Result Value Questions

Moralis Business School Onboarding Course
#1

Results Introduction

  1. Are results important at Moralis?
  2. Do we care about how many hours someone worked? If not - what do we care about instead?

Customer Resutls

  1. How do we work with Customer Results at Moralis?
  2. How are Customer Results different from What The Customer Asks for?
  3. What is the innovators dilemma?
  4. What can you say about customer results vs large clients, existing scope and our assumptions?
  5. How do we go the extra steps for our client even when it’s beyond our control?

Moralis Ways of Working

  1. What can you say about sense of urgency at Moralis?
  2. What can you say about bias for action at Moralis?
  3. Is it ok to make mistakes?
  4. What are some examples of “giving agency”? Give some practical examples.
  5. What do we mean by global optimization?
  6. What is tenacity?
  7. What can you say about Ownership at Moralis?
  8. What is “Disagree, Commit and Disagree”?
#2

Results Introduction

  1. Are results important at Moralis?
    Yes, they are. Moralis is 100% about results

  2. Do we care about how many hours someone worked? If not - what do we care about instead?
    Moralis does not value working long hours, it cares more about the results you are achieving.

Customer Resutls

  1. How do we work with Customer Results at Moralis?
    The goal is to always improve the results that customers achieve.

  2. How are Customer Results different from What The Customer Asks for?
    It differs because a customer considers how a specific solution can solve their problem, whereas the customer result considers the broader impact of the proposed solution and how scalable it is.

  3. What is the innovators dilemma?
    It describes how adapting new technologies can cause great firms to fail.

  4. What can you say about customer results vs large clients, existing scope and our assumptions?

    • Large clients: Our focus should not solely be on large clients; we should always treat all clients the same regardless of the amount they are paying Moralis
    • Existing scope: Moralis is opened to adapting great suggestions from clients that can improve the brand.
    • Our assumptions: In order to avoid creating redundant solutions, every idea or assumption must be directly validated by our customers.

  5. How do we go the extra steps for our client even when it’s beyond our control?
    By treating every customer as equal, regardless of the amount they are paying. And when a customer is losing productivity, we need to act as if we are also losing a million-dollar worth of productivity.

Moralis Ways of Working

  1. What can you say about sense of urgency at Moralis?
    Time gained or lost might have cumulative implications because Moralis is a startup that is rapidly expanding. It is best to always endeavor to get results as quickly as possible while remaining true to Moralis’s values.

  2. What can you say about bias for action at Moralis?
    We must maintain an emphasis on taking action. Thoughtful decisions should be made, but achieving speedy outcomes entails a fearless acceptance of occasionally making mistakes. Our bias for action can also allow us to course-correct quickly.

  3. Is it ok to make mistakes?
    Yes, it is, but it is how you correct or reduce these mistakes that matter.

  4. What are some examples of “giving agency”? Give some practical examples.
    Let’s say I am in a meeting that doesn’t require much of my input, I can decide to stay on the call but focus on other tasks rather than giving the meeting my full attention.

  5. What do we mean by global optimization?
    Moralis encourages you, as a team member of a specific department, to do what is best for the organization as a whole, rather than what is best for you or your department alone.

  6. What is tenacity?
    Tenacity is the ability to demonstrate dedication to what you believe in. You continue to pick yourself up, dust yourself off, and quickly get back to work, having learned even more.

  7. What can you say about Ownership at Moralis?
    This is almost the same as being a Direct Responsible Individual (DRI) for every task assigned to you.

  8. What is “Disagree, Commit and Disagree”?
    At Moralis, you have the freedom to question everything but as long as there is a decision in place, you are expected to commit to executing it.

#3

Results Introduction

1. Are results important at Moralis?
Everything we do is aimed at providing results that we promised each other.

2. Do we care about how many hours someone worked? If not - what do we care about instead?
The important measure here is what we achieved, not how many hours we put in. This is based on trusting the team members that they know what they’re doing.

Customer Resutls

3. How do we work with Customer Results at Moralis?
We want to constantly improve the results that our customers achieve, following the Concur Effect.

4. How are Customer Results different from What The Customer Asks for?
It’s often easier for customers to think about a solution than the actual problem they’re having. When getting feedback from customers, we should understand what the core problem is, and find a solution that scales for it.

5. What is the innovators dilemma?
It’s a book by Clayton Christensen that talks about how adapting new technologies by big firms can cause them to fail. We try to focus on small clients and future users.

6. What can you say about customer results vs large clients, existing scope and our assumptions?
We will listen to clients and adapt our scope if it’s appropriate. Also, we will validate our assumptions with clients to make sure they’re relevant and scalable.

Moralis Ways of Working

8. What can you say about sense of urgency at Moralis?
We try to get good results as quickly as possible, since time lost accumulates and is exponential.

9. What can you say about bias for action at Moralis?
We love people who take action. Trying to get quick results, sometimes might lead to errors, but it’s understood that this could be the case.

10. Is it ok to make mistakes?
Sure, but we need to correct and reduce the important mistakes.

11. What are some examples of “giving agency”? Give some practical examples.
Give people freedom to focus on what they think they should be focusing on. If their participation in a meeting is not important, they can shift their focus to something else.

12. What do we mean by global optimization?
We’re encouraged to do what’s best for the whole organization rather than just our department of the company.

13. What is tenacity?
Dedication for what we want and believe in. When we fail, we get back up and keep going.

14. What can you say about Ownership at Moralis?
We are directly responsible for what we’re assigned. That’s the cost of our freedom to work.

15. What is “Disagree, Commit and Disagree”?
Question everything, but work with the taken decision in mind.

#4

  1. yeah

  2. yes, time matters

  3. metrics

  4. solutions vs problems

  5. think outside the box

  6. any customer is as important as any other customer

  7. by tracking it, keeping an eye on it

  8. emergency

  9. alternatives

  10. we are humans

  11. give the best service

  12. standardization

  13. effort

  14. felt part of it

  15. against the vote, voting on favor but doing the opposite

#5

Results Introduction

  1. Are results important at Moralis?
    Yes, Moralis is 100% About Results oriented company, so they focus more on the result they produced that what keep the company going.
  2. Do we care about how many hours someone worked? If not - what do we care about instead?
    Moralis care about the kind of result you produced not the number of hours you work.

