comes
from
technology?
A
So,
if
you
look
at
just
like
historical
companies
like
standard
oil,
carnegie
steel,
they
did
something
new
which
brought
change
to
their
industry
and
that's
the
reason
why
they
were
so
successful.
If
you
take
a
look
at
all
of
these
companies,
wall
street
journal
new
york
times,
and
just
look
at
these
innovators,
almost
all
of
our
technology
companies,
so
just
some
examples
in
terms
of
logistics,
amazon's
being
super
successful
here.
A
This
is
the
reason
why
they're
expanding
so
much
zoom
has
obviously
changed
how
we
communicate
over
50
percent
of
marriages
in
the
united
states
are
found
by
online
dating
so
match.com
and
other
things
like
that.
Changing
how
dating
works,
artificial
intelligence,
if
you've
been
a
tesla
recently,
you
know
that
they're
newer
models,
they
can
basically
drive
themselves
right.
A
So
the
reason
why
tech
is
so
successful
is
because
this
is
where
transformation
is
happening
in
our
society.
Point
number
two
is
something
that
I
really
want
to
talk
about.
Why
is
this
the
case?
Something
that's
unique
to
the
technology
industry.
Is
that
it's
massively
scalable
we'll
talk
about
what
that
means
and
has
low
barriers
to
entry.
A
All
it
takes
is
an
idea,
and
so
what
I
mean
by
massively
scalable
is
that
if
I'm
microsoft
and
I
come
up
with
like
microsoft
office,
then
the
amount
of
cost
that
it
takes
me
to
give
an
additional
license
to
a
new
customer
is
effectively
zero
dollars.
So
I
have
all
this
manufacturing
and
engineering
cost
to
create
the
product,
but
there's
almost
no
additional
cost
for
me
to
have
give
a
license
to
one
customer
versus
a
million
customers
and
that's
really
unique
to
the
technology
industry
right.
A
So,
if
you
think
about
like,
if
I
make,
let's
just
say,
I'm
in
furniture
manufacturing,
so
I
buy
raw
materials,
I
hire
workers
and
turn
it
into
chairs
and
tables,
and
then
I
sell
it
right.
So
if
I
want
to
scale
up,
my
business
is
successful.
I
got
to
hire
new
workers.
I
got
to
make
new
factories.
I
have
to
implement
better
supply
chain,
but
with
technology
it
can
scale
up
at
zero
cost,
which
is
something
that
is
unique
to
the
tech
industry.
A
But
if
you
think
about
the
founders
of
facebook
and
google,
these
were
all
people
that
were
like
20
years
old,
and
so
almost
anyone
can
create
something
new
and
have
it
scale
up
and
be
able
to
make
a
new
name
for
themselves.
If
you
like
it,
took
a
excuse
me
if
you
take
a
look
at
a
list
of
all
the
most
recent
young
billionaires,
almost
all
of
them
are
from
tech
and
the
reason
why
is
because
there's
low
barriers
to
entry
and
technology?
A
So
we
don't
have
an
american
audience
here,
but
in
this
is
one
of
the
most
successful
college
football
programs
and
they
win
all
the
time.
There's
a
lot
of
money
in
college
football.
In
the
united
states,
what
they
do
is
they
do
virtual
reality
and
biometric
scanning
as
part
of
their
competitive
edge.
This
is
just
an
example
of
how
you
know.
Digital
transformation
is
doing
something.
A
That's
you
wouldn't
expect
like
sports
right,
but
these
guys
are
winning
national
championship
after
national
championship.
What
they
actually
do
is
you
have
to
put
on
these
goggles,
and
then
you
know
it's
basically
will
simulate
plays
and
then
so
you
can
get
like
50
000
practice
situations
that
you
wouldn't
be
able
to
do.
Otherwise,
because
you
don't
have
a
live
audience,
but
with
virtual
reality,
people
can
see
it.
A
Exactly
so,
amazon's
all
about
supply
and
chain
logistics
right.
So,
if
I
can
do
my
if
I
can
run
my
supply
chain
20
more
efficiently
than
walmart
and
these
other
us
companies
over
a
five-year
time
horizon,
I'm
going
to
grind
you
into
the
dust
right.
This
is
going
to
be
part
of
my
competitive
advantage,
and
so
what
amazon
does
is
they
have
these
warehouses,
these
little
robots?
A
A
Facebook
founded
by
four
people
when
they
were
in
harvard
so
literally
like
19
20
year
old,
kids,
they're,
all
billionaires
now
zuckerberg
is
one
of
the
richest
people
in
the
world.
This
only
happens
in
technology
in
oil
and
finance
and
insurance
and
consulting
this
never
happens
for
you
to
like
basically
get
an
idea
and
scale
it
up.
It's
unique
to
technology,
and
it
also
has
to
do
with
what
we
did
here.
A
So,
at
gitlab,
after
four
years
there
were
only
nine
people
in
this
business
where
our
latest
valuation
was
for,
like
I
think
three
billion
dollars
right.
So
each
of
these
people
in
terms
of
their
options,
I'm
sure
that
they
have
millions
and
millions
in
dollars
of
stock,
and
once
again
this
is
unique
to
technology.
No
on
their
industry
allows
you
to
have
such
a
low
barrier
of
entry
in
the
sense
that
it
just
takes
a
small
number
of
people.
A
I'll
just
give
you
an
example
like
if
I
wanted
to
start
a
banking
business,
then
there's
no
way
for
me
to
scale
up
this
much
right,
insurance,
consulting
no
way
for
me
to
scale
up
this
much
but
in
tech.
If
I
have
a
good
idea,
I'd
build
a
platform
to
do
it,
then
this
will
allow
me
to
reach
a
good
audience
quickly.
