Page 9 - SSD Nodes Celebrates 7-year Anniversary

Matt Connor: I think it's really important to have a level of control in a lot of cases. I love the
Netflix culture deck because they say it perfectly: it's context, not control. It's giving people a
context to do their job; you aren't telling them how to do it, you're controlling them with the way

they're doing it. I think that's really important, and those are kind of the examples I try to set, is
framing the problems that we're having, aligning the goals of where we need to be, where we
are, that sort of thing. Then let people—because you hired, because you trust them—let them
come up with the solutions, the things that are needed to get there.

Joe Dager: Do you feel like sometimes you know the answer though, but you leave them run with
it? I mean, how do you feel when that's happening?

Matt Connor: It's part of the process of when we're discussing what to do. If they're saying
something that I think we've already done, then I'll say, "Well, these are my warnings doing this
thing," and then just to add more information to it, not saying, "This is what you need to do."
But, this is my experience doing it, and this is the context during the time of when I did, which
might have been a couple years ago. It may be completely not applicable to what we're doing
now because we're in a very different space. We’d just say it then, not wait; there's no need to
wait, just say it as part of the conversation.

Joe Dager: I want to throw you some action here. I want you to step outside your box a little bit
and ask, how do you think competitors think of you in the industry? That outside-in perspective,
how is the market looking in SSD Nodes? What do you think they see?

Matt Connor: They're probably wondering how we're able to get the pricing so low. And how

we're still in business by doing that. I think that's a valid question. That would be my guess, and I
would just say significant engineering went into making all that work.

Joe Dager: We talk a lot about pricing when talking about SSD Nodes, but that's not the primary
thing that I see customers talking about. They really talk about the personal support that they
get. I think that's what really surprised me. They don't think they're going in there and getting a
bot. Is the bot that good? Are you really giving personal support?

Matt Connor: Well, you know, we've been spending a lot of time working on AI… I’m just kidding.
No, I mean, we lead on pricing, but then when people have questions, we do really well on
support. It's not just like you're getting something low-priced and then we just don't have any
support for it. We actually give you really fantastic support.

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