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money from pension funds, give it to you, and then talk to an underwriter along the way. There were these two VC firms Greylock and General Atlantic Partners that were among the group, and they would send their senior partners by to schmooze us and talk about their successful track records building companies and management teams. I thought to myself, I don t want to be CEO of this company where I have to repeat myself and tell people what to do and travel everywhere. It would be so nice to just be the CTO and have a brilliant management team installed in my place. So it was very attractive to me, and our MBAs said, Yeah, these Greylock and General Atlantic guys, it s a bigger name, and it will really help us. Slightly worse terms than Summit actually, with the deal Summit was offering, I could have sold some of my shares to them, taken some cash out, and had some money, and in retrospect that would have been a very smart idea. Especially if you are going to get into conflict with a venture capitalist later, you don t want to be a salary man with $130,000 a year while they have billions of dollars in assets. So I let them decide, and they chose Greylock and General Atlantic. Which might have been OK, except that the senior partners in those firms were so rich that they didn t want to spend time sitting on the boards of companies they were investing in. Why should they They had six houses each and Gulfstream jets to get among all their houses. They were going to the World Economic Forum in Davos. Why would they want to sit at my board meeting I used to sit at my board meetings, and I would think to myself, This is my own company and I m bored out of my skull. The VCs delegated very junior people to sit on our board. One guy had been a management consultant at Bain. He had never run a company; he never had profit-and-loss responsibility, which is the key. And he never started a company, and that was true with the General Atlantic board guy as well. He had been a middle manager at a big company before he went to General Atlantic. We got these guys on our board who just don t know anything about running a business. Fundamentally, if you have a lemonade stand, you have to sell your lemonade for more than it costs you to make. That s really all you need to know to run a company. I would have been so much better off if the manager of the Central Square McDonald s had been on my board, because at least he would have understood how to do accounting. The guys on my Board had been employees all of their lives. You can t turn an employee into a businessman. The employee only cares about making his boss happy. The customer might be unhappy and the shareholders are taking a beating, but if the boss is happy, the employee gets a raise. By contrast, the businessman cares about getting a customer, taking his money, not spending too much serving that customer, and then selling something more to the same customer. These are totally different psychologies. The VCs found a CEO for the company, and I was like, OK, great! Finally, I can relax. This guy was a very smooth talker. He had been the COO-type at a software consulting firm, Cambridge Technology Partners, which is a pretty
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