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Livingston: You called yourself a nerd. Do you have any thoughts on founders who are technical people versus founders who are MBAs Fletcher: I guess it takes all types. When you say a technical guy, they can range from a hardcore nerd to somebody who has some product knowledge as well. I like to think I have a little bit of product knowledge, which helps me develop these websites. A lot of engineers don t necessarily have that skill set, but they are better engineers than I am, so for those people, if they were to partner up with somebody who was a product designer, I think that probably helps out a lot. But in terms of MBAs, these user-focused Internet companies aren t very complicated business-wise, so until you actually build something that s got users and has momentum, it s not like you re going to be doing biz dev deals or anything like that. Actually, I don t have the greatest opinion of biz dev people for these companies because they re just not needed, I don t think. You either stand on your own or fail on your own, initially. If you build momentum, if you get users, then deals may come your way, but a lot of times most deals don t make sense, so you don t need hardcore MBAs. It s more focusing on the product and engineering side. Livingston: Do you think that the technical founders can tell if the deal doesn t

Now, go back to the drawing board, list all the things they told you, and then DO THOSE THINGS These first viewers are defining and refining your product for you They are telling you where the center of the target is If you feel they didn t understand what your program is about, then you probably don t understand what your program is about or who your target market is These are both points that you need to clarify NOW, before you go any further You should come away from these meetings with a positive feeling A little depressed is OK, but you should feel that the holes and weaknesses you discovered are valuable and can be remedied..

make sense A lot of technical founders might think, Oh my god, get bought for $5 million dollars This is amazing!

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Fletcher: Yeah, and there s nothing wrong with that. If you are two guys in a garage and if you ve been doing something for 6 months or a year and somebody offers you $5 million, it doesn t sound very dumb to me. You can hire help for acquisitions, so with the Yahoo acquisition of eGroups, we had a board member, Mike Moritz, who was also on the board of Yahoo, so he was involved in that. With Bloglines, Ask was interested in us. We had talked with Google and Yahoo and some of the others, and things were getting interesting with Ask. I knew that I needed help negotiating any sort of deal. So at that point I brought in an investment banker.

What an investment banker does and especially boutique investment bankers ([who] are guys that deal with smaller deals, up to $100 million) what they ll do is serve as the middleman, essentially creating an auction and [trying] to drive up any price. They ll help you negotiate the deal; they ll do all of that for you and then just take 2 or 3 percent of the purchase price. I had a pretty good experience with that with Bloglines.

Finally, your product is ready to deliver. You ve done everything your Beta testers have asked within reason. You ve written a terrific user manual. You ve got a Version Two List as long as your arm.

Livingston: How did you know that the time was right that you should be seri-

Note Usually, you will want to use a viewing angle that corresponds to the viewing angle of human sight

that they were going to come out with something, Yahoo was making rumblings that they were coming out with something. I tend to be a lot more paranoid than I probably need to be. We weren t growing as fast as I wanted us to, and it came back again to users are really the only thing that you have with these types of companies that protects you, that makes you valuable. When somebody buys you, they buy you for the users and to a lesser degree the buzz. It depends on the acquisition. So it was a combination of factors that just felt like the right time. I knew no investment bankers and had never dealt with any of them before, so I asked my lawyer, who s a senior partner at Wilson Sonsini, for some names. He gave me three names. I interviewed all three, and I went with one because I liked them and they had just done another deal with Ask Jeeves, who I knew was the leader in this process right now. I knew that these guys had experience and they knew all the contacts there, so that s who I went with. That was probably in late October/early November of 04, and the acquisition was announced February 7 of 05.

Fletcher: The biggest question is when to sell. Even with ONElist, I had acqui-

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