Tell us a bit about your role at Honeycomb.
I'm a strategic rep — I've been at Honeycomb for about 10 or 11 months. The strategic team is a little over a year old, and our job is to support the largest organizations globally. My day is split between growing existing customers and building greenfield pipeline. I'm always working across different time zones, different geographies, keeping a pulse on events in London, Amsterdam, Berlin. It's a big role. And Fluint is embedded in it — Olli is one of the first things I open when I start my day.
What was your workflow before Fluint?
Before I got real value out of Fluint, I was using it mostly at the surface — discovery questions, meeting summaries, that kind of thing. The deeper deal work, the POC frameworks, the workshop abstracts — that was just ad hoc. You'd cobble something together, or lean on your solutions team, and it would be generic. It wasn't tailored to the customer. Fluint is what made it tailored.
Walk us through a deal where Olli made a real difference.
The deal that really showed me what was possible was with a customer called Myer — a new logo for us. They had big aspirations to move into open telemetry, which is an area we have a real differentiator in. So I took all the meeting context from what we'd discussed and layered in what we'd done with other customers, and had Olli build an abstract for a tailored open telemetry workshop. The customer saw it and said: where do I sign up? From there, we got credibility, kicked off a POC, and I used Olli to build the entire POC framework — executive summary, technical sections, the whole thing. We ended up driving the structure for our POC and, because we were first, for every other vendor's too. That's a powerful position to be in.
How do you use Olli on a day-to-day basis — not just for big deals?
It's really become bidirectional now. Early on I was mostly dumping context in — meeting notes, Zoom summaries, phone call recaps, Teams messages. But now I'm actively going back and forth with Olli. I'll ask what the deal score is today versus two weeks ago. I'll ask what's moved, what hasn't, and what I should do about it. I'll have it generate emails or LinkedIn messages for greenfield outreach and then give it feedback — add this, remove that — and it listens. It's not a one-way information dump anymore.
Tell us about using Fluint to identify something you were missing in a deal.
The Early Warning deal is the one that comes to mind. I'd taken it over from a rep who left. There was a lot in the deal, but I didn't know what was a gap in my knowledge versus a gap in the deal itself — and you have to be careful not to re-ask things the customer has already answered. Olli helped me separate those. It told me: this isn't just something you don't know — this is something Honeycomb hasn't fully addressed. So I could ask it with confidence. And when I brought it to the executive — a very direct person, no fluff — it created real forward motion. He owned the action item. That ultimately closed the deal.
You mentioned sharing a document with a champion externally. Tell us about that.
I had Olli build a one-pager — a justification document for why Honeycomb and why this project. I edited it, then shared it with my champion and said, let's own this together. He took it and ran. I was getting notifications at 1am, 3am — he was in there editing, making it his own voice alongside mine. And this was at Early Warning Services, which is one of the most security-conscious organizations I work with. The fact that he could take that link and iterate on it so easily — that tells you the collaboration piece is real.
What would you tell a skeptical AE who hasn't tried Fluint yet?
Honestly, I'd probably joke that I'm happy to keep it to myself. But the real answer is: if you aren't using Fluint, you're doing yourself a disservice. Once you've got it configured, the content flows in automatically — there's no extra work. And what you get back saves you hours. We all talk about how sellers don't listen enough, how we have happy ears. Fluint actually hears everything and gives you a clear view. There's not a day I don't use it.
