{"id":1445,"date":"2012-09-21T17:39:22","date_gmt":"2012-09-21T17:39:22","guid":{"rendered":"http:\/\/intercom.com\/blog\/?p=1445"},"modified":"2020-07-30T13:04:05","modified_gmt":"2020-07-30T12:04:05","slug":"the-orange-juice-test","status":"publish","type":"post","link":"https:\/\/www.intercom.com\/blog\/the-orange-juice-test\/","title":{"rendered":"The orange juice test"},"content":{"rendered":"

Spending money is very easy. Spending money effectively is very hard. There are lots of dodgy people & service providers out there who will promise the world, send the invoices, and deliver mediocrity six months late. Or worse.<\/p>\n

It’s helpful if you can eliminate these chancers from your considerations early on, to make sure you’re only talking to people well equipped to solve the problem you have. This is where the Orange Juice Test comes in. What follows is a brief extract from the book The Secrets of Consulting<\/a><\/em> by the late Gerry Weinberg.<\/p>\n

\n

LeRoy was president of a custom software firm that that had employed my services to facilitate some problem solving. For a couple of days there was no break in the action, so I had little chance to talk to LeRoy. Eventually, the only alternative was to catch him for breakfast, which violates a hard and fast rule. If there\u2019s one thing worse than a business lunch, it\u2019s a business breakfast.<\/p>\n

LeRoy shared my feelings so we finished off the business part of the breakfast even before the waitress got around to warming up the first cup of coffee. As the food came we settled back to enjoy the small talk and the possibility of exchanging some really interesting information.<\/p>\n

LeRoy asked me about the consulting business, and I asked him about the software business. LeRoy said we had many problems in common, especially the problem of not being able to predict if and when we would be awarded contracts. That gave me an opening\u2026<\/p>\n

\u201cI\u2019d be curious to know how come you gave me<\/span> this contract\u201d I asked. \u201cBut don\u2019t tell me if it would violate some confidence.\u201d<\/p>\n

\u201cNot at all,\u201d LeRoy assured me, raising his juice glass in a mockup toast. \u201cYou got the contract because you were the only one who passed The Orange Juice Test\u201d<\/p>\n

\u201cThe Orange Juice Test? But how? I don\u2019t even drink orange juice\u201d<\/p>\n

\u201cOh, The Orange Juice Test has nothing really to do with orange juice. It\u2019s just named after one particular application of the test in which it\u2019s used to select a conference hotel. But you can use the test for selecting any service.\u201d<\/p>\n

\u201cLike consultants?\u201d<\/p>\n

\u201cOr software houses. Which is how I learned about it. One of my clients told me about it, when I asked her the same question.\u201d<\/p>\n

\u201cSo how does it work?\u201d<\/p>\n

\u201cWell, imagine that you had to choose a site for an annual sales convention, accommodating 700 people.\u201d<\/p>\n

\u201cI have some experience with that problem. It\u2019s not easy\u201d<\/p>\n

\u201cYes, but with The Orange Juice Test, you can do pretty well. At the very least you can eliminate some of the losers.\u201d<\/p>\n

\u201cI\u2019m all ears, how do you do it?\u201d<\/p>\n

LeRoy smiled over his coffee cup. \u201cWhen you see the banquet manager for a hotel, you pose the following problem: The founder of your company has established a hallowed tradition for your sales meetings, requiring that each morning\u2019s sales breakfast starts with a short toast to success, using orange juice\u201d<\/p>\n

\u201cA sales breakfast for 700 people?\u201d I grimaced. \u201cThat\u2019s downright disgusting!\u201d<\/p>\n

\u201cOh you don\u2019t really intend to have the breakfast. It\u2019s just part of the test. You then explain the breakfast has to start at 7 a.m.\u2026\u201d<\/p>\n

\u201cThat\u2019s even more revolting!\u201d<\/p>\n

\u201c\u2026 and that each of the 700 people must have a large glass of freshly squeezed orange juice.\u201d<\/p>\n

\u201cA large<\/span> glass?\u201d<\/p>\n

\u201cYes, large. Not like this one, which they simply call large on the menu. But a drinking glass size, at least.\u201d<\/p>\n

\u201cAnd freshly squeezed<\/span>?\u201d<\/p>\n

\u201cYes. No more than two hours before serving\u201d<\/p>\n

\u201cI see the problem\u201d<\/p>\n

\u201cWell that\u2019s the test. After posing this problem you listen to what the banquet manager tells you.\u201d<\/p>\n

