A Billion in Exits: 5 Things I'm Doing 5 Times Better This Time

AUREN HOFFMAN FMR CEO — CHAIRMAN / LIVERAMP — SIFTERY

TOP FIVE THINGS 
 I LEARNED FROM LIVERAMP THAT
 WE ARE STILL DOING AT SIFTERY 2 tweet: @ auren AUREN HOFFMAN www.quora.com/Auren-Hoffman

SUMMARY 1.All-around athletes beat position 
 players … in the early days 2.Put yourself in a defined 
 box (eschew optionality) 3.Focus on a small (and fast-growing) market … that you 
 will win 4.Product-oriented companies need
 product-oriented salespeople Future of enterprise 
 5. software is abundance 3 tweet: @ auren AUREN HOFFMAN www.quora.com/Auren-Hoffman

All-AROUND ATHLETES 
 BEAT POSTION PLAYERS
 (IN THE EARLY DAYS) •Start-ups need 
 All-Around Athletes. •Scaling needs 
 Position Players 4 tweet: @ auren AUREN HOFFMAN www.quora.com/Auren-Hoffman

PUT YOURSELF IN A 
 DEFINED BOX (ESCHEW 
 OPTIONALITY) •Clearly state what 
 you will not do. •Do not A/B test 
 your strategy. 5 tweet: @ auren AUREN HOFFMAN www.quora.com/Auren-Hoffman

FOCUS ON A SMALL (AND FAST-GROWING) MARKET 
 …THAT YOU WILL WIN Think about these three things: 1.Initial Product: Can your start-up get 
 to just $10 million in revenues in the 
 current market you are pursuing? 2.Dominance: Will your start-up be the 
 dominant player in that micro-market? Team: Once your company is no longer 
 3. going to grow at 100%+/year, is the team 
 good enough to move into and dominate 
 other adjacent markets (even if we have 
 no idea what they will be at this time)? 6 tweet: @ auren AUREN HOFFMAN www.quora.com/Auren-Hoffman

PRODUCT-ORIENTED 
 COMPANIES NEED 
 PRODUCT-ORIENTED 
 SALESPEOPLE •Commodity product and high competition: relationship salesperson •Differentiated product and low competition: product-oriented salesperson 7 tweet: @ auren AUREN HOFFMAN www.quora.com/Auren-Hoffman

FUTURE OF ENTERPRISE 
 SOFTWARE IS ABUNDANCE •10x number of vendors in 
 last ten years … and that 
 trend will continue. •Selling into the enterprise 
 has never been easier ... and 
 it will get even easier. •This is great for start-ups. 8 tweet: @ auren AUREN HOFFMAN www.quora.com/Auren-Hoffman

AUREN HOFFMAN FMR CEO — CHAIRMAN / LIVERAMP — SIFTERY Follow on Quora and Twitter: @auren 9 tweet: @ auren AUREN HOFFMAN www.quora.com/Auren-Hoffman