So
all
right
so
major
components,
there's
obviously
more
than
two
chunks
to
the
tech
industry,
but
the
main
two
chunks
are
applications
and
data.
We'll
talk
about
this
applications.
A
Are
you
know
when
we're
talking
to
customers?
It's
almost
always
applications,
but
we
got
to
talk
about
data
as
well,
because
that
is
part
of
the
puzzle,
and
so
when
we're
talking
about
applications,
it's
you
know
like
things
in
your
phone
right,
so
web
applications
like
facebook,
video
streaming
applications,
netflix
games
for
your
phone
and
fundamentally
what
these
are
doing,
is
they're,
providing
a
service
for
a
price
right.
A
A
D
A
Yeah,
google,
one
of
the
most
successful
tech
companies
in
the
world
they
make
almost
all
of
their
revenue
off
of
your
data,
like
literally
billions
of
dollars
off
of
your
data,
and
this
is
something
that,
like
people,
don't
talk
about,
it's
kind
of
scary
really,
so,
let's
actually
just
go
into
the
application
types
by
business.
So
there's
different
types
right.
You
have
e-businesses,
which
are
fundamentally
marketplaces
right.
It's
a
virtual
marketplace!
That's
what
amazon
is.
A
You
have
things
that
are
providing
a
service
so
as
opposed
to
like
a
real
service
like
plumbing
or
electrician,
then
you
have
some
sort
of
like
movie
theater
as
a
surface,
which
is
like
netflix
games
as
a
service,
communities,
entertainment
and
tools
right.
So
that's
what
gitlab
is
so
this
is
a
space
that
we're
in,
and
this
is
how
people
make
money
when
we're
talking
to
people.
This
is
what
matters
to
them.
They
don't
like.
A
Fundamentally,
when
I'm
meeting
with
all
these
clients,
I
meet
with
directors
vp
whatever
I
want
to
understand
their
business,
I
want
to
understand
how
they
make
money,
what
they
care
about
and
their
challenges
for
making
money,
and
I
think
that
that's
really
really
important
a
lot
of
times
we
can
get
stuck
in
like
oh
gitlab
does
this
and
this
and
whatever.
But
if
I'm
talking,
I
want
to
talk
at
a
high
level
to
you
know
like
senior
directors
vps,
I
want
to
ask
them
like
how
does
your
business
work?
A
What's
your
competition
and
how
are
you
strategically
driving
value
so
that
you
can
disrupt
your
industry
right
and
we
can
help
them
get
there?
We
can
give
them
strategic
advantages
as
part
of
gitlab,
so
this
is
what
p.
This
is
what
senior
directors
and
vps
and
a
lot
of
people
care
about
right.
They
want
to
stand
out,
everything's
competitive
if
you're,
lyft
and
uber
you're
constantly
checking
out
what
your
competitors
are
doing.
We
are
constantly
checking
out
what
github
is
doing
and
it's
a
lot
of
these
industries
are
winners.
Take
all
right.
A
So
when
facebook
became
successful,
then
google
plus
and
all
these
other
people
they
got,
kicked
out
right.
So
this
is
something
that's
really
important.
So
how
do
you
stand
out?
What's
your
competitive
advantage
as
like
any
sort
of
e-business?
Well,
one
features
right.
So
if
my
website
does
more
stuff,
then
that's
important,
and
if
I
do
that
for
a
long
enough
period
of
time,
then
I'm
gonna
get
larger
market
share
than
you
and
eventually,
if
I
do
way
more
than
you,
then
I'm
gonna
get
the
entire
market.
A
Number
two
is
user
experience
right,
so
is
my
website
really
easy
to
use?
Is
it
fun?
Is
it
pretty
that
really
does
matter
speed?
This
is
huge
people
don't
think
about
it.
Security
is
also
important
too.
So
we'll
talk
about
virtual
storefront,
obviously
uber
versus
lyft.
So
do
you
all
have
these
in
europe,
or
is
this
mostly
american.
C
D
B
A
A
They're,
almost
completely
identical
services?
Right?
Fundamentally,
it's
just
rideshare,
but
if
you
imagine,
if
uber
has
more
functionality
than
lyft
for
a
two-year
time
horizon
they're
gonna
get
thirty
percent
market
share
they're
a
four
billion
dollar
company
right,
so
thirty
percent
market
share
is
one
point
two
billion
dollars,
so
it
matters
a
lot
to
them
and
it's
basically
an
arms
race
right
winners.
Take
all
market
social
media
youtube
like
video
streaming
is
fundamentally
youtube.
Now,
regardless
of
where
you
are,
google
chrome
has
85
the
market
share
for
browsers.
A
Usually
what
happens
is
that
one
player
gets
so
much
better
than
everyone
else
and
they
have
so
much
initial
inertia
and
just
momentum
that
they
dominate
the
market,
so
people
don't
want
to
get
disrupted.
This
is
scary
for
them,
so
the
other
the
downside
to
technology
is
that
you
hear
about
the
winners
you
hear
about
the
facebook
you
hear
about
the
google,
but
there's
all
these
small
guys
that
you
know
they're
not
successful
because
they
get
pushed
out
by
these
bigger
guys.
So
how
can
you?
A
How
can
so
like
if
you're
a
senior
director,
if
you're
a
vp?
This
is
things
that
you're
thinking
about
all
the
time?
So
imagine
that,
like
you're
a
vp
over
here
for
engineering
right,
you
have
40
000
options
in
gitlab.
You
know
that
the
five-year
price
value
for
these
stock,
if
we're
successful,
is
like,
I
don't
know
some
large
amount
of
money
right.