\u201cThey\u2019ll probably say it can\u2019t be done.\u201d<\/p>\n

\u201cThat might happen,\u201d LeRoy said, \u201cin which case they flunk The Orange Juice Test.\u201d<\/p>\n

\u201cBut I know managers who would say, \u2018No problem\u2019, just to get the business\u201d<\/p>\n

\u201c\u2026 which also flunks The Orange Juice Test. They might be lying, or they might really think there\u2019s no problem. I don\u2019t know which is worse, but I don\u2019t want to have my convention at either place\u201d<\/p>\n

\u201cSo who passes?\u201d<\/p>\n

\u201cThe one who says what you said to us, when you took this job\u201d<\/p>\n

I was puzzled, \u201cI don\u2019t remember discussing orange juice. What did I say?\u201d<\/p>\n

LeRoy smiled. \u201cYou said, \u2018That\u2019s a real problem. I can help you with it, \u2026 and this is how much it will cost<\/span>.\u2019 So you passed The Orange Juice Test.<\/p>\n

\u201cBut surely you considered more than that? No doubt I could get workers to squeeze oranges at 5 a.m. if I paid them a thousand dollars apiece. But would you be willing to pay that much?\u201d<\/p>\n

\u201cI might, or I might not, but it\u2019s not for the banquet managers to decide that for me. That\u2019s my job, not theirs. If your price had been too high, we would have eliminated you, too. But that\u2019s a different test. There\u2019s no sense in getting a low price if they can\u2019t do the job, or if they\u2019re going to con you and give you canned orange juice in small glasses\u201d<\/p>\n

\n

The key idea here is to propose a task you know to be extremely difficult but possible, and then measure the candidate’s reaction. If they are defeatist (“That can’t be done!<\/em>“) or deluded (“I’d code that in a weekend<\/em>“) then that’s what you’d be hiring.<\/p>\n

Hiring quickly and booking contractors sure feels<\/em> like progress, but remember, when you’re building software reality always bats last.<\/p>\n

Credit for orange juice photo: helterskelter<\/a><\/p>\n","protected":false},"excerpt":{"rendered":"