Customer Resutls

  1. How do we work with Customer Results at Moralis?
    Moralis focus more on improving the result the customer achieve which make them to stay focus on the concur effect.
  2. How are Customer Results different from What The Customer Asks for?
    Customer consider specific solution can solve their problem, while the customer result is consider a wider impact of the proposed solution and how scalable this ca be.
  3. What is the innovators dilemma?
    This describe the process at which adapting new technology can course big startup to fail.
  4. What can you say about customer results vs large clients, existing scope and our assumptions?
    Paying good attention to clients and adapt our scope if it’s appropriate. we will have to cross check our assumptions with clients to ensure they’re relevant and scalability.
  5. How do we go the extra steps for our client even when it’s beyond our control?
    Not this popular saying that customer is king, treating every customer as equal, regardless of the amount they are bringing. And when a customer is losing productivity, we need to act as if we are the one losing a million-dollar worth of productivity.

Moralis Ways of Working

  1. What can you say about sense of urgency at Moralis?
    Every one at Moralis is expected to master the sense of urgency. Try to get the results as fast as possible, but without compromising our values and the company standard so the compounding of results can begin and we can focus on the next improvement.
  2. What can you say about bias for action at Moralis?
    It’s important that we keep our focus on action, and don’t fall into the trap of analysis paralysis or sticking to a slow, quiet path without risk. Decisions should be thoughtful, but delivering fast results requires the fearless acceptance of occasionally making mistakes; our bias for action also allows us to course-correct quickly.
  3. Is it OK to make mistakes?
    Yes, everyone will make mistakes, but it’s the relative number of mistakes against all decisions made.
  4. What are some examples of “giving agency”? Give some practical examples.
    It still very important to still be present in a meeting even though i have less input on the that meeting so that other can easily ping me to get an urgent response.
  5. What do we mean by global optimization?
    Moralis definition of global optimization is that you do what is best for the organization as a whole.
  6. What is tenacity?
    Means the “Persistence of purpose” which is the ability to keep showing commitment to what you really believe in.
  7. What can you say about Ownership at Moralis?
    Ownership at moralis is all about Direct Responsible Individual (DRI) for every task assign to you.
  8. What is “Disagree, Commit and Disagree”?
    Moralis believe that every team has the freedom to question everything it as long as there is a decision in place, you are expected to commit to executing
#6

Results Introduction

  1. Are results important at Moralis?

100% it’s all about results to our customers and investors.

  1. Do we care about how many hours someone worked? If not - what do we care about instead?

results are measure in Moralis, not hours; if for some reason a team member is working more hours, that person should address that with team lead or manager.

Customer Resutls

  1. How do we work with Customer Results at Moralis?

focus on improving the results of Moralis’ customers :

  1. decision makers are not direct users
  2. features are overwhelming and disjointed
  3. user experience gets worse over time
  1. How are Customer Results different from What The Customer Asks for?

most times customer would ask for some specific which is different to work on results would first is to strive in understanding the why of the request, see a broader impact and create a solution that scale.

  1. What is the innovators dilemma?

perhaps working for big customers requirement, it is better to start small: focus on small customers and future ones.

  1. What can you say about customer results vs large clients, existing scope and our assumptions?\

in Moralis they work for small customers:
Moralis would adapt the scope of the project if the customers has a great idea
if an idea is in place: it is good practice to validate with the customers and see if something that scales
or provide relevant solutions to customers and that eliminates any assumption.

  1. How do we go the extra steps for our client even when it’s beyond our control?

Moralis care about the customer experience and support even if it something out of Moralis’ control. Treat the customer’s urgency as if Moralis is losing money.

Moralis Ways of Working

  1. What can you say about sense of urgency at Moralis?

get results as fast as possible; without compromising Moralis’ values and ways to communicate; to avoid any compounding effects.

  1. What can you say about bias for action at Moralis?
    ( i can’t find a better way to describe it): decisions should be thoughtful. Delivering results fast requires the fearless acceptance that occassionaly we would make mistakes; we should not get into analysis paralysis and correct the mistakes promptly.
  2. Is it ok to make mistakes?

yes, specially when we are proactive and not waiting for approval and take action fearlessly; however we should be able to correct mistakes promptly

  1. What are some examples of “giving agency”? Give some practical examples.

i have multiple meetings as guest during the day and I have other deliverables to complete which are important to a project; I contact the host of the call(s) and tell that I can provide my input in 5 minutes or maybe I don’t have nothing to contribute at that given time:

  1. address in a chat a different way to provide inputs, (5min call, an email or by chat)
  2. inform that there is no action or dependency for me to join the call
  3. join the meeting for the moment the host requires participation.
  1. What do we mean by global optimization?

we do what is best as an organization rather than only my working team, or department.
Helping other to succeed also requires to not block them: unblock (merge approval, answer questions, provide results that are depending on me) anytime as possible and that is a priority. this is collaboration boost and wanting others to succeed!

  1. What is tenacity?

be committed and persistent of the purpose of Moralis and customers results

  1. What can you say about Ownership at Moralis?

take action, step up;
having task in a team means I am responsible to act proactively and resolve problems and inform leads if there is something I cannot perform or complete.

  1. What is “Disagree, Commit and Disagree”?

everything can be questioned, but as long there is consensus and commit to final decision we should go an execute.

#7

Results Introduction

  1. Are results important at Moralis?
    Yes. Moralis is 100% about results!

  2. Do we care about how many hours someone worked? If not - what do we care about instead?
    Since Moralis is 100% about the things we achieve within the company, we don’t have to try to get as many hours as possible, but to work as efficiently as possible, and show those results.

