BC TECH
Saved by @zmbnski

Most software founders, particularly in B2B, need to get radically better at sales. @Steli , who is the best person for explaining the scrappy stages in the beginning and then building out a team with scripts and processes, wrote a guide to:

 For technical founders it is irrationally, obscenely hard to reverse years of programming (ba dum bum) that sales is a value-destroying activity. Sales is CLEARLY a value-creating activity, contingent on you have a value-creating product.
The world will not drop what they are doing to adopt your work. This is particularly true in B2B, where simply building a better mousetrap won't overcome the activation energy required to get people with additional non-mice problems to prioritize changing mousetraps today.
This is very non-obvious for founders because founders are not often people who *want* to be sold to. We often come from a background where trying out tools is a bit of a fun hobby. We like looking at all the options, making charts, and ripping out partially complete tests.
"This week I unsuccessfully trialed four software options for automating that thing that has been killing us. Our actual production process remains the same as last week. Don't worry; this was a great use of time." is not a thing you want to write in a progress report to manager.
The process of sales pushes the burden for understanding the market and distilling it from the customer to the sales person. That is a very valuable thing; it is why almost all businesses buy almost all of their big-ticket purchases (including e.g. employees) from sales.
(A candidate is absolutely doing a sales job when attempting to get hired by a company. This is one of the things that both sides of that market are frequently in denial about, but I digress.)
Simply getting oneself to be comfortable with sales (or at least present as being comfortable for a phone call or two) unlocks a crazy amount of success for founders, because founders have a few advantages over every other sales rep.
One is that they present as being almost irrationally obsessed with the market. Founders tend to live and breath the product for a few years, and it often shows, mostly in positive ways.

Unlike most sales reps, founders can credibly promise tight feedback loops for product.
Stealing a line from @asmartbear which has paid for at least a year or two of my kids' education:

"If you go with BigCo, you can call them at 3 AM. Someone will listen to you politely, explain they have no solution, and open a ticket. If you call at 3 PM, same answer."
"You can't get a useless answer from me at 3 AM in the morning. But when I'm up, your business *really is* important to me. I am the engineering team. I will push fixes so fast you will be amazed. I *will* get this right because it *actually matters* to my business that I do."
Founders have to sell.

Many, many technical founders of my acquaintance want to offload this to someone ASAP. I've never seen this work: you need to have a deep understanding of your market and customers to arm that first non-founder salesperson. It is gained by doing.
(And even if you don't do sales day-to-day anymore, you still have to sell candidates, investors, and partners on the desirability of using your company. Though most B2B SaaS CEOs that I know still very much have an account in their CRM and talk to "opportunities" frequently.)
The transition from founder-driven sales to founder-assisted sales generally starts with hiring a "maverick" sort of salesperson; someone who is comfortable extracting what you know about the market, iterating rapidly on scripts, and doing "things that don't scale" to win.
This may often be a necessary step, but it generally doesn't last for growing companies, partly because there is a crushing market undersupply of very effective mavericks.

These folks are capable of writing their own ticket and then, by construction, getting folks to buy it.
So eventually one tends to hire a VP of Sales who has done this before. They'll immediately start hiring reps under them, and start systematizing what you've learned about sales into scripts and playbooks.
You'll see this maturity model start to creep into all parts of the funnel, too, which will probably actually be written down for the first time somewhere around this stage.

Sophisticated, mature processes for marketing to pass leads over to sales for qualification.
Sophisticated, maturing processes for sales to actually physically close deals. ("What, you mean we don't just edit a few things in Word and then ask them to print, sign, scan, and send back?") Defined, scheduled startup calls, onboarding, and handover to AMs / CS aftewards.
(Sales, like many professions, benefits from specialization of labor. One that happens early is splitting the team into "account executives" (AEs) focused on getting new accounts and "account managers" (AMs), focused on keeping existing customers happy and expansion revenue.
(Some companies even split their AM teams into dedicated subteams for doing true expansion, for cross-selling products, for winning renewals, and for the generic "I want the direct contact information for someone at your company because our business must be important enough" job)
If you're at all interested in these topics, the people to read a heck out of are Steli and @jasonlk (who writes https://t.co/7FpEMvXdLZ ).

