Meter

“You set out on a blank sheet of paper and you say you want to build the best hardware, but cost, MOQ, supply chain, which vendors will work with you, which chips you have access to, those all start narrowing your choices down to, you know, maybe just ok hardwa…”

“Because new companies don't come into this industry, the buyers actually did not have a muscle to evaluate new customers, new vendors all the time.”

“And the most important thing is not that I think people like end up working hard or anything. I think people, if you have a great company, they're always working hard. What ends up actually happening is people end up not working on things that don't matter. Th…”

“We have really great RCTs and A-B tests essentially of same problem, same factories, half management, half without management, and outcomes being entirely different.”

“The last great networking company was a company called Meraki.”

“So what that enables us to do is because the hardware is for us to manage and us to make sure it's great, we maybe might choose components that are 20%, 30%, 40% more expensive than a traditional vendor might, but that is only marginal for us compared to the e…”

“All the two dozen I talk to at least every two, three days.”

“I think with smart people, if you ask this question, you say, how is it that every problem that could be a sales problem, that could be an engineering problem or an operations problem, that could be a design problem. They can be exactly solved in 90 days, but …”

“I don't care about Where meter ends up in five. I care about where it ends up in 25. But at the same time, the next few hours also really matter to me.”

“I think if you help people understand that anytime a customer is having an actual issue, you should be at least CC'd on it for every single customer. You can actually drive a lot down.”

“The job there is just get it working first, then make it fast, then make it secure. You don't need design partnership there. Can you actually process packets? Is it actually working? Is it fast and is it secure? Because no customer actually understands that pa…”

“A hundred percent of our customers went to zero starting March 12th.”

“Yeah, we have plans underway. We think we can do some great work there, but by the time we realize that it will take another eight years, I think from now before this will even be fruitful at all.”

“And one of the things we're trying to do, and I don't know how successful we will be over the next five to seven years is, the other thing we disagree with in this vein, somehow people have bundled management and authority together in one. We're trying to deco…”

“When they did that, usually hardware had three separate radios for like, 2.4 gigahertz, five gigahertz and Bluetooth. When they moved, they were using what this thing called software defined radio, which is using two radios for all three of those things.”

“If you're spending your time thinking about the person instead of the problem, the person is the problem.”

“When we go build chips, for example, I actually think the right thing there is to go as slow as possible because taping out a new chip, then building it is incredibly hard on ramifications on the mistakes you make.”

“If it's a brand new market, the founder has to do it, or it has to be part of it to convince the first few people to take the chance. Cause I think they're buying the person rather than the product.”

“In a market where incumbents like that don't exist, the initial ramp is easy to get in, but so many people get in, then it becomes really difficult. But with markets like this, with large incumbents, the initial ramp is really hard, but once you pass that chas…”

“So what happened in the networking industry for the last 40 years is it's one of the only industries that has multiple 200 plus billion dollar businesses, yet no new companies come in.”

“What we understood what happened with all the companies in the last 2030 years that tried to compete with Cisco was that they then ended up selling that. Then the best companies actually start having success. Then they never go out and build the rest of the th…”

“Over time, we can go even further down the stack where we should go make our own ASICs, our own chips.”

“I have talked to other companies that have this like hardware software operations component. And I do think you're right. There's something there that these companies, founders tend to be a bit happier than others. Cause what you end up not liking about your o…”

“A lot of times when you go to a team that's six or seven or 10 people, more than the manager, I think it's actually better to ask everybody else that works with in that team who should be fired.”

“Studying businesses now the last two decades, I think for any business. I think there's about a thousand days of really bad time. Any business. We just happen to have all thousand at the beginning consecutively.”

“But if you do start a great, you know, point solution or something where you own horizontally one part of the stack, I think the chances of making it to a certain level are higher, but the chances of building a very large business, I think are very slim chance…”

“So if you look at our industry, Cisco has a rack like ours where they have, you know, 10 different pieces of hardware. But majority of that was done through acquisition. So they bought their switching business called Crescendo in the nineties, et cetera, Merak…”

“If they had decided at the beginning that the scope was a little bit larger, generally my rough intuition is it's only 20% more. But it actually ends up enabling you to capture a lot more.”