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Dec 5, 2018 · 27m · mad

$0 to $60M in 2 Years // Bob Moore, Crossbeam (FirstMark's Data Driven NYC)

Bob Moore · 23m spoken Matt Turck · 51s spoken
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At FirstMark's Data Driven NYC, Bob Moore shares the ten-year journey behind Stitch's $60 million acquisition, contrasting press headlines with the hard-fought reality of pivoting from RJMetrics amidst market shifts and economic crises. He concludes by introducing his new venture, Crossbeam, followed by a fireside chat on founder resilience and startup leadership.

How this conversation actually went

Every chapter scored 0–10 on four independent dynamics. Hover any point for the reasoning behind the score. Matt holds 3.3% of the talking time here. How this is scored →

Matt as informed peer 0.4 Guest teaching 2.6 Guest disagreement 0.3 Matt pushing back 0.3
05100:0010:0020:000:14–2:28 · Matt as informed peer 0/10 Defining the In-The-Middle Entrepreneur This is a presentation monologue by Bob Moore with no host interaction. Bob reflects humbly on his career path as an in-the-middle entrepreneur rather than a unicorn founder.2:28–4:32 · Matt as informed peer 0/10 Product-Market Fit as a Multi-Dimensional Challenge Bob delivers a monologue explaining product-market fit as a multi-dimensional challenge influenced by rapidly shifting underlying technologies. There is no host involvement in this talk segment.4:32–7:01 · Matt as informed peer 0/10 Practicing Lean Survival and Forced Profitability Bob details launching RJ Metrics right before the 2008 financial crash and being forced into lean profitability. The host does not participate during this monologue presentation.7:01–10:54 · Matt as informed peer 0/10 Redshift Launch and Unbundling of the BI Stack Bob explains how the launch of Amazon Redshift unbundled the traditional BI stack and disrupted RJ Metrics full-stack product model. The host remains silent throughout the talk.10:54–13:02 · Matt as informed peer 0/10 E-Commerce Slowdown, Flatlining Revenue, and Layoffs Bob discusses market compression, customer acquisition challenges, and managing flatlining revenue and layoffs at RJ Metrics. The segment contains no host dialogue.13:02–16:16 · Matt as informed peer 0/10 Acquisition by Magento and Spinoff of Stitch Bob describes selling RJ Metrics to Magento while strategically carving out the pipeline technology into Stitch Data. The host does not speak during this presentation segment.16:16–27:30 · Matt as informed peer 3/10 Launching Crossbeam: Data Escrow for Partnerships Matt Turck opens the floor for Q&A with friendly, supportive questions regarding founder resilience, hiring, and company mission. The interaction remains highly collaborative and non-confrontational.0:14–2:28 · Guest teaching 1/10 Defining the In-The-Middle Entrepreneur This is a presentation monologue by Bob Moore with no host interaction. Bob reflects humbly on his career path as an in-the-middle entrepreneur rather than a unicorn founder.2:28–4:32 · Guest teaching 3/10 Product-Market Fit as a Multi-Dimensional Challenge Bob delivers a monologue explaining product-market fit as a multi-dimensional challenge influenced by rapidly shifting underlying technologies. There is no host involvement in this talk segment.4:32–7:01 · Guest teaching 2/10 Practicing Lean Survival and Forced Profitability Bob details launching RJ Metrics right before the 2008 financial crash and being forced into lean profitability. The host does not participate during this monologue presentation.7:01–10:54 · Guest teaching 4/10 Redshift Launch and Unbundling of the BI Stack Bob explains how the launch of Amazon Redshift unbundled the traditional BI stack and disrupted RJ Metrics full-stack product model. The host remains silent throughout the talk.10:54–13:02 · Guest teaching 2/10 E-Commerce Slowdown, Flatlining Revenue, and Layoffs Bob discusses market compression, customer acquisition challenges, and managing flatlining revenue and layoffs at RJ Metrics. The segment contains no host dialogue.13:02–16:16 · Guest teaching 3/10 Acquisition by Magento and Spinoff of Stitch Bob describes selling RJ Metrics to Magento while strategically carving out the pipeline technology into Stitch Data. The host does not speak during this presentation segment.16:16–27:30 · Guest teaching 3/10 Launching Crossbeam: Data Escrow for Partnerships Matt Turck opens the floor for Q&A with friendly, supportive questions regarding founder resilience, hiring, and company mission. The interaction remains highly collaborative and non-confrontational.0:14–2:28 · Guest disagreement 0/10 Defining the In-The-Middle Entrepreneur This is a presentation monologue by Bob Moore with no host interaction. Bob reflects humbly on his career path as an in-the-middle entrepreneur rather than a unicorn founder.2:28–4:32 · Guest disagreement 0/10 Product-Market Fit as a Multi-Dimensional Challenge Bob delivers a monologue explaining product-market fit as a multi-dimensional challenge influenced by rapidly shifting underlying technologies. There is no host involvement in this talk segment.4:32–7:01 · Guest disagreement 0/10 Practicing Lean Survival and Forced Profitability Bob details launching RJ Metrics right before the 2008 financial crash and being forced into lean profitability. The host does not participate during this monologue presentation.7:01–10:54 · Guest disagreement 1/10 Redshift Launch and Unbundling of the BI Stack Bob explains how the launch of Amazon Redshift unbundled the traditional BI stack and disrupted RJ Metrics full-stack product model. The host remains silent throughout the talk.10:54–13:02 · Guest disagreement 0/10 E-Commerce Slowdown, Flatlining Revenue, and Layoffs Bob discusses market compression, customer acquisition challenges, and managing flatlining revenue and layoffs at RJ Metrics. The segment contains no host dialogue.13:02–16:16 · Guest disagreement 0/10 Acquisition by Magento and Spinoff of Stitch Bob describes selling RJ Metrics to Magento while strategically carving out the pipeline technology into Stitch Data. The host does not speak during this presentation segment.16:16–27:30 · Guest disagreement 1/10 Launching Crossbeam: Data Escrow for Partnerships Matt Turck opens the floor for Q&A with friendly, supportive questions regarding founder resilience, hiring, and company mission. The interaction remains highly collaborative and non-confrontational.0:14–2:28 · Matt pushing back 0/10 Defining the In-The-Middle Entrepreneur This is a presentation monologue by Bob Moore with no host interaction. Bob reflects humbly on his career path as an in-the-middle entrepreneur rather than a unicorn founder.2:28–4:32 · Matt pushing back 0/10 Product-Market Fit as a Multi-Dimensional Challenge Bob delivers a monologue explaining product-market fit as a multi-dimensional challenge influenced by rapidly shifting underlying technologies. There is no host involvement in this talk segment.4:32–7:01 · Matt pushing back 0/10 Practicing Lean Survival and Forced Profitability Bob details launching RJ Metrics right before the 2008 financial crash and being forced into lean profitability. The host does not participate during this monologue presentation.7:01–10:54 · Matt pushing back 0/10 Redshift Launch and Unbundling of the BI Stack Bob explains how the launch of Amazon Redshift unbundled the traditional BI stack and disrupted RJ Metrics full-stack product model. The host remains silent throughout the talk.10:54–13:02 · Matt pushing back 0/10 E-Commerce Slowdown, Flatlining Revenue, and Layoffs Bob discusses market compression, customer acquisition challenges, and managing flatlining revenue and layoffs at RJ Metrics. The segment contains no host dialogue.13:02–16:16 · Matt pushing back 0/10 Acquisition by Magento and Spinoff of Stitch Bob describes selling RJ Metrics to Magento while strategically carving out the pipeline technology into Stitch Data. The host does not speak during this presentation segment.16:16–27:30 · Matt pushing back 2/10 Launching Crossbeam: Data Escrow for Partnerships Matt Turck opens the floor for Q&A with friendly, supportive questions regarding founder resilience, hiring, and company mission. The interaction remains highly collaborative and non-confrontational.

