"following on from Paul's talk about some of the ways to think about becoming or what it takes to become or whether you might believe you might become a hundred billion dollar business I am going to ha..."

"of front sure so in just a few seconds so I think I've always been wanting to start a company but the main thing is I didn't feel confident enough do you think that I would when they build a company s..."

"contract management sounds painfully boring yes it's boring but what was cool about it was that it actually changed how right so did they're exactly and so when I was talking to people also I was in c..."

"we are and I don't believe that transparency is good in itself and that's why you should be transparent I believe that that's the most efficient way I've found to create engagement at scale so if you ..."

"know today but I think that will just evolve along the way what you need to have is just what you deeply believe in and so what I've always believed in is friend should be a place where people come to..."

"been successful so far is because we've been incredibly disciplined in many many things so for example always have in one focus and making sure that it's clear to the entire company so in the early da..."

"before we dig further into the sort of the unique culture and the success you've had at front you left the the the lousy startup the lousy company with a lousy culture and somehow you ended up decidin..."

"life right Wow so so you decided to jump in headlong you had to get money you got an angel investor you found long yes and the last thing that I think is incredibly important is I found someone that b..."

"front the thing that I've been most lucky with is my relationship with my co-founder because we have the most amazing relationship and what I mean by that is not that we're super close in a sense that..."

"in the early days so you can't count on someone else to have the answers right you don't have them yeah for sure and Steve today like even today we are 110 people now and I'm not hiring people to figu..."

"seems like front has a strong specific culture yes did you pay attention to that as you were hiring from the beginning and and how did you how did you implement that how did you think about it yes I t..."

"does kind of speak to the fact that you are going to play an important role in hiring everybody in the beginning yeah and I kept interviewing everyone till like employee number 80 or something did you..."

"if if you were going to talk to relatively new startup founders or people with young companies like most of the companies in start-up school is there specific advice you'd give about creating a cultur..."

"so making sure that everyone in your company knows everything like there is no reason why you should hide anything maybe except for I don't know salaries so I was going to ask well when you say transp..."

"the question and it feels like people stay aligned and moving in the same direction yes and I mean you know that but I think frontiers like at least one thing there are lots of things that you know we..."

"interesting case because you're an enterprise company that started with a handful of customers well zero eventually a handful and then you've scaled to thousands can you talk about the early days of f..."

"of the one of the definitions of product market fit is a product that your customers love but that you're ashamed of I maybe I think it's actually a good thing that you're ashamed of your product but ..."

"because I think there was a big need for collaboration around and I would have never thought about it I've never worked in a company that uses SMS to work but and so that's one example but I have many..."

"you'll manage to do that is by hustling like the truth is when you're early and you need to have eight meetings a day it's insanely difficult and so you need to do everything you can from reaching out..."

"do you recall what the retention was of those 130 companies yes so we hadn't had a single user churn so basically the reason why I'm saying that is cuz every time someone drained the company at front ..."

"have a Glenn if that's a way for you to get AIDS and then you convert these leads but if it's just something where you end up having you know 15% of your users it's not useful so removed it change it ..."

"dig more into one other thing about sort of the initial stages of growth and talking to customers is there any advice you would give because you know you just gave a really useful piece of advice whic..."

"do one click but in anyway you need to have this data so that sounds like it's a little bit later in your evolution when you're at Trello and you had a had a roadmap and the very beginning when you're..."

"about sales because you have a I mean you've had to learn about enterprise sales all on your own and you've had to build a sales force talk a little bit about what that's been like and what advice you..."

"your product because the people you are hire the way you will sell your like everything will be different if you're bottom-up or top-down so piece of advice now I can tell you that we started bottom u..."

"be happy and not for that you said something to me the other day about about what are the key lessons you learned and you were kind of referring to it earlier about about the importance of listening v..."

"like if I do the full demo of front like you'll be pretty bored now if I explain to you when I was in your seat using France I think is one of the things that made us successful as the company then an..."

"is you can't imagine like even if it seems obvious the two things I've seen that I know are wrong from founders one is coming up with excuses so I'm you know for example I'm helping you as a company a..."

"you to face the reality and one way is to send this weekly email to your team monthly email to your investors like it's I've invested in a few companies since they I don't know in the past few years a..."

"asked to talk about the other thing is one thing that changed my life is meditation so and I'm also convinced that it will change the life of probably made under 95% of human beings so you I felt like..."

"Q&A for a while yeah yeah so the question is is around dealing with safety and security when you're trying to sell to enterprise customers and how soon can you get it in their hands I think things lik..."

"we did we did a lot of things from you know just a one pager that explained everything about why our business is secure to very early on Tesla started using our product and they wanted to make sure th..."

"model so I believe that people get more benefit out of the product when they have more users so that's the reason why I also think that most of our most of the competition so whether you're looking at..."

"one way to show that you care about them yes so randomly so how do you set the target for the first salesperson you hire so randomly the truth is I didn't know because I was the only one doing the job..."

"what's feasible or not yes oh this is a hard question so if users bounce how can you find them yeah there are a few technology that you can use like sherbet is one of them but I mean for us we I care ..."

"early should you put pricing out there and be transparent about it even even while you're still in beta so it's a good question one thing I did that I think was a great idea was so implementing stripe..."

"did you get those first 3,000 signups for private beta so it was only content marketing so I was doing an email product and I was ready writing all these blog posts about is email dead as slack is say..."

"yes so how do you adjust pricing in the context of of feature demands or new product demands from customers the Tracy's new features are always a great way to upsell and so usually with like I was ver..."