Seeking Rejection Immunity

Ask most people in the startup community and one of the most important characteristics, if not the most important, of entrepreneurs is resilience. Resilience in the face of competition, loss (financial or otherwise) and everything else that makes this whole thing a roller coaster. Personally, I feel the only way to really build up resilience is to become immune to rejection.

Lessons from the sales track

Sales never came easy to me. In fact, when I first started my career I loathed those who decided to choose it as their career path. Mind you, my father who I have more respect for than any other human being in my life, has been in sales for over 40 years. For whatever reason, I’ve always seen sales as being something of evil. Either way, I quickly got over that and learned what sales is all about. I now love it, but it took some time.

The most defining characteristic of sales that I’ve learned is coping with rejection. Once you understand and more importantly personally feel that most sales pipelines only convert something like 1% of their leads (not real statistic, but probably pretty damn close) then and only then, can you understand how much rejection is required to successfully convert. You get comfortable with it and finally realize it’s just part of the game. It get’s easier though.

Rejection sucks

The real problem is that the feeling of rejection sucks. If I look back at my life, it’d be hard for me to recount the number of times I was rejected for something. Girls. Jobs. School. You name it. Everyone gets rejected for something. And yes, even some of the most successful tech people in the world were rejected at some point. It sucks and getting over it sucks even more.

Startups get rejected all of the time

I just recieved an email rejecting our startup for an incubator. Possibly for the first time ever, I shrugged and said “meh”. Here’s another person who doesn’t believe in us. Great. Should I get an excel spreadsheet to count the number?

For anyone who has applied to YC, you’ve probably seen the all too familiar email from Kirsty Nathoo that begins “We’re sorry to say we couldn’t accept your proposal for funding.” Ya, we’ve seen it 3 times. Ever sent an email to a potential investor and got no response? Ever sent an email to a potential customer and no response? Yup, been there; done that. It sucks.

What keeps me going

I started reading frequently about 5 years ago after my first startup failed. When I say frequently, I mean a lot. Blogs. Books. Everything. Consume, consume, consume. Every day, every spare hour. I wanted to learn everything about why I wasn’t successful. Why weren’t my amazing ideas (vetted by my mother) making me the next Gates? What became widely apparent was that everyone of these uber successful people was an absolute nobody at some point. They faced rejection. They faced loss. The reality is, not one of these paths are identical in their shape, but their themes are largely consistent – rejection. Then once on top, rejection appears almost non existent. When I finally groked this, rejection came a lot easier.

We’ll continue to glorify successful tech entrepreneurs, but fail to fully appreciate the resilience these people must have had when building their companies. That’s something I plan on not taking for granted.

Vanity Sells

If there is one thing that social networks have exposed about the human condition, it’s that we are much more vain than we presume. All across the internet there are recorded traces of people motivated to share pictures of themselves, seek upvotes, attain badges and farm up so-called “internet karma”. This is by no means an exhaustive list of attainable metrics, but these have been categorically the most effective methods of objectifying vanity. Viewing this from pretty much any lens other than the one that I’m about to provide, usually leads us to the conclusion of “it makes no sense why people want useless internet points”. But they do.

Why on earth do people try to get worthless internet points? 

This question has long plagued us since the dawn of internet point based systems and will continue for a long time. It simply doesn’t make any sense for us to attain points that aren’t fungible – as opposed to say, money, which is. The most visible of these today being “karma” and “likes”. So, I’m offering an explanation:

We are all inherently vain.

We’ve only just recently exposed this vanity by attributing a clearly identifiable objective system – “karma”, “likes”, “points” – whatever you call them. They sound meaningless on the surface, but everyday people spend minutes, hours, and even days on end attaining them, with no clearly articulated goal.

If you’re a mid to late 20′s adult like myself, you may notice that your Facebook feed is littered with baby and marriage pics. There’s a simple explanation for this – they get the most likes. This has less to do with Facebook’s algorithm, and more to do with our own mind optimizing for number of likes. Sounds silly doesn’t it? I think it’s a lot less silly than we presume.