speaking balance: gold is Matt, purple is the guest (3 minute bins)

0:00 · Matt 0% · guest 100%0:00 · Matt 0% · guest 100%3:00 · Matt 0% · guest 100%3:00 · Matt 0% · guest 100%6:00 · Matt 0% · guest 100%6:00 · Matt 0% · guest 100%9:00 · Matt 0% · guest 100%9:00 · Matt 0% · guest 100%12:00 · Matt 0% · guest 100%12:00 · Matt 0% · guest 100%15:00 · Matt 8.8% · guest 91.2%15:00 · Matt 8.8% · guest 91.2%18:00 · Matt 17.2% · guest 82.8%18:00 · Matt 17.2% · guest 82.8%21:00 · Matt 0.2% · guest 99.8%21:00 · Matt 0.2% · guest 99.8%24:00 · Matt 1.9% · guest 98.1%24:00 · Matt 1.9% · guest 98.1%27:00 · Matt 17.4% · guest 82.6%27:00 · Matt 17.4% · guest 82.6%
Sharpest disagreement ▶ 7:01 Redshift breaking the core BI premise

Bob directly critiques the legacy full-stack BI model, pointing out how Amazon Redshift fundamentally disrupted their core value proposition.

 Hardest push from Matt ▶ 17:33 Host teasingly challenging the presentation narrative

Matt Turck playfully pushes back on Bobs smooth narrative by asking if building a business through economic crashes is really all that easy.

 Biggest teaching moment ▶ 8:00 Explaining the unbundling of cloud data warehouses

Bob educates the room on how cloud data warehouses decoupled ETL and storage from reporting layers like Looker and Tableau.

