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I d first like to thank my aunt, Ann Gregg, for her unfailing support and encouragement. She s an extraordinarily perceptive reader and she provided a lot of advice that helped make this a better book. Thanks to the people I interviewed for sharing their stories and their time. One thing I noticed in the interviews that I didn t mention in the introduction is how much I liked the founders. They were genuine and smart, and it was an honor to talk with them. I know the candid nature of their stories and advice will inspire would-be founders for years to come. Thanks to Gary Cornell for being willing to do a different kind of book, and to the Apress team for working on a different kind of book. I d like to thank many people for their willingness to make introductions: Jim Baum, Patrick Chung, Mark Coker, Jay Corscadden, Rael Dornfest, Jed Dorsheimer, Randy Farmer, Steve Frankel, Anand Gohel, Laurie Glass, James Hong, Mitch Kapor, Morgan Ley, Mike Palmer, Tom Palmer, Bryan Pearce, Andrew Pojani, Will Price, Ryan Singel, Langley Steinert, Chris Sacca, and Zak Stone. Thanks to Kate Courteau for creating cozy offices for me to work in; Lesley Hathaway for all her advice and support; Alaina and David Sloo for their many introductions; and Sam Altman, Paul Buchheit, Lynn Harris, Marc Hedlund, and Aaron Swartz, who read early chapters of the book. I owe thanks to Lisa Abdalla, Michele Baer, Jen Barron, Ingrid Bassett, Jamie Cahill, Jessica Catino, Alicia Collins, Caitlin Crowe, Julie Ellenbogen, John Gregg, Chrissy Hathaway, Katie Helmer, Susan Livingston, Nadine Miller, Sara Morrison, Bridget O Brien, Becky Osborne, Allison Pellegrino, Jennifer Stevens, and Suzanne Woodard for their encouragement. Thanks to others who shared their insights on startups at Y Combinator dinners or with me personally: Rich Bacon, Greg Benning, Tom Churchill, Michael Ellenbogen, Jonathan Gertler, Hutch Fishman, Sara Harrington, Bill Herp, Bradley Horowitz, Joel Lehrer, Carolynn Levy, Simon London, Page Mailliard, Udi Manber, Fredrick Marckini, Greg McAdoo, Mark Macenka, Mike Mandel, Jerry Michael, Rich Miner, Mark Nitzberg, Peter Norvig,
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Steve Papa, Tom Pinckney, Stan Reiss, Olin Shivers, Hugues Steinier, Jeff Taylor, Rob Tosti, and Stephen Wolfram. Thanks to the founders of all the startups we ve funded at Y Combinator. They are inspirations and I know they will have valuable stories of their own to share. Special thanks to Trevor Blackwell and Robert Morris for all of their support. I m lucky to work with them. To my grandparents, Baba and Bob, who I admire and whose advice from their own experiences as authors helped me a lot. Extra special thanks to Dad and Michele, who supported me even when I had crazy ideas like quitting my job to start a company and work on a book. Over the years, my father never seemed to doubt that I could do something I d be really proud of, and I m very appreciative. Most of all, thanks to Paul Graham. He inspired this book and was a source of encouragement and advice throughout the entire process. I m grateful to have benefited from his extraordinary understanding of technology, startups, and writing. But mostly, I m glad to know him.
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Some kind of magic happens in startups, especially at the very beginning, but the only people there to see it are the founders. The best way to understand what happens is to ask them, so that s what I did. In this book, you ll hear the founders stories in their own words. Here, I want to share some of the patterns I noticed. When you re interviewing a series of famous startup founders, you can t help trying to see if there is some special quality they all have in common that made them succeed. What surprised me most was how unsure the founders seemed to be that they were actually onto something big. Some of these companies got started almost by accident. The world thinks of startup founders as having some kind of superhuman confidence, but a lot of them were uncertain at first about starting a company. What they weren t uncertain about was making something good or trying to fix something broken. They all were determined to build things that worked. In fact, I d say determination is the single most important quality in a startup founder. If the founders I spoke with were superhuman in any way, it was in their perseverance. That came up over and over in the interviews. Perseverance is important because, in a startup, nothing goes according to plan. Founders live day to day with a sense of uncertainty, isolation, and sometimes lack of progress. Plus, startups, by their nature, are doing new things and when you do new things, people often reject you. That was the second most surprising thing I learned from these interviews: how often the founders were rejected early on. By investors, journalists, established companies they got the Heisman from everyone. People like the idea of innovation in the abstract, but when you present them with any specific innovation, they tend to reject it because it doesn t fit with what they already know. Innovations seem inevitable in retrospect, but at the time it s an uphill battle. It s curious to think that the technology we take for granted now, like web-based email, was once dismissed as unpromising. As Howard Aiken said, Don t worry about people stealing your ideas. If your ideas are any good, you ll have to ram them down people s throats.
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