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Mission 
and Culture
WHAT IS CULTURE? 
A set of shared 
beliefs, values, 
and practices.
Why do we care 
about culture?
Great culture 
attracts 
great people.
A great culture helps 
people deliver their 
best work.
This document is 
about our culture: 
Who we are and who 
we aspire to be.
BUT FIRST... 
What are we trying to do? 
What’s our mission?
DID YOU KNOW... 
Most businesses 
fail in 5 years
That number is 
NOT GOOD
We can (and do) 
help businesses last 
longer than 5 years
We can make 
a difference
There are 
29 Million 
small businesses 
in the US
500,000 
new businesses 
are created 
every month
If just a small percent 
last a few years 
longer, the entire 
economy grows
A rising tide 
lifts all boats 
(our company & our customers)
OUR MISSION: 
We help people 
succeed in business
How are we doing it?
We’re revolutionizing 
how small businesses 
track performance. 
We’re FitBit for Small Business
CULTURE 
will help us get there.
The PAS Culture 
1 We rely on data 
2 We solve for the customer 
3 We’re transparent 
4 You have the autonomy to be awesome 
5 We’re picky about our peers
1 
We rely on data 
“Without data, you are blind and deaf 
and in the middle of a freeway.” 
—Geoffrey Moore
1. WE RELY ON DATA 
Test Everything 
Assumptions are great— 
but they need validation
1. WE RELY ON DATA 
Minimum Viable 
Product (MVP) 
Distill ideas down to the basics before 
investing time & money in the real thing.
1. WE RELY ON DATA 
But quality is 
always important 
“Minimum viable” doesn’t mean 
low quality, shoddy work.
1. WE RELY ON DATA 
Question the 
status quo 
All ideas are welcome. 
Not all can be implemented.
1. WE RELY ON DATA 
We aren’t a 
democracy 
Data will be analyzed, and at the end of 
the day, the project lead has to decide. 
Not all decisions will be popular.
2 
Solve for the 
Customer 
It’s not about our success, 
it’s about our customers’ success.
2. SOLVE FOR THE CUSTOMER 
“What’s in it 
for Garrett?” 
Garrett is our target persona. 
Would he be happy with this product 
or this marketing campaign?
2. SOLVE FOR THE CUSTOMER 
We love to teach 
Success comes from educating 
our customers, not exploiting them.
2. SOLVE FOR THE CUSTOMER 
But a bankrupt 
company can’t help 
customers 
Customers pay a fair price for 
things that have value.
3 
Transparency 
Power is gained by sharing knowledge, 
not hoarding it
3. TRANSPARENCY 
We share everything 
Weekly company updates with 
sales reports and team priorities keep 
everyone in the loop 
For obvious reasons, 
salaries and HR issues are not shared.
3. TRANSPARENCY 
Have a question? 
Just ask. 
Anyone. Any time.
3. TRANSPARENCY 
Financials? Strategy? 
Hiring? 
We share everything that 
we can realistically and legally share.
4 
Autonomy to be 
Awesome 
“Work is a thing you do. 
Not a place you go.”
4. AUTONOMY TO BE AWESOME 
Results are most 
important 
Every job has metrics and goals.
4. AUTONOMY TO BE AWESOME 
Where you do your work 
is not important 
As long as people know where you are 
and can reach you, do your work where 
you’re most efficient.
4. AUTONOMY TO BE AWESOME 
But we value in-person 
collaboration 
Sometimes the best ideas come 
from casual interactions with 
your co-workers, especially those 
that aren’t on your team.
4. AUTONOMY TO BE AWESOME 
Take as much 
responsibility as you 
can handle 
There’s always more to do 
than people to do it.
4. AUTONOMY TO BE AWESOME 
We support you 
Unlimited free books. Just buy them 
and turn in the receipt. 
Online education? 
Just talk to your manager.
4. AUTONOMY TO BE AWESOME 
You’re the expert 
We don’t just help entrepreneurs, 
we want everyone in the company 
to be entrepreneurial. You must be 
an expert at what you do (or be working 
hard to become an expert).
4. AUTONOMY TO BE AWESOME 
We try not to have too 
many policies 
that hold you back
4. AUTONOMY TO BE AWESOME 
A universal policy: 
“Use good judgment” 
This covers almost everything. 
Use good judgment to do what’s good 
for your team, good for the company, 
and good for our customers.
