The Wisdom Wall

“the first time I did it, I did not rewrite the platform. I rewrite their code base, um, and I, that's, in fact, um, in long term, a huge mistake, right? So because now you have multiple code bases, and my team doesn't want to work on better, and there's all this, all these cultural issues start coming into play.”

“I think the, the, the, the kind of like the, the trigger is in the, in the 60, 70 range where people can look at that and say, like, can we get this to 203 104 hundred, really, right? Um, and that's a linear argument. I mean, it's still a pretty, Pretty big lift, but it's a linear argument, right? But, but from 30 to…”

“whatever price tag you give, you can divide it between what you pay today, and what you pay tomorrow, and what you pay the day after. And whatever you pay tomorrow and the day after usually has some contingencies, right? If you think about it, like, yeah, I mean, you, you are in the shared boat at that point. So your…”

“I would argue anytime you do a deal, 20% of the people, um, in, in the, in the selling company will just leave no matter what, no matter what you do, really, because they are like, it's a, it's a good kind of like, you know, break point”

“rewriting tech is actually not that complicated once you know what to build. The key thing that Valerie did was like, all right, cool. We know exactly what the, what the product market fit is. Everything's working. People are paying for it.”

“Figma is great, but Balsamiq is even like, it gets kind of the information architecture really quickly, really fast in terms of what I want to get done. And you don't need to have, you know, you don't get caught up with the UI design elements. You get the information elements really quickly, really fast.”

“And LOI and term sheets are nothing but just, whatever you think, just write it down. It's not that complicated. Just write down, like, okay, this is how much I'm gonna pay right now, this is how much I'll pay in the future, and so on and so forth.”

“Once you're in LOI, like, you know, if it takes 30 days, nah, say 60 days, who cares, really, it just goes through.”

“The only, my, only thing that really matters is like, dude, how much are you going to pay? That's it, right? So get that conversation, at least that's what I do, get that conversation out of the way first. And then start worrying about the diligence and everything else, because now, now the deal's on your side, right?…”

“To me, like, the most important negotiation, negotiating position is the upfront cash element, because that makes or breaks a deal, simply put, right?”

“if you think about CX ecosystem, large companies start the conversation online. Off with journey mapping. They don't start off with saying, Hey, let's do an NPS program together. They start off and let's understand the journey of the customer, then find the touch points and then find the kind of different elements that…”

“SEO is a game of not how good you are, but how everybody else is playing that game, really, right?”

“you can hire founders by just acquiring their companies, simply put, right? Smaller companies that they, they're kind of either exhausted, or, They are looking, they just need more, they're not able to get beyond the one million dollar ARR function.”

“So, so when you start getting to this kind of scale, we just have to have more product to sell to the same buyer, and we round it out, and we, I call it the share a wallet model, so, you know, that's how we do it.”