"you've co-founded 10 different companies you've been on the board of 20 you've also built two unicorns including ways the biggest startup lesson you seem to have taken out of that is to fall in love f..."

"being here welcome to the podcast thank you happy to be here okay so here's what I've gathered about your career and let me know if I've missed anything you've co-founded 10 different companies includ..."

"when I wrote the book that was obvious that this is going to be the name of the book but there are way more into that right so when you fall in love with the problem then what happen is that the probl..."

"getting tons of emails every every week from entrepreneurs and they all start with what we are doing and I don't really care what you're doing what I really care about is why you are doing that and th..."

"to be this way I've been a super happy customer Mercury for over a year now and it's honestly hard to imagine a better online banking experience can exist most Founders and finance teams have to coupl..."

"send me to speak with users how many and I will tell them a 100 you don't need a 100 but the 100 basically say you need to get out of your comfort zone just it's not just your close friends and family..."

"follow your leadership there is there an example of a pivot that you maybe went through where you realize the problem was not as big as you thought or you realize there was a bigger problem so so actu..."

"before I move on to I'm kind of thinking about this in the phases of starting a company so we're talking right now about coming up with the idea that you want to commit to a lot of people that want to..."

"mostly so for me it's usually personal frustration that leads me to start to think about it whether or not we can change it I hate traffic ch right I hate uh Lo leaving money on the table right so the..."

"that you speak with many people try to realize now if you'll tell me oh this is a B2B then speak with many businesses right speak with those that you believe actually do have this problem and understa..."

"so the the three dimensions one is them is um it's going to be a roller coaster Journey with ups and downs and ups and downs and and look if you'll tell me that all the businesses in the W have ups an..."

"sleeping well at night and he said oh yeah I slept like a baby I woke up every two hours and cried and that's really the reality of that the frequency of the differences are so dramatic that there is ..."

"keep on trying different things until we find one thing that does work now if you realize that this is going to be a journey of failur then there are two immediate conclusion the first one is that if ..."

"over and over again and this is what made me successful and so this is the first conclusion the second conclusion is that you really want to fail fast just think about it right if you fail fast you st..."

"successful just think that you play basketball right and you try to score from half court if you have one shot and you're are not Steph carry you are very likely to miss but if you actually have a lot..."

"start with not good enough and you iterate and iterate and iterate until you become good enough and then you win the third di menion is that this is going to be long journey very long way longer than ..."

"startup is that a corporate knows this is our value proposition this is the product that we are selling this is the pricing of this product that we are selling this is the target audience this is how ..."

"for you don't know how to grow your business and you need to figure out all of those and this is going to be a long journey now the longest part is usually figuring out product Market Feit and product..."

"it now once they do and for a second I want you to think of you know what all the applications that you're using every day right from searching Google using ways WhatsApp Facebook Netflix Uber whateve..."

"used ways for the first time in our life so once a company figure out product Market feed they don't change the product anymore because this is the value that they create to the customers and you don'..."

"helps you to file your real tax returns in three minutes then okay that's absolutely amazing but you're only going to do that next time is next year by the way we did have a startup that was doing tha..."

"done and number two if you ask people what is the value of ways then it's not about avoiding traffic it's about creating certainty uncertainty is way higher value than saving time so you know exactly ..."

"phase so so you know initially you think about your new idea from mple perspective right this is the problem this is how the solution is going to look like this is what I'm going to do next year this ..."

"when we started ways we thought that we're going to sell map data and traffic information and we ended up with doing advertisement very different business model because we realize that it's not for us..."

"use so those phases requires different focus of the company right initially if you focus on product Market feed then you don't need sales you have no product to sell you don't need Business Developmen..."

"you get stuck if you do that if you try to do multiple things at the same time you will fail focus is not about what we're doing it's about what we are not doing these are the hard decisions I like th..."

"enough good for them um you have a couple quotes that I wanted to share which are along the lines of things you shared one is just uh you have this kind of what's the most important stage at a company..."

"be like all right we'll find someone else you know it's um seasonality right there are periods of time that raising capital is easier and then many of the enterpreneur will be choosers and not beggar ..."