So
it's
something
that
like
you're,
really
cognizant
of,
because
you
can
bet
your
bottom
dollar
that,
like
you,
know,
microsoft
they
it's
it's
really
like.
A
C
D
Space
yeah,
it's
really
different
than
my
my
industry,
so
I
was
in
mostly
hardware
iot
products,
so
you
have
to
deal
with
a
lot
of
hardware
and
then
you
have
to
worry
about
price
erosion.
You
have
to
worry
about
warehouse
fulfillment,
getting
all
the
parts,
whereas
like
software
one
sku
you
sell
it,
then
it's
all
like
pure
profit,
the
more
seats
you
sell,
where
you'd
have
to
deal
with
all
the
losts,
where
or
or
the
the
price
drop
you
know
in
the
cycle
of
seasons
where
you
start
to
like
push
back
on
your
profit.
A
Yeah
and
that's
why
people
want
to
be
in
software
right
so
in
hardware
you
have
marginal
cost.
Every
unit
is
about
like
hey.
I
made
10
on
this,
but
in
software
every
additional
license
that
I
sell
cost
me
zero.
So
that's
also
part
of
the
reason.
If
you
all
decide
to
get
into
software
sales,
then
like
people
discount
crazy
amounts,
because
it
doesn't
matter
that
one
tech
company
that
I
worked
in
people
discounted
like
40
all
the
time.
Fundamentally
because
it
doesn't
revenues,
money
is
money
right.
A
B
Cool
also
when,
when
you
mention
the
features
in
microsoft,
actually
I'm
happy
to
to
see
that
microsoft
actually
github
is
following
us
by
like,
for
example,
in
the
I
don't
know
past
year
this
they
made
their
private
repos
free.
They
created
github
actions
with
ci
and
everything
so
kind
of
we're,
we're
the
leaders
right
now
and
the
rest
is
following.
So
that
seems
good.
A
Yeah,
it's
definitely
we
have
an
advantage
over
them
in
terms
of
our
tech
and
we
need
to
grab
up
all
that
market
share
before
they
catch
up,
because
if
microsoft
wants
to
spend
more
money
on
building
out
github
than
they
will
right
so
yeah
thanks
thanks
for
that
thought,
I
think
that's
really
important
to
know
cool
all
right
so
standing
out.
This
is
a
traditional
storefront.
A
If
you
brought
a
kid
past
this
storefront
so
like,
if
I
own
this
door,
then
this
is
probably
my
most
major
cost
as
a
business
and
it's
something
that
I
think
a
lot
about.
So
where
do
I
put
this
store
in
town?
I
want
to
make
sure
that
it's
a
place.
That
is
a
cool
part
of
town,
and
I
want
to
make
sure
that
this
store
looks
and
invites
in
the
kind
of
people
that
I
want
in
my
business
right.
A
A
Almost
all
of
you
know
every
single
thing
that
they
do.
They
hire
all
of
these
psychologists,
sociologists,
anthropologists,
that
study
human
psyche
and
they
basically
just
try
to
figure
out.
How
can
I
maximize
sales?
What's
the
color
scheme,
that's
as
as
inviting
as
possible.
Where
should
I
put
this
search?
Widget,
where
you
know,
everything
is
literally
thought
out
down
to
the
letter
paying
people
hundreds
of
thousands
of
dollars
to
basically
just
figure
out
like
how
can
I
make
this
a
revenue
driving
machine?
So
there's
a
lot
of
thought
that
goes
into
this
amazon.com.
A
This
year
is
making
around
300
billion
dollars,
and
so
the
difference
between
this
being
somewhat
friendly
and
this
being
really
friendly.
It
like
it's
worth
it
for
them
to
hire
a
bunch
of
sociologists
and
psychologists
to
analyze
like
human
behavior
and
come
up
with
like
the
best
and
most
efficient.
You
know
website
if,
like
me,
improving
that
by
four
percent
for
300
billion
dollars
is
literally
12
billion
dollars.
A
Difference
right
and
other
things
that
they
take
into
consideration
is
that,
like
in
the
united
states,
there's
different
groups
of
people,
so
you
have
asian
americans,
you
have
jewish
americans,
you
have,
you
know
caucasian
americans,
you
have
african-americans,
so
it's
like
they
bring
in
sociologists
and
they
analyze
each
people
group
and
figure
out.
How
can
I
like
make
them?
How
can
I
make
this
appealing
to
each
people
group?
So
there's
a
lot
of
thought
that
goes
into
this.
A
So
in
terms
of
features,
I'm
going
to
pick
on
amazon
for
a
bit
their
basic
functionality
10
years
ago,
just
go,
buy
stuff
right,
you
searched
in,
like
I
want
this
book.
I
want
this
like
tool.
I
want
to
wrench,
but
what
are
they
building
out
right?
Their
whole
plan
is
to
just
dominate
almost
the
entire
virtual
market.
So
now
they
sell
like
really
cool
craft
things
with
etsy.
They
sell
groceries
with
whole
foods.
They
sell
entertainment
with
prime
video
smart
home,
even
gaming
right,
so
they
own
twitch.
A
But
this
entire
thing
is
just
sort
of
like:
let's
go
gobble
up
more
market
segments.
Let's
make
our
business
like
appeal
to
everyone
in
every
single
like
market,
and
so
this
is
just
an
example
of
if
I,
if
someone
their
e-business,
they're
expanding
their
features
and
by
expanding
their
features,
they're
now
expanding
their
revenue.
So
that's
why
they're
they
pay
their
engineers
as
much
as
they
do.
