present my story and the difficulties that I have faced. As an entrepreneur, a CEO, - Ben Horowitz

In fact, looking at Data Return’s business made it crystal clear to me that Loudcloud would probably not end well. Some things are much easier to see in others than in yourself. Looking at Data Return, I could see Loudcloud’s future, and it was not pretty.

From an evolutionary standpoint, it is natural to do things that make people like you. It enhances your chances for survival. Yet to be a good CEO, in order to be liked in the long run, you must do many things that will upset people in the short run. Unnatural things.

On one such call, a salesperson described an account that he’d forecast in detail: “I have buy-in from my champion, the vice president that he reports to, and the head of purchasing. My champion assures me that they’ll be able to complete the deal by the end of the fiscal quarter.” Mark quickly replied, “Have you spoken to the vice president’s peer in the networking group?” Sales rep: “Um, no I haven’t.” Mark: “Have you spoken to the vice president yourself?” Sales rep: “No.” Mark: “Okay, listen carefully. Here’s what I’d like you to do. First, reach up to your face and take off your rose-colored glasses. Then get a Q-tip and clean the wax out of your ears. Finally, take off your pink panties and call the fucking vice president right now, because you do not have a deal.