Customer Results

  1. How do we work with Customer Results at Moralis?
    We focus on improving the results of our clients by staying aware of the Concur effect. This means that we help them prevent their user experience from getting worse over time, which is usually caused by a product being “overwhelming and disjointed” when decision-makers do not know how their own product performs as direct users do. And by staying aware of misaligned incentives or the principal-agent problem, which might give instant gratification, but definitely not long-term success.

  2. How are Customer Results different from What The Customer Asks for?
    What the customer asks for might not be that which they need in reality. Through our product development process, we focus our efforts on understanding what the client is asking for and why, the broader impact it has, and then we create a competitive solution. This will all be measured by the client’s results, which is more important.

  3. What is the innovators’ dilemma?
    The innovators’ dilemma is when even highly successful companies can lose their market leadership and even fail. This usually happens simultaneously as new competitors rise and take over that same market.

The two main parts of this dilemma are:

  • Firstly, the S curve from value to innovation brings the plateau effect to mind. They both have three stages, one focuses on the many iterations the improvement of a product has (where the highest value to the customer is achieved somewhere in the middle of the curve, which peaks at a minimal additional value to the customer), while the other one focuses on the three stages a creator’s mind goes through, which lead to the plateau effect.

“Our civilization has always recognized exceptional individuals, whose performance in sports, the arts, and science is vastly superior to that of the rest of the population” - K. Anders Ericsson.

The quote above describes the way most people reach the plateau effect and only exceptional individuals are recognized for their vastly superior performance. Ericsson’s theory of deliberate practice also reminds me of the concept of Day One, which Ivan mentioned in one of his videos.

  • And secondly, incumbent-sized deals, which relates to the previous topic of what the customer asks for given that it states that:

“(…) companies lose market share by listening to their customers and providing what appears to be the highest-value products, but new companies that serve low-value customers with poorly developed technology can improve that technology incrementally until it is good enough to quickly take market share from an established business.”

Something small can easily turn into something big, especially since smaller ventures don’t have big sales or performance requirements, and therefore give more time and space to focus and innovate on creating something new. At the same time, this also reminds me of the Pareto principle (or 80-20 rule) that says - among other things - that “80% of your profits come from 20% of your customers.” This is also why we should focus on small and future customers (users) as well.

  1. What can you say about customer results vs large clients, existing scope, and our assumptions?
    Customer results are more important than scoring large customers since the last one leads to the dilemma mentioned above. We may adapt our existing scope if we get a great suggestion from a client that gives us better insights compared to a previous plan, but just as long as it contributes to the momentum of our flywheel (Flywheel Effect). We assume from the beginning that every company works differently. To ensure that we create scalable, highly relevant solutions, we have to directly validate our assumptions with customers because what works for us doesn’t necessarily work for others.

  2. How do we go the extra steps for our client even when it’s beyond our control?
    The customer experience is our responsibility even when it isn’t in our control. We should go above and beyond to help them with their issues as if it meant that Moralis was losing $1M per day, regardless of how much the client is paying us.

Moralis Ways of Working

  1. What can you say about the sense of urgency at Moralis?
    Time gained or lost has compounding effects. That’s why, without compromising Moralis’ other values and communication style, we should have a sense of urgency when we begin working with a client or are involved in an iteration of their project so that we can see the results and can therefore get started on the next improvement.

  2. What can you say about bias for action at Moralis?
    Accepting that we might make mistakes is important so that we remain action-oriented, and don’t get paralyzed by indecision about what to do next. While we should be thoughtful, we should also be able to deliver fast results. This will also help us to correct things as we go and get back on track quickly.

  3. Is it ok to make mistakes?
    Yes, everyone makes mistakes. The important thing is the percentage of mistakes and the swift correction of said mistakes. We also learn from mistakes and when we share them with the team, it can prevent the same mistake from being committed by others as well.

  4. What are some examples of “giving agency”? Give some practical examples.
    Giving agency means that we trust one another to focus on what is more important or where we will be the most productive. For example, it is not mandatory to participate in every work call, but each of us can follow our judgment on what is best to do at every particular moment.

  5. What do we mean by global optimization?
    It means that we do that which is best for the organization as a whole. We shouldn’t work hard for the goals of our team if that negatively impacts the goals of other teams, our users, and/or the company. Others’ goals are our problems and our job too. When it comes to collaborating, then it means that we should prioritize helping whoever else might need our help, especially if that means that they’re otherwise unable to continue working in any way.

  6. What is tenacity?
    Tenacity or persistence of purpose is being able to show the commitment we have to that which we believe in (the company). We keep it moving, we keep learning and working to improve our work projects and ourselves.

  7. What can you say about Ownership at Moralis?
    Each of us is responsible for or is the owner of the tasks that our team is assigned.
    We should be able to anticipate and solve problems without expecting others will, and proactively inform stakeholders when there is something we don’t think we’ll be able to solve.

  8. What is “Disagree, Commit and Disagree”?
    It means that we get to disagree or question everything, as long as we still follow through with the current plan. We can bring things up to the attention of the DRI (Direct Responsible Individual), but until or unless the plan is changed, we work on the plan and achieve results with it regardless of our disagreement.

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#8

Results Introduction

1. Are results important at Moralis?

  • Moralis is all about results, everything we do is about producing results that we promised each other and to our customers
  • You must be highly focused on results

2. Do we care about how many hours someone worked? If not - what do we care about instead?

  • We measure results not hours
  • code you have shipped, users you made happy, team members you have helped

Customer Resutls

3. How do we work with Customer Results at Moralis?

  • Focus on improving results that customers achieve, which requires being aware of the Concur effect.
  • Concur effect:
    • decision makers are not direct users
    • features are overwhelming and disjointed
    • user experience gets worse over time
  • Customer results are more important than large customers, what customers ask for, our existing scope, our assumptions, what we control

4. How are Customer Results different from What The Customer Asks for?

  • Its easy for a customer to think in terms of specific solutions rather than the core problem that needs to be solved
  • When a customer asks for something specific, we should strive to understand why, work to understand the broader impact, and then create a solution that scales

5. What is the innovators dilemma?

  • This is the dilemma that describes how large companies lose market share by listening to their big customer and providing what they want, but new companies serve customers by incrementally improving their poorly developed technology incrementally to the point it quickly takes marketshare from established businesses.