A
So,
let's
talk
about
user
experience
with
tumblr
have
y'all
use
tumblr
before
oh
yeah,
I
haven't
okay,
so
tumblr.
Is
this
really
awesome
like
image
site
and,
as
you
can
see,
everything's
like
the
their
target
audience
for
this
is
like
I'd
say,
like
artists,
and
you
know
like
hipsters
and
stuff
like
that.
But,
as
you
can
see,
everything
here
is
built
for
that
target
audience
everything's
beautiful,
colorful
right.
If
I
scroll
down
it's
interactive,
everything's
cooling,
up,
super
cool
and
fast
right.
A
So
all
that
is
to
say
is
that
to
build
this
out,
they've
analyzed
human
nature,
their
target
audience
exactly
what
their
target
audience
is.
Looking
for
and
they've
done,
like
honestly,
like
psychological
studies
to
figure
out,
how
can
I
make
this
website
appeal
as
much
as
possible
to
my
target
audience?
So
that's
what
we're
talking
about
in
terms
of
user
interfaces
making!
This
is
their
virtual
storefront
right.
If
I
had
this
virtual
storefront
over
here,
I'm
thinking
about.
Where
do
I
place
these
pictures?
Where
do
I
you
know
like?
A
How
can
I
make
it
as
inviting
as
possible
they're
thinking
this
exact
same
thing
with
this
website,
and
the
stakes
are
much
higher
right,
so
this
store
might
make
marge
gross
revenue
of
200
000
a
year.
Tumblr
makes
hundreds
of
millions
of
dollars
a
year
right,
so
it
matters
way
more
for
this
website,
but
it's
something
that
people
don't
think
about
right
all
right.
So
that's
user
experience,
speed
pinterest,
you
all
have
pinterest
in
europe
and
canada.
I
just
want
to
make
sure
I'm
not
doing
american
stuff
for
everything.
A
A
The
british
broadcasting
corporation
found
that
they
lost
10
percent
of
users,
which
are
fundamentally
their
customers
for
every
additional.
Second,
their
website
took
the
load.
So
basically,
what
that
means
is
that
if
this
website
takes
three
seconds
to
load,
if
that
changes
to
four
seconds
I
lose
ten
percent
of
my
customer
base.
It's
a
really
big
problem
for
some
websites.
A
Google
found
that
53
of
mobile
website
visits
were
abandoned,
so
people
are
just
like.
I
don't
want
to
look
at
this
anymore.
I'm
going
to
go,
look
at
something
else,
53
if
a
site
took
longer
than
three
seconds
to
load,
so
it's
a
huge
problem
for
some
of
these
people.
As
you
can
see,
this
is
the
annual
financials
for
amazon.com
last
year
they
made
300
billion
dollars
so
for
this
e-business,
what's
the
difference
for
having
15
more
sign-ups
are
something
like
that?
A
This
is
their
virtual
storefront.
Every
single
thing
for
this
store
owner
was
planned
out,
thought
the
color
scheme,
everything
and
it's
the
exact
same
thing
with
these
e-businesses
except
the
stakes,
are
way
higher
amazon,
their
difference
between
them.
Having
you
know
something:
that's
colorful,
not
colorful,
maybe
five
percent,
maybe
10,
but
if
they're
making
300
billion
dollars,
then
that's
30
billion
dollars
right,
so
it
matters
a
lot
to
them,
which
is
why
they
do
so
many
psychological
studies
and
come
up
with
engineers
that
build
things
off
of
these
psychological
studies.
A
Most
of
our
customers.
Aren't
this
smart
in
all
honesty,
but
like
this
is
like
fundamentally
how
the
space
works
when
you're
talking
to
a
mid-market
customer
or
someone
who
has
like
a
smaller
business,
then
they
want
to
do
these
things.
They
understand
that
this
is
the
value
and
where
they
want
to
go.
So
I
wouldn't
dive
into
like
hey:
have
you
done
like
in-depth
user
studies
with
all
of
your
customers
and
whatever,
but
they
understand
that
that's
where
they
want
to
go
because
those
are
the
leaders?
A
B
A
They
get
stacked
up
in
gigantic
rows
so
over
here,
each
rectangle
thing
over
here
is
one
server
and
then
this
entire
vertical
unit-
this
is
called
a
rack
and
so
that's
the
backbone
of
the
internet.
That's
the
backbone
of
youtube,
that's
the
backbone
of
every
single.
Like
major.
You
know
this
is
my
e-business.
A
A
You
have
to
go
through
like
three
layers
of
security,
so
you
go
to
a
front
desk
you
sign
in
then
they
like
scan
your
eyes
and
then
take
your
fingerprints
and
stuff,
and
then
you
literally
have
to
it
almost
feels
like
you're,
going
through,
like
a
fbi
like
interrogation
thing,
but
once
again
like
if
they
had
a
breach,
that'd
be
instantly
billion
dollar
loss,
credibility
losses,
tens
of
billions
of
dollars.
It
can
never
happen.
That's
why
there's
so
much
security,
and
so
that's
all
built
into
the
data
center
itself.
A
Here's
a
map
of
the
data
centers,
the
united
states
and,
as
you
can
see,
they're
mostly
around
major
metropolitan
areas,
so
new
york
city
over
here
there's
a
lot.
There's
a
lot
near
washington
dc.
There's
a
lot
near
like
dallas
san
francisco,
los
angeles
there's
a
lot
and
the
reason.
Why
is
because
we
talked
about
how
speed
matters
for
my
e-business
a
lot
right,
so
google
found
that
over
50
of
you
know,
website
visits
were
abandoned
if
it
was
after,
I
think
four
seconds,
and
so
from
an
engineering
perspective.