Here’s an example of how vanity is being transferred with the transmittance of real currency as opposed to social currency. Believe it or not, but today people are spending billions of dollars on digital vanity mediums and statuses on popular “free to play” gaming platforms. This is everything from popular mobile apps such as Candy Crush and Clash of Clans to the more hardcore e-sporting games such as League of Legends and Dota 2. My favorite explanation of this is by Gabe Newell, founder (and CEO?!) of Valve:

Why do people buy Porsches?

The most important takeaway is, in my opinion, that vanity is no longer about physical products. People will buy vanity and status only if there is a market liquid enough for them to purchase themselves into. What I mean by this is that you can’t simply attempt to sell vanity points to a small community. It has to be at scale. Extend this concept even further as we progress into an economy that will be mostly based on experiences (read -> entertainment) and this gets even more interesting. As the only monetization strategy will be to simply scrape dollars off of vanity seeking humans. What we will see and continue to see for that matter, is companies spending oodles of money creating large scale communities, simply to create a marketplace for new vanity measures. This is the real monetization power.

So next time someone says “well that’s just stupid, because <insert internet karma points name here> don’t mean anything”. Actually they do. I’ll bet you a billion dollars they do.

It’s painful to do a tech startup in London

Dear London, it’s not you, it’s me. I left you for another women. Her first name is Silicon and her last name is Valley. I’m not sure why I believed you for so long, but you lied to me. You told me Tech City is the next Silicon Valley, and it isn’t. You told me you were going to lead the UK out of a slump and you didn’t. I wanted edgy. I wanted mobile. I wanted hip. I wanted cool. You were boring, conservative, and expensive. So what did I do? I left. I left you because my new girlfriend knows how to support me.

Ok, let’s tone down the drama for a second. I started the journey of launching my current venture, Compete Hub, in March of last year in London. I’m American, but had the opportunity to work and live in the UK under it’s fairly lax visa laws (relatively speaking). It was my home for awhile, so it felt natural to do so. When we launched our MVP in march my thoughts were “yes, let’s be part of this tech city revolution”. My thoughts now, “What revolution?”

Without sounding completely derogatory – London’s tech startup scene is very amateurish. That’s ok, all professionals were amateurs at some point, but I don’t see that changing anytime soon. Let me be clear, the developer talent isn’t exactly amateur. For example, take a stroll into a TechHub campus or the Innovation Warehouse and it’s buzzing. I met a number of young and hungry developers, technical and online savvy who struggled to find good companies to work for. Here in SV, that match is almost nearly always met. I even met a women tech founder, yes one of this “pink” unicorns SV is biting it’s hands off to use as a poster child, who lacked a support network. The bottom line is this – the right people aren’t leading the pack. I’m not suggesting a personal nomination, but it was still clear there aren’t enough of the right people in the system. Could have I waited it out and became one of those people? Sure, but one thing you learn in tech is that time is not on your side.

One of the foundations of Silicon Valley is its strong angel investing community and large amounts of high net worths. As far as I am concerned this community doesn’t exist in London. Are there high net worth individuals in tech investing in companies in London? Yes, but as a whole, it is neither the correct group nor right number of people to become critical mass.

For the longest time living London, I couldn’t tell if I was completely crazy or they were. Many, if not all, of these angels and advisors had never actually built, grown or sold a web software company, but they generally gave the impression they had. Actually I continue to fight with myself not to expose two individuals in particular who have been completely toxic to the very infant ecosystem which needs the exact opposite. Do these jokers exist in SV? Sure, but their efforts are usually quickly suppressed.

You see, ecosystems are built on values, and values are built on market dynamics. The market dynamic in London is to recycle money in the banker’s boys club, whereas SV recycles it in tech. In SV, this is all based on the value of a Pay it Forward™ economy. London is based on a forecasting spreadsheet. NYC has caught on, what gives London?