6. What can you say about customer results vs large clients, existing scope and our assumptions?

  • Large clients - Focusing on large clients leads to innovators dilemma, so we focus on small and future customers
  • Existing scope - We may adapt the scope if we get a great suggestion from the client. This must fully contribute to our flywheel effect
  • Our assumptions - We can’t assume what works for us will support our customers need. When we have an idea, it needs to be directly validate our assumptions with customers, to ensure we create a scalable highly relevant solutions.

7. How do we go the extra steps for our client even when it’s beyond our control?

  • we take responsibility for what the customer experiences, even if its not in our entire control
  • we go above and beyond
  • if customer is losing productivity, that to us is the same as if Moralis was losing $1M per day of productivity, no matter how much they pay us

Moralis Ways of Working

8. What can you say about sense of urgency at Moralis?

  • time gained or lost has compounding effects
  • try get results as fast as possible, without compromising our other values

9. What can you say about bias for action at Moralis?

  • Keep your focus on action, don’t be in analysis paralysis or pick the slow path without risk.

10. Is it ok to make mistakes?

  • Yes, everyone will make mistakes, but it’s about the percentage of mistakes, the swift correction and resolution which is important.

11. What are some examples of “giving agency”? Give some practical examples.

  • Can opt out of meetings where your participation isn’t critical
  • Can work on other things during meetings, good for multi-purpose meetings

12. What do we mean by global optimization?

  • you do what is best for the organisation as a whole
  • don’t optimise for the goal of your team when it negatively impacts other teams in Moralis
  • If someone is blocked and waiting on you, that is your top priority

13. What is tenacity?

  • persistence of purpose
  • commitment to what you believe in

14. What can you say about Ownership at Moralis?

  • Team member complete tasks they are assigned
  • As a owner, you are responsible for overcoming challenges
  • Take initiative, inform team when there is something you may not be able to solve

15. What is “Disagree, Commit and Disagree”?

  • Any past decision and guidelines are open to questioning
  • but you still need to act on them
  • until they are changed
  • e.g. you must follow the DRI decision, even if you disagree
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#9

1. Are results important at Moralis?

“Measure Results Not Hours” it simply shows results are how much important than any other thing

2. Do we care about how many hours someone worked? If not - what do we care about instead?

yes you do, but it is important to know why someone is working many long hours on something! may be there can be any fix for it

3. How do we work with Customer Results at Moralis?

“Our focus is to improve the results that customers achieve”

4. How are Customer Results different from What The Customer Asks for?

“Often, it’s easier for a customer to think in terms of a specific solution than to think about the core problem that needs to be solved. But a solution that works well for one customer isn’t always relevant to other customers, and it may not align with our overall product strategy.”

5. What is the innovators dilemma?

" When New Technologies Cause Great Firms to Fail"

6. What can you say about customer results vs large clients, existing scope and our assumptions?

Large clients: our intent should not be to satisfy just large client needs.no matter of how they are paying us we must understand their needs.
Existing scope: Moralis says welcome to any good idea or suggestion from clients which can bring value for it
Our assumption: “we must directly validate our assumptions with customers to ensure we create scalable, highly relevant solutions”

7. How do we go the extra steps for our client even when it’s beyond our control?

by caring about customer experience. if a customer is losing productivity we must count it as moralis losing productivity.This treatment is equal regardless of how much they are paying us

8. What can you say about sense of urgency at Moralis?

time is everything,we must try to get results as fast as possible without compromising our other values

9. What can you say about bias for action at Moralis?

“the relative number of mistakes against all decisions made”,because results are very important we have to take some risks at some points which may be cause some mistakes.

10. Is it ok to make mistakes?

whoever is doing more is making more mistakes but we must say sorry about it as fast as possible and look to resolve it soon.

11. What are some examples of “giving agency”? Give some practical examples.

if someone is focusing on something (solving a task or problem) and is it not important to attend a meeting they can skip the meeting until the meeting needs their contributions for a few minutes.
imaging a DevOps person which is working on a server maintenance issue and there is a meeting about something important in the future the DevOps person can skip this meeting because he/she has a very urgent task.

12. What do we mean by global optimization?

we must think as a whole. we must not optimize personal or team goals which they affect bigger-scale goals or conflict other teams

13. What is tenacity?

bool IsYourGoalReached=false;
while(!IsYourGoalReached){
try{
R&D();
Test();
IsYourGoalReached=true;
}
catch{
Log();
}
Thread.Sleep();// take some rest
}

14. What can you say about Ownership at Moralis?

“As an owner, you are responsible for overcoming challenges, not suppliers or other team members. Take initiative and proactively inform stakeholders when there is something you might not be able to solve.”

15. What is “Disagree, Commit and Disagree”?

“Any past decisions and guidelines are open to questioning as long as you act in accordance with them until they are changed.”

1 Like
#10
  1. Are results important at Moralis? 100% important as we need to help customers along with their developments in production
  2. Do we care about how many hours someone worked? If not - what do we care about instead? We care for the results not time on them. We care for what we have to deliver inside the company or to our customers.

