Demo Day Quotes

It could have been a month or, It could have been a year, But I, I gave up long before, Long before you cared.

This is me before I come undone. This is me before I fall apart. I've been tired for days and days. I've been tired for days and days.

Okay you found me out. Beyond without a doubt, your lie is safe with me. A friend, i'm sure you are. And on this day so far, I've fallen hundred see?

If Gissing is less compassionately observant than Mrs Gaskell, less overtly polemical than Kingsley, still The Nether World and Demos would be sympathetically endorsed by either of them, or by their typical readers. Yet Gissing does introduce an important new element, and one that remains significant. He has often been called ‘the spokesman of despair,’ and this is true in both meanings of the phrase. Like Kingsley and Mrs Gaskell, he writes to describe the true conditions of the poor, and to protest against those brute forces of society which fill with wreck the abysses of the nether world. Yet he is also the spokesman of another kind of despair: the despair born of social and political disillusion. In this he is a figure exactly like Orwell in our own day, and for much the same reason. Whether one calls this honesty or not will depend on experience.

Must we forsake the love of excellence, then, till every citizen feels it alike? I did not fight, Anytos, to be crowned where I have not run; but for a City where I can know who my equals really are, and my betters, to do them honour; where a man’s daily life is his own business; and where no one will force a lie on me because it is expedient, or some other man’s will.” The words seemed, as I spoke, to be my own thoughts that I owed to no one, only to some memory in my soul; but when I looked beyond the Stadium, to where they were kindling the lights on the High City in the falling dark, I saw the lamps of Samos shine through a doorway, and the wine-cup standing on the table of scoured wood. Then the pain of loss leaped out on me, like a knife in the night when one has been on one’s guard all day. The world grew hollow, a place of shadows; yet none would hold out the cup of Lethe to let me drink.

Me, I hated Suits. Loathed them. Because when you’re a rock star and make a crap ton of money, everyone wants a piece of the pie. A pie you baked. With ingredients you bought. None of the Suits had given a shit about me when I sat, day in and day out, outside King’s Cross tube station with Tania, my acoustic Tatay, and played, and begged, and shoved demos into people’s hands just to watch them slam-dunking them to the nearest bin. None of the Suits were there when I knocked on doors in the pouring rain, and pleaded in the bitter snow, and bargained, and argued, to get myself heard. They also weren’t there when I got booed in Glastonbury three years in a row opening for bigger bands, or when mostly-empty beer cans were thrown my way for a good laugh, or when a drunk girl puked on my only pair of shoes trying to tell me I sounded like a Morrissey knockoff.

looking for people to design the graphical interface for Apple’s new operating system, Jobs got an email from a young man and invited him in. The applicant was nervous, and the meeting did not go well. Later that day Jobs bumped into him, dejected, sitting in the lobby. The guy asked if he could just show him one of his ideas, so Jobs looked over his shoulder and saw a little demo, using Adobe Director, of a way to fit more icons in the dock at the bottom of a screen. When the guy moved the cursor over the icons crammed into the dock, the cursor mimicked a magnifying glass and made each icon balloon bigger. “I said, ‘My God,’ and hired him on the spot,” Jobs recalled. The feature became a lovable part of Mac OSX, and the designer went on to design such things as inertial scrolling for multi-touch screens (the delightful feature that makes the screen keep gliding for a moment after you’ve finished swiping). Jobs’s experiences at NeXT had matured him, but they had not mellowed him much. He still had no license plate on his Mercedes, and he still parked in the handicapped spaces next to the front door, sometimes straddling two slots. It became a running