"does it take you to decide if you like this the you know the enterpreneur not and he asked me do you want the right answer or the real answer say you know I heard the right answer so many times give m..."

"conclusion the second conclusion is that spoke with uh um early stage investors right those that invest the first money in so company has a story to tell that's about it right no traction nothing yet ..."

"tell now I would say always start with the problem right because uh guess what investors are also users if they don't think that they're going to use it so if it's relevant for them and they don't thi..."

"going to be the same case for you one out of 100 if you want to increase the likelihood learn how to tell a good story start with the strongest point at the beginning remember that they are users too ..."

"right and and then you try to argue and you don't know that it's useless right it's like you go on a date and she said no and you try to argue right no this is there is nothing to argue anymore right ..."

"biased so I would add here another very strong advice most people are missing the most important slide of their presentation the most important slide of your presentation is the first slide not the on..."

"you that's the time to repeat that so most of their presentations will end up with u you know um thank you and my email right and and this is going to be the last slide right which makes sense you jus..."

"finish exactly yeah I love that uh speaking of stories is there what's the wildest fundraising story that you've been through is there one that comes to mind of like holy I can't believe that happened..."

"details right the more details people think that this is real right if there are no details then this is not real and so I told him the story that was like five minutes explaining trying to fit the mi..."

"story with with many details but interestingly it sounds like the story itself doesn't have to have happened to you in real life it could be a madeup story but with a lot of details is is is the lesso..."

"I'm excited to hear what you have to say there so um you know I send the book proposal to many publisher and there is one chapter that says firing and hiring and many of them came back and say oh it s..."

"is really really dramatic now in many cases with hard decisions we know what is the right decisions we're looking for confirmation if you look for confirmation then go and speak with the top performin..."

"yourself asking yourself would I hire this person knowing what I know now and if not you should probably let them go by the way I can tell you that for everything in your life right everything in your..."

"days which it kind of implies some decisions you need to wait a little bit more you need more data you need more time than necessarily 30 days but set some kind of timeline if you don't set a timeline..."

"way door also is there anything else you want to say around the hiring and firing concept clearly firing is the is the main lesson here is get really good at firing and firing quickly and decisively y..."

"enjoyed working with I really thinks highly of them and he asked me if they can schedule a call for half an hour and I said look I'm traveling I don't really have time but uh if you want an email in o..."

"when I grew up Steve wak was my technological Guru right so he was the most important person in my in in the technology space in my mind and then we spoke at the same conference and we had dinner the ..."

"ask the people okay how do you use way right so so you go to your destination and you enter destination and then ways guides you through the screen with the display of the of the Maneuvers that needs ..."

"product you don't know that there are other people that are not like you and you think that you're building the product for yourself then you're making a big mistake and the way to figure it out is by..."

"really want to do next is remove the rest of the features that people are not using because they are heading complexity now most of the product owners they're either innovators or early adopters you c..."

"surprise you we had Jeffrey Moore in the podcast and he talked through a lot of this stuff and one of the lessons there to help you bridge that Gap from uh to the what is it the third group you how di..."

"sense just like here check out ways here's how it works yeah that makes a lot of sense okay amazing is there anything else along those lines as you're talking to customers and understanding what you'r..."

"that were successful but in order to improve we need to speak with those that fail those that were unsuccessful those that did not register they did register and did not use or they did use and did no..."

"maybe something that I will um tell all the parents in the world the biggest advice that I can give you is teach your children to fail because when they get up they get up stronger and when they know ..."

"fail yeah this is a very timely advice for me because our kid is always falling down and it's always this balance between helping them not fall letting them figure things out Let Them Fall there is a ..."

"book that I will um I would recommend Atomic habits getting habits in improving them measuring and improving is really really important very cool choices do you have a favorite recent movie or TV show..."

"important words final question is there a problem you're starting to fall in love with more recently maybe tinkering with a new startup idea or are you done with starting companies um I'm probably wil..."

"love it uh uie your book is amazing it's incredibly practical full of tons of advice that every founder should read uh and it goes from idea all the way to exit so basically no matter where you are on..."