A
I
gotta
have
my
servers
close
to
my
customers
right.
So
if
I
live
in
raleigh
and
the
amazon
servers
are
only
in
seattle,
then
my
computer
has
to
send
a
network
request
all
the
way
to
seattle.
That
takes
like
a
long
time.
Then
I
get
a
response
and
then
it
sends
like
you
know
something
back
and
then
so
that
could
be
three
seconds.
A
Is
okay
yep,
so
I'm
gonna
just
like
review
this
real
quick.
Since
you
already
know
it's
basically
just
renting
someone
else's
server
and
I'll
tell
you
the
story
behind
it,
because
I
think
that
that's
important
but
and
also
talk
about
why
auto
scale
matters,
and
this
isn't
just
information
for
information.
This
is
something
that
gitlab
can
do,
and
this
is
part
of
our
value
prop.
So
let
me
go
here
all
right:
can
you
guys
see?
Can
you
all
see
this
screen?
A
Yes,
all
right!
So
here's
and
forgive
me-
I
might
need
a
couple
of
seconds
to
get
this
working.
Like
my
my
screen's,
really
confused
right
now,
all
right,
I
might
have
to
abandon
this
patch,
but
all
right.
So
here's
a
graph
y-axis
is
like
compute,
so
number
of
servers,
and
then
this
is
just
time
so
january
february,
march
june
july
november
december,
and
this
is
amazon.
A
All
right,
so
this
is
the
amount
of
compute
that
they
have
right
so
number
of
like
machines
that
they
have
so
before
the
cloud.
Then
this
is
the
amount
of
web
traffic
load
that
they
have
january
february.
People
are
bored,
so
they're
visiting
amazon.
A
lot
then
spring
happens.
Everyone
goes
outside.
They
don't
want
to
buy
so
much
stuff
summer,
it's
hot
again,
so
people
are
buying
more
stuff.
This
is
back
to
school
in
the
united
states,
so
a
lot
of
parents
are
buying
their
stuff
for
their
kids
and
then
towards
christmas.
A
There's
like
a
spike
right
and
right
over
here
towards
christmas.
They
get
might
get
30
of
their
sales
right.
So
if
I'm
amazon,
I
know-
and
I'm
smart
enough-
that
I
got
to
have
web
traffic
web
servers
to
be
able
to
handle
the
highest
level
here,
and
I
also
need
to
build
in
some
buffer
right.
So
if
this
is
my
expected
pq
usage,
then
I'm
going
to
build
server
capacity
for
this
level,
and
this
is
now
just
extra
buffer
space
right.
A
But
the
problem
with
this
is
that
all
of
for
the
rest
of
the
year,
all
of
this,
like
compute
capacity
here,
is
just
wasted,
and
I
have
servers
that
are
sitting
around
not
doing
anything,
and
so
amazon
was
smart
and
they
basically
said
well.
If
we
have
all
these
computers
lying
around,
why
don't
we
just
sell
this
capacity?
And
then
so
amazon
created
the
first
public
cloud
and
what
they
did.
It
was
very
smart.
A
They
said
we
got
all
these
extra
computers
lying
around
for
all
of
the
year,
except
for
you
know,
maybe
you
know
close
to
christmas.
So
why
don't
we
sell
that
compute
capacity?
And
that's
what
that's?
How
amazon
created
the
public
cloud
so
they're?
The
first
mover
in
this
industry,
as
you
can
see
over
here,
amazon
has
around
30
like
one-third
the
market
share
and
that's
the
reason.
Why
is
because
they're,
first
movers
advantage
from
a
business
perspective
but
from
what
we
really
care
about?
Is
the
ability
to
auto
scale
applications?
A
My
thought
got
stuck
then,
like
you
have
excess
capacity
right,
so
it
might
not
be
near
november
and
december.
Your
e-business
might
be
for
soccer,
but
you
might
be
selling
soccer
stuff
and
then
so
your
sales
is
going
to
be
really
high
during
the
soccer
season
and
then
in
the
off
season.
Then
less
people
visit
your
traffic.
A
Your
website
right,
but
bottom
line
is
that
you're
always
going
to
have
like
servers
that
aren't
utilized,
and
so,
when
you're,
using
someone
else's
servers,
you
can
spin
up
and
spin
down
your
capacity
so
that
you're
only
paying
for
what
you
need
and
how
gitlab
can
help
with
that
is
that
gitlab
itself
can
spin
up
and
down.
So
you
don't
have
servers
or
lying
around
not
doing
anything.
D
Question
so
like
amazon
was
the
first
to
start
and
then
there's
these
like
capacity
so
like
if
people's
demand
during
december
is
so
high,
then
like,
I
guess
there
is
sort
of
a
cap
there,
and
then
I
guess
that
was
like
the
initial
business
design
because
they
have
like
the
access
capacity
but
then
like
to
meet
the
demand
of
december.
I
I
imagine
they
eventually
like
scaled
up
so
that
they
can
meet
all
the
demands
coming
in.
A
That's
a
really
great
question,
so
obviously
it's
not
unlimited
right.
I
can't
if,
if
I'm
microsoft,
I
can't
crash
amazon's,
not
gonna.
Let
me
crash
their
service
by
like
spinning
like
getting
all
of
their
server
capacity
right.
So
as
an
engineer,
I
actually
used
all
of
these
cloud
providers
right
here
and
what
you
what
they
do
is
they
basically
say
you
can
get
a
maximum
of
20
servers.
If
you
want
more
than
20
servers,
then
you
have
to
request
them
and
then
there's
some
application.
