“It’s pretty clear that [customers] know what their budgets are now, and what they want to spend it on.”

The person they’re working with, is going to be the person they’ll know more. So if that person leaves, they’re going to go – well, should have I left too? What did they get and how does that compare to my deal.

Breakthrough ideas usually come from guys who look like they’re hallucinating

Wartime CEO is too busy fighting the enemy to read management books written by consultants who have never managed a fruit stand.

When you’re making a critical decision, you have to understand how it’s going to be interpreted from all points of view. Not just your point of view, not just the person you’re talking to, but the people that aren’t in the room. Everybody else.

These decisions intensify when you run a company, because the consequences get magnified 1,000 fold. As in life, the excuses for CEOs making the wrong choice are always plentiful.

Business ends up being very dynamic and situational.

I don’t believe in statistics. I believe in calculus.

Early in my career as an engineer, I’d learned that all decisions were objective until the first line of code was written. After that, all decisions were emotional.

Note to self: It’s a good idea to ask, “What am I not doing?

Hire sales people who are really smart problem solvers, but lack courage, hunger and competitiveness, and your company will go out of business.

You know what the difference between a vision and a hallucination is? They call it a vision when other people can see it.

There are no silver bullets.

There are no silver bullets.

It turns out that is exactly what product strategy is all about—figuring out the right product is the innovator’s job, not the customer’s job.

I believe in strength over lack of weakness.

Here’s where we are and here’s what I didn’t recognize about us and about you when I made the decision, and now it is what it is.