Steli is so effective at sales he has closed deals he wasn't even a party to. My favorite anecdote about this:
At a previous company I had invited myself out to lunch with a software CEO, with intent to get them to sign up, but was not really sure where we were at end of lunch.

"Hey apropos of nothing: do you know Steli?"
"Oh yeah he's great."
"He is. Steli wouldn't let me leave lunch...
... until you explicitly tell me you're going to use our product."
"He wouldn't, would he."
"He wouldn't."
"OK then; we will."
"Great! Email me and we'll figure out logistics."
That is called "asking for the sale" and, while that is a very unconventional way to ask for the sale, a *ridiculous* portion of all energy expended in the art of sales is to get conversations to the point where someone has to actually say yes or no.
Relatedly: in the highly likely event that you get an answer which is not a yes or no, effective salespeople follow up until the sun goes nova waiting for either a yes or no.

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@patio11
Torn between "I think losing $100 million when someone beats you at security research is pretty much exactly what you signed up for doing yield farming" and "Maaaaaaaybe not the future of finance you were expecting, huh."

How to put this in regular finance terms...

Suppose hypothetically you have an account at a brokerage with some valuable asset in it. You take a margin loan against that asset to fund your normal spending, or pay a tax bill, or maybe buy something at another brokerage.

For reasons known only to the brokerage, they don't denominate your loan in dollars. They denominate it in shares of a money market fund, which are worth $1 +/- epsilon and basically never deviate from that.

And you think "Hmm, I have a large equity cushion against this loan."

One day, a computer system at the brokerage reports, sorta-kinda erroneously, that the value of the money market fund is actually $1.30 per share. The equity cushion is gone. Your valuable asset is sold, at timing you didn't choose, at wrong price, to pay an inflated phantom debt

And your recourse is... probably tweeting at patio11 saying he finds too much joy in this.

Which I don't; I just feel like this is why you don't trust a CPU built out of redstone to build reliable financial infrastructure on top of.
TECH
Patrick McKenzie
Patrick McKenzie
@patio11
I like this heuristic, and have a few which are similar in intent to it:


Hiring efficiency:

How long does it take, measured from initial expression of interest through offer of employment signed, for a typical candidate cold inbounding to the company?

What is the *theoretical minimum* for *any* candidate?

How long does it take, as a developer newly hired at the company:

* To get a fully credentialed machine issued to you
* To get a fully functional development environment on that machine which could push code to production immediately
* To solo ship one material quanta of work

How long does it take, from first idea floated to "It's on the Internet", to create a piece of marketing collateral.

(For bonus points: break down by ambitiousness / form factor.)

How many people have to say yes to do something which is clearly worth doing which costs $5,000 / $15,000 / $250,000 and has never been done before.
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Patrick McKenzie
Patrick McKenzie
@patio11
My friends @robwalling and @einarvollset just launched TinySeed, an accelerator for software companies where a successful outcome is a healthy, sustainable business rather than attempting to ride the rocketship trajectory. https://t.co/LSHqZNcVid

I have some thoughts:

As somebody who bootstrapped ~4 companies, I feel like I had to make some clearly suboptimal decisions early in them for lack of what is, in hindsight, not all that much money. But there's a huge gap in the product space for investment options.

It's weird: you can get $25k from Amex trivially, and angels are very willing to write a check for that much, but you have to make representations about your goals/ambitions/market/etc which don't really apply to everyone.

And so you see the traditional angel/VC ecosystem fund companies where honestly the returns are probably not there, and this is knowable pretty early, but the chase of them will wreck what could have been a perfectly happy business.

(To make the math work for traditional VCs the company has to at least have a market-appropriate shot of $100 million a year. There are a lot more $10 million a year companies than $100 million a year companies. That is *not* a bad terminal outcome for founders/employees.)
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Patrick McKenzie
Patrick McKenzie
@patio11
This lunch is 500 yen ($4.80) at Sukiya, a Japanese fast food restaurant which belongs to a category with about three big competitors.

I love the aesthetics of this category and they’re under remarked upon.


I think people underestimate QSRs in terms of social utility, but Sukiya et al describe themselves as mission-oriented enterprises. I believe this is largely sincere, and goes back to the 60s and 70s, when the clientele was primarily manual laborers who had migrated to work.

Japan was not a rich nation at the time, and day laborers in particular were both unlikely to be able to cook for themselves and unlikely to have much of a food budget, and so the chains sprung up offering an honest-to-goodness cooked meal delivered in under a minute for cheap.