Spending money is very easy. Spending money effectively is very hard. There are lots of dodgy people & service providers out there who will promise the world, send the invoices, and deliver mediocrity six months late.…<\/p>\n","protected":false},"author":5,"featured_media":1448,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_jetpack_memberships_contains_paid_content":false,"footnotes":""},"category":[1],"tags":[175,218,146,151],"coauthors":[348],"class_list":["post-1445","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-uncategorized","tag-business","tag-consulting","tag-recruitment","tag-startups-2"],"yoast_head":"\nThe orange juice test - The Intercom Blog<\/title>\n<meta name=\"description\" content=\"The key to hiring quality employees is with using the Orange Juice Test, which is designed to sort through candidates based on how they can handle difficult situations and tasks.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.intercom.com\/blog\/the-orange-juice-test\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"The orange juice test\" \/>\n<meta property=\"og:description\" content=\"The key to hiring quality employees is with using the Orange Juice Test, which is designed to sort through candidates based on how they can handle difficult situations and tasks.\" \/>\n<meta property=\"og:url\" content=\"https:\/\/www.intercom.com\/blog\/the-orange-juice-test\/\" \/>\n<meta property=\"og:site_name\" content=\"The Intercom Blog\" \/>\n<meta property=\"article:publisher\" content=\"https:\/\/www.facebook.com\/intercominc\" \/>\n<meta property=\"article:author\" content=\"https:\/\/www.facebook.com\/destraynor\" \/>\n<meta property=\"article:published_time\" content=\"2012-09-21T17:39:22+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2020-07-30T12:04:05+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/www.intercom.com\/blog\/wp-content\/uploads\/2012\/09\/OrangeJuiceTest-740.jpg\" \/>\n\t<meta property=\"og:image:width\" content=\"740\" \/>\n\t<meta property=\"og:image:height\" content=\"494\" \/>\n\t<meta property=\"og:image:type\" content=\"image\/jpeg\" \/>\n<meta name=\"author\" content=\"Des Traynor\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:creator\" content=\"@destraynor\" \/>\n<meta name=\"twitter:site\" content=\"@intercom\" \/>\n<meta name=\"twitter:label1\" content=\"Written by\" \/>\n\t<meta name=\"twitter:data1\" content=\"Des Traynor\" \/>\n\t<meta name=\"twitter:label2\" content=\"Est. reading time\" \/>\n\t<meta name=\"twitter:data2\" content=\"5 minutes\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\\\/\\\/schema.org\",\"@graph\":[{\"@type\":\"Article\",\"@id\":\"https:\\\/\\\/www.intercom.com\\\/blog\\\/the-orange-juice-test\\\/#article\",\"isPartOf\":{\"@id\":\"https:\\\/\\\/www.intercom.com\\\/blog\\\/the-orange-juice-test\\\/\"},\"author\":{\"name\":\"Des Traynor\",\"@id\":\"https:\\\/\\\/www.intercom.com\\\/blog\\\/#\\\/schema\\\/person\\\/eca2beed88876408030509097abe63c2\"},\"headline\":\"The orange juice test\",\"datePublished\":\"2012-09-21T17:39:22+00:00\",\"dateModified\":\"2020-07-30T12:04:05+00:00\",\"mainEntityOfPage\":{\"@id\":\"https:\\\/\\\/www.intercom.com\\\/blog\\\/the-orange-juice-test\\\/\"},\"wordCount\":964,\"publisher\":{\"@id\":\"https:\\\/\\\/www.intercom.com\\\/blog\\\/#organization\"},\"image\":{\"@id\":\"https:\\\/\\\/www.intercom.com\\\/blog\\\/the-orange-juice-test\\\/#primaryimage\"},\"thumbnailUrl\":\"https:\\\/\\\/www.intercom.com\\\/blog\\\/wp-content\\\/uploads\\\/2012\\\/09\\\/OrangeJuiceTest-740.jpg\",\"keywords\":[\"business\",\"consulting\",\"recruitment\",\"startups\"],\"inLanguage\":\"en-US\"},{\"@type\":\"WebPage\",\"@id\":\"https:\\\/\\\/www.intercom.com\\\/blog\\\/the-orange-juice-test\\\/\",\"url\":\"https:\\\/\\\/www.intercom.com\\\/blog\\\/the-orange-juice-test\\\/\",\"name\":\"The orange juice test - The Intercom