failed startups

On the importance of a focused ICP: "We allowed our ICP to fray, replaced by a focus on a competitor. In our fight to prove that we could win against Alteryx, we over-rotated on any customer that might be interested in switching or considering alternatives. While being responsive to customers sounds good, being responsive to any customer creates a... See more

My first company @twitch sold for a billion dollars. My second one lost $75 million in 36 months. People love talking about success, but today I'm going to talk about failure. It's time to be honest about Atrium:

But we underestimated two things: the amount of product we would need to build to start repeatably winning, and how high switching costs would be for many of their customers. We didn’t have a clearly identifiable market force at our back, other than broad trends around collaboration and cloud-based solutions. Those trends helped enormously, but we... See more