Knocking on a massive carved door minutes later, the sigils on it shouting to those literate enough to ‘Stay away or else!’ he received a nice surprise when the door swung open. Well, hello there. Reaching only his shoulder, with a wild mop of black hair, bright brown eyes and a rounded body made for worship – by his tongue – Remy wondered if he could convince the servant girl to come around the corner with him for a quickie before he met with this Ysabel person. Then she opened her luscious mouth. “If you’re done gawking, you might want to step back before I smash your nose with the door when I shut it.” Someone got up without sex today. He could fix that. “Hello beautiful, I actually have business with the occupant of this suite. I’m here to meet with Ysabel, the witch.” “Really.” Her tone said what she thought of his claim and her brown gaze looked him up and down, then dismissed him. “I don’t think so.” The door slammed shut in his face. What. The. Fuck. Remy pounded on the door. It immediately opened. The ebony haired vixen, her arms crossed under her bountiful tits, smirked. “Back already. What’s wrong? Did I hurt your feelings?” “Listen woman, I don’t know what crawled up your ass and turned you into an uptight bitch, but I’m here to see Ysabel, so get the fuck out of my way before I put you over my knee and –” “And what? Spank me?” Her eyes actually sparked with challenge, the minx. “I’d like to see you try. But, before you do, just so you know, my name is Ysabel. The witch.” Aaaaah, shit. Never one to admit defeat, he let a slow simmering smile spread across his face. It worked on demonesses, damned souls, human women, and even gay men, but apparently, it had no effect on scowling witches. Too bad. “It’s your lucky day. Lucifer has informed me that you’re my next assignment.” “Not by choice. And what are you supposed to do exactly? I need a tracker, not a gigolo. What happened? Did your gig as a pole dancer not work out? Equipment too small?” She dropped her gaze to his groin and sneered. A sudden, irrational urge possessed him to drop his pants, flip her over and show her there was nothing wrong with the size of his cock. He abstained, but couldn’t prevent himself from taunting her, eyeing her up and down in the same dismissive manner. “Anytime you want to measure my dick, you let me know. Naked.” “Pig.” “No, demon. Really, get your terminology straight, would you? After Lucifer’s warning, I expected someone older and badder.” To his credit he didn’t drop to the ground, but the pain in his balls did require he bend over to cup them gently which in turn meant he got the door in the face. Again. -Ysabel & Remy

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Blue Bottle wanted to help customers find coffee they’d love. But coffee beans all look alike, so photos wouldn’t be helpful. To find useful solutions, the team did Lightning Demos of websites selling everything from clothes to wine, looking for ways to describe sensory details such as flavor, aroma, and texture. In the end, it was a chocolate-bar wrapper that provided the most useful idea. Tcho is a chocolate manufacturer in Berkeley, California. Printed on the wrapper of every Tcho bar is a simple flavor wheel with just six words: Bright, Fruity, Floral, Earthy, Nutty, and Chocolatey. When Blue Bottle looked at that wheel, they got inspired, and when we sketched, someone repurposed the idea as a simple flavor vocabulary for describing Blue Bottle’s coffee beans: In Friday’s test, and later, at the new online store, customers loved the simple descriptions. It’s a prime example of finding inspiration outside your domain (and yet another reason to be grateful for chocolate).

Bindi, meanwhile, was blossoming. At just six weeks old, she held her head up and reached for objects. She even tried to scoot around a bit. She pushed with her little legs and worked her way across the bed. When Steve came home from Sumatra, it was obvious how much he had missed his little girl. I had to smile when Steve sat down on the couch with Bindi, telling her of his adventures moment by moment, while she stared intently at him, trying desperately to puzzle out his words. “She really did miss you,” I said. “No, she didn’t,” Steve scoffed. Then he added, his face brightening hopefully, “How could you tell?” I knew the truth. Even as a newborn, Bindi behaved differently when Steve was around. When she saw Steve come home after one of his trips, she got excited and happy and would literally quiver with joy. Steve shared everything with her. He took her around the zoo and introduced her to the wildlife. One day he took her into the enclosure with Agro, one of our biggest crocodiles. A school group had come to the zoo, and they assembled in their neatly pressed uniforms around the enclosure. Bindi squealed with delight and looked intently at Agro. That afternoon Steve did the crocodile demonstration with his daughter cradled in his arms. The school-group visitors looked impressed and perhaps a bit jealous. After the croc show, I noticed Bindi was as alert as I had ever seen her. She was so thrilled. Joining her daddy for the croc demo became something she looked forward to. Sometimes Bindi and I would sit in the enclosure to watch Steve with the crocodiles, and she would cry until he picked her up so she could be part of the action. The apple doesn’t fall far from the tree, I thought.

