Building Wiz: the fastest-growing startup in history | Raaz Herzberg (CMO and VP Product Strategy)

Herzberg recounts hearing many customer conversations while still not understanding the concrete product. Asking that question opened a deeper discussion about whether the story was too broad. A team should be able to explain the actual solution, not only a large problem and an attractive opportunity.

She says the early team was looking for positive reinforcement rather than listening for deeper enthusiasm. A courteous response can leave the essential questions unanswered. Inspect what the customer is asking and doing instead of counting every encouraging phrase as validation.

Herzberg describes calls changing from general interest to questions about trials, timing and involving other teammates. In her account, those were stronger signs of engagement. Such signals warrant further learning; they are not a guarantee of a sale or long-term fit.

She describes learning to ask for another explanation even when it felt uncomfortable. Her account connects that habit with a culture where different voices can contribute. Clarifying confusion can expose an issue shared by others who have not said it aloud.

Herzberg says early work taught the core team a great deal because they went through the process themselves. Her point is that hiring another person does not automatically replace missing understanding. Completing one version can reveal what the team needs before delegating more of the work.

She describes the central challenge moving from understanding the product to building it, selling it and making it known. The same function is not always the limiting step. Revisit where the difficulty now sits rather than solving only the problem the team had earlier.

When moving into marketing, Herzberg says she had much to learn but already understood the problem and audience. She also learned from marketers on her own team. Existing product knowledge can support a transition without pretending it replaces the new discipline's craft.