trellix
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Customer reference calls sit at a strange intersection. They are not a sales pitch. They are not a technical deep dive. And they are never neutral. By the time a buyer asks for one, the deal is already leaning in one direction. The call either confirms the decision or quietly kills it. That is why
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Hidden Costs of Free Cloud Credits for Startups
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2 min read
Free cloud credits feel like a gift. And in the early days, they are. They get you moving. They remove friction. They let you build without asking permission from finance. But credits are not free money. They are deferred decisions. The first cost is architectural laziness. When compute feels infinite, discipline slips. Instances stay oversized.
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Trade shows can feel like a blur. You spend five figures on a booth, fly half your team out, hand out 200 badges. And leave wondering what, if anything, moved the needle. But done right, events like IDC don’t just raise brand awareness. They fill pipeline, build trust, and put your name in deals you
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We landed meetings. Dozens of them. Mid-market and enterprise CISOs across EMEA. The pitch landed. The calls went well. Everyone nodded. And then, nothing. No follow-ups. No POCs. No feedback. Just silence. We didn’t lose to competitors. We lost to no decision. Here’s what we got wrong. We assumed interest = intent. European buyers listen.
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Success is the result of continuous effort
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1 min read
“A stone is broken by the last stroke of hammer. That doesn’t mean that the first stroke is useless. Success is the result of continuous efforts.” ― Dr. APJ Abdul Kalam
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This Is How LLMs Work. Spoiler: They Don’t Think
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4 min read
Let’s clear something up right away: Large Language Models (LLMs) don’t “think.” They don’t understand your questions. They’re not sitting there contemplating answers like some digital Einstein. What they do is guess. Over and over, at speed and scale. But before we get to the mechanics of how LLMs like ChatGPT, Claude, or Gemini generate
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Support tickets aren’t just a cost. They’re a signal. Buried in every bug report, confusion thread, and “how do I” email is a chance to drive expansion, if you know how to listen. Most support teams close tickets. The best ones surface growth. Start by tagging every ticket by topic. Not just “bug” or “feature”
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LinkedIn isn’t just for job posts and sales bros. If you’re a technical founder, it’s your fastest channel to credibility, if you use it right. Post once a week and people assume you’ve disappeared. Post every day and people mute you. The goal isn’t volume. It’s signal. Talk like you’d talk to a smart colleague.
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An hour with a customer beats a week of technical onboarding meetings. It’s a working principle I’ve learned the hard way. At first, I trusted the engineers. But over time, it became obvious: they were building to spec, not to scenario. They were blind to how people actually used what we built. And it showed.
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About sharing
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1 min read
“If you have a loaf of bread and I have a euro, and I use my euro to buy your bread, at the end of the exchange I will have the bread and you will have the euro. Seems like a perfect balance, right? A has a euro, B has a bread, then A has