# A Smart Bear

> Articles from building two unicorns over two decades; one bootstrapped, one funded.

## Full text
- [Every article, full text](https://longform.asmartbear.com/chronological.xml): RSS feed carrying the complete body of every article (content:encoded) — the full-content export.
- [Sitemap](https://longform.asmartbear.com/sitemap.xml): every page URL on the site.

## Reference
- [When you have nothing: How to find potential customers to interview](https://longform.asmartbear.com/find-customers-to-interview/) (2024-12-22)
- [Pivot Points](https://longform.asmartbear.com/pivot-points/) (2024-09-29)
- [Individual efficiency vs administrative efficiency](https://longform.asmartbear.com/tension-autonomy-admin/) (2024-08-11)
- [Avoid blundering: 80% of a winning strategy](https://longform.asmartbear.com/avoid-blundering/) (2024-03-31)
- [How startups beat incumbents](https://longform.asmartbear.com/startup-beats-incumbent/) (2024-02-25)
- [Selling to Carol: Why targeting an ICP brings 10x more customers than you expected](https://longform.asmartbear.com/icp-ideal-customer-persona/) (2024-01-07)
- [The roadmap to Product/Market Fit (PMF)… maybe](https://longform.asmartbear.com/product-market-fit-formula/) (2023-12-24)
- [Quarterly strategic planning using the fairytale structure](https://longform.asmartbear.com/strategic-planning/) (2023-11-26)
- [The fundamental forces of scale](https://longform.asmartbear.com/scale/) (2023-09-24)
- [What makes a strategy great](https://longform.asmartbear.com/great-strategy/) (2023-08-13)
- [The three kinds of leverage that anchor effective strategies](https://longform.asmartbear.com/leverage/) (2023-06-18)
- [Using the Needs Stack for competitive strategy](https://longform.asmartbear.com/needs-stack/) (2023-06-04)
- [Willingness-to-pay: Creating permanent competitive advantage for the right reasons](https://longform.asmartbear.com/willingness-to-pay/) (2023-05-21)
- [Excuse me, is there a problem?](https://longform.asmartbear.com/problem/) (2023-04-16)
- [Navigating the unpredictability of everything](https://longform.asmartbear.com/predict-the-future/) (2023-03-19)
- [Finding Fulfillment](https://longform.asmartbear.com/fulfillment/) (2022-12-25)
- [The Iterative-Hypothesis customer development method](https://longform.asmartbear.com/customer-development/) (2022-09-17)
- [Rocks, Pebbles, Sand: How to implement in practice](https://longform.asmartbear.com/rocks-pebbles-sand/) (2022-07-17)
- [Binstack: Making a maximal multi-dimensional decision](https://longform.asmartbear.com/maximized-decision/) (2022-07-02)
- [Fermi ROI: Fixing the ROI rubric](https://longform.asmartbear.com/roi-rubric/) (2022-06-20)
- [The “Talk vs Walk” workshop](https://longform.asmartbear.com/talk-vs-walk/) (2022-06-08)
- [The Elephant in the room: The myth of exponential hypergrowth](https://longform.asmartbear.com/exponential-growth/) (2022-03-05)

## Articles
- [Lost confidence](https://longform.asmartbear.com/confidence/) (2026-06-21)
- [How to hire people who are better than you](https://longform.asmartbear.com/hire-better-than-you/) (2026-04-19)
- [Strategic choices: When both options are good](https://longform.asmartbear.com/strategic-choices/) (2026-02-22)
- [Creating space](https://longform.asmartbear.com/focus/) (2026-01-04)
- [Mission, Vision, poTAYto, poTAHto](https://longform.asmartbear.com/mission-vision/) (2025-11-09)
- [Your target market isn’t demographic](https://longform.asmartbear.com/target-market/) (2025-09-07)
- [Max MRR: Your growth ceiling](https://longform.asmartbear.com/max-mrr/) (2025-07-27)
