{ "version": 2, "operator": "jared", "built_at": "2026-06-16T00:00:00Z", "counts": { "total": 40, "by_register": { "longform": 40 }, "by_surface": { "confluence": 40 }, "by_length_band": { "long": 11, "medium": 29 }, "by_author_tag": { "author:jared": 40 } }, "chunks": [ { "id": "corpusv3:c001", "text": "We've come a long way in a short time. We've also got a long way left to go. As I hold on to both of those: what this team has pulled off in its first stretch is rare enough that I don't want us taking it for granted. This needs to be studied. We've demolished what a customer expects a vendor call to feel like. We've pioneered a way of working that, for lack of a cleaner phrase, hits different. People feel it live, and they tell us about it after.", "operator": "jared", "source": "playbook", "source_ref": "playbook:flowstate", "surface": "confluence", "register": "longform", "length_band": "long", "char_len": 451, "token_len": 91, "weight": 1, "text_sha": "4c3029590977890f5ee6a8e406e74e4d56da3011c8d81bfe71c9ae5cf22da055", "tags": [ "author:jared" ] }, { "id": "corpusv3:c002", "text": "The job now is to break it down, codify it, and bottle some of the lightning we've been shooting out of our fingertips. Lightning that one person can summon is a party trick. Lightning the whole team can summon on command is a capability.", "operator": "jared", "source": "playbook", "source_ref": "playbook:flowstate", "surface": "confluence", "register": "longform", "length_band": "medium", "char_len": 238, "token_len": 44, "weight": 1, "text_sha": "c26391880dc37e0ced725cf0e8c9527d9929b39f9e25395e9527bd1c065dc93b", "tags": [ "author:jared" ] }, { "id": "corpusv3:c003", "text": "Here's what I notice: the calls that work tend to work the same way. We drop into a state where the read is fast, the framing is clean, the customer doesn't feel the need to defend their setup and starts building the next thing with us. We've largely been hitting that state on instinct -- but instinct doesn't transfer. A new CSE can't inherit a feeling. So this is me slowing down the tape, watching what we actually do when it clicks, and writing it down so the next person can run it on purpose.", "operator": "jared", "source": "playbook", "source_ref": "playbook:flowstate", "surface": "confluence", "register": "longform", "length_band": "long", "char_len": 499, "token_len": 95, "weight": 1, "text_sha": "17d657e9c63286f3f6d4e2c190f0cb769afa7e20a6a0708cf38c331e4961d4de", "tags": [ "author:jared" ] }, { "id": "corpusv3:c004", "text": "Takeoff is the cold-ish start. The AE says the customer wants to do more, they're excited, here's CSE, go. No scoped project. Sometimes pre-existing discovery, sometimes not. A warm room and a blank page. Takeoff is walking into that blank page already pointed somewhere and giving the engagement a shape the customer didn't know was available, with enough conviction that they come with you.", "operator": "jared", "source": "playbook", "source_ref": "playbook:flowstate", "surface": "confluence", "register": "longform", "length_band": "medium", "char_len": 392, "token_len": 64, "weight": 1, "text_sha": "183657154c9992317e7de9ec1b81e20d6ab62de108a9131bc89b959238a8e0af", "tags": [ "author:jared" ] }, { "id": "corpusv3:c005", "text": "Intercept is the other side of the coin. Something's already in the air. The customer is mid-migration, mid-decision, occasionally already lined up on the wrong runway because of something they heard before you got there. You get scrambled in late, you close the distance fast, you find out where they actually are, and you turn them onto a better heading without anyone feeling yanked. Sometimes the person you have to turn is on our side of the table.", "operator": "jared", "source": "playbook", "source_ref": "playbook:flowstate", "surface": "confluence", "register": "longform", "length_band": "medium", "char_len": 453, "token_len": 78, "weight": 1, "text_sha": "a1f14b4cb1341464782c16e9d637a3952d0cb05a7b1b1750586f7a548e88200c", "tags": [ "author:jared" ] }, { "id": "corpusv3:c006", "text": "The destination is the pitch. We're always driving the customer somewhere different from where