LyrArc Article Gist
Lessons for startup Jive, social networking software for business financed by Sequoia Capital. It did well in the beginning with a number of high profile sales. Then things fell apart with inexperience and a series of mistakes. With $15 million of capital raised from Sequoia in August 2007 discipline started to fall away, bad hires were made in a hurry to speed things up, staff tripled to 150 by the beginning of 2008, and there were a lot of problems with the new software. In October Sequoia went in and fired 25, 3 managers, and cancelled a project. Sequoia Capital held a direct talk in October with executives of its 100 companies, and about 1000 layoffs were made. The presentation was direct, showing a pig with a butchers knife in its head and the slide reading R.I.P. Good Times, saying that for startups it would be the survival of the quickest, the companies quickest to cut costs and be profitable. The sales people just took on as customers anyone who was interested or called. And as the economy worsened and this software was not an essential purchase they cancelled. Now the new sales approach is to say no, and get customers who actually save money from using the product or see some vitally important benefit. The sales person actually tries to find out about a company's plans, its budgets, to see if there is a good fit. Jives at this point is a survivor.