I’ve been in San Francisco for 23 days now. In these 23 days I’ve been here, I’ve met with some of the brightest names in technology angel investing, signed customers, partnered my company with a team of MBAs for an entrepreneurial project, and have had more productive business development meetings than in 10 months in London. I’m not a Stanford MBA but even I can calculate that return on investment. The bottom line is this – people are stupidly smart here and they are extremely helpful. There’s a common saying here and it goes like this: “How can I help?”

I hypothesize that there is one defining characteristic that London needs to adopt in order for Tech City to work: you can’t look at people like they are crazy when they tell you they are going to change the world (or the world your market exists in). You can’t build the next big thing with technology laggards – you need evangelists, lots of them. When someone looks at you with they scrappy, nonsense looking MVP, provide insight on “how this could be the next big thing”.

Let me be clear, not everyone here in SV is walking around with a fit bit, an Oculus Rift headset, Google Glass, iPhone 10, and a hover board. But, if I told someone in SV I was going to build a hover board, people might actually believe me. It’s call optimism and confidence; and it’s contagious. I love you Britain, but your pessimism and generally laggardness isn’t going to get you anywhere soon in tech. There is one thing you are good at – laughing at your own failures. Now take that energy and support it financially and with advice.

Do you sense a little bitterness? Sure. But for as much as it sounds like I wasted my time, I didn’t; I learned a heck of a lot. I learned that building a technology startup in London is painful, and when you’re building a business you can’t be in a place where painkillers are scarce. So London, how can I help?

Common Themes in the Despair of Entrepreneurial Success

I hated reading growing up. I read the cliff notes on everything just get to through class assignments, and don’t think I can safely say I ever enjoyed a single book for pleasure. When I started my first company (a digital design creative agency called SureFive), had literally no idea what I was doing. I barely read an economics book in college, and no one ever told me there was a handbook for starting a company (hint: there isn’t). I just did it. Me and my business partner went on to start FlyrOnline, which despite it’s moderate success in the aviation industry, wasn’t enough. I starting thinking to myself “why don’t I get this?”

So then I started reading – for pleasure.

I started reading something I genuinely have become very passionate about – entrepreneurism, business building, ya know…what’s considered “cool” now. Books like The Lean Startup, Personal MBA, Nudge, and Thinking, Fast and Slow.

As I read more and more about people who have “made it”, I realized I wasn’t alone on my journey. Several themes started matriculating, and here’s a short breakdown of the one’s that have stuck in my head.

The Crash – At some point everyone crashes. People burn out. For a growing organization, this is often called the pit of despair. Steve Jobs got fired from Apple at one point. Think about that for a second.

Engineering – There is no handbook, guidebook, or cookbook to starting a company. You can get all of the advice you want. You can read this post and get inspired. You can get an MBA. But none of this matters, because there is no single anecdotal, formulaic way to build a business. There’s a common theme in the startup world and it goes something like this: “I have no idea what I’m doing” 

Overnight success – These don’t exist. Literally. Do. Not. Exist. Did I mention they don’t exist?

Almost nothing scales except Facebook – There is a word in the english language called “exception”. Every company that reaches scale, eventually hits exceptions. CRM app doesn’t allow contacts to be imported via Outlook? That’s an exception. As soon as exceptions hit your business, things tend to get really complicated. A company that can continue to smoothly grow in spite of increasing exceptions is the only one that can truly scale.

Spam – At some point every company will resort to spam. Why? It works. Spam isn’t evil. It just sucks to be on the receiving end of it.

Customer acquisition trumps everything – Peter Drucker is quoted with saying “There is only one valid definition of business purpose: to create a customer.” What a brilliant way to express something so inherently complex in such so few words.

Fear – Fear is everywhere. Fear and risk are the two greatest combatants to success. Seth Godin calls this the “lizard brain”.