they sit today, and usually somewhere different from where they thought they'd ever end up. That only lands without a fight when they believe we're prescribing it because we genuinely understand the fastest path to where they want to be. We lead with the outcome and let the product mechanics fall out of it. We say out loud that no matter where they're starting from or what we have to work with, we can pave a road to where they need to be without boiling the ocean -- we care about making it real. The moment a customer believes that about you, they stop hearing a vendor and start hearing a partner.", "operator": "jared", "source": "playbook", "source_ref": "playbook:flowstate", "surface": "confluence", "register": "longform", "length_band": "long", "char_len": 698, "token_len": 126, "weight": 1, "text_sha": "7e4f2d049a346ed4ccd3e97eb87357c88b69d74cf7a3ce9395093d70e444a2f0", "tags": [ "author:jared" ] }, { "id": "corpusv3:c007", "text": "Proof lies in precedent. Every prescription gets heavier when someone (even if it isn't you) has already lived it. \"We did this exact thing with another customer, here's what happened.\" \"We ran into that managing our own internal services, and here's exactly how we fixed it.\" It turns a claim into a reference, and references are hard to argue with.", "operator": "jared", "source": "playbook", "source_ref": "playbook:flowstate", "surface": "confluence", "register": "longform", "length_band": "medium", "char_len": 350, "token_len": 60, "weight": 1, "text_sha": "7ec3fc10345ac4f6f0bb1929988f97bdd84a2c3db1f5ac9d8c4ec0f10f079149", "tags": [ "author:jared" ] }, { "id": "corpusv3:c008", "text": "Seeing is understanding. Talking it through is slow and leaks detail. Showing it, or getting them to show you, collapses the gap. You can convey a lot more information when you use eyes, ears, and even touch. Pull up the catalog. Ask them to share their screen. An example ends a circular conversation and exposes the real state of things faster than any amount of discussion ever will.", "operator": "jared", "source": "playbook", "source_ref": "playbook:flowstate", "surface": "confluence", "register": "longform", "length_band": "medium", "char_len": 386, "token_len": 68, "weight": 1, "text_sha": "585d1f48ee259b25dfa16d02b5637e14f86f4b3ed69c994166f2f4962d8b7b36", "tags": [ "author:jared" ] }, { "id": "corpusv3:c009", "text": "Speed is our signature. Above all, the thing they remember is how fast we moved. Fast to read the problem, fast to have an answer, fast to set the next step. Most of them have never worked with a vendor who operates at this pace, and that surprise quietly does a lot of our persuading for us. \"I've never heard of that CI tool in my life, but give me 48 hours and I'll get you something wired up.\"", "operator": "jared", "source": "playbook", "source_ref": "playbook:flowstate", "surface": "confluence", "register": "longform", "length_band": "medium", "char_len": 397, "token_len": 79, "weight": 1, "text_sha": "97cf68c4368a8afa2464da61f7ed2d9ee1f4b9f4530057aa4c19183b6de9ffe4", "tags": [ "author:jared" ] }, { "id": "corpusv3:c010", "text": "One last thing before the mechanics: none of this survives as performance. Customers can smell a script, and the second they do, the whole effect collapses.", "operator": "jared", "source": "playbook", "source_ref": "playbook:flowstate", "surface": "confluence", "register": "longform", "length_band": "medium", "char_len": 156, "token_len": 26, "weight": 1, "text_sha": "b2de32f0931defc3e17a03a152746d329baf14c38d89c019a1431af8f17b1708", "tags": [ "author:jared" ] }, { "id": "corpusv3:c011", "text": "The reason the empathy reads as real is that it's real. We actually do respect how they've been getting by, we actually are certain about where they should go, we actually have felt their pain, and we actually will move faster than they expect. These playbooks aren't a way to fake any of that. They're a way to make sure we bring all of it, on purpose, every time, instead of only on the days the lightning shows up by itself.", "operator": "jared", "source": "playbook", "source_ref": "playbook:flowstate", "surface": "confluence", "register": "longform", "length_band": "long", "char_len": 