- [Ruthless prioritization while the dog pees on the floor](https://longform.asmartbear.com/prioritization/) (2025-06-22)
- [More or less](https://longform.asmartbear.com/more-or-less/) (2025-06-01)
- [When customers buy your competitor’s product… and then buy yours](https://longform.asmartbear.com/buy-both/) (2025-05-18)
- [Product Purgatory: When they love it but still don’t buy](https://longform.asmartbear.com/purgatory/) (2025-05-04)
- [SSEBITDA⁠—A steady-state profit metric for SaaS companies](https://longform.asmartbear.com/ssebitda/) (2025-04-20)
- [Sometimes never compete on price](https://longform.asmartbear.com/never-compete-on-price/) (2025-04-06)
- [All pretty models are wrong, but some ugly models are useful](https://longform.asmartbear.com/models/) (2025-03-23)
- [“I scratched my own itch” isn’t good enough](https://longform.asmartbear.com/scratched-my-own-itch/) (2025-03-02)
- [How to select your first marketing channel](https://longform.asmartbear.com/first-marketing-channel/) (2025-02-16)
- [The Startup Drake Equation](https://longform.asmartbear.com/startup-drake-equation/) (2025-02-02)
- [“Stealth mode” and other f’ing brilliant strategies](https://longform.asmartbear.com/stealth-mode/) (2025-01-19)
- [Explore vs Execute](https://longform.asmartbear.com/explore-execute/) (2025-01-05)
- [Brittle Points: How to make companies robust](https://longform.asmartbear.com/brittle-points/) (2024-12-08)
- [p-Hacking your A/B tests](https://longform.asmartbear.com/p-hacking/) (2024-11-17)
- [No wait, of course THAT is the single most important SaaS metric](https://longform.asmartbear.com/saas-metric/) (2024-11-03)
- [The Serengeti Plain: Fallacies that aren’t fallacies](https://longform.asmartbear.com/fallacies/) (2024-10-20)
- [Legacy](https://longform.asmartbear.com/legacy/) (2024-09-08)
- [Profitable on day one!](https://longform.asmartbear.com/ramen-profitable/) (2024-08-25)
- [“Authentic” is dead. And so is “is dead.”](https://longform.asmartbear.com/authentic-is-dead/) (2024-07-28)
- [How annual pre-pay creates an infinite marketing budget](https://longform.asmartbear.com/annual-prepay/) (2024-07-14)
- [“It’s a Balance” isn’t always the answer](https://longform.asmartbear.com/conflicting-choices/) (2024-06-23)
- [Disentangling the three languages: Customers, Product, Business](https://longform.asmartbear.com/three-languages/) (2024-05-26)
- [Adjacency Matrix: How to expand after PMF](https://longform.asmartbear.com/adjacency/) (2024-05-05)
- [It’s a torturous chaos until it isn’t](https://longform.asmartbear.com/chaos-at-start/) (2024-04-21)
- [Stubborn Visionaries & Pigheaded Fools](https://longform.asmartbear.com/perseverance/) (2024-03-17)
- [AI startups require new strategies: This time it’s actually different](https://longform.asmartbear.com/ai-startups/) (2024-03-03)
- [Deciding whether an investment is worthwhile](https://longform.asmartbear.com/investment/) (2024-02-04)
- [The “errors” that mean you’re doing it right](https://longform.asmartbear.com/good-problems-to-have/) (2024-01-21)
- [How many things should there be? (Hint: Not 10)](https://longform.asmartbear.com/top-10/) (2023-12-10)
- [Product/Market Fit (PMF): Experience & Data](https://longform.asmartbear.com/product-market-fit/) (2023-11-05)
- [Metrics that cannot even be measured in retrospect](https://longform.asmartbear.com/unmeasurable-metrics/) (2023-10-22)
- [Stop saying “fail”](https://longform.asmartbear.com/fail/) (2023-09-10)
- [Worse, but unique](https://longform.asmartbear.com/worse-but-unique/) (2023-08-27)

## Optional
Older articles (full text of all of these is in [chronological.xml](https://longform.asmartbear.com/chronological.xml)).