D
A
D
Okay
and
when,
when
they're
doing
sas,
which
is
using
git
lab
with
our
servers
like
how
does
the
performance
like
differ
like
I
know
it's
like
less
maintenance,
it's
more
like
we
update
the
software
and
all
of
the
infrastructure
we
take
care
of
it.
So
like
is
there
is
it
is
there
more
complications
say
they
put
gitlab
on
amazon
web
service,
there's
like
they're
trying
to
meet
their
demand
in
like
november
and
december,
but
there's
a
cap.
So
do
we
offer
better
service?
You
know
with
sas
gitlab
sas.
A
We
want
the
sass
to
be
really
really
really
good,
though,
and
performance
should
not
be
impacted
ever
by
something
like
you
know
christmas.
So
that's
like
part
of
our
our
like
objectives
for
building
out
a
sas.
It's
the
same
thing
where
it's
just
sort
of
like
this
is
how
we
make
money
right.
So
if
the
developers
have
slow
load
times
and
things
like
that,
then
that
eats
into
our
value
proposition.
D
Yeah,
that's
why
I
always
find
it
like
surprising
that
we
charge
the
same
for
sas
or
on
pram
like
I
would
just
go
with
sass
right
like
unless
there's
like
confidential
proprietary
stuff,
that
you're
scared
to
put
on
there.
But
if
we
have
like
fat
ramp
or
like
iso,
then
I
I
feel
like
people
are
like
feel
safe
about
it.
I
guess.
A
Yeah,
exactly
cool
any
other
thoughts
or
I'll
keep
going
cool
thanks
for
asking
questions
all
right,
so
we
talked
about
the
application
side
of
things,
let's
dive
into
the
data
side
of
things
and
there's
different
types
of
data
right,
so
there's
user
data
with
people
and
then
there's
also
other
types
of
data
like
geographic
data
and
things
like
that.
Let's
talk
about
people
data
first,
so
everything
that
you
do
is
locked
tracked
and
the
reason
why
is
because
marketers
care
about
your
information
right?
A
A
They
see
what
you're
looking
at
you
know
if
you're
looking
at
like
an
engagement
ring,
then
all
of
a
sudden
that
data
is
sold
to
other
businesses
and
all
of
a
sudden,
you
have
advertisements
for
like
wedding
stuff,
because
your
data's
worth
money
to
someone
else
with
things.
This
is
basically
if
I
create
something
like
google
maps
that
has
data
on
the
entire
planet.
I
have
traffic
data.
I
have
you
know,
data
on
restaurants
and
things
like
that.
A
A
A
A
Yeah
yeah,
so
yelp
is
basically
just
like
a
site
in
which
you
can
rank
restaurants
and
like
plumbers
and
electricians,
and
things
like
that.
This
is
a
restaurant
that
is
close
to
my
house
and,
as
you
can
see
over
here,
what
we
actually
have
in
yelp
is
google
maps.
So
how
did
we
get
google
maps
inside
of
yelp
right?
So
there's
got
to
be
some
sort
of
business
agreement
between
these
services
and
the
answer
is
google
maps
understands
hey.
I
got
all
this
data.
A
Why
don't
I
make
this
data
available
for
sale
for
other
businesses
and
just
charge
up
money
and
that's
exactly
what
they're
doing
so.
This
is
a
google
cloud,
as
you
can
see
over
here,
hey.
If
you
want
my
maps
and
routes
and
all
this
other
stuff,
then
you
know
if
you
there's
different
pricing
tiers
right
so
for
every
1000
times
this
map
is
displayed.
A
Then,
if
you
want
the
basic
package,
it's
gonna
cost
you
two
dollars.
If
you
want
the
more
advanced
package,
it's
going
to
cost
seven
dollars,
and
so
literally
every
time
yelp
is,
you
know,
displaying
google
maps
data,
then
google
is
charging
them
money
for
this,
and
that
is
part
of
their
e-business.
A
A
This
is
the
handbook
site
and,
as
you
can
see,
how
all
of
how
all
of
this
data
share
works
behind
the
scenes
is
you
need
something
called
an
api,
and
so
what
an
api
is
is
it's
an
alternative
version
of
your
website?
This
is
gitlab.com
for
the
handbook
page.
This
is
the
alternative
api
endpoint
for
what
we
were
just
looking
at,
and
so,
as
you
can
see,
it
says
the
exact
same
information,
so
over
here
project
id
is
7764.
A
Id
is
7764
right.
Source
description
source
for
about.gitlab.com
project
is
for
public
facing
marketing
website
of
get
lab,
including
improvements
around
the
docsin
handbook.
If
I
go
here,
sourceforgetlab.com
about
and
repro
project
is
for
public-facing
marketing
websites,
including
docs
in
the
handbook.
So
it's
saying
the
exact
information.
A
If
I
wanted
to
build
an
integration
with
gitlab.com,
I
would
use
this
information
and
not
this
information.
So
that's
the
api
allows
me
to
do
this.
Every
single
major
website.
We
want
other
people,
other
e-businesses,
to
use
our
data
because
that's
how
we
make
money.
Facebook
has
an
api
twitter
has
an
api.
A
Amazon
has
an
api
every
single
one
of
these
major
players.
They
have
apis
why
it's
basically
just
like
increasing
your
your
visibility
for
your
e-business
right.
So
the
reason
why
google
wants
to
be
here
is
one
I
get
money
directly,
but
two,
you
know
I'm
increasing
just
knowledge
of
google
maps,
which
is
also
good
for
me
as
well
did
do
you
have
a
question
man.
B
Yeah,
so
is
it
the
same
with
apis
for
logins,
because
everybody,
facebook
apple,
google,
everybody
wants
to
have
their
like
way
of
login
to
any
application,
so
they're
providing
those
apis
so
other
applications.