427, "token_len": 81, "weight": 1, "text_sha": "a34eb90beff7d95f10c849c5dc7a21127c5d6f4ec0c348d4d013b7ff50855e74", "tags": [ "author:jared" ] }, { "id": "corpusv3:c012", "text": "You ever board a plane in midair? This is that. The engagement's already moving before we get there. The customer is committed to a destination, the nose is pointed a few degrees off, and we're coming in late with half the story.", "operator": "jared", "source": "playbook", "source_ref": "playbook:flowstate-intercept", "surface": "confluence", "register": "longform", "length_band": "medium", "char_len": 229, "token_len": 42, "weight": 1, "text_sha": "fe312b93f1736a64fa555c72d95fe4ab7267239458308ac00204e2deb1d08ff3", "tags": [ "author:jared" ] }, { "id": "corpusv3:c013", "text": "An intercept runs on the same instincts as a takeoff. The same fast read, the same certainty about where they should end up -- those still work. Most of them still serve us here. One of them turns on us...", "operator": "jared", "source": "playbook", "source_ref": "playbook:flowstate-intercept", "surface": "confluence", "register": "longform", "length_band": "medium", "char_len": 205, "token_len": 40, "weight": 1, "text_sha": "37c8971782d900748e74e17ca93b7906bcd21bd1542cec95a04ef4aa32977281", "tags": [ "author:jared" ] }, { "id": "corpusv3:c014", "text": "On a takeoff, the second we see where they should go, we say it, and saying it fast is why they lean in. Walk in already pointed somewhere and the customer comes along. The intercept punishes that exact move. The customer already bet on a direction, the account team already sold a story, and the moment we say \"that's wrong, do this instead,\" nobody's moved. We've told someone who's already committed that they bet wrong, in front of their boss, and now they're defending the old plan instead of hearing the new one.", "operator": "jared", "source": "playbook", "source_ref": "playbook:flowstate-intercept", "surface": "confluence", "register": "longform", "length_band": "long", "char_len": 518, "token_len": 93, "weight": 1, "text_sha": "bbf3138391bea8f6d69ac5c0958941c2c208dd4a5d54fc420ddab9de315040f9", "tags": [ "author:jared" ] }, { "id": "corpusv3:c015", "text": "So the intercept asks for a muscle the takeoff never needs. We feel the answer arrive, and we sit on it. The conviction doesn't go anywhere. We hold it. Then the question is what we do with it while we're holding it.", "operator": "jared", "source": "playbook", "source_ref": "playbook:flowstate-intercept", "surface": "confluence", "register": "longform", "length_band": "medium", "char_len": 216, "token_len": 42, "weight": 1, "text_sha": "70e1c0efcb4c9124bdb9e6bf9da86edca22a9000bcc625a8d24c59cd64662536", "tags": [ "author:jared" ] }, { "id": "corpusv3:c016", "text": "The brief almost always arrives with a diagnosis attached, usually from whoever pulled us in, and the pull is to confirm it and start fixing. On AmFam, Dan pulled me in because they'd moved 350+ specs out of SwaggerHub into a single v12 workspace and only about 45 were loading. My gut reaction was the useless kind: ...why would you do that?", "operator": "jared", "source": "playbook", "source_ref": "playbook:flowstate-intercept", "surface": "confluence", "register": "longform", "length_band": "medium", "char_len": 342, "token_len": 62, "weight": 1, "text_sha": "0c5a14ff05dede81148b693163172449225e9874f800817afc3632582d2adc6f", "tags": [ "author:jared" ] }, { "id": "corpusv3:c017", "text": "I had a guess and I kept it to myself. What I said instead: \"I think I kind of understand the problem but I'd love to see it live. [...] I don't want to jump to conclusions before I see the way things are currently set up.