PointClickCare

“I think it can make you sloppy. I mean, you know, sleepless nights and having existential threats all the time is, is not a great place to be. For sure. But it does breed capital efficiency. Like you don't waste money or resources or time or focus on anything …”

“Am I going back and actually touching code or reconfiguring stuff for this market? And if the answer is yes, then you know you're not there yet.”

“We were like, 28 going on fifty million in revenue, number, the headcount, ah, good question, might have been, ah, I'm sure it did hundreds anyways, like, ah, ah, maybe 250 employees, something like that.”

“Maybe 600,000 dollars.”

“At big expense, probably a thousand employees at the time flew them all back into headquarters for a two-day cultural reorientation, told the stories, and to this day, you know, we continue to do that for every new hire. We ran all thousands of staff through t…”

“The only people that we could raise money from was like friends and family and like hockey coach and, you know, friend from high school. They were the only, you know, people that would write us checks.”

“We never missed the payroll, but because we didn't have PE or our VC funding we had, you know, I remember there was 36 payrolls in a row. I remember, you know, or 36 months in a row. So where I'd figure out how to beg, borrow, steal to make payroll”

“Their target is not their market, and they get so caught up in trying to, when they're raising funds, talk about big TAMs, that they feel like they need to chase their entire TAM at once, rather than do marketing one-on-one, find your target market. And levera…”

“We almost bankrupt ourselves and, you know, call it 2004, 2005, because we were trying to go after 50 markets simultaneously. And if we hadn't caught ourselves, we did, we wouldn't exist now. We would have run out of money.”

“When you head to the US, it's 50 markets because, you know, well, Medicare is federal. It's administered different in every state and Medicaid is different in every state.”

“And we still, if you draw a Venn diagram of zero money, zero technical sophistication and more heavily regulated than nuclear power. It was like the center of that, you know, Venn diagram of the worst place to build a business.”

“I mean, I think our first customers were hosted on a, Desktop grade Dell PC that was under my brother's desk.”

“We started to realize that the first 10% market share in every new market was like crawling through a ditch with a knife in your teeth, taking them down one at a time, like hand to hand combat as hard as hard gets. 10 to 25% market share, it was We were in the…”

“When you're entering into a new market, you have to go live with your customer. I mean, literally live with their customer. Like go wherever they are, go live with them.”

“The reality is if you don't have product market fit, the most important metrics are not Bookings and revenue. The most important metrics are you delighting your customer and all are your customers? Do they look the same? And do you have a high level of word of…”

“You try to explain to people, we're going to take electronic, we're going to take health records. We're going to put them on the internet. We're going to charge people forever. I mean, it wasn't obvious to anybody that that was a model that was going to stick …”