- [In command](https://longform.asmartbear.com/in-command/) (2023-07-30)
- [Selecting the right product metrics (KPIs)](https://longform.asmartbear.com/product-metrics/) (2023-07-16)
- [For probabilities, use Fermi numbers, not words](https://longform.asmartbear.com/probability-words/) (2023-07-02)
- [JIT selection from independent streams: An alternative to the “big backlog” of work](https://longform.asmartbear.com/jit-backlogs/) (2022-08-23)
- [Productive meeting activities: Leverage the team, empower the individual](https://longform.asmartbear.com/productive-meeting-activities/) (2022-05-24)
- [Moats: Durable competitive advantage](https://longform.asmartbear.com/moats/) (2022-05-07)
- [The “Great” Product Manager, a.k.a. the Impossible Product Manager](https://longform.asmartbear.com/great-product-manager/) (2022-04-23)
- [Failure to face the truth](https://longform.asmartbear.com/failure-to-face-the-truth/) (2022-04-09)
- [Extreme brainstorming questions to trigger new, better ideas](https://longform.asmartbear.com/extreme-questions/) (2022-03-26)
- [Who’s lying?](https://longform.asmartbear.com/whos-lying/) (2022-02-26)
- [The Important Thing⁠—powerful enough to override all your deficiencies](https://longform.asmartbear.com/the-important-thing/) (2019-11-04)
- [Capturing luck with “or” instead of “and”](https://longform.asmartbear.com/capturing-luck/) (2019-10-08)
- [Distributed Logical Time](https://longform.asmartbear.com/distributed-logical-time/) (2019-02-23)
- [When should a decision be fast, or slow?](https://longform.asmartbear.com/decisions-fast-slow/) (2018-09-05)
- [How repositioning a product allows you to 8x its price](https://longform.asmartbear.com/more-value-not-save-money/) (2018-06-05)
- [Your customers hate MVPs. Make a SLC instead.](https://longform.asmartbear.com/slc/) (2017-08-22)
- [Change: Damned if you do, damned more if you don’t](https://longform.asmartbear.com/change/) (2017-08-19)
- [Satisficing vs Maximizing](https://longform.asmartbear.com/maximizing/) (2017-05-10)
- [Look what we did](https://longform.asmartbear.com/proud-of-founding/) (2017-01-02)
- [Building in public forces true competitive advantage](https://longform.asmartbear.com/building-in-public/) (2016-12-20)
- [Laws of 10x found everywhere](https://longform.asmartbear.com/10x/) (2016-12-14)
- [Worrying is self-fulfilling; what to do instead](https://longform.asmartbear.com/worry/) (2016-12-06)
- [How to simplify complex decisions by cleaving the facts](https://longform.asmartbear.com/complex-decisions/) (2016-11-25)
- [What if there isn’t another 10x?](https://longform.asmartbear.com/another-10x/) (2016-10-18)
- [How to measure the accuracy of forecasts](https://longform.asmartbear.com/forecast/) (2016-06-28)
- [Invention is Drudgery](https://longform.asmartbear.com/drudgery/) (2016-04-12)
- [Darwin doesn’t automatically select the best companies](https://longform.asmartbear.com/darwinian-company-growth/) (2016-02-23)
- [Your non-linear problem of 90% utilization](https://longform.asmartbear.com/utilization/) (2015-12-08)
- [Refutation: An acquisition is always a failure](https://longform.asmartbear.com/acquisition-failure/) (2015-09-29)
- [Balance is weak. Tension is strong.](https://longform.asmartbear.com/balance-vs-tension/) (2015-09-01)
- [Why it’s nice to compete against a large, profitable company](https://longform.asmartbear.com/compete-on-profit/) (2015-08-18)
- [Zero-sum marketing channels: Good or bad for a startup to pursue?](https://longform.asmartbear.com/zero-sum-marketing/) (2015-08-04)
- [On the value of Judgement](https://longform.asmartbear.com/judgement/) (2015-06-08)
- [Scaling by “delegation” isn’t good enough](https://longform.asmartbear.com/delegation/) (2015-02-24)