\"", "operator": "jared", "source": "playbook", "source_ref": "playbook:flowstate-intercept", "surface": "confluence", "register": "longform", "length_band": "medium", "char_len": 223, "token_len": 47, "weight": 1, "text_sha": "f47547090db680c189964243bdebf5eddcff279ea93f951d74c2401e501ac1b5", "tags": [ "author:jared" ] }, { "id": "corpusv3:c018", "text": "Mike Cahill, their senior engineering manager, shared his screen, and the thing did exactly what they'd described. Two minutes of the client doing nothing, then a full lockup, which wasn't the problem I'd guessed. Sitting on the answer cost me thirty seconds and saved me from confidently solving the wrong thing on a live call.", "operator": "jared", "source": "playbook", "source_ref": "playbook:flowstate-intercept", "surface": "confluence", "register": "longform", "length_band": "medium", "char_len": 328, "token_len": 55, "weight": 1, "text_sha": "29bafd8c5ea711319916080d3084a2475554a90d22f982bdf406748ae5e5386c", "tags": [ "author:jared" ] }, { "id": "corpusv3:c019", "text": "On a takeoff, seeing is understanding means putting the finished world up on their screen. Here it runs backwards. It starts with them showing us theirs.", "operator": "jared", "source": "playbook", "source_ref": "playbook:flowstate-intercept", "surface": "confluence", "register": "longform", "length_band": "medium", "char_len": 153, "token_len": 26, "weight": 1, "text_sha": "962b3ce502e2d7be53ced562edeba0b911200f77c0c9d0fd3ef4c5262ef17bb9", "tags": [ "author:jared" ] }, { "id": "corpusv3:c020", "text": "Once we've seen it, wanting to say the answer comes back louder, because now we actually know it. Still not yet. Before touching their direction at all, we agree with them.", "operator": "jared", "source": "playbook", "source_ref": "playbook:flowstate-intercept", "surface": "confluence", "register": "longform", "length_band": "medium", "char_len": 172, "token_len": 31, "weight": 1, "text_sha": "5b59dc56960bc189b5026b354685114d94908ba52ba43aa7857959636a93ceaf", "tags": [ "author:jared" ] }, { "id": "corpusv3:c021", "text": "On AmFam, while the workspace was choking and Mike braced for his users' first impression to be a bad one, the first thing out of my mouth was that he was right. Loading that many specs was a genuinely strong idea, I'd never seen anyone try it at that scale, and the breakage was ours to fix.", "operator": "jared", "source": "playbook", "source_ref": "playbook:flowstate-intercept", "surface": "confluence", "register": "longform", "length_band": "medium", "char_len": 292, "token_len": 57, "weight": 1, "text_sha": "8e9a9fb29bee16289a87196b6bc3413d4c1454d2f9519edb7885b1da5d9c1d04", "tags": [ "author:jared" ] }, { "id": "corpusv3:c022", "text": "Hammad did the same at CSAA. They were committed to a central monorepo because they didn't trust individual teams to hold the line, and when he started toward a per-service model, Sachin pushed back. Hammad didn't argue: \"No, I hear what you're saying... I understand your point, you're at the mercy of every single service owner.\" He didn't touch Sachin's plan until Sachin could tell he'd actually been heard. Push before that and a customer grips the old setup tighter. Get there first and the next sentence has room to land.", "operator": "jared", "source": "playbook", "source_ref": "playbook:flowstate-intercept", "surface": "confluence", "register": "longform", "length_band": "long", "char_len": 528, "token_len": 91, "weight": 1, "text_sha": "c0fa3ed86e7de56eedcf19235f77e8b6f4d5b1a388d0d1c6039d63e849b6bef5", "tags": [ "author:jared" ] }, { "id": "corpusv3:c023", "text": "This is where the conviction finally comes out, and it comes out sideways. We name what their current path quietly costs, we make the better one concrete enough that they want to walk toward it, and we leave room for them to say it first. The destination is the pitch here too.", "operator": "jared", "source": "playbook", "source_ref": "playbook:flowstate-intercept", "surface": "confluence", "register": "longform", "length_band": "medium", "char_len": 277, "token_len": 52, "weight": 1, "text_sha": "922298a7badc76155b357591652f228faaa2ed5a8d379dd9e36ce6cfbc7a677b", "tags": [ "author:jared" ] }, { "id": "corpusv3:c024", "text": "On AmFam, Dan floated a bidirectional sync: write specs in the cloud, a webhook pushes to git. It would've worked. I named the cost instead. Write straight into the cloud and the CI they'd already built never runs on those assets. So I handed him the other version, routed back through their own pipelines: spec authored locally, the