Pilot

“I think it's super important when you go into a pilot, paid or unpaid actually, to identify the success criteria, and if you do that right, You basically can then make a sale upon completion of the pilot.”

“The best interview gives you a signal as to where the candidate spikes. A mediocre interview will let you say no for candidates that are bad, but don't really let you like good candidates really shine.”

“I mean, for us, our investors were all people that we had already known. In other words, the lead investor from Index, Mark Goldberg, we worked together at Dropbox.”

“I think the back of the envelope math on this is something like sixty billion dollars a year or I spent every year on SMB bookkeeping and accounting in the US alone.”

“On day one, we signed up our first three customers because I just called them up and I said, Hey, who's doing your bookkeeping today? Oh, you know, we can actually do it better. You should sign up with pilot. And the way that we provided the services, I just d…”

“At this stage of the company's life, if I'm doing a specific thing, that's actually a bad sign because it really means that I'm gating the growth of the company in some way. And my only job should be Attracting and retaining the best people, parting ways with …”

“If you debrief on a candidate, and your conclusion is, oh, I don't know, maybe, like, they might be able to do a good job here. Like, that should be a no. Like, you should only bring on board people that you're very, very excited about, because what is your cu…”