4. AUTONOMY TO BE AWESOME 
“Use good judgment” 
An example: 
We don’t have an official travel policy. 
Just “use good judgment” when you 
get your meals, book a hotel, etc. Think: 
“Would I spend my own money this way?”
4. AUTONOMY TO BE AWESOME 
For some people, this 
much autonomy can be 
uncomfortable 
Our inclination towards as much 
autonomy as possible can come off 
as a lack of direction.
4. AUTONOMY TO BE AWESOME 
But our mission 
stays the same 
We’re just always trying to find a better 
way to get there. That’s why you have 
to be an expert.
5 
We’re picky 
about our peers 
Our employees make us 
who we are.
5. WE’RE PICKY ABOUT OUR PEERS 
PAS Employees are: 
Effective Get shit done 
Dynamic Bring on the change 
Interesting Sushi lessons? 
Curious Don’t stop hunting 
Smart There’s always more to learn
5. WE’RE PICKY ABOUT OUR PEERS 
Effective 
Take the ball and run. 
Better to ask forgiveness than permission. 
No analysis paralysis.
5. WE’RE PICKY ABOUT OUR PEERS 
Dynamic 
Flexible in a constantly 
changing landscape. 
Willing to try new things. 
Not afraid of change.
5. WE’RE PICKY ABOUT OUR PEERS 
Interesting 
Read and share interesting things. 
Someone you want to talk to and 
learn more about. 
Do interesting things outside of work.
5. WE’RE PICKY ABOUT OUR PEERS 
Curious 
Always learning. 
Intrigued by new ideas. 
Always searching for ways 
to do things better.
5. WE’RE PICKY ABOUT OUR PEERS 
Smart 
People who are intelligent and curious will 
learn how to do virtually any job. 
If you aren’t an expert, you will figure out 
how to become one.
5. WE’RE PICKY ABOUT OUR PEERS 
Hire to elevate 
Bring in people that are better 
than you at something. They’ll elevate 
the rest of the team.
5. WE’RE PICKY ABOUT OUR PEERS 
Our products are 
world class and we’re 
building a world 
class team. 
People in 180+ countries have used our 
software and tools.
The PAS Culture 
1 We rely on data 
2 We solve for the customer 
3 We’re transparent 
4 You have the autonomy to be awesome 
5 We’re picky about our peers
Thank you for being 
part of our team!

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The Mission and Culture of Palo Alto Software

  • 2. WHAT IS CULTURE? A set of shared beliefs, values, and practices.
  • 3. Why do we care about culture?
  • 4. Great culture attracts great people.
  • 5. A great culture helps people deliver their best work.
  • 6. This document is about our culture: Who we are and who we aspire to be.
  • 7. BUT FIRST... What are we trying to do? What’s our mission?
  • 8. DID YOU KNOW... Most businesses fail in 5 years
  • 9. That number is NOT GOOD
  • 10. We can (and do) help businesses last longer than 5 years
  • 11. We can make a difference
  • 12. There are 29 Million small businesses in the US
  • 13. 500,000 new businesses are created every month
  • 14. If just a small percent last a few years longer, the entire economy grows
  • 15. A rising tide lifts all boats (our company & our customers)
  • 16. OUR MISSION: We help people succeed in business
  • 17. How are we doing it?
  • 18. We’re revolutionizing how small businesses track performance. We’re FitBit for Small Business
  • 19. CULTURE will help us get there.
  • 20. The PAS Culture 1 We rely on data 2 We solve for the customer 3 We’re transparent 4 You have the autonomy to be awesome 5 We’re picky about our peers
  • 21. 1 We rely on data “Without data, you are blind and deaf and in the middle of a freeway.” —Geoffrey Moore
  • 22. 1. WE RELY ON DATA Test Everything Assumptions are great— but they need validation
  • 23. 1. WE RELY ON DATA Minimum Viable Product (MVP) Distill ideas down to the basics before investing time & money in the real thing.
  • 24. 1. WE RELY ON DATA But quality is always important “Minimum viable” doesn’t mean low quality, shoddy work.
  • 25. 1. WE RELY ON DATA Question the status quo All ideas are welcome. Not all can be implemented.
  • 26. 1. WE RELY ON DATA We aren’t a democracy Data will be analyzed, and at the end of the day, the project lead has to decide. Not all decisions will be popular.
  • 27. 2 Solve for the Customer It’s not about our success, it’s about our customers’ success.