PR fires the CI, the CI pushes to cloud. Mike got there himself, because it kept his governance intact.", "operator": "jared", "source": "playbook", "source_ref": "playbook:flowstate-intercept", "surface": "confluence", "register": "longform", "length_band": "medium", "char_len": 437, "token_len": 77, "weight": 1, "text_sha": "285b1319b5a7496d71c775c95fe34bf4760a53c0bfeca2917e112add652ceca3", "tags": [ "author:jared" ] }, { "id": "corpusv3:c025", "text": "At CSAA, Hammad pointed to how other shops had solved the same governance problem inside a per-service model, then framed the limitation as the price of doing business anywhere. Proof lies in precedent, even when the precedent is somebody else's: \"any other service that you might use for API discoverability [...] you will run into the same issue [...] it's like industry standard as well.\" Then he stopped talking and pulled up the catalog so they could see what the monorepo route would actually cost them. The argument stopped being his opinion and turned into something sitting on the screen.", "operator": "jared", "source": "playbook", "source_ref": "playbook:flowstate-intercept", "surface": "confluence", "register": "longform", "length_band": "long", "char_len": 597, "token_len": 100, "weight": 1, "text_sha": "721212f65ee8104e720488ea8e4a8c20836d2d3be1eed193b0ccb7c0d78f0130", "tags": [ "author:jared" ] }, { "id": "corpusv3:c026", "text": "O'Reilly went the same way, only it took weeks instead of one call, and it's the clearest case I've got for why we hold at all. Pavan and I came in recommending a spec-first operating model with automation underneath it. Ram, their VP of architecture, joined a planning call late and went cold: \"I'm a little bit nervous Jared. In the spirit of transparency... I'm not sensing that from today's conversation.\"", "operator": "jared", "source": "playbook", "source_ref": "playbook:flowstate-intercept", "surface": "confluence", "register": "longform", "length_band": "medium", "char_len": 409, "token_len": 71, "weight": 1, "text_sha": "b8cd614d93ffdd8fbc5d652ca54b617bbbc279e12094926ef0132bc3f83e5a54", "tags": [ "author:jared" ] }, { "id": "corpusv3:c027", "text": "Defending the plan is the obvious move there. Instead we agreed with how little of this was even about our product: \"Probably 95 percent of the stuff that me and my team work with customers on is things outside of Postman.\"", "operator": "jared", "source": "playbook", "source_ref": "playbook:flowstate-intercept", "surface": "confluence", "register": "longform", "length_band": "medium", "char_len": 223, "token_len": 41, "weight": 1, "text_sha": "d748c6642d519545c8b112f2a8941f69402d6716c03116fddea3f94baaa195f9", "tags": [ "author:jared" ] }, { "id": "corpusv3:c028", "text": "Then we walked the workshop back, call by call, to the exact model we'd opened with. The only change was where we began, one of their own services instead of a generic example, so the idea landed before the tooling did. A week after he balked, Ram was selling it back to us: \"It's no more just a theoretical or conceptual API governance, but you're grounded very well on our operational API with real enterprise complexity. So this gives us credibility [...] to our team members.\"", "operator": "jared", "source": "playbook", "source_ref": "playbook:flowstate-intercept", "surface": "confluence", "register": "longform", "length_band": "long", "char_len": 480, "token_len": 86, "weight": 1, "text_sha": "2d35bb195da2a21326f965b50f3d21cfe7282d09bd125d822f42ff62cac7fb80", "tags": [ "author:jared" ] }, { "id": "corpusv3:c029", "text": "It landed in an onsite workshop that worked, and he walked out championing the model he'd been cold on three weeks before. Some people only believe the destination once it's their own idea. You don't rush a man to his own conclusion.", "operator": "jared", "source": "playbook", "source_ref": "playbook:flowstate-intercept", "surface": "confluence", "register": "longform", "length_band": "medium", "char_len": 233, "token_len": 42, "weight": 1, "text_sha": "08788e4386a9c1336ab1bfe7e9f0fc0dd9e5418aa125c6d1002f2f355e9a076f", "tags": [ "author:jared" ] }, { "id": "corpusv3:c030", "text": "The hardest version is when the bad heading came from our own side of the table. On Manulife the call came in as a support ticket about free users dodging SSO, and our account team had already framed it around the security header. Stepping on our own account team in front of the customer is more dangerous than correcting the customer, because the customer is right there watching us decide whether our own side knows what it's doing. I took the security fix seriously, because it was real, and then I widened it: \"if you shut down the traffic, it's going to force people into the team, but it's not going to force people to actually use it. [...] my fear is like we shut down all that stuff and then people are like, screw it. I'm just not even going to use this at all then. [...] make sure that the enterprise instance is actually a place of value where people can find stuff quickly.\"", "operator": "jared", "source": "playbook", "source_ref": "playbook:flowstate-intercept", "surface": "confluence", "register": "longform", "length_band": "long", "char_len": 889, "token_len": 166, "weight": 1, "text_sha": "0abd057360b38a817cf9b565c2c571da5bd5c386848587c36cc73e234d27f084", "tags": [ "author:jared" ] }, { "id": "corpusv3:c031", "text": "That's also where the deeper problem surfaced, under the symptom they'd called about. The ticket was free users skipping SSO. The real issue was that the enterprise instance wasn't worth choosing on its own. Because I hadn't burned the call winning the SSO argument, there was room to name the bigger thing, fix the small one first, and let that open the engagement that fixed the deeper problem. I added a track instead of scratching out theirs, so the account team still came out as the people who'd pulled the right person into the room. A support escalation walked in and a CSE engagement walked out, and it never felt like a pivot.", "operator": "jared", "source": "playbook", "source_ref": "playbook:flowstate-intercept", "surface": "confluence", "register": "longform", "length_band": "long", "char_len": 636, "token_len": 113, "weight": 1, "text_sha": "9ed000c1677def812912796a16fdc8445e14b4c50998364b3ad5fa7dd7a10613", "tags": [ "author:jared" ] }, { "id": "corpusv3:c032", "text": "Holding the instinct is the rule. Twice, we don't. The first is our own mistakes. The thing we suppress about their bets, we fire off instantly about our own. When Hammad realized mid-setup that V11 doesn't support service accounts, he said it on the spot and moved on three seconds later: \"I just missed on my part.\"", "operator": "jared", "source": "playbook", "source_ref": "playbook:flowstate-intercept", "surface": "confluence", "register": "longform", "length_band": "medium", "char_len": 317, "token_len": 57, "weight": 1, "text_sha": "fe3ad591a9a378370ffb20e2dbcb8419219ae13ac31aadf18cc2f9905247de77", "tags": [ "author:jared" ] }, { "id": "corpusv3:c033", "text": "When AmFam's problem turned out to be ours, I called it flat and said exactly how I'd push it: \"this will be like top priority because our CEO [...] hates anything performance related, like if something is not instant, he's like what the hell are you guys doing? So if I get this to him [...] it should be pretty quick.\" No apology spiral, no hedging. What they remember is how fast we moved the second it broke.", "operator": "jared", "source": "playbook", "source_ref": "playbook:flowstate-intercept", "surface": "confluence", "register": "longform", "length_band": "medium", "char_len": 412, "token_len": 78, "weight": 1, "text_sha": "f175cf8b1e36913030fad00f99f3409b81676b7b521f7d0a8399aaceedc30b78", "tags": [ "author:jared" ] }, { "id": "corpusv3:c034", "text": "The second is the load-bearing technical truth. When a customer's just wrong about their own world, I hold. When they're about to cut something the design can't run without, I don't. Ram pushed to drop the automation and keep only the governance, and I didn't sit on it: \"Disagree there [...] we already maintain a library of stuff that handles the automation. [...] you almost can't do the rest of it without the automation because that's how the determinism comes into the equation.