Grit

"There's 20 fires going on at every moment in the office and you have enough water to put out four."
Mark Roberge shares what it takes to build and scale a company, from finding product-market fit to knowing when it's time to grow.
He also shares the framework behind his new book, The Science of Selling, and why founders should scale based on their own data, not another company's success.
Guest: Mark Roberge, Founding CRO of HubSpot, HBS Professor, and Co-Founder at Stage 2 Capital
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In 2020, Airwallex lost nearly half its revenue overnight. Today it's worth $11 billion.
Jack Zhang reflects on the decisions that kept the company alive, raising capital during uncertainty, and leading through its toughest chapter.
This episode is a candid look at why Jack chose to keep building, even when a $1.2 billion acquisition was on the table.
Guest: Jack Zhang, founder and CEO, Airwallex
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AI may change software overnight, but company building still takes time.
Ryan Smith explains why, despite the pace of AI, “the race is going to be way longer than anyone thinks.”
He reflects on Qualtrics surviving multiple market cycles and ultimately being acquired by SAP for $8 billion days before going public.
Guest: Ryan Smith, co-founder Qualtrics
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Great software companies often come from understanding pain points at a very deep level.
On Grit, Aman Narang shares how Toast built trust with 171,000+ restaurant operators by helping restaurants manage everything from payments and online orders to staff scheduling and daily operations.
He also reflects on lessons around product-market fit and scaling a company before it’s fully ready.
Guest: Aman Narang, co-founder and CEO, Toast

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Founder quality becomes more important as startups become easier to build.
Trae Stephens, co-founder of Anduril and partner at Founders Fund, has spent years backing founders with strong conviction, including most recently at Roadrunner.
He shares why too much capital too early can hurt startups, and why the best companies are built by teams with complementary strengths.
Guest: Trae Stephens, co-founder, Anduril and Partner, Founders Fund

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