Customer Results

  1. How do we work with Customer Results at Moralis? We work to improve our clients needs having on mind the concur effect: preventing the ux to get a problem because the decision maker is not an end user and so helping them to have success.
  2. How are Customer Results different from What The Customer Asks for?Customers sometimes don’t have a clear need, so is important throught consultancy to help them to achieve a great development mesured by their results.
  3. What is the innovators dilemma? Is when succesful companies fail on the market, it happens when competitors with more innovation on their products and get on the markets and quicky climb with the plateau effect. It also reminds that a simple idea can get big enough to captivate the markets so we have to concentrate on every kind of customer.
  4. What can you say about customer results vs large clients, existing scope and our assumptions? Customer results are the most important thing at Moralis, while the large clients are already on the field and suddenly can get harmed by the innovators dilemma.It’s important to have a studied plan and create a scalable and innovative solution for the customers validating everything with them before starting.
  5. How do we go the extra steps for our client even when it’s beyond our control? Is important to help clients in any need even if it’s not in our hands, in order to accompany them to meet their goals and in order they feel not alone.

Moralis Ways of Working

  1. What can you say about sense of urgency at Moralis? It’s when we help to get the best solutions asap without compromising Moralis values.
  2. What can you say about bias for action at Moralis? We need to deliver solutions as fast as we can and this can get some mistakes on it’s way so we have to take care, not to stop and get a correction on this issues quickly.
  3. Is it ok to make mistakes? Yes, and is human, more when you are taking risk fearleassly! But you need to solve that mistakes quickly!
  4. What are some examples of “giving agency”? Give some practical examples.It’s when I have a lot of things and calls to be done at the day and have transparency on which time I can give others as I have plenty of work. I can easily tell them that I can answer they needs by chat or email, or I can have a 10 minute call, or explain that is not mandatory to be at a videocall if really it’s not or I can tell them to schedule for other day.
  5. What do we mean by global optimization? We optimize productivity inbetween us and to do that we need to unblock someone that needs me when is high priority issue.
  6. What is tenacity? Tenacity is to persist on Moralis purpouse and client’s goals.
  7. What can you say about Ownership at Moralis? The ownership at Moralis is to work actively, consult leader if needed to solve anything I don’t know and resolve the issues I can.Never to stop finding the solutions.
  8. What is “Disagree, Commit and Disagree”? We can question or not agree on anything but we have to get agreements on the team and together get a solution to not stop the project.
1 Like
#11

  1. Results are one piece of the complex formula required to propel Moralis forward, they are important.

  2. The focus should not be on how many hours someone worked but instead on the results they were able to produce and if those results live up to the promise they made and the standards Moralis expects.

  3. Customer results should be the focus when measuring productivity. Solutions provided need to directly correlate with the broader issue and not always a customer specific problem.

  4. A customer may not always know what they are looking for, the goal is to provide solutions that fix the underlying issue rather than focus on the specific problem the customer is facing. Being a good listener and translating what the customer is telling you, into a solution for everyone is crucial.

  5. The innovators dilemma highlights the importance of focusing on future customers and current customers when providing a solution in an innovative space. Small, incremental improvements to an existing product over a longer period will eventually build momentum and provide great value.

  6. When we feel we have an idea that will provide value and solutions to our customers problems it is imperative to directly validate and confirm that we are in fact coming up with the correct answer that is scalable.

  7. Treat every customer the same, if they are down, pretend we are losing 1M a day regardless of the size of the customer. It is always a priority to make sure the customer is taken good care of. Going above and beyond is the standard at Moralis.

  8. A sense of urgency must always be held at the back of the mind, but do not allow it to dilute or compromise the other values which must remain present while working at Moralis.

  9. It is easy to get caught up in over-analyzing, focus on providing solutions in an effective way and drive forward. Rather than stall the entire operation trust that with time the wheat will be separated from the chaff.

  10. Making mistakes is part of learning and growth, everyone makes mistakes. We must own them and understand that when we are making mistakes it is simply a part of the process of getting better.

  11. Allowing someone to work on something else while remaining present in a group call. Trusting in co-workers to know and take care of what they are responsible for regardless of sub-tasks. Someone might say they won’t be able to make it to a meeting because they are working on something, giving them agency is about allowing that to happen and not making a big deal about it.

  12. Conducting your business operations in such a manner that you are always contributing to the entire health of the business body, rather than just a single organ or blood vessel.

  13. Tenacity is the will to continue pushing through, regardless of the circumstances. Being able to rebound from defeat and keep driving forward.

  14. When you are responsible for doing something you are expected to live up to that ownership, do not place burden on others for your own benefit.

  15. Even if you don’t like something you must accept current practice until new guidelines are set forth. When questioning a decision do so from a place of respect in accordance with current procedures. Assume best intentions were in mind and consult with the DRI as necessary.

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#12

Results Intro:

  1. Yes, it’s at the top of the value hierarchy. We are expected to deliver results to our customers, each other, and our investors.
  2. We care about results above all. Be proud of your achievements, not the number of hours worked.

Customer Results:
3. Relentlessly improving customer results while being hyper-aware of the Concur effect.
4. What the customer asks for might be a bandaid fix whereas customer results treat problems at the root.
5. It’s when incumbent companies get tunnel vision with their large/existing customers and lose market share to smaller companies innovating in lesser-known markets.
6. We must always be open to the opportunity to create better results despite what our largest customers think, what our existing scope entails, and what assumptions we have.
7. Put ourselves in their shoes - think and act as if those are your own problems and risks to manage. That’s when you’ll achieve results and more importantly, trust.

Moralis Ways of Working:
8. At start-ups, events positively or negatively compound at warp speed. Let’s act with urgency without watering down our values in the process.
9. Making mistakes are not ideal but what’s worse is analysis paralysis and slow, risk-free progress.
10. Know that mistakes are ok as long as we reflect and course correct along the way.
11. An all-hands meeting where everyone can tune into what’s important to them while getting other work done if needed without interrupting the rest of the group. A sales pipeline meeting where we take turns reviewing opportunities - say your piece, get the help you need, and keep the ball rolling whether it’s in the meeting or not.
12. Focus on the overall business impact. Help everyone move as a group.
13. Grit - power through tough times knowing that you’re only getting better and stronger with each roadblock.
14. Taking ownership of all stages of your role’s tasks and responsibilities. From solving problems to communicating challenges and seeking help, you are responsible for all of it.
15. Despite disagreements, you will follow through in good faith when consensus is achieved. Allow yourself to be open to new learnings and regroup with data if you feel the need to have another discussion.