I do not believe the wicked always win. I believe our despair is a lie we are telling ourselves. In many other periods of history, people, ordinary citizens, routinely set aside hours, days, time in their lives for doing the work of politics, some of which is glam and revolutionary and some of which is dull and electoral and tedious and not especially pure – and the world changed because of the work they did. That’s what we’re starting now. It requires setting aside the time to do it, and then doing it. Not any single one of us has to or possibly can save the world, but together in some sort of concert, in even not-especially-coordinated concert, with all of us working where we see work to be done, the world will change. And we have to do it by showing up places, our bodies in places, turn off the fucking computers, leave the Web and the Net – and show up, our bodies at meetings and demos and rallies and leafletting corners.

But Larson was also more than even his combined, prolific creative output. While he was known for leaving parties to go home and fix songs, he would also charm the ladies, attend New York’s most exclusive nightclub, and obsessively follow the New York Mets. He was the man who called his friends in the middle of the day to play Frisbee, sent cards on every possible occasion, and hosted generous holiday meals. An awkward introvert who wanted to be a star. A self-confident composer who knew how good his work was - and how terrified he was of never being able to make a living from it. A broke waiter who produced some of the most advanced demo recordings of his day. A ladies’ man who became one of the gay community’s most important straight allies in the 1990s, as his work spread a message of tolerance around the world. A man who composed fun, catchy songs but rarely listened to music for pleasure as an adult. A performer who wanted to be Billy Joel but wrote lyrics like Harry Chapin. A driven creative who took as few shifts as possible to focus on his music, turning poverty into creativity: a simple 4th of July party meant a hand-coloured collage for an invitation, and Larson’s annual Peasant Feast pot-luck meals at Christmas were the season’s highlight for all attending. A passionate progressive who would be endlessly disappointed that RENT could still cause controversy after so many years.

I’d better make a list of all the things that make me feel good. Lists save lives. They keep our memories alive, as Umberto Eco says in The Infinity of Lists. Here goes: Laura’s voice message letting me know she’s at an LGBT+ rights demo like she’d tell me she was popping down to the shops, and warning me not to pick up if her boyfriend calls; he’s looking for her, and fretting because he can’t find her, and anyway he ‘doesn’t even know the difference between gay and straight’ Raffaella’s voice messages and her joy when she receives our books Maicol tearing through the cobbled streets of Lucignana, drunk on life My great-niece Rebecca joining the bookshop family and the certainty her cynicism will blossom into something completely unexpected My father’s existence The coffee I’m about to have with Tessa, who’s on her way to us on her motorbike with a box full of bookmarks, our official bookmarks she’s been gifting us since that day after the fire, with a quote from her mother Lynn Emanuele Trevi and Giovanni Giovannetti absconding from the literary conference in Lucca, later found smoking weed in a car in Piazza San Michele by a security guard, who happened to be the writer Vincenzo Pardini, so he let them go Ernesto and Mum cuddling on the sofa Daniele’s Barbara and Maurizio’s Barbara Ricchi e Poveri Donatella being sure Romano fancies her My mother trying to escape her hospital bed as soon as I look the other way Tina’s mother Mike quickly wrapping a towel around his waist as I walk into his garden and Mike leaving Brighton with two large boxes of tea stashed in his boot, concocting a story for the customs officers The anglers reading Louise Glück and Lawrence Ferlinghetti on the Segone The words I only ever hear in Lucignana: lollers and slackies and ‘bumming down’ to pee My own continued, miraculous existence.