- [New Year’s Questions (neé Resolutions)](https://longform.asmartbear.com/new-years-resolutions/) (2014-12-27)
- [The wrongness of relativism](https://longform.asmartbear.com/relativism/) (2014-12-16)
- [Marketing at early startups: Deep, not wide](https://longform.asmartbear.com/one-channel/) (2014-12-09)
- [The Lindy Effect on startup potential](https://longform.asmartbear.com/lindy-effect/) (2014-11-29)
- [Pricing determines your business model](https://longform.asmartbear.com/pricing-determines-your-business-model/) (2014-11-05)
- [In its emptiness, there is the function of a startup](https://longform.asmartbear.com/emptiness/) (2014-08-12)
- [The only way to guarantee startup success](https://longform.asmartbear.com/success-guaranteed/) (2014-07-29)
- [Why startup biz dev deals almost never get done](https://longform.asmartbear.com/startup-biz-dev/) (2014-04-28)
- [Rare things become common at scale](https://longform.asmartbear.com/scale-rare/) (2014-01-28)
- [You can have two Big Things, but not three](https://longform.asmartbear.com/two-big-things/) (2014-01-07)
- [More money if you do, more money if you don’t](https://longform.asmartbear.com/more-money/) (2014-01-07)
- [Stop chopping yourself to pieces](https://longform.asmartbear.com/stop-chopping-to-pieces/) (2013-12-30)
- [Ho Rudolph](https://longform.asmartbear.com/ho-rudolph/) (2013-12-24)
- [The Code is your Enemy](https://longform.asmartbear.com/code-is-your-enemy/) (2013-11-05)
- [Imbalanced People](https://longform.asmartbear.com/imbalanced-people/) (2013-10-22)
- [Why I don’t like the LTV metric (LifeTime Value)](https://longform.asmartbear.com/ltv/) (2013-10-07)
- [Sandy Visions](https://longform.asmartbear.com/sandy-visions/) (2013-08-27)
- [COC: A new metric for measuring cancellations in SaaS business models](https://longform.asmartbear.com/coc/) (2013-08-06)
- [Solving the Low-Budget Online Marketing Dilemma](https://longform.asmartbear.com/low-budget-marketing/) (2013-05-14)
- [Bootstrapped CPC rule of thumb: ARPU/25](https://longform.asmartbear.com/bootstrapped-cpc/) (2013-04-29)
- [Reframing “Freemium” by charging the marketing department](https://longform.asmartbear.com/freemium/) (2013-04-16)
- [Startup identity & the sadness of a successful exit](https://longform.asmartbear.com/identity-selling-sadness/) (2013-02-26)
- [“Because that’s the way it’s done” — should a founder listen?](https://longform.asmartbear.com/thats-the-way-its-done/) (2013-02-19)
- [Better for whom?](https://longform.asmartbear.com/better-for-whom/) (2013-02-05)
- [A compass is not a map](https://longform.asmartbear.com/compass/) (2013-01-29)
- [But I know that he knows that I know](https://longform.asmartbear.com/rock-paper-scissors/) (2012-11-27)
- [The rise of the “successful” unsustainable company](https://longform.asmartbear.com/unsustainable-companies/) (2012-10-23)
- [“ROI” is the wrong way to sell your product](https://longform.asmartbear.com/roi-selling/) (2012-10-10)
- [A life-changing challenge guided by Pascal’s Wager](https://longform.asmartbear.com/pascals-wager/) (2012-07-31)
- [What a startup does to you. Or: A celebration of new life](https://longform.asmartbear.com/startup-life/) (2012-07-17)
- [The “Convergent” theory of finding truth in darkness](https://longform.asmartbear.com/good-startup-ideas/) (2012-06-26)
- [How do I know where to advertise?](https://longform.asmartbear.com/begin-advertising/) (2012-06-05)
- [The mid-market briar patch](https://longform.asmartbear.com/mid-market/) (2012-05-22)
- [How do I stop “analyzing” and pick between two good choices?](https://longform.asmartbear.com/business-tiebreaker/) (2012-05-08)
- [Which is better: Many customers at low price-point or few at high price?](https://longform.asmartbear.com/price-vs-quantity/) (2012-05-01)