This heritage continued over the years, even after Japan became a much more wealthy nation, and these chains function as social support and dignity for folks in diminished circumstances.

They also are a wee bit of a cartel, and I appreciate the aesthetics of the cartel:

Back when I was first in Japan, in the mid 2000s, there was an increase in the price of beef.

And the heads of the three chains got together, and decided that the price of the basic beef bowl needed to increase, but given the economic circumstances how could they hold the line.
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Patrick McKenzie
Patrick McKenzie
@patio11
Bitfinex files discovery in "Yo bro, where did our $800 million go?" action and it is every bit as interesting as you'd expect it to

Here's their CFO describing their agreement (which we know from other litigation was never contractualized because, presumably because money launderers hate paper trails):


Bitfinex's CFO was shocked, shocked to learn that the money launderer they engaged to provide money laundering services while I-swear-to-God-this-is-an-actual-quote "we learned to bank like criminals" may have from time to time lied to banks.


"Institutional constraints" means, here, "We were attempting to avoid velocity checks placed by our banking partners to detect fraud and money laundering, which would have detected our fraud and money laundering."


Money at the speed of code, yadda yadda yadda, the Bitcoin economy is surprisingly blasé when several hundred million dollars is in an interstitial state for months.

In a situation never before encountered by a financial institution: the check was not, in fact, in the mail.
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So, I want to talk about how sexual harassment and fair pay are linked at Google (and beyond), because I think that's an angle that isn't being highlighted enough in the coverage of these walk-outs. I'm going to frame it largely around my personal experience there. Thread.

When I was sexually harassed by the director of the area I was working in, I was afraid to report it because I was worried that "getting him in trouble" would result in the subtle retaliation of missed leadership opportunities.

I wanted to continue working on the team I was on, because I'd gained a lot of very deep knowledge and expertise in that area, as well as reputation and camaraderie with the other folks working in that area. I didn't want to make the situation more "difficult."

To get promoted at Google, several need to happen: 1. you need opportunities for ownership and leadership above your current level (basically, opportunities to show you're working at the next level you're trying to get promoted to). The work you're "assigned" has a big impact.

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Facebook may well be exceptionally nasty and it’s leadership particularly deceitful, but the whole enterprise is the natural conclusion to an ad-powered social network. Ever greater surveillance, hyper targeting, and engagement baiting is what the basic incentives demand.

Facebook cannot change course. The best they can do is keep dishing out empty apologies, commit to inconsequential adjustments to its algorithms, and spend more money on positive PR and negative projection. The rot is at the core of its very being.

This is why we, consumers and citizens, must make the change for Facebook. Antitrust forcing a breakup of the business, and consumer revolt driving #DeleteFacebook. Zuckerberg will never conclude that what he built has become such a net negative for the world on his own.

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Today we’re going to talk statistics and semantics. I’m going to do so via the medium of one of Twitter’s favourite stats 1.7% (aka “intersex is as common as red heads.”). The statistic comes from Fausto-Sterling’s work, which you can see a review of

To understand the statistic, we have to drill down into what the meaning of the word intersex is. Most people think of hermaphrodites. Let’s stress at the beginning there has been no example ever of a human being with both sets of working reproductive organs.

There is a very tiny percentage of people who are born with both testicular and ovarian tissue (what Fausto-Sterling calls “true hermaphrodites”). And when I say tiny, we’re talking intersex tiny, as in 0.0117/1,000 live births, or one in 1,000,000. These are very complex cases.

So, how do we arrive at 1.7%? What Fausto-Sterling does is apply a wider scope. Instead, she argues that intersex is anything that doesn’t fit into a platonic ideal. The platonic ideal, in this case, being a phenotypically perfect XX female and a phenotypically perfect XY male.

This means that intersex, used in the context of the 1.7% statistic, includes people for whom there is no sexual ambiguity. Take for example Klinefelter syndrome (XXY males). As Fausto-Sterling acknowledges, many males can go their whole life and not realise they are XXY.
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Machine translation can be a wonderful translation tool, but its uses are widely misunderstood.

Let's talk about Google Translate, its current state in the professional translation industry, and why robots are terrible at interpreting culture and context.

Straight to the point: machine translation (MT) is an incredibly helpful tool for translation! But just like any tool, there are specific times and places for it.