Other
companies
can
use
their
apis
and
everybody
receives
information
logs
in
without
signing
up
and
stuff
like
that.
So
it's
kind
of
the
same
right.
B
A
D
A
A
D
Okay,
so
from
like
a
normal
customer
like
me
like
when
I
wanna
george
was
saying
like
if
you
need
to
log
into
something
a
service
or
whatnot,
what
would
be
a
real
life
application
for
me?
Api,
because
what
I
see
is
all
like
web
pages
and
like
what?
What
is
the
advantage
of
an
api
for
like
a
normal
person
like
us,.
A
Yeah,
so
if
I
wanted
to
integrate
some
sort
of
like
thing
like
not
jenkins
but
like,
if
I,
if
I
want
to
integrate
so
like
developers,
they
have
all
these
tools
right.
So
I
have
github,
I
have
artifactory.
I
have
jenkins.
I
have
all
these
other
things.
If
I
want
these
things
to
talk
to
each
other
in
some
sort
of
automated
way,
then
I'm
going
to
be
using
the
api
to
talk
to
this
thing.
A
D
D
D
Well,
we
also
have
another
question
so
like
when
you're
saying
earlier,
like
google
noticed
like
if
the
web
page
loading
time
is
way
slower
than
people
lose,
you
know
interest,
and
then
they
just
go
somewhere.
So
is
it
a
lot
based
on
api
efficiency
like
how
well
it
is
talking
to
each
other
and
then
leading
you
to
the
right
place?
Is
it?
Is
it
a
lot
of
times
a
struggle
being
api.
A
Apis
are
faster
than
the
website
in
general
and
yeah,
it's
like,
if
I'm
the
amount
of
like
you
know
so,
every
web
request.
Fundamentally,
I'm
downloading
stuff
right,
I'm
downloading
this
icon,
I'm
downloading
this
text
and
then
finally,
it's
displayed
on
like
my
browser.
The
amount
of
like
things
that
I
need
to
download
to
go
here
is
about
I'd,
say
like
30
times
more
than
the
amount
of
stuff.
D
Okay,
so
like
basically,
they
just
runs
in
the
background
for
whatever,
like,
like
an
end
user.
Like
me,
I'm
browsing
some
websites
and
then
I'm
trying
to
do
something,
and
then
the
api
is
talking
in
the
background
and
yeah.
So
what
what
are
really
the
struggles
for
websites
to
load
really
slowly?
Is
it
mostly
server
efficiency.
A
You
know
it
could
be
that,
like
hey
you're,
not
working
out,
it
could
be
that
like
yeah,
it
could
be
that
I'm
watching
too
much
tv,
I
couldn't
be
eating
right.
Maybe
I
smoke
right
like
there's
the
same
sort
of
analogous
things
for
why
are
websites
performing
and
not
performing,
and
it's
really
complicated
and
really
deep.
There's
these
guys
called
performance
engineers
and
they
get
paid
like
a
ton
of
money
to
basically
figure
out
what
the
bottleneck
and
my
like
web
application
is.
I'm
sure
that
google,
and
all
these
other,
like
massive
yeah.
A
A
C
A
Actually,
you
can
literally
have
anything
connect
with
gitlab
through
our
api,
so
our
api
has
built-in
stuff
for
jenkins
and
github.
That
makes
it
easy
so
yeah.
But
if
you
wanted
to
create
your
own
web
application
and
talk
to
gitlab,
you
would
use
our
api
integration
there
and
then
you
could
use
our
api
for
that.
So
yeah.
A
All
right,
yeah,
we
got
10
minutes
left.
Let
me
try
to
just
you
know:
go
jump
through
some
of
this
stuff,
real,
quick,
all
right,
so
apis
are
how
applications
talk
to
each
other.
If
anyone
ever
asks
you
this,
it's
another
version
of
a
website
and
why
we
have
this
is
so
applications
can
talk
to
each
other
if
I'm
an
e-business.
The
reason
why
I
want
this
is
because
one
I'm
selling
my
data,
which
gives
me
money
directly
and
two,
I'm
creating
I'm
increasing
my
market
share
right.
A
So
if
people
go
to
yelp,
they
see
google
maps.
This
increases
the
visibility
of
google
maps
and
that
matters
a
lot
for
me
too.
So
that's
why
people
want
to
have
apis
this
and
yeah.
Virtually
every
major
application
is
consumable
api
and
the
reason
why
is
because
we
want
to
make
money
off
of
our
data
and
we
want
our
product
our
tool
to
be
as
extensible
as
possible.
So
we
talk
about
like
tool,
chain
tanks
at
gitlab,
a
lot
right.
A
So
if
you
have
all
of
these
tools,
then
that's
a
problem,
because
you
have
too
many
tools,
but
imagine
if
you
had
one
tool
that
didn't
work
with
all
of
the
other
stuff.
So
imagine
if
github
didn't
talk
to
jenkins
and
didn't
talk
to
like
artifactory,
then
like
the
usefulness
of
github
is
like
way
less
now,
so
that's
another
reason
why
people
want
to
have
apis
all
right,
the
technology
race.
This
is
something
that,
like
I
was
engineer
for
about
half
a
decade.
I
can
speak
to
this.
Personally.
A
I
have
a
friend
that
I
was
hanging
out
with
last
night
who's
a
nurse
practitioner,
so
she
went
to
school,
became
a
nurse.
Then
she
spent
two
more
years
and
then
she
became
a
nurse
practitioner
right.
So
I
saw
her
go
through
all
of
her
school.
She
had
to
go
read
all
of
these
textbooks.