Sometimes my life feels like a piece of demo shareware, all the key or interesting features disabled, running on a fourteen-day trial period that just repeats over and over again without ever becoming mine.

Startups often make a fatal assumption when they attend presentations, business plan competitions, or demo days. They assume they are basically invisible until they take their place on the stage. Big mistake. The truth is, investors are observing you. We learn as much from watching your off-stage behavior as your canned presentation. Here’s a good way to go. Resolve that your formal presentation starts the moment team members leave their homes or offices and ends only when the last team member returns. At all other times, you are “on.” Assume the microphones are always on and someone has a camera phone on you at all times. Act like a disciplined team at all times. Watch what you say in the elevator or in the bathroom. You can’t believe the damaging stuff I’ve heard in bathrooms. Wait to debrief until you get back to the privacy of your office.

Fallout avoid a DUI Lawyer The brutal truth is that this effect swallowing and is surprisingly stiff back. Problems and opportunities caused by drunk drivers are frightening. There is a reasonable demand and good heavy penalties only in the hope of avoiding a criminal. The reality is, sad to say, people that many of us are caught up in their original crimes and facing a big change in everyday life and dangerous consequences. Across the country, low crime rate and reduce contains a number from the understanding of the consequences of the ever more stringent. Privileges rear suspension imprisonment, fines, ignition programs and more are binding on all the possibilities and potential impact. Ideal to this procedure, which is full of dangers and pitfalls, in the sense of finding a positive DUI lawyers to get form? Unfortunately, it may be impossible, and many so-called authorities, the practical experience of the senses, a goat for certain customers. An important aspect is the number of measurements to choose high quality coming DUI lawyers. Breakfast is my way to someone who has experience to fulfill. This means that someone who had the food study drunken 50 penalties. He wanted to try, if someone who works mainly candidates with DUI Lawyers. This special mention of the many methods that come from expected with this film with less destructive. On your own, because you to maintain a professional DUI law towards pace, the situation in other readouts. It seems contradictory, but even if someone switches deftly defended many conditions, but also a person who to stay away from the demonstration says. The demo is the last thing should be, especially if they are responsible for themselves. As an alternative to the other, determine the direction of an attorney who is familiar with the specifics of the work and to help to suspend the license and, hopefully, to inform the prosecution of more than a very low price or misplaced. Sometimes the profits to avoid the interest rate and the term of the hard disk, especially for lawyer’s first area infringer years drunk help of the beautiful region. Other cases are in different directions, which can be implemented, which may contribute to an excellent result. The only way to get the opportunity of a personal imaginary profession rather than receiving. Inevitably, any DUI lawyer to explain myself properly to you from serious sanctions targeting drunken price almost never consumed and protect commitment. Can these days of increased restrictions reduce patrols and even a person consumes also be a number. Whatever complaints taxis, sleeping on the couch or taking a walk on the estate has raised overnight in prisons and the ability to deal with this part of the transaction. Even at a time when the only work in the easiest possible development is still very worrying turning point in history and let yourself.