Blog\",\"isPartOf\":{\"@id\":\"https:\\\/\\\/www.intercom.com\\\/blog\\\/#website\"},\"primaryImageOfPage\":{\"@id\":\"https:\\\/\\\/www.intercom.com\\\/blog\\\/the-orange-juice-test\\\/#primaryimage\"},\"image\":{\"@id\":\"https:\\\/\\\/www.intercom.com\\\/blog\\\/the-orange-juice-test\\\/#primaryimage\"},\"thumbnailUrl\":\"https:\\\/\\\/www.intercom.com\\\/blog\\\/wp-content\\\/uploads\\\/2012\\\/09\\\/OrangeJuiceTest-740.jpg\",\"datePublished\":\"2012-09-21T17:39:22+00:00\",\"dateModified\":\"2020-07-30T12:04:05+00:00\",\"description\":\"The key to hiring quality employees is with using the Orange Juice Test, which is designed to sort through candidates based on how they can handle difficult situations and tasks.\",\"inLanguage\":\"en-US\",\"potentialAction\":[{\"@type\":\"ReadAction\",\"target\":[\"https:\\\/\\\/www.intercom.com\\\/blog\\\/the-orange-juice-test\\\/\"]}]},{\"@type\":\"ImageObject\",\"inLanguage\":\"en-US\",\"@id\":\"https:\\\/\\\/www.intercom.com\\\/blog\\\/the-orange-juice-test\\\/#primaryimage\",\"url\":\"https:\\\/\\\/www.intercom.com\\\/blog\\\/wp-content\\\/uploads\\\/2012\\\/09\\\/OrangeJuiceTest-740.jpg\",\"contentUrl\":\"https:\\\/\\\/www.intercom.com\\\/blog\\\/wp-content\\\/uploads\\\/2012\\\/09\\\/OrangeJuiceTest-740.jpg\",\"width\":740,\"height\":494},{\"@type\":\"WebSite\",\"@id\":\"https:\\\/\\\/www.intercom.com\\\/blog\\\/#website\",\"url\":\"https:\\\/\\\/www.intercom.com\\\/blog\\\/\",\"name\":\"The Intercom Blog\",\"description\":\"Articles and Podcasts on Customer Service, AI and Automation, Product, and more\",\"publisher\":{\"@id\":\"https:\\\/\\\/www.intercom.com\\\/blog\\\/#organization\"},\"potentialAction\":[{\"@type\":\"SearchAction\",\"target\":{\"@type\":\"EntryPoint\",\"urlTemplate\":\"https:\\\/\\\/www.intercom.com\\\/blog\\\/?s={search_term_string}\"},\"query-input\":{\"@type\":\"PropertyValueSpecification\",\"valueRequired\":true,\"valueName\":\"search_term_string\"}}],\"inLanguage\":\"en-US\"},{\"@type\":\"Organization\",\"@id\":\"https:\\\/\\\/www.intercom.com\\\/blog\\\/#organization\",\"name\":\"The Intercom Blog\",\"url\":\"https:\\\/\\\/www.intercom.com\\\/blog\\\/\",\"logo\":{\"@type\":\"ImageObject\",\"inLanguage\":\"en-US\",\"@id\":\"https:\\\/\\\/www.intercom.com\\\/blog\\\/#\\\/schema\\\/logo\\\/image\\\/\",\"url\":\"https:\\\/\\\/www.intercom.com\\\/blog\\\/wp-content\\\/uploads\\\/2019\\\/08\\\/Intercom-logo-sq-black-trans.png\",\"contentUrl\":\"https:\\\/\\\/www.intercom.com\\\/blog\\\/wp-content\\\/uploads\\\/2019\\\/08\\\/Intercom-logo-sq-black-trans.png\",\"width\":1000,\"height\":1000,\"caption\":\"The Intercom Blog\"},\"image\":{\"@id\":\"https:\\\/\\\/www.intercom.com\\\/blog\\\/#\\\/schema\\\/logo\\\/image\\\/\"},\"sameAs\":[\"https:\\\/\\\/www.facebook.com\\\/intercominc\",\"https:\\\/\\\/x.com\\\/intercom\",\"https:\\\/\\\/www.instagram.com\\\/intercom\\\/\",\"https:\\\/\\\/www.linkedin.com\\\/company\\\/2491343\",\"https:\\\/\\\/www.pinterest.ie\\\/intercom\\\/\",\"https:\\\/\\\/www.youtube.com\\\/channel\\\/UCJG0MvLP03kyzzAkD-w98aQ\",\"https:\\\/\\\/en.wikipedia.org\\\/wiki\\\/Intercom_(company)\"]},{\"@type\":\"Person\",\"@id\":\"https:\\\/\\\/www.intercom.com\\\/blog\\\/#\\\/schema\\\/person\\\/eca2beed88876408030509097abe63c2\",\"name\":\"Des Traynor\",\"image\":{\"@type\":\"ImageObject\",\"inLanguage\":\"en-US\",\"@id\":\"https:\\\/\\\/secure.gravatar.com\\\/avatar\\\/09e398a496ac2704b5a250c7e1aa65b160bb3650bb5bd89ed26723898ee32b30?s=96&d=mm&r=pg2b6d61a5289bb1233dbc5e2b0420fffb\",\"url\":\"https:\\\/\\\/secure.gravatar.com\\\/avatar\\\/09e398a496ac2704b5a250c7e1aa65b160bb3650bb5bd89ed26723898ee32b30?s=96&d=mm&r=pg\",\"contentUrl\":\"https:\\\/\\\/secure.gravatar.com\\\/avatar\\\/09e398a496ac2704b5a250c7e1aa65b160bb3650bb5bd89ed26723898ee32b30?s=96&d=mm&r=pg\",\"caption\":\"Des Traynor\"},\"description\":\"Des leads Intercom's R&D org and oversees its product strategy. He often speaks about product and growth strategies at conferences worldwide, including SaaStr, Web Summit, and The Next Web. He's also the host of the Intercom on Product podcast. Prior to Intercom he co-founded Exceptional and worked in UX design.