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Kraus: Right, and they never did. When Microsoft made its buyout offer for
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Excite in late 1995, they offered about $70 million. We d just launched in October 95 and they re offering $70 million. We said no, and we told them the number needed to be more like $100 million. And apparently what happened
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is and I only learned this story recently the negotiator we were working with went back to Gates and said, I think the number s going to be $100 million if we want to do this. And Gates said, How much would it cost us to do it ourselves So the guy went away and built a plan and said it would be about a year and $25 million and 25 people or something like this. And the interesting thing is that they didn t buy Excite for the $100 million, and they didn t invest and build it themselves. Instead they did nothing. Which is really interesting to me in terms of the longer-term history of Microsoft and the search wars. It s interesting that MCI and AT&T and these guys never got into the business.
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Livingston: How did you get the Netscape search button deal Kraus: That was a gut-wrenching moment. We needed distribution we
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needed eyeballs and more people to be trying Excite. The natural point of distribution was the browser. The only real point of distribution. No websites had any traffic of any size to do a deal with. It was the browser getting bundled in that made the big difference. So we went to Netscape. They had two buttons on the browser: NetSearch and NetDirectory. NetSearch was pointing to Infoseek and NetDirectory was pointing to Yahoo. And those deals were free; it was just free traffic to those services. Unbelievable. But nobody knew how to make any money off traffic or that traffic itself was valuable. Netscape wasn t a media company; it didn t view that as valuable. What Netscape wanted was more downloads of its client, which would help them sell more servers and more client licenses. So they finally decided to put these two buttons up for bid and there were three bidders: us, Infoseek, and MCI (with a rumored new service). We had $1 million in the bank and we didn t know what we were going to bid. We sat down in my office, all on the floor. Vinod said we should bid $3 million. I was like, How do we bid $3 million We only have $1 million in the bank. And he said, Well, if we win, I m pretty sure we can raise it, but if we don t win, I don t know how we re going to raise it. And so I thought, OK, this is really scary. (If you are 22 and trying to make these big decisions, it s great to have a very active guy like Vinod helping you out. And I mean active. I was talking to Vinod twice a day easily. He s one of the senior partners at Kleiner Perkins and he s spending multiple hours a day on my business, which you just don t get. But that s Vinod s style.) We decided to bid $3 million. We had no way to pay for it, but we weren t going to reveal that. We bid the $3 million and we lost. It was horrible to lose; it felt like somebody had died. It was just this feeling of, Oh my God, what are we going to do Because you spend so much time wanting to get the deal that when you don t get it, you re like, Oh, are we really screwed (And I think we would have been screwed.) Vinod told us this whole story about how he d gone through a similar situation at Sun in losing a deal, and he just never gave up and won the deal back. He said, We haven t lost. Let s meet with them. Let s show up in their lobby
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