The advantages of using account of the legal defense DUI professional According to a DUI or DWI they have very high values, and can be much more difficult, if not able to qualified lawyer in these types of services. It important to get the services of professionals who are familiar with the course of DUI criminal record because the team is almost certainly best, highest paid on the common law also working for many years in a row, and he is almost certain that the officials involved to enforce the law and choose the most effective way. The consumption can peak at promoting the method of blood flow to help ease and the minimum number of punches than likely. Even if you do not want the removal of a fence of a demo, it is deliberately allowed to produce only for the ingredients so suddenly that the interest will be at least in his imprisonment and the decision of the necessary business expense. Education Lawyer, worth DUI, because they understand the rules on the details of the DUI. Great leadership only recognizes attorneys who offer surgery that seemed to bend the lowest possible cost. Field sobriety tests are defense without success, and when the lawyer to provide classroom-oriented, to the surprise of identifying the brain decides what industry breathalyzer sobriety vote or still under investigation. Trying to fight against DUI private value, it may be impossible for the layman is that much of the Berufsrecht did. DUI lawyer can be a file with the management consultants can be used or deny the accuracy of the successful management of blood or urine witnesses. Almost always one day, you can not help learning tool. If there is a case where the amount, solid, is the legal adviser to shock and other consultants witnesses are willing to cut portions and finds out she has some tire testing and influence. Being part of the time, problems with eating problems and more experience DUI attorney in looks secrets and created. The idea that the lawyer is suddenly more than the end result of controlling historical significance of countless people do not share the court made. It very appropriate, qualified, but two at the end of every little thing that you do not agree even repentance and uses for what was happening right opportunity. It can not be argued, perhaps, costs, what seems to be one that includes many just go to the airport to record driving under the influence, but their professional experience and meetings, both issues related to diversity, Lange random taxation measures. Many people today claim that the market is in DUI cases, of course, exhausted, and are a lawyer, go to their rights in the region.

Livingston: Why did users like Viaweb? Graham: I think the main thing was that it was easy. Practically all the software in the world is either broken or very difficult to use. So users dread software. They've been trained that whenever they try to install something, or even fill out a form online, it's not going to work. I dread installing stuff, and I have a PhD in computer science. So if you're writing applications for end users, you have to remember that you're writing for an audience that has been traumatized by bad experiences. We worked hard to make Viaweb as easy as it could possibly be, and we had this confidence-building online demo where we walked people through using the software. That was what got us all the users.

A third example of this was when we said, "Let's make some kind of coupon system"—because we had this idea that we would send people an automatic email when they visited our website that would tell them—and we had all these crazy ideas like, "Buy our software within the next 72 hours and get 25 percent off." (That thing was actually a bot that we wrote years ago, and it still runs. If you try CityDesk, which is our least popular product right now, you will get an automatic email with a 25 percent–off coupon that you have to use in the next 72 hours.) When we launched that, it did increase our sales a little bit. It gets people to evaluate the demo version right away—because they don't want to lose their 25 percent off coupon which is going to expire. These were all marginally good marketing ideas. Unfortunately we spent a lot of time chasing them. The one thing we learned over 5 years is that nothing works better than just improving your product. Every minute, every developer hour we spent on any one of these crazy things—although they had some marginal return on the work that we put into them—was nothing compared to just making a better version of the product and releasing it. If we had taken all the effort we put into these crazy schemes and put it into moving our software development schedule ahead by the equivalent amount, it would have paid off much more. That was probably the biggest mistake we made. And that's the advice I give everybody. All those little coupon schemes, this is what General Motors does. They figure out new rebate schemes because they forgot all about how to design cars people want to buy. But when you still remember how to make software people want, great, just improve it. Talk to your customers. Find out what they need. Don't pay any attention to the competition. They're not relevant to you. Only talk to your customers and your potential customers and see what it is that caused them not to buy your product or would cause them to buy more copies of it. And do that, and then ship it. That was something we really, really should have focused on, but, you know, we didn't know any better.

In my early years as a developer, I was privileged to work on a project managed by Sharon Weinberg, later to become president of the Codd and Date Consulting Group. She was a walking example of much of what I now think of as enlightened management. One snowy day, I dragged myself out of a sickbed to pull together our shaky system for a user demo. Sharon came in and found me propped up at the console. She disappeared and came back a few minutes later with a container of soup. After she’d poured it into me and buoyed up my spirits, I asked her how she found time for such things with all the management work she had to do. She gave me her patented grin and said, “Tom, this is management.