\",\"sameAs\":[\"https:\\\/\\\/www.facebook.com\\\/destraynor\",\"https:\\\/\\\/x.com\\\/destraynor\"],\"url\":\"https:\\\/\\\/www.intercom.com\\\/blog\\\/author\\\/des\\\/\"}]}<\/script>\n<!-- \/ Yoast SEO Premium plugin. -->","yoast_head_json":{"title":"The orange juice test - The Intercom Blog","description":"The key to hiring quality employees is with using the Orange Juice Test, which is designed to sort through candidates based on how they can handle difficult situations and tasks.","robots":{"index":"index","follow":"follow","max-snippet":"max-snippet:-1","max-image-preview":"max-image-preview:large","max-video-preview":"max-video-preview:-1"},"canonical":"https:\/\/www.intercom.com\/blog\/the-orange-juice-test\/","og_locale":"en_US","og_type":"article","og_title":"The orange juice test","og_description":"The key to hiring quality employees is with using the Orange Juice Test, which is designed to sort through candidates based on how they can handle difficult situations and tasks.","og_url":"https:\/\/www.intercom.com\/blog\/the-orange-juice-test\/","og_site_name":"The Intercom Blog","article_publisher":"https:\/\/www.facebook.com\/intercominc","article_author":"https:\/\/www.facebook.com\/destraynor","article_published_time":"2012-09-21T17:39:22+00:00","article_modified_time":"2020-07-30T12:04:05+00:00","og_image":[{"width":740,"height":494,"url":"https:\/\/www.intercom.com\/blog\/wp-content\/uploads\/2012\/09\/OrangeJuiceTest-740.jpg","type":"image\/jpeg"}],"author":"Des Traynor","twitter_card":"summary_large_image","twitter_creator":"@destraynor","twitter_site":"@intercom","twitter_misc":{"Written by":"Des Traynor","Est. reading time":"5 minutes"},"schema":{"@context":"https:\/\/schema.org","@graph":[{"@type":"Article","@id":"https:\/\/www.intercom.com\/blog\/the-orange-juice-test\/#article","isPartOf":{"@id":"https:\/\/www.intercom.com\/blog\/the-orange-juice-test\/"},"author":{"name":"Des Traynor","@id":"https:\/\/www.intercom.com\/blog\/#\/schema\/person\/eca2beed88876408030509097abe63c2"},"headline":"The orange juice test","datePublished":"2012-09-21T17:39:22+00:00","dateModified":"2020-07-30T12:04:05+00:00","mainEntityOfPage":{"@id":"https:\/\/www.intercom.com\/blog\/the-orange-juice-test\/"},"wordCount":964,"publisher":{"@id":"https:\/\/www.intercom.com\/blog\/#organization"},"image":{"@id":"https:\/\/www.intercom.com\/blog\/the-orange-juice-test\/#primaryimage"},"thumbnailUrl":"https:\/\/www.intercom.com\/blog\/wp-content\/uploads\/2012\/09\/OrangeJuiceTest-740.jpg","keywords":["business","consulting","recruitment","startups"],"inLanguage":"en-US"},{"@type":"WebPage","@id":"https:\/\/www.intercom.com\/blog\/the-orange-juice-test\/","url":"https:\/\/www.intercom.com\/blog\/the-orange-juice-test\/","name":"The orange juice test - The Intercom Blog","isPartOf":{"@id":"https:\/\/www.intercom.com\/blog\/#website"},"primaryImageOfPage":{"@id":"https:\/\/www.intercom.com\/blog\/the-orange-juice-test\/#primaryimage"},"image":{"@id":"https:\/\/www.intercom.com\/blog\/the-orange-juice-test\/#primaryimage"},"thumbnailUrl":"https:\/\/www.intercom.com\/blog\/wp-content\/uploads\/2012\/09\/OrangeJuiceTest-740.jpg","datePublished":"2012-09-21T17:39:22+00:00","dateModified":"2020-07-30T12:04:05+00:00","description":"The key to hiring quality employees is with using the Orange Juice Test, which is designed to sort through candidates based on how they can handle difficult situations and tasks.","inLanguage":"en-US","potentialAction":[{"@type":"ReadAction","target":["https:\/\/www.intercom.com\/blog\/the-orange-juice-test\/"]}]},{"@type":"ImageObject","inLanguage":"en-US","@id":"https:\/\/www.intercom.com\/blog\/the-orange-juice-test\/#primaryimage","url":"https:\/\/www.intercom.com\/blog\/wp-content\/uploads\/2012\/09\/OrangeJuiceTest-740.jpg","contentUrl":"https:\/\/www.intercom.com\/blog\/wp-content\/uploads\/2012\/09\/OrangeJuiceTest-740.jpg","width":740,"height":494},{"@type":"WebSite","@id":"https:\/\/www.intercom.com\/blog\/#website","url":"https:\/\/www.intercom.com\/blog\/","name":"The