- [Intense Asymmetry and Self-Flagellation](https://longform.asmartbear.com/feelings-of-inadequacy/) (2012-03-20)
- [Learn by Copy](https://longform.asmartbear.com/learn-by-copy/) (2012-02-28)
- [Scars](https://longform.asmartbear.com/scars/) (2012-01-31)
- [What is the value of one hour of a startup founder’s time?](https://longform.asmartbear.com/value-time/) (2012-01-10)
- [When being “first” is not a competitive advantage](https://longform.asmartbear.com/first-competitive-advantage/) (2011-12-19)
- [Hiring Employee #1](https://longform.asmartbear.com/startup-hiring-advice/) (2011-12-12)
- [Easy to criticize, hard to create](https://longform.asmartbear.com/criticize-create/) (2011-12-05)
- [The full story of “the one important thing” for startups](https://longform.asmartbear.com/one-priority/) (2011-10-03)
- [Ballad of The Lean Startup](https://longform.asmartbear.com/lean-startup-ballad/) (2011-09-26)
- [When being an “expert” is harmful](https://longform.asmartbear.com/expert-harmful/) (2011-08-29)
- [Being who you are, while becoming better](https://longform.asmartbear.com/be-yourself/) (2011-08-22)
- [10 things I’ve never heard a successful startup founder say](https://longform.asmartbear.com/successful-founders-dont-say/) (2011-08-15)
- [Startup Weekend pep talk: It ain’t the code](https://longform.asmartbear.com/startup-weekend/) (2011-07-25)
- [On the (un?)importance of design](https://longform.asmartbear.com/design/) (2011-06-13)
- [Do I dare call bullshit aloud? Do you?](https://longform.asmartbear.com/call-bullshit/) (2011-05-09)
- [Never say “no,” but rarely say “yes.”](https://longform.asmartbear.com/say-yes/) (2011-04-25)
- [Our unhealthy fixation with emulating #1](https://longform.asmartbear.com/copy-number-one/) (2011-04-04)
- [Specificity: A weapon of mass effectiveness](https://longform.asmartbear.com/specificity/) (2011-03-28)
- [Startup Exercise: What can’t be solved with money?](https://longform.asmartbear.com/startup-money/) (2011-03-21)
- [When you want to quit because it’s just not worth it](https://longform.asmartbear.com/startups-emotionally-draining/) (2011-02-28)
- [The unfortunate math behind consulting companies](https://longform.asmartbear.com/consulting-company-accounting/) (2011-02-07)
- [Color Wheels are wrong? How color vision actually works](https://longform.asmartbear.com/color-wheels/) (2011-01-31)
- [Marketing Platform Independence](https://longform.asmartbear.com/marketing-platform-independence/) (2010-11-29)
- [Reputation isn’t as powerful as you imagine](https://longform.asmartbear.com/reputation/) (2010-10-25)
- [If you build it, they won’t come, unless…](https://longform.asmartbear.com/startup-marketing-ideas/) (2010-10-11)
- [Yes, but who said they’d actually BUY the damn thing?](https://longform.asmartbear.com/customer-validation/) (2010-08-09)
- [Real Unfair Advantages](https://longform.asmartbear.com/unfair-advantages/) (2010-07-19)
- [Human + Fallible = Love; Corporate + Sterile = Refund](https://longform.asmartbear.com/authentic/) (2010-06-28)
- [Out of the cesspool and into the sewer: A/B testing trap](https://longform.asmartbear.com/local-minimum/) (2010-06-21)
- [The Pattern-Seeking Fallacy](https://longform.asmartbear.com/pattern-seeking-fallacy/) (2010-06-14)
- [Telling the 800-lb Gorilla to Shove it up his Ass](https://longform.asmartbear.com/competing-big-companies/) (2010-05-31)
- [Tech Support is sales](https://longform.asmartbear.com/tech-support-is-sales/) (2010-05-17)
- [Not disruptive, and proud of it](https://longform.asmartbear.com/disruptive/) (2010-04-12)
- [Maybe not so much with the “optimization”](https://longform.asmartbear.com/creativity-over-optimization/) (2010-04-05)
- [A butterfly flaps its