She'd
read
like
2,
000
pages
a
semester
and
learned
the
human
body
really
really
well
in
technology.
A
The
big
problem
with
it
is
that
it's
just
changing
so
fast
and
the
rate
of
change
is
only
getting
faster.
So,
in
other
words,
what
I
mean
by
that
is
like,
if
I
had
a
web
application
20
years
ago,
I'm
pushing
out
updates
every
three
months
now
people
are
talking
about.
I
need
to
push
out
updates
every
single
day
right
and
there's
all
of
these
crazy
new
things.
Blockchains
one
big
data
is
one
public
clouds.
One
microservices
is
one,
and
all
of
these
things
are
all
fundamentally
game
changing.
A
If
my
competitors
are
using
these
things
and
I'm
not,
then
they
are
going
to
be
ahead
of
me
in
three
years,
and
the
problem
is
that,
like
all
of
these,
things
are
completely
new
and
it's
really
hard
to
navigate
all
of
this
new
stuff.
My
friend,
who
is
a
nurse
practitioner
like
she,
spent
let's
just
say,
like
3
000
hours
studying
the
human
body.
Now
she
can
work
as
a
nurse
practitioner
and
but
the
human
body
doesn't
change
right.
A
So
she
needs
to
learn
new
medication
and
stuff,
but
fundamentally,
like
her
skill
set,
is
good
for
the
rest
of
her
life
for
engineers,
your
skill
set
is
going
to
be
completely
obsolete
in
three
years.
That's
it.
If
I
have
amazon.com
right
now,
if
I'm
not
changing
it,
if
I'm
not
updating
it,
it's
going
to
be.
Let's
talk
about
all
of
these
things
in
terms
of
features
that
depends
on
where
your
competition's
at
but
lyft
and
uber
they're,
pushing
out
new
features
all
the
time.
A
User
experience
really
depends
on
your
audience
right
and
your
audience
is
changing
all
the
time
terms
of
speed
obsolete
in
one
year.
Maybe
in
terms
of
security,
your
new
vulnerabilities
happen
every
single
day,
so
almost
all
technology
companies
they
feel
behind.
We
talk
about
how
like
twitter
and
all
these
other
companies
they're
doing
digital
transformation,
but
90
of
all
of
our
customers
know
that
they're
not
disrupting
anything
and
they're,
just
like
struggling
to
keep
up
with
all
of
these
things.
Here,
that's
what
it's
like
to
be
an
engineer.
A
That's
what
it's
like
to
be
in
tech
and
we're
creating
this
pressure
for
our
competitors
too.
Like
cloud
cloud
bs
people
like
that,
they
know
that
we
are
the
amount
of
features
that
we
push
out.
That
probably
keeps
them
up
at
night.
You
know
so
where
does
gitlab
fit
in?
This
is
basically
the
takeaway
point
good
lab.
So
I
was
an
engineer
I
used
jenkins
for
about
four
years.
I
used
github
for
about
five
years.
A
I
probably
spent
around
50
percent
of
all
of
my
day
on
these
tools-
and
I
can
speak
about
this
like
personally
get
lab,
is
an
extremely
powerful
suite
of
tools
that
allows
customers
to
get
ahead
of
their
competitors.
This
is
our
fundamental
value
proposition
that
we
bring.
We
understand
that
you
feel
behind
with
your
features.
We
understand
that
your
problems
with
security
and
all
these
other
things-
and
it's
just
part
of
the
reason
why
it's
just
really
really
really
hard,
but
with
git
lab.
A
This
can
be
part
of
your
strategic
strength
that
allows
you
to
deliver
value
to
your
customers
and
get
ahead
of
your
competitors.
That's
our
fundamental
value
proposition.
How
do
we
do
that?
That's
command
of
the
message.
Three
things
is
basically
all
of
we
do
everything
else.
Really.
Just
funnels
into
this,
how
become
more
efficient,
deliver
better
products
faster
and
reduce
security
risk.
I
have
classes
about
each
one
of
these,
so
you
know
definitely
in
future,
like
iterations,
be
sure
to
sign
up
for
exactly
what
we
mean
by
this,
and
that
was
the
slides.
A
We
got
to
talk
about
homework,
real,
quick
just
because
there's
only
four
minutes
left
and
I
want
to
honor
your
schedule,
but
this
is
the
homework
for
our
class.
Everything
is
just
written
in
response.
I
have
some
questions
for
you
everything's
open-ended
this,
isn't
this
isn't
like
the
homework
that
we
had
before
we're
always
like.
What's
a
cpu,
this
isn't
which
isn't
relevant
to
like
what
we
do
here.
Every
single
one
of
these
questions
is
either
something
that
a
customer
will
ask.
You
are
something
that
will
help.
A
You
understand
our
space
so
that
you
can
have
a
better
conversation
with
our
customers
and
if
it's
not
tell
me
and
I'll
change
it,
I
really
want
to
be
cognizant
of
your
time.
So
how
this
works
is
that
there
are
some
questions
fill
out.
The
answer
get
how
can
get
lab
help?
We
just
talked
about
it
three
things
right,
that's
command
of
the
message,
so
fill
it
out
for
me,
and
I
just
give
this
as
a
standard
disclaimer
for
everyone.
A
A
I
have
like
a
high
standard
for
these
responses,
so
don't
I'm
not
trying
to
pick
on
you
if
I
ask
you
to
do
something
over
again.
This
is
really
designed
to
help
you
and
at
the
end,
you
are
tracked
for
the
number
of
attempts
that
you
take
to
get
everything
right.
So,
as
you
can
see
over
here,
katie
ramos,
she
got
everything
right
first
time
for
these
two
classes
took
her
three
times
to
get
this
right.