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#13

Results Introduction
Are results important at Moralis?
Moralis is 100% About Results. Everything we do at Moralis is all about producing the results we promised to each other, our customers, our users and our investors.
Do we care about how many hours someone worked? If not - what do we care about instead?
No. We care about what you achieve: the code you shipped, the user you made happy, and the team member you helped.
Customer Results
How do we work with Customer Results at Moralis?
Our focus is to improve the results that customers achieve, which requires being aware of the Concur effect.
How are Customer Results different from What The Customer Asks for?
This means we don’t use the phrase “customer focus”, because it tempts us to prioritize what the customer says they want over what we discover they actually need through our product development process.
What is the innovators dilemma?
Large customers. This leads to the innovator’s dilemma, so we should also focus on small customers and future customers (users).
What can you say about customer results vs large clients, existing scope and our assumptions?
Our existing scope. We may adapt the scope if we see a great suggestion from the client that will give us better insights compared to what we have planned now. Every company works differently, so we can’t assume that what works well for us will support our customers’ needs. When we have an idea, we must directly validate our assumptions with customers to ensure we create scalable, highly relevant solutions.
How do we go the extra steps for our client even when it’s beyond our control?
We should take responsibility for what the customer experiences, even when it isn’t entirely in our control. We try to go above and beyond to solve their issues. When a customer is losing productivity, treat it like Moralis is losing money.
Moralis Ways of Working
What can you say about sense of urgency at Moralis?
Try to get the results as fast as possible, but without compromising our other values and ways we communicate, so the compounding of results can begin and we can focus on the next improvement.
What can you say about bias for action at Moralis?
It’s important that we keep our focus on action, and don’t fall into the trap of analysis paralysis or sticking to a slow, quiet path without risk. Decisions should be thoughtful, but delivering fast results requires the fearless acceptance of occasionally making mistakes; our bias for action also allows us to course-correct quickly.
Is it ok to make mistakes?
Yes, everyone will make mistakes, but it’s the relative number of mistakes against all decisions made (i.e. percentage of mistakes), and the swift correction or resolution of that mistake, which is important.
What are some examples of “giving agency”? Give some practical examples.
We give people agency to focus on what they think is most beneficial. If a meeting doesn’t seem interesting and someone’s active participation is not critical to the outcome of the meeting, they can always opt to not attend, or during a video call they can work on other things if they want.
What do we mean by global optimization?
You do what is best for the organization as a whole.
What is tenacity?
Tenacity is the ability to display commitment to what you believe in. You keep picking yourself up, dusting yourself off, and quickly get going again having learned a little more.
What can you say about Ownership at Moralis?
We expect team members to complete tasks that they are assigned. Having a task means you are responsible for anticipating and solving problems. As an owner, you are responsible for overcoming challenges, not suppliers or other team members.
What is “Disagree, Commit and Disagree”?
Any past decisions and guidelines are open to questioning as long as you act in accordance with them until they are changed.

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#14

Results Introduction

Moralis is 100% About Results

Everything we do at Moralis is all about producing the results we promised to each other, our customers, our users and our investors. You are expected to be highly focused on results.You are judged based on your output and how much you push Moralis forward. Let’s never lose sight of the actual tangible, concrete results we all are expected to deliver.

Measure Results Not Hours

We care about what you achieve: the code you shipped, the user you made happy, and the team member you helped.

Customer Results

How do we work with Customer Results at Moralis? Our focus is to improve the results that customers achieve, which requires being aware of the Concur effect.

What The Customer Asks for. This means we don’t use the phrase “customer focus”, because it tempts us to prioritize what the customer says they want over what we discover they actually need through our product development process. Often, it’s easier for a customer to think in terms of a specific solution than to think about the core problem that needs to be solved. But a solution that works well for one customer isn’t always relevant to other customers, and it may not align with our overall product strategy. When a customer asks for something specific, we should strive to understand why, work to understand the broader impact, and then create a solution that scales.

What is the innovators dilemma?

“Disruptive technology should framed as a marketing challenge not a technological one”. Clayton M. Christensen.

3 Lessons:

  • There are two kinds of technologies: disruptive and sustaining.
  • If a company’s resources, processes and values don’t match the market, no management can save it.
  • Market leaders can solve the innovator’s dilemma by acquiring or founding subsidiaries.

Customer results vs large clients, existing scope and our assumptions.

"To move forward for new improved results, must create a win-win situation between clients or business partners.

Build credibility and draw an increase of user base, clients and customers.

Quality customers are loyal users and investors.

We don’t just adapt, we transform with the existing scope through practical and actionable insights contributing to our flywheel effect of disciplined people, thought and action. "

Focus on ensuring cusromers’ needs are resolve and met.

No customer, no growth.

Moralis Ways of Working

SENSE of URGENCY at Moralis. At an exponentially-scaling startup, time gained or lost has compounding effects.

Try to get the results as fast as possible, but without compromising our other values and ways we communicate, so the compounding of results can begin and we can focus on the next improvement.

Bias for action at Moralis
Focus on action, less focus on perfectionsim. It’s risky to spend long time overanalysing a task, there should be a time frame for every task taking place. Practice makes progress from making occasional mistakes not for impulsive decision making but in areas where you can grow and improve. It’s about accomplishing a task efficiently in short period of time. Making the right decision and getting better results each time

Is it ok to make mistakes? Decisions should be thoughtful, but delivering fast results requires the fearless acceptance of occasionally making mistakes; our bias for action also allows us to course-correct quickly. Everyone will make mistakes, but it’s the relative number of mistakes against all decisions made (i.e. percentage of mistakes), and the swift correction or resolution of that mistake, which is important.

