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You've Been Heard

389- Stop Solving Problems That Don't Exist w/Juliano Giannerini

You've Been Heard

Philip Howard

Tech News, Technology, Business, Management, News

0.00 Ratings

🗓️ 15 January 2026

⏱️ 41 minutes

🧾️ Download transcript

Summary

Juliano Giannerini runs IT at Baker Construction and fights the same battle every IT leader faces. Someone walks in wanting a new CRM. They need Spanish speakers at the service desk. They saw a demo and it looked amazing. Nobody asked what problem they're trying to solve.When an HR director demanded Spanish speakers for IT support, Juliano asked why. Turns out craft workers weren't calling IT about tech issues – they were calling HR about payroll. Adding Spanish speakers to the service desk would have solved nothing.Always ask 'what problem are you solving' before evaluating any solutionWe get into why IT gets handed solutions instead of problems, how to force clarity before anyone mentions tools, and translating technical needs into business language that actually lands. Juliano's framework: rules before tools, and always start with the problem statement.

Transcript

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0:00.0

All right.

0:10.7

Welcome everyone back to you've been heard today.

0:13.4

We've got Giuliano Giannini.

0:18.0

I'll let you introduce yourself.

0:19.5

Why don't you give me your official title and what you do over at Baker Construction and we'll go from there?

0:25.1

Absolutely for you.

0:26.4

First of all, good to be here.

0:28.7

I'm Juliana Jennery, a director of IT operations and security at Baker.

0:33.7

So basically, I oversee the IT services, the IT operations our day-to-day, and cyber security

0:41.5

functions within the IT organization.

0:45.1

All right.

0:46.5

You do have a few specialties as well.

0:48.5

I mean, that's kind of the general overview.

0:50.3

But first, let's go back in time.

0:51.8

Why don't you tell me how you got started in this whole IT gig anyways, especially back how you got from Brazil over here. And I don't know, what was your

0:59.5

first computer? What was it growing up that, how'd you end up here? Yeah, that's a long story. And I'll

1:06.4

try to make it as short as possible. So my first computer was an AMD 450 that I kind of learned with

1:15.5

some friends out to do an overclock and move up to 500 megahertz, which is funny, right? These

1:23.0

days we're talking about 500 megahertz. I started my career in IT, let's say, accidentally,

1:30.8

because I was hired to do like OutKad drawings as part of the engineering group

1:38.1

of the Rio de Janeiro airport, the city that I come from.

1:43.9

And after one or two weeks, they actually told me,

...

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