 Matt holds his own ▶ 19:20 Host citing relevant industry context on Talend acquisition

Matt Turck demonstrates domain knowledge by noting that Mike from Talend was the previous speaker at the same event series.
the scores for every segment, with the reasoning behind each
ChapterTopicMatt as informed peerGuest teachingGuest disagreementMatt pushing backWhy
Defining the In-The-Middle Entrepreneur 0100 This is a presentation monologue by Bob Moore with no host interaction. Bob reflects humbly on his career path as an in-the-middle entrepreneur rather than a unicorn founder.
Product-Market Fit as a Multi-Dimensional Challenge 0300 Bob delivers a monologue explaining product-market fit as a multi-dimensional challenge influenced by rapidly shifting underlying technologies. There is no host involvement in this talk segment.
Practicing Lean Survival and Forced Profitability 0200 Bob details launching RJ Metrics right before the 2008 financial crash and being forced into lean profitability. The host does not participate during this monologue presentation.
Redshift Launch and Unbundling of the BI Stack 0410 Bob explains how the launch of Amazon Redshift unbundled the traditional BI stack and disrupted RJ Metrics full-stack product model. The host remains silent throughout the talk.
E-Commerce Slowdown, Flatlining Revenue, and Layoffs 0200 Bob discusses market compression, customer acquisition challenges, and managing flatlining revenue and layoffs at RJ Metrics. The segment contains no host dialogue.
Acquisition by Magento and Spinoff of Stitch 0300 Bob describes selling RJ Metrics to Magento while strategically carving out the pipeline technology into Stitch Data. The host does not speak during this presentation segment.
Launching Crossbeam: Data Escrow for Partnerships 3312 Matt Turck opens the floor for Q&A with friendly, supportive questions regarding founder resilience, hiring, and company mission. The interaction remains highly collaborative and non-confrontational.

Statements from this episode (12)

Disclosure
Bob Moore categorizes himself as an "in-the-middle" entrepreneur
“I'm definitely one of those in the middle entrepreneurs. I am not somebody that is here with a billion dollar outcome. I'm not somebody here with the story of having gone to zero”
Bob Moore Dec 5, 2018 ▶ 0:54
Disclosure
Bob Moore sold his startup Stitch Data to Talend for $60M
“About two weeks ago, I sold a company that I co-founded called Stitch Data for sixty million dollars to talent.”
Bob Moore Dec 5, 2018 ▶ 1:37
Disclosure
Bob Moore and Jake Stein quit Insight Venture Partners in September 2008
“We quit our jobs on September second, 2008.”
Bob Moore Dec 5, 2018 ▶ 4:17
Assertion Not checkable as stated
Bob Moore says the entire VC market disappeared in September 2008
“The entire venture capital market disappeared in September oh eight.”
Bob Moore Dec 5, 2018 ▶ 4:30
Disclosure
RJMetrics moved HQ from New York City to Camden to afford rent
“We spent really conservatively, ah, the company actually moved from New York City and was headquartered in Camden, New Jersey. For a couple of years just to kind of be able to pay the rent.”
Bob Moore Dec 5, 2018 ▶ 5:08
Disclosure
RJMetrics raised $23M across Seed, Series A, and Series B rounds
“Between 20 12 and 20 14, we raised twenty three million dollars in venture capital, ah, in the course of a C to series A and a series B round.”
Bob Moore Dec 5, 2018 ▶ 5:59
Insight
Cloud data warehouses opened the door for decoupled BI and reporting tools
“And it created this massive opportunity for companies to sit on top of those data warehousing, those cloud-based data warehouses, and just serve the reporting use case in a far, far better and more flexible way.”
Bob Moore Dec 5, 2018 ▶ 7:59
Assertion Supported
E-commerce startup Fab.com raised hundreds of millions before rapidly going to zero
“Fab was a really large e-commerce company that built built up here in New York grew to hundreds of millions of dollars of capital raised, and then went to zero very rapidly.”
Bob Moore Dec 5, 2018 ▶ 11:08
Disclosure
RJMetrics laid off 25 employees in 2016 as business began flatlining
“So we were, ah, the business was still growing, but it was getting closer and closer to flatlining, and we ended up, ah, we had a staff of about a 125 folks, ah, in February of twenty-fifteen, ah, of twenty-sixteen, sorry, we ended up laying off about 25 peopl…”
Bob Moore Dec 5, 2018 ▶ 11:45
Assertion Supported
An internal 2015 hackathon inspired RJMetrics to unbundle its ETL microservices
“At one of our hackathons in 2015, we had a group of team members actually break off all of the code, the microservices that represented that ETL, ah, component, and actually turn that into something that we could directly sell, and point at our customers' data…”
Bob Moore Dec 5, 2018 ▶ 12:36
Assertion Not checkable as stated
Stitch matched RJMetrics' eight-year customer acquisition total in just 20 months
“In 20 months, we had as many customers as RJ Metrics had reached in that eight year time period.”
Bob Moore Dec 5, 2018 ▶ 15:37
Disclosure
Bob Moore skipped his earn-out at Talend to start Crossbeam
“I was very fortunate to kind of be able to, ah, not have an obligation to stay on for the earn out period, and I am going to be starting an entirely new company called Crossbeam.”
Bob Moore Dec 5, 2018 ▶ 16:19
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