Giving Agency meaning and examples

We give people agency to focus on what they think is most beneficial. If a meeting doesn’t seem interesting and someone’s active participation is not critical to the outcome of the meeting, they can always opt to not attend, or during a video call they can work on other things if they want.

Staying in the call may still make sense even if you are working on other tasks, so other peers can ping you and get fast answers when needed. This is particularly useful in multi-purpose meetings where you may be involved for just a few minutes.

“Have agency to act on urgency in the middle of a task if other task needs your attention.
The ability to make a decision to excuse yourself from a task as new expected task comes up.
It comes down to what more important should be given a first place priority.
To meet guidelines outside of your normal calendar schedule.”

Global Optimization
Our definition of global optimization is that you do what is best for the organization as a whole. Don’t optimize for the goals of your team when it negatively impacts the goals of other teams, our users, and/or the company. Those goals are also your problem and your job. Keep your team as lean as possible, and help other teams achieve their goals.

Tenacity~

We refer to this as “persistence of purpose”. Tenacity is the ability to display commitment to what you believe in. You keep picking yourself up, dusting yourself off, and quickly get going again having learned a little more.

About Ownership at Moralis?

Ownership at Moralis means expecting team members to complete tasks that they are assigned. Having a task means you are responsible for anticipating and solving problems.

Disagree, Commit and Disagree

Everything can be questioned, but as long as a decision is in place, we expect people to commit to executing it. In a manager-report circumstance, usually the report is the DR. The manager may disagree with the final decision, but they still commit to the decision of the DRI. :fire:

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#15
  1. Yes. Moralis is 100% about results to each other, our customers, users and investors
  2. Not really. The focus in on results and goals, not the hours you put into something
  3. By putting our focus in improving the results our customers achieve
  4. Customers don’t always know what they need as they might be unaware of internal implementations, just didn’t consider other options or don’t care about the future improvements another solution might have
  5. It is a dilemma you fall into when you have something bit already working, it might be tempting to keep iterating over it, with its weight. And somebody else might be better suited to iterate on something new and small that will later take on the bigger one
  6. We should strive to achieve customer results, regarless of their size and actual scope and also validate our assumptions to ensure we provide a scalable, highly relevant solution to their problems but also useful for other clients
  7. By treating our customers as if they were ourselves and if they are losing productivity, we consider Moralis is losing big money
  8. The time gained or lost has a compounding effect, therefore we need communication to compound gains
  9. We should keep focus on action, try to avoid analysis paralysis or a slow quiet path to avoid taking risks
  10. It is, with mistakes quickly validated we can correct the course quickly
  11. Giving the option to opt out of a meeting or just staying in case they call you to provide a quick answer but doing other thing as you consider you won’t have impact on that meeting
  12. It means that the global goal is more important than the personal or team one. Unblocking others should be the top priority and, in the case of a conflict, you should solve it without ignoring the global goal in favour of your personal or team one
  13. Tenacity is the persistence of purpose, whatever happens you get up, learn and try again until you make your commitments
  14. Team members are expected to take ownership of their assignments. Even if it takes overcoming challenges, and in case something is bigger then proactively inform stakeholders to make them aware
  15. It is the process of disagreeing but still being committed to the result, even if you disagree. You can discuss that later
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#16

Result Introduction

  1. Yes, we are here to deliver results and we are judged based on output and how we help Moralis move forward
  2. No, we care about achievements, the amount of tasks we finished, and the amount of help we gave to others.

Customer Results
3. We work with Customer Results at Moralis by focusing on customer achievement result which requires being aware of the Concur effect
4. Customer Results is what we do that what we think they need while Customer Asks is what they think want for.
5. Innovators dilemma is when Disruptive technologies eventually surpass sustaining technologies in satisfying market demand with lower costs. When this happens, large companies who did not invest in the disruptive technology sooner are left behind.
6. Customer results can be a bit tricky maneuver around with our assumptions since if we have an idea for a customer needs and as part of out assumption we ask out customer what we think about their idea, they would potentially provide feedback that’s based on what they want.
7. We treat situations that are beyond our control as if we are incurring a huge lose and put all our efforts regardless of how much we earn from the client

Moralis Ways of Working
8. There is the value of time spent to be utilised a lot in a way that it does not compromise our other values
9. The number of mistakes made from making a thoughtful but quick decision as long as it result to a better problem resolution and fixes is better than taking so much time on thinking of ways to fix it without doing any action
10. Yes. as long as we correct it and come up with resolutions that would overlap the mistake
11. Attending Fika sessions while working on a different task simultaneously. Fika sessions are very helpful and informative to listen to but doesn’t require 100% attention while working on a task that could be more critical or high priority.
12. Global Optimization is doing what’s best for the company as a whole. Making work decisions and priotizations that would affect other teams positively.
13. Tenacity is being persistent that would eventually lead to more learnings.
14. There is a need to take responsibility and initiative when it comes to assignments and other project owned.
15. When a decision is made, we are expected to deliver the requirements provided. Open up a discussion if there are suggested changes from the requirement but work on the provided requirement.

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#17

Results Introduction

  1. Are results important at Moralis?
    Yes, at the end of the day, results are what matter.

  2. Do we care about how many hours someone worked? If not - what do we care about instead?
    No - we care about what they delivered, the quality and quantity of their output.

Customer Results

  1. How do we work with Customer Results at Moralis?
    Focus on the results that customers receive

  2. How are Customer Results different from What The Customer Asks for?
    The customer often asks for surface-level specifics, when we should strive to understand why they want what they want, and craft a solution that scales well.

  3. What is the innovators dilemma?
    When the next iteration of the product under development by the incumbent tends to often be ousted by a competitor developing the next generation product.

  4. What can you say about customer results vs large clients, existing scope and our assumptions?
    Customer results should be focused on above the voice of large clients, existing scope and our assumptions.

