Zero to IPO: Over $1 Trillion of Actionable Advice from the World's Most Successful Entrepreneurs

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BOARDS

Back at the beginning of this book, I told you how Ben Horowitz gave me two tactical pieces of advice that ended up saving our company. The first, which I talked about in Chapter 3, was that I couldn’t do multiple important jobs at the same time and still do them well. Now, I’ll talk about the second piece of advice. In 2011, as I discussed earlier, our sales were cratering. The small and medium-sized businesses we were targeting didn’t need what we had built. We had started with them because we thought we needed to create a healthy foundation with those customers before we could go after big enterprise companies, which were our real target. Ben was the one who told us that our approach was flat wrong.

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