Intercom Blog","description":"Articles and Podcasts on Customer Service, AI and Automation, Product, and more","publisher":{"@id":"https:\/\/www.intercom.com\/blog\/#organization"},"potentialAction":[{"@type":"SearchAction","target":{"@type":"EntryPoint","urlTemplate":"https:\/\/www.intercom.com\/blog\/?s={search_term_string}"},"query-input":{"@type":"PropertyValueSpecification","valueRequired":true,"valueName":"search_term_string"}}],"inLanguage":"en-US"},{"@type":"Organization","@id":"https:\/\/www.intercom.com\/blog\/#organization","name":"The Intercom Blog","url":"https:\/\/www.intercom.com\/blog\/","logo":{"@type":"ImageObject","inLanguage":"en-US","@id":"https:\/\/www.intercom.com\/blog\/#\/schema\/logo\/image\/","url":"https:\/\/www.intercom.com\/blog\/wp-content\/uploads\/2019\/08\/Intercom-logo-sq-black-trans.png","contentUrl":"https:\/\/www.intercom.com\/blog\/wp-content\/uploads\/2019\/08\/Intercom-logo-sq-black-trans.png","width":1000,"height":1000,"caption":"The Intercom Blog"},"image":{"@id":"https:\/\/www.intercom.com\/blog\/#\/schema\/logo\/image\/"},"sameAs":["https:\/\/www.facebook.com\/intercominc","https:\/\/x.com\/intercom","https:\/\/www.instagram.com\/intercom\/","https:\/\/www.linkedin.com\/company\/2491343","https:\/\/www.pinterest.ie\/intercom\/","https:\/\/www.youtube.com\/channel\/UCJG0MvLP03kyzzAkD-w98aQ","https:\/\/en.wikipedia.org\/wiki\/Intercom_(company)"]},{"@type":"Person","@id":"https:\/\/www.intercom.com\/blog\/#\/schema\/person\/eca2beed88876408030509097abe63c2","name":"Des Traynor","image":{"@type":"ImageObject","inLanguage":"en-US","@id":"https:\/\/secure.gravatar.com\/avatar\/09e398a496ac2704b5a250c7e1aa65b160bb3650bb5bd89ed26723898ee32b30?s=96&d=mm&r=pg2b6d61a5289bb1233dbc5e2b0420fffb","url":"https:\/\/secure.gravatar.com\/avatar\/09e398a496ac2704b5a250c7e1aa65b160bb3650bb5bd89ed26723898ee32b30?s=96&d=mm&r=pg","contentUrl":"https:\/\/secure.gravatar.com\/avatar\/09e398a496ac2704b5a250c7e1aa65b160bb3650bb5bd89ed26723898ee32b30?s=96&d=mm&r=pg","caption":"Des Traynor"},"description":"Des leads Intercom's R&D org and oversees its product strategy. He often speaks about product and growth strategies at conferences worldwide, including SaaStr, Web Summit, and The Next Web. He's also the host of the Intercom on Product podcast. Prior to Intercom he co-founded Exceptional and worked in UX design.","sameAs":["https:\/\/www.facebook.com\/destraynor","https:\/\/x.com\/destraynor"],"url":"https:\/\/www.intercom.com\/blog\/author\/des\/"}]}},"jetpack_featured_media_url":"https:\/\/www.intercom.com\/blog\/wp-content\/uploads\/2012\/09\/OrangeJuiceTest-740.jpg","jetpack_sharing_enabled":true,"_links":{"self":[{"href":"https:\/\/www.intercom.com\/blog\/wp-json\/wp\/v2\/posts\/1445","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.intercom.com\/blog\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.intercom.com\/blog\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.intercom.com\/blog\/wp-json\/wp\/v2\/users\/5"}],"replies":[{"embeddable":true,"href":"https:\/\/www.intercom.com\/blog\/wp-json\/wp\/v2\/comments?post=1445"}],"version-history":[{"count":0,"href":"https:\/\/www.intercom.com\/blog\/wp-json\/wp\/v2\/posts\/1445\/revisions"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/www.intercom.com\/blog\/wp-json\/wp\/v2\/media\/1448"}],"wp:attachment":[{"href":"https:\/\/www.intercom.com\/blog\/wp-json\/wp\/v2\/media?parent=1445"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.intercom.com\/blog\/wp-json\/wp\/v2\/category?post=1445"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.intercom.com\/blog\/wp-json\/wp\/v2\/tags?post=1445"},{"taxonomy":"author","embeddable":true,"href":"https:\/\/www.intercom.com\/blog\/wp-json\/wp\/v2\/coauthors?post=1445"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}