  • 28. 2. SOLVE FOR THE CUSTOMER “What’s in it for Garrett?” Garrett is our target persona. Would he be happy with this product or this marketing campaign?
  • 29. 2. SOLVE FOR THE CUSTOMER We love to teach Success comes from educating our customers, not exploiting them.
  • 30. 2. SOLVE FOR THE CUSTOMER But a bankrupt company can’t help customers Customers pay a fair price for things that have value.
  • 31. 3 Transparency Power is gained by sharing knowledge, not hoarding it
  • 32. 3. TRANSPARENCY We share everything Weekly company updates with sales reports and team priorities keep everyone in the loop For obvious reasons, salaries and HR issues are not shared.
  • 33. 3. TRANSPARENCY Have a question? Just ask. Anyone. Any time.
  • 34. 3. TRANSPARENCY Financials? Strategy? Hiring? We share everything that we can realistically and legally share.
  • 35. 4 Autonomy to be Awesome “Work is a thing you do. Not a place you go.”
  • 36. 4. AUTONOMY TO BE AWESOME Results are most important Every job has metrics and goals.
  • 37. 4. AUTONOMY TO BE AWESOME Where you do your work is not important As long as people know where you are and can reach you, do your work where you’re most efficient.
  • 38. 4. AUTONOMY TO BE AWESOME But we value in-person collaboration Sometimes the best ideas come from casual interactions with your co-workers, especially those that aren’t on your team.
  • 39. 4. AUTONOMY TO BE AWESOME Take as much responsibility as you can handle There’s always more to do than people to do it.
  • 40. 4. AUTONOMY TO BE AWESOME We support you Unlimited free books. Just buy them and turn in the receipt. Online education? Just talk to your manager.
  • 41. 4. AUTONOMY TO BE AWESOME You’re the expert We don’t just help entrepreneurs, we want everyone in the company to be entrepreneurial. You must be an expert at what you do (or be working hard to become an expert).
  • 42. 4. AUTONOMY TO BE AWESOME We try not to have too many policies that hold you back
  • 43. 4. AUTONOMY TO BE AWESOME A universal policy: “Use good judgment” This covers almost everything. Use good judgment to do what’s good for your team, good for the company, and good for our customers.
  • 44. 4. AUTONOMY TO BE AWESOME “Use good judgment” An example: We don’t have an official travel policy. Just “use good judgment” when you get your meals, book a hotel, etc. Think: “Would I spend my own money this way?”
  • 45. 4. AUTONOMY TO BE AWESOME For some people, this much autonomy can be uncomfortable Our inclination towards as much autonomy as possible can come off as a lack of direction.
  • 46. 4. AUTONOMY TO BE AWESOME But our mission stays the same We’re just always trying to find a better way to get there. That’s why you have to be an expert.
  • 47. 5 We’re picky about our peers Our employees make us who we are.
  • 48. 5. WE’RE PICKY ABOUT OUR PEERS PAS Employees are: Effective Get shit done Dynamic Bring on the change Interesting Sushi lessons? Curious Don’t stop hunting Smart There’s always more to learn
  • 49. 5. WE’RE PICKY ABOUT OUR PEERS Effective Take the ball and run. Better to ask forgiveness than permission. No analysis paralysis.
  • 50. 5. WE’RE PICKY ABOUT OUR PEERS Dynamic Flexible in a constantly changing landscape. Willing to try new things. Not afraid of change.
  • 51. 5. WE’RE PICKY ABOUT OUR PEERS Interesting Read and share interesting things. Someone you want to talk to and learn more about. Do interesting things outside of work.
  • 52. 5. WE’RE PICKY ABOUT OUR PEERS Curious Always learning. Intrigued by new ideas. Always searching for ways to do things better.
  • 53. 5. WE’RE PICKY ABOUT OUR PEERS Smart People who are intelligent and curious will learn how to do virtually any job. If you aren’t an expert, you will figure out how to become one.
  • 54. 5. WE’RE PICKY ABOUT OUR PEERS Hire to elevate Bring in people that are better than you at something. They’ll elevate the rest of the team.
  • 55. 5. WE’RE PICKY ABOUT OUR PEERS Our products are world class and we’re building a world class team. People in 180+ countries have used our software and tools.
  • 56. The PAS Culture 1 We rely on data 2 We solve for the customer 3 We’re transparent 4 You have the autonomy to be awesome 5 We’re picky about our peers
  • 57. Thank you for being part of our team!