  5. How do we go the extra steps for our client even when it’s beyond our control?
    Have a sense of urgency when it comes to a customer’s experience. Prioritize it as if Moralis was leaking money.

Moralis Ways of Working

  1. What can you say about sense of urgency at Moralis?
    Try to get the results as quickly as possible, without compromising on our values.

  2. What can you say about bias for action at Moralis?
    We don’t get stuck in analysis, and take action quickly. This allows us to make mistakes knowing they will be corrected quickly.

  3. Is it ok to make mistakes?
    Yes, but we should make few and correct them quickly.

  4. What are some examples of “giving agency”? Give some practical examples.
    Allowing people to select their attendance in meetings, or work on other things during a non-interesting or irrelevant segment.

  5. What do we mean by global optimization?
    It means doing what’s best for the organization as a whole, as opposed to just our portion of it.

  6. What is tenacity?
    Persistence of purpose.

  7. What can you say about Ownership at Moralis?
    Team members should complete the tasks that they’re assigned to, take responsibility for driving them forward and keep stakeholders informed.

  8. What is “Disagree, Commit and Disagree”?
    When a decision is made, team members are expected to act in accordance with it, even if they continue to disagree.

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#18
  1. Yes!
  2. No, the results matter, not the amount of hours.
  3. The focus is on the results that customers achieve.
  4. Solutions vs Problems.
  5. Thinking outside of the box.
  6. All customers are important.
  7. Treating every customer as an equal, tracking and monitoring their productivity.
  8. Every minute counts in a startup env, so it’s important to focus on the emergencies and get results as soon as possible.
  9. Emphasis on taking action and achieving speedy outcomes, even if that comes with making mistakes.
  10. Yes, we’re all humans. What’s important is how we correct these mistakes and reduce them from the future.
  11. When you are for example in a meeting and you’re not the main speaker, you can decide to stay on the call but you can focus on other tasks, rather than having the full attention on the meeting.
  12. You do what is best for the organization as a unit.
  13. The ability to show commitment to what you believe in and not giving up on that.
  14. The expectation to complete the tasks you are assigned too, resolve issues, raise questions when blocked etc
  15. Every decision can be questioned, but as long as a decision is in place, the expectation is for people to commit to executing it.
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#19

  1. Results are highly important at Moralis, and the employees are expected to be highly focused on results.

  2. No, at Moralis you do not care about how many hours you worked. Instead you care of the results and the output.

  3. The focus at Moralis is to improve the results customers achieve, and in order to do this, a certain set of “rules” must be followed to ensure avoiding the Concur effect.

  4. Customer results means focusing on improving the results of the customer, which differs from what the customer asks for, in the sense that what the customer asks does not necessarily mean what the customer actually needs.

  5. The innovator’s dilemma means that large companies lose market share by listening to their customers needs, whereas by serving small companies and improving the technology incrementally is a better way to take market share from established businesses.

  6. The focus should not be solely on the large clients which bring a huge chunk of the revenue. The needs of every client should be taken into account, and new ideas should be validated against all the customers.

  7. When things are not directly in Moralis’s control, treat them like they are and take responsibility for solving their issues, because when a customer is losing money, that means Moralis is losing money.

  8. Regarding the sense of urgency: try to get results in as fast as possible, and of course without losing the values that Moralis has. This is such that the company can focus on the next thing, such that growth can happen quickly.

  9. In order to achieve results quickly, decisions need to made quickly, even though mistakes can be made. Decision should be of course thoughtful, but the decision making process should be made with confidence and in a fearless way. In this way, a fast iteration can be achieved.

  10. Is it very ok to make mistakes, such that you course correct quickly.

  11. Giving agency means empowering people to work on what they think brings most value. For example if a meeting does not make sense, then you can opt to not participate and then focus on what you think is more important at that moment.

  12. Global optimization means that you as an employee should do what is best for the whole company, not locally for your own team. Help other teams achieve their goals, and unblock them when necessary.

  13. Tenacity means basically commitment. In case hurdles appear in your path, then go through them with the mindset that you can learn a bit from each hurdle, and that they will not put you down.

  14. Ownership at Moralis means taking responsibility of your own tasks, and to make sure you get them done. And even if you cannot get them done, inform your stakeholders upfront such that these issues can be solved quickly. You are the leader of your work.

  15. “Disagree, Commit and Disagree” means that you should abide to the decision which was made, even though you want to change the decision, or even though you disagree with the decision.

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#20
  1. 100% Yes!
  2. No. We care about the results we produce, how we helped one of our users, or the code we shipped.
  3. Our focus is to improve the results that customers achieve
  4. Through our product development proccess we can find out what the customer actually needs. We aim to fix the core problem that will let the customers achieve greater results.
  5. It describes when new technologies can cause failures to great firms.
  6. We focus on small and future customers. We try to adapt when we see good suggestions for clients but we also need to validate our assumptions about these changes with other customers to see if they’ll really benefit. We do this every time we have an idea.
  7. We assume that when a client is losing something i.e. productivity, its like Moralis is losing money, and therefore we go the extra mile for them.
  8. We try to get the results as fast as possible, but without compromising our other values and ways we communicate.
  9. We keep our focus on taking action and moving quickly, which means mistakes will sometimes be made and we accept that.
  10. Yes but we try to keep them minimal. The relative number of mistakes against all decisions made.
  11. I.e. if you don’t need to be active to a meeting you don’t need to opt in, or you can be in a meeting but can work on something else so other peers can still ping you when you’re needed.
  12. It means that you always do whats best for the organization as a whole. Not focus only on your team if it also doesn’t affect the organization positively.
  13. It is the ability to show commitment even when things not going your way. Just pick yourself up and continue.
  14. Having a task means you are responsible and expected to finish that task, by overcoming obstacles along the way and informing stakeholders.
  15. Everything can be questioned, but as long as a decision is in place, we expect people to commit to executing it.
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