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Opportunities were seized, regrets were had, and success was ultimately achieved.

Inspiration comes for strange places sometimes.

I wanted to be my own boss and God knows I wanted to travel.

One of the most common mistakes people make is massively underestimating the amount of money they need to start a business and get traction.

Once you’ve figured out how much start-up capital you need, double it.

Fear of the unknown is a destructive force. It causes people to make suboptimal choices by avoiding that fear.

Your first few hires will set the tone for your culture. Secure elite talent ASAP and hire carefully.

Learn how to validate an idea with as little time and financial investment as possible.

A marginally better product is worthless. It needs to be ten times better.

You can often find success at the intersection of passion and expertise.

You can’t improve what you don’t measure.

The more tests we ran, the more we learned, and the more we succeeded.

Growing quickly through a highly effective marketing channel is crucial for most start-ups.

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Many of today’s billion-dollar companies succeeded by growing on top of other platforms.

A great product without great growth strategy will likely fail.

Good business leaders create a vision, articulate the vision, passionately own the vision, and relentlessly drive it to completion. –Jack Welch, author and CEO of GE from 1981-2001

I Don’t Care How Great Your Product Is. Tell Me How You’re Going to Grow…Fast People approach me all the time for advice on investments and ideas. The first thing I ask them is, What’s your plan to acquire thousands of targeted users? Inevitably, most people’s response is, I don’t know exactly, but my product is so friggin’ unique, it’s going to blow people away! We’re going to get a ton of press and everybody will fall

Bargaining for Advantage: Negotiation Strategies for Reasonable People, by G. Richard Shell.

Book Recommendation: Contagious: Why Things Catch On, by Jonah Berger.

Good to Great and Built to Last, both by Jim Collins, Mastering the Rockefeller Habits by Verne Harnish, and a bunch of books by Patrick Lencioni: The Advantage: Why Organizational Health Trumps Everything Else in Business, Death by Meeting, and Five Dysfunctions of the Team: A Leadership Fable.

The ONE Thing: The Surprisingly Simple Truth Behind Extraordinary Results by Gary Keller.

Little Bets: How Breakthrough Ideas Emerge from Small Discoveries by Peter Sims and The Lean Startup: How Today’s Entrepreneurs Use Continuous Innovation to Create

Zero to One: Notes on Startups, or How to Build the Future, by Peter Thiel.

Learn how to validate an idea with as little time and financial investment as possible. Do you have a plan to validate your ideas cheaply?

A few fanatical customer advocates are worth more than hundreds or even thousands of casual signups. Fanatical users will supply word-of-mouth growth, while providing the necessary feedback to iterate on the product. Do you have at least twenty fanatical users or a plan to get them?

If people are complaining about something, it means the product is good enough that they care about it.

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Read all your customer emails, because there’s a pot of gold in them if you look closely enough.

Just like inspiration, genius can also come from some of the strangest places.

AYI needed to take advantage of our biggest competitor being offline – we needed to kick’em while they were down.

Better late than never is a bad plan for site reliability.

Knowing when to take a big risk and hiring the best is one of the biggest lessons we learned.

When an industry leader takes a shot at you in the press, that’s one way to know you’ve arrived.

Several companies took opportunities for fast growth by implementing shady tactics, but I refused such a notion.

I became an entrepreneur because I wanted to innovate to improve people’s lives, not to become a pesky, spam-crazy nuisance.

When a competitor starts copying your features, you can pretty much write them off completely, as it means they ran out of innovative ideas.

Revenue tests take several months to reveal their true impact and long-term ramifications on user growth and retention.

If your largest source of revenue stopped paying you or disappeared, could your business survive for at least six months?

If I’m going to screw this thing up, it’s not going to be from a lack of focus.

Getting existing customers to pay more money is much easier than acquiring new users.

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Never start charging for something that users are used to receiving for free.

When a billionaire wants to work with you, never say no.

I just didn’t have the time or will to listen to all the bullshit doublespeak.

If I didn’t completely understand the magnitude of the contract, I needed to put my pen down and walk away, regardless of what everybody else was telling me to do.

No deal. I have to understand what’s in these documents before I sign anything.

Leverage is everything in a negotiation. Understand when you have it and when you don’t.

The best time to raise money is when you don’t need to.

Don’t be pressured into making any decisions or signing any documents you’re unsure about.

Investors are a lot like jealous exes – they want you a lot more when someone else is interested.

We were getting press coverage and stock inquiries like we were a biotech company that had discovered a way of cooking bacon to cure cancer.

We needed to keep innovating, outworking everybody else, and above all, staying focused.

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