LaunchDarkly

“I think it's weird, to be honest. Like, I have a full-time job. Like, I'm CEO and founder of LaunchDarkly. That's a full-time job.”

“Yeah, so we announced our Series D of two hundred million at a three billion valuation, which is pretty fun to say, by the way.”

“Every single one of these phases of one, five, 10, 20, and fifty million, you're probably going to be hiring completely different people. The people you're hiring at one million are the people that want to build the machine. The people you're going to hire at …”

“The mistake I made was a little bit, I think, just being blinded by this guy with a great pedigree, without really digging into whether he really cared about our customers.”

“Whenever we started trying to compete head to head with Optimizely, it just totally flopped. They had a nice WYSIWYG interface, and they sold to marketers. We sold to developers. But if we got in a sales cycle against them, it just completely disintegrated.”

“Ah, so the company started in 2014 and is now over a hundred million in ARR.”

“So, 2014 to 20 16 was this very slow grind from zero to a million in ARR.”

“If you don't pay attention to culture, culture will run away from you.”

“We did not have a full-time finance person until our B round. So up until our B round, I was still running all the models and the spreadsheets.”

“What happens if you have a customer that is paying you 29, 79 dollars a month, is that you have anchored them for life, that this is a product that is worth 79 dollars a month. So, no matter how much you have other customers who are now paying a lot more and g…”

“So, when you repeat your values over and over and over again, you learn what's clunky, what, what's not working.”

“The belief that SaaS is cheap and cheerful and something that's 29 dollars a credit card is being challenged, that now, like, SaaS can go for hundreds of thousands of dollars. And at that point, a CFO does want to get involved, and that's not something that co…”

“What happened with this work is not life value was that people started weaponizing it of, we don't have deadlines. I don't owe my other teams anything. Or, I don't really have to work very hard at all.”

“So what you can do is you can look for somebody who's maybe the number two at a role or an adjacent industry. The adjacent industry doesn't always work out. But you could get kind of somebody who's just that one step below. But it is hard because people have t…”

“Our engineers, at one point, we assigned them an article in every sprint, Ah, it was literally like, you know, part of your sprint is not just checking in code, but also writing about it. And one of those articles about data database migration is still a reall…”

“Our first attempt at pricing was we tried to go cheap and cheerful. We had a click through where you could go and sign up with a credit card. Easy peasy. Don't need salespeople. What happened for us is that absolutely nobody wanted to use our click through agr…”

“When you're eight people, you can do a survey of your company very quickly. Ah, when you're 500 plus worldwide, you actually want a consultant who can come in and interview people, run focus groups, and get real input.”