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And you go sign a lease somewhere. Do you have business cards No, let me go get business cards. Do you have a website We just launched it. Well, is anyone coming No one s coming yet, but I ll get back to you when people are coming. When you hit this level, then I ll be interested. Everyone is looking for the next step. And so as you go along with each of these confidence steps, you can pick up more and more people into what s going on. So then you go talk to a venture capitalist, and they ask if any other venture capitalist is interested. And then once you get other VCs interested, you say, Yes, they re interested and maybe you guys could syndicate them and do the round. They say, Well, have you received a term sheet from them Then once you ve received a term sheet, then the VCs get interested, and then acquirers get interested. Women.com offered to buy us out for $32 million once we got our term sheets. You have to get to these levels to attract more people, and then you hit these spark points, and in my process the spark point was getting the term sheets from the VC. People suddenly want to work with you, loan you money; PR firms want to spend your money, investment bankers want to meet you.
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Livingston: Which spark point would you consider most significant for Tickle Currier: The launching of the dog test. When we started the company, we wanted to change the world, and we had all these tests on the site to help people in their lives. We had the anxiety test; the parenting, relationship, and communication tests. And no one came. I remembered that advertising agencies say if you want people to remember an ad, include babies and puppies. So I thought, We should make a fun test. Let s do a test for what kind of breed of dog are you. So they came up with a 15-question test that wasn t scientific at all. We put it online, and 8 days later we had a million people trying to enter our site. Our server was going down every 10 minutes. We had to emergency unplug it from the wall, throw it in the back of the car, and plug it into a T3 at an ISP in Lynn, Mass. Once we got crazy traffic, we were able to then show the graphs to the venture guys, and we were on our way. They said, Anyone with traffic can make a lot of money on the Internet, so I m in. Livingston: Were there other hair-raising moments in the early years Currier: Most of them had to do with people. We had a VP of engineering who
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wasn t working out, and we had to let him go. But because he seemed unstable, we arranged for a marshal to be ready to create peace once we let this guy go if he really blew up and went crazy.
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Livingston: Could you have recognized that this employee was bad news from the beginning
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Currier: You might have, but I wasn t experienced enough at the time, since I
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had never done one of these before. I was 30 and I knew a lot about the industry and the technology, but I was very green on people. And that is a painful way to start a company. I also hired a head of HR, and she was pregnant at the time but didn t tell us. When I asked her to create the maternity leave policy, she suggested 5 months with full pay. Since I was so busy, I said, I want to trust you and empower you to do everything we need on this side, so if you think that s right, great. So a few weeks later she told me she would be leaving soon for maternity leave. By that time, several of us were off salary because we were running out of money, and here she was going home to spend 5 months at full pay, and we were practically out of money. Never having built a company, I didn t know where I wanted the lines drawn. It was like a big, white piece of paper. And I got taken on that.
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