When Should I Hire Someone to Take over Sales? Hiring someone to help you with sales comes down to whether you’re good at it and whether you enjoy it. If you’re good at sales, it makes sense to keep doing it until sales conversations are encroaching on the rest of your founder responsibilities. If you’re bootstrapping, you have to hustle in the early days until you have the money to hire someone. But by the time you have five or six employees, you probably should only be involved in large deals. Sales demos are usually easy to teach, and as a founder, your energy will be better spent elsewhere. One thing to note is that if most of your leads are warm, inbound leads, you can actually combine the sales role with customer success. This works best when your prospects already have some sense of your product and are just trying to understand whether or not it’s a good fit for them. Your customer success/salesperson will be there to show them around and answer questions rather than lead high-pressure sales calls. If it’s more cold/complex sales, you’ll want a salesperson incentivized by commission.

LOW: Sales Effort Sales effort is a measure of the length of your sales cycle and includes the number of touch points required to make the sale. Where CAC measures the amount of money you’re spending to get a new customer, sales effort measures the time and energy you’re spending. The best way to track sales effort is to look at both the average number of days from someone scheduling their first demo to closing and the number of calls it takes to close a deal. Your ability to keep sales effort low depends greatly on your industry and customer base. If you’re doing enterprise sales, your sales cycle will be long and require more effort than if you’re targeting solopreneurs and other small businesses with a single decision-maker. A three- or four-month sales cycle is reasonable in enterprise sales—and worth it because the ACV might be $50,000. If you’re spending that much time for $5,000 contracts, though, that’s rough. No matter what your sales process looks like, you want your sales effort to be as low as possible. Here are some ways to lower this number. Self-Serve Sign-up and Onboarding. Many inexpensive products can get away with low price points because they have a low-touch or no-touch sales process. They have a self-serve sign-up and onboarding process, which requires almost no sales effort. The higher your ARPA, the less likely they are to become customers without some sales effort. But finding places to offer self-service along the journey can reduce the amount of hand-holding your team has to do while making the process speedier for your customer. One-Call Close. Self-service isn’t going to work in a lot of spaces, but you can try to get to a point where the decision is made by a single person. You can do this by targeting a founder, a developer, or a single manager. You can also streamline the back-and-forth of providing more sales materials, getting on second calls, waiting for input from the committee—and on and on. Educate your customers as much as you can ahead of time so they have the information they need and develop checklists to gather the information you need to close the deal quickly.

Boyer, Paul S., and Stephen Nissenbaum. Salem Possessed: The Social Origins of Witchcraft. Cambridge, MA: Harvard University Press, 1974. Breslaw, Elaine G. Tituba, Reluctant Witch of Salem: Devilish Indians and Puritan Fantasies. New York: New York University Press, 1996. Clark, Stuart. Thinking with Demons: The Idea of Witchcraft in Early Modern Europe. Oxford: Clarendon Press; New York: Oxford University Press, 1997. Cross, Tom Peete. Witchcraft in North Carolina. Chapel Hill: University of North Carolina, 1919. Davies, Owen. Popular Magic: Cunning-Folk in English History. New York: Bloomsbury, 2007. Demos, John Putnam. Entertaining Satan: Witchcraft and the Culture of Early New England. New York: Oxford University Press, 1982. Gibson, Marion. Witchcraft Myths in American Culture. New York: Routledge, 2007. Godbeer, Richard. The Devil’s Dominion: Magic and Religion in Early New England. Cambridge; New York: Cambridge University Press, 1992. Goss, K. David. Daily Life During the Salem Witch Trials. Santa Barbara, CA: Greenwood, 2012. Hall, David D. Worlds of Wonder, Days of Judgment: Popular Religious Belief in Early New England. New York: Knopf, 1989. Hansen, Chadwick. Witchcraft at Salem. New York: G. Braziller, 1969. Hutton, Ronald. The Triumph of the Moon: A History of Modern Pagan Witchcraft. Oxford, New York: Oxford University Press, 1999. Karlsen, Carol F. The Devil in the Shape of a Woman: Witchcraft in Colonial New England. New York: Norton, 1987. Levack, Brian P. The Witch-Hunt in Early Modern Europe. 3rd ed. Harlow, England, New York: Pearson Longman, 2006. Macfarlane, Alan. Witchcraft in Tudor and Stuart England: A Regional and Comparative Study. Prospect Heights, IL: Waveland, 1991. Matossian, Mary K. “Ergot and the Salem Witchcraft Affair.” American Scientist 70 (1970): 355–57. Mixon Jr., Franklin G. “Weather and the Salem Witch Trials.” The Journal of Economic Perspectives 19, no. 1 (2005): 241–42. Norton, Mary Beth. In the Devil’s Snare: The Salem Witchcraft Crisis of 1692. New York: Alfred A. Knopf, 2002. Parke, Francis Neal. Witchcraft in Maryland. Baltimore: 1937.