\"", "operator": "jared", "source": "playbook", "source_ref": "playbook:flowstate-intercept", "surface": "confluence", "register": "longform", "length_band": "long", "char_len": 485, "token_len": 83, "weight": 1, "text_sha": "c2982ecbb8125cd8cd6550f7e40cdf38d66f4a805531c9e66f98fdbc470451a5", "tags": [ "author:jared" ] }, { "id": "corpusv3:c035", "text": "We hold back on their territory and their pride. We say it fast on our own mistakes, and on the technical truth nothing works without.", "operator": "jared", "source": "playbook", "source_ref": "playbook:flowstate-intercept", "surface": "confluence", "register": "longform", "length_band": "medium", "char_len": 134, "token_len": 25, "weight": 1, "text_sha": "06a8cf4b6a40fd19b9d8551f22819eef10d6ff780b588d6af86db19ef39360fe", "tags": [ "author:jared" ] }, { "id": "corpusv3:c036", "text": "We held back the whole call. It shows in the follow-through. We came in late, so the speed of what we do next tells them they were right to pull us in. Speed is our signature. Hammad ran two CSAA sessions three days apart and closed every one by naming the next step and its owner, down to the sign-off: \"Sachin, does this make sense? Is this clean? How does this look overall?\"", "operator": "jared", "source": "playbook", "source_ref": "playbook:flowstate-intercept", "surface": "confluence", "register": "longform", "length_band": "medium", "char_len": 378, "token_len": 73, "weight": 1, "text_sha": "bd1581a54e82ca106a520acb90bb7b717773c081b1dea16b76016f0cbed85e3a", "tags": [ "author:jared" ] }, { "id": "corpusv3:c037", "text": "Pavan showed up to an O'Reilly prep call having already wired the thing up live a few hours earlier: \"I created a dummy pull request just... a few hours back. [...] our governance check has failed and what essentially has failed calling out warnings, which line of the spec has that warning?\"", "operator": "jared", "source": "playbook", "source_ref": "playbook:flowstate-intercept", "surface": "confluence", "register": "longform", "length_band": "medium", "char_len": 292, "token_len": 52, "weight": 1, "text_sha": "336fa77cf18d69b5280b0720b89255adc46ef464c45780826aba6d7c8ce083be", "tags": [ "author:jared" ] }, { "id": "corpusv3:c038", "text": "On AmFam I left with a sequenced plan: ship 12.9, test it against a heavy workspace, and a stated next move if that didn't clear it. None of it lands as a promise. They watch us do it.", "operator": "jared", "source": "playbook", "source_ref": "playbook:flowstate-intercept", "surface": "confluence", "register": "longform", "length_band": "medium", "char_len": 184, "token_len": 38, "weight": 1, "text_sha": "84e60e085d56dfa3efbb035e6e7d72b6c77b6fbd5f0ac8cda599f1cb8218f597", "tags": [ "author:jared" ] }, { "id": "corpusv3:c039", "text": "An intercept is the harder maneuver, because it asks us to do the opposite of the thing we're best at, and to know the few moments when the opposite is the mistake. We catch the instinct instead of riding it. We agree on the way in, we move fast on the way out, and we let the customer make the turn themselves.", "operator": "jared", "source": "playbook", "source_ref": "playbook:flowstate-intercept", "surface": "confluence", "register": "longform", "length_band": "medium", "char_len": 311, "token_len": 62, "weight": 1, "text_sha": "53b9ddb7d38da6751d3a5bebc6f23c30b29b805d58bc0f635de0f1c9ca3ac3be", "tags": [ "author:jared" ] }, { "id": "corpusv3:c040", "text": "None of it works as a performance. The restraint reads as respect because the respect is real. We actually do get why they're committed to what they built. Do it right and nobody walks out feeling like they got talked out of something. They just notice, somewhere down the line, that they ended up where they'd wanted to go all along, and that they got there with us.", "operator": "jared", "source": "playbook", "source_ref": "playbook:flowstate-intercept", "surface": "confluence", "register": "longform", "length_band": "medium", "char_len": 367, "token_len": 68, "weight": 1, "text_sha": "68860a689e6bfaeae40baade11fa40521bbdd412572182a6067e445b6ca598a5", "tags": [ "author:jared" ] } ] }