Blind ambition – Ever heard of Hamdi Ulukaya? He’s a Turkish Kurd who moved to the US with $3,000 and started Chobani. It’s now America’s largest yogurt company. This is blind ambition, and I wish I had more of it.

People matter, we don’t know how to rate people – Hiring sucks. Finding a co-founder sucks. There is only one solution to find out if someone is right for your business – just start working with them.

Embarrassment – I’m horribly embarrassed of some of the projects I’ve launched in my life. Every business that became big was at some point an embarrassingly simple project. The only thing that matters is launching. Everyone was a noob at some point.

Love what you do – I’ve struggled with this. Everyone does. I often dream that I could wake up one day and become the son of a rich oil tycoon, reaping the benefits of a quasi-feudalistic world, and then spend my money to create whatever I want. $10,00 triathlon bike, you say? YES PLEASE. You’d soon realize this wouldn’t be any fun. Building something from nothing is the most rewarding thing in the world.

Lastly – us entrepreneurs need a support network. That’s why I’m moving back to the US. I need the support network. It doesn’t exist like it does outside of the US.

Solving Perceived Problems

One of today’s golden rules of tech startups is to “solve a problem you have”. For example in Paul Graham’s essay How to Get Startup Ideas he states

Why is it so important to work on a problem you have? Among other things, it ensures the problem really exists. It sounds obvious to say you should only work on problems that exist. And yet by far the most common mistake startups make is to solve problems no one has.

He then goes on to list why so many people solve problems that no one has and some examples ot those. I would make one more caveat to this – work on a problem you and others are perceived to have.

One thing I’ve learned (especially in sales) is that human beings are generally irrational beings. Our brains are easily tricked by our biases and fallacies. As a consumer looking at businesses I find myself constantly asking questions like “why on earth would someone want to sign up for that” or “who the heck would buy that”. The reality is that the justification for the solution to our problems are not universally the same for everyone.

This came to light to me roughly 1-2 years ago when I started asking iPad owners a very obvious, but generally awkward question – “What made you buy an iPad?”. The answer was hardly ever the same.

“It just so much more usable”

“I use it for writing email while I’m sitting on the couch”

“Oh you know…”

No one could tell me a legitimate answer for how it solved any specific problem. And if it did (“I don’t have to load up my computer when I’m sitting on my couch and I can browse the web”) seemed like such a small problem that it barely justified the price point.

What I’ve found is that there is a complete disconnect between what we determine is our problem and how it is described in written and oral form. This is an unique challenge that pretty much every startup and business has – what’s my problem and how do I articulate that problem to a larger audience. More importantly how is my solution specifically solving that problem. Because in fact that is all your startup is really doing, right? Solving a problem.

I’ve been reminded of this recently about a new blogging service called Ghost. In a Hacker News discussion, this was the response of someone defending the platform explaining why Ghost was superior to WordPress:

There are number of other reasons:

You want to avoid PHP.
You don’t need most of the feature bloat that comes along with WordPress.
You want to use Markdown.
You want to try something different.

This simply amazes me, not because it’s wrong per say, but because it just amazes me that these are people’s legitimate justifications. Are these really the biggest technology challenges we face in blogging today? (The perception is that yes they are) Since blogging platforms (and all platforms really for that matter) are simply tools, we then seep deeper in the Cyclical Nature of the Hammer Industry. As I’ve pointed out, the hammer industry continues to exist simply because we are convinced by good marketing and sales that we need to upgrade – when in reality it doesn’t actually solve our problem (and if it does, the marginal gain is so minute that it’s not worth it).

And thus this is where the lines between what problems we actually have and the ones we perceive are slowly getting blurred. No longer are the days of starting businesses that allow us to solve immediate and easily defined problems such as shelter and food. We’re now having to solve complex problems that neither can be articulated correctly or simply cannot be traced back to any basic human needs.