Demos didn’t get to make me think about him night and day and then die in front of me.

these days the right lumps everything together and sees it all as a demo-pluto-social-Judaic conspiracy. Mussolini did the same thing.

As in other industries, the recruitment process has become a lot easier (cheaper) for employers and a lot more expensive for would be employees. A demo with a new sound or a solid audition isn’t good enough. Artists are now expected to arrive with a market-ready brand and audience, saving their corporate overlords the makeover expense. Building a brand is no longer the purview of slick besuited experts; it’s the individual responsibility of every voice that wants to “make it.

For example, on the “Do Not Be on It” dashboard, we had a chart that showed any new leads that were not touched within one hour of converting through the website. We had a chart that showed any free trials that were one week old and had been called fewer than three times. We had a chart illustrating the demo requests that were three days old and had been touched fewer than two times. You

Yup, it was the wax Mizusawa had demoed for me and I’d bought for myself later. While everything was happening with Mimimi, I hadn’t felt like using it, but now that the storm had blown over, I’d decided to try it out. Well, actually, I’d been bringing it to school with me every day, and when Hinami told me I had to talk to Nakamura for at least three minutes, I decided to put it on during lunch. Kind of like armor.

Encourage sharing and innovation by having demo days and forums. This allows teams to share what they have created with each other. This also lets the teams celebrate their work and learn from each other.

What can explain this difference? On the surface, much appears to hinge on Richard’s programming feat, his software shim. Otherwise, his effort with Konqueror seems much like my struggles with Mozilla. Perhaps he was just a better programmer than me, and without his coding cleverness, there would be no story. That explanation is too simple. Richard made his shim only after determining he needed one last link in a chain of inspiration, intuition, reasoning, and estimation. His shim was a consequence of his overall plan. To show what I mean, here’s an accounting of what Richard did in his first couple of days at Apple. He began by quizzing us on the browser analysis we had done before his arrival, and after hearing it, he quickly discarded our effort with Mozilla as unlikely to bear fruit. By doing so, he demonstrated the self-confidence to skip any ingratiating display of deference to his new manager, a person who had years of experience in the technical field he was newly entering. Next, Richard resolved to produce a result on the shortest possible schedule. He downloaded an open source project that held genuine promise, the Konqueror code from KDE, a browser that might well serve as the basis for our long-term effort. In getting this code running on a Mac, he decided to make the closest possible approximation of a real browser that was feasible on his short schedule. He identified three features—loading web pages, clicking links, and going back to previous pages. He reasoned these alone would be sufficiently compelling proofs of concept. He then made his shortcuts, and these simplifying choices defined a set of nongoals: Perfect font rendering would be cast aside, as would full integration with the Mac’s native graphics system, same for using only the minimum source code from KDE. He reasoned that these shortcuts, while significant, would not substantially detract from the impact of seeing a browser surf web pages. He resolved to draw together these strands into a single demo that would show the potential of Konqueror. Then, finally, he worked through the technical details, which led him to develop his software shim, since that was the only thing standing between him and the realization of his plan. His thought process amplified his technical acumen. In contrast, Don and I were hoping Mozilla would pan out somehow. I was trying to get the open source behemoth to build on the Mac, with little thought beyond that. I had no comparable plan, goals, nongoals, tight schedule, or technical shortcuts.