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Livingston: Did you ever get any other money except from the original deal Davis: No. We had, I think, in total, a couple of million dollars of venture capi-
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tal money. As part of the purchase agreement, we were also obligated to pay Carnegie Mellon 50 percent of our first $1.5 million in revenues. So from cash flow, another $750,000 went to Carnegie Mellon. For real working capital, we had a million and a quarter, and that was all we ever had. So we focused on building our infrastructure, which was difficult. We were always nomads in the sense that we were outgrowing our facility and moving from space to space, trying to stay one step ahead in the urgent need to move. We were also constantly working at integrating the product. Keeping up with the Joneses, or staying ahead of the Joneses, was always a tricky thing to do. There was massive copying in the industry. Not in the legal sense of taking someone s intellectual property, but in the sense that when we would put a new service online, it generally wouldn t take more than a week for a competitor to do the same thing. For example, when we added the ability to search images online (which is now common, but we were the first to do it), two months later it was everywhere. Many services that are so commonplace today were all brand new back then. We were a day at a time. There was massive innovation, and this innovation has changed the way the world will communicate for decades.
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Livingston: Was the innovation technological innovation Davis: There was very little technology. We would have engineers in Pittsburgh come up with an idea and roll it through. We would have product marketing specialists, management or individual contributing employees come up with ideas, and the Pittsburgh guys would develop them. We would outsource a lot. We would license products ourselves. After a year or so, our audience became substantial. Soon the industry had what was then called the four horsemen: Lycos, Yahoo, Infoseek, and Excite. And then all others were looking for business online to leverage our audience. Among the four of us, we had it all. Search is the ultimate killer app. Picture the Internet as this giant card catalog in the Library of Congress, and all of a sudden the card catalog tips over and all the papers are on the floor and you can t find anything. You don t know where the books are. Search is your order to that chaos, and so people came to us in big, big numbers. Livingston: You accomplished so much so quickly as a first-time CEO. What did you find you were better at than you thought Davis: I think how much we grew so fast surprised me, and I think the most sat-
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isfying thing for me was being able to scale the company through all of that growth. We were growing 200 percent to 300 percent a year, every year. People don t realize that a rapidly growing company is crumbling within and feels pain every hour of every day because nothing works the way it was designed as little as a year before.
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In a growth business which is where you always want to be as an entrepreneur, because it s a lot more fun than the alternative things are breaking every day. The accounting system that I used in 95 was useless in 98. The systems and the computers that I used weren t powerful enough 12 months later. The facilities that we would lease weren t big enough. The data center wasn t powerful enough to manage the computers we needed. Everything would crumble, and you needed to be one step ahead of that all the time. So amazing growth was a challenge, but it was an awful lot of fun. And it s important that you do it with perseverance. You do it with a sense of determination and doggedness that says, I can overcome.
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