You wouldn't use a jackhammer to nail a painting to the wall.

Two factors are at play when determining how useful MT is: language pair and context.

Certain language pairs are better suited for MT. Typically, the more similar the grammar structure, the better the MT will be. Think Spanish <> Portuguese vs. Spanish <> Japanese.

No two MT engines are the same, though! Check out how human professionals ranked their choice of MT engine in a Phrase survey:
https://t.co/yiVPmHnjKv


When it comes to context, the first thing to look at is the type of text you want to translate. Typically, the more technical and straightforward the text, the better a machine will be at working on it.
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Please please please take your cyber security seriously even if you don’t consider yourself a high risk person. Here are a few easy things to start with. 1/n

Switch from WhatsApp to Signal and enable disappearing messages. Most of us cannot stop using WhatsApp entirely but at least turn off back ups to Google Drive or iCloud. 2/n

Do not have private conversations using the messaging service on any social media platform like Facebook, Instagram or Twitter. 3/n

Switch from Gmail to ProtonMail or any other secure email service provider. 4/n


Switch from Google Docs to CryptPad or RiseUp Pad.
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SRI LALITHAMBIGAI, THIRUMEYACHUR (TN)
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Kshetram where Shiva is worshipped as Meghanatha and his consort is Lalithambigai seen in Abhay mudra.
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Java was first released in mid-1995, just 6 months before JS.

By 98, when I went to college, Java was already used for all the first level courses in the CS program.

How did it catch on so quickly (just 3 years) to shift university curriculum, which is usually so slow/behind?

I wonder why Java was so respected and JS was not? Why/how was Java already seen as such a stable and mature language?

Not just Java, other languages (like python) were also released around/near 95, and also seemed to get to "mature" respect status. much quicker.

I bring all this up because my impression of Java in 98 was that it had been around "forever" (as had C++ first developed in 79, but not standardized until 98!), but that's not. true at all. These were all new languages around the same time.

I'm sure the language designs had different merits, and the target applications meant a different perception and reception, but...

it sure seems like the industry (and academics) just decided Java and C++ were the stable mature ones and langs like JS were toys.

BTW, before you assume JS was nascent/immature b/c the web wasn't much of a thing yet, remember that JS was actually released as LiveScript on the server before it was released in a browser. So "server-side JS" was always part of the story, not just Node 15 years later in 2009.
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Your idea is not valuable, at all. All value is in the execution. You think you are an exception; you are not. You should not insist on an NDA to talk about it; nobody serious will engage in contract review over an idea, and this will mark you as clueless.

Technologists tend to severely underestimate the difficulty and expense of creating software, especially at companies which do not have fully staffed industry leading engineering teams ("because software is so easy there, amirite guys?")

Charge more. Charge more still. Go on.

The press is a lossy and biased compression of events in the actual world, and is singularly consumed with its own rituals, status games, and incentives. The news necessarily fails to capture almost everything which happened yesterday. What it says is important usually isn't.

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[THREAD: HISTORY OF THE HINDU TEMPLE]
1/102
Four hours south of Aswan in Lower Nubia, right by the Nile, is a region dotted with temple complexes built more than 3,000 years ago. Some like the temples of Amada, Derr, and Beit el-Wali go as far back as 1500 BC.


2/102
A little further south, not far from the border with Sudan, is another complex dedicated to Ramses II, Hathor, and Nefertari in the village of Ipsambul, better known locally as Abu Sunbul and internationally as Abu Simbel. These go back to the 13th century BC.


3/102
Djeser-Djeseru, also known as the mortuary temple of Hatshepsut in Upper Egypt also dates to 1400 BC. Over 500 years older is the nearby Mentuhotep II, also a mortuary temple. Both were dedicated to the cult of Amun Ra, besides their respective pharaohs.


4/102
Far older is the Ġgantija complex of Malta. Going as far back as 3600 BC, this one comprises of two temples entirely made of stone and enclosed in a stone wall. From the figures therein, it's understood to be a site of some kind of a fertility cult worship.


5/102
Dating from the same period are the limestone megaliths of Ħaġar Qim and Mnajdra, both said to have once hosted ritualistic sacrifices as part of the same fertility cult worship as found in the Ġgantija complex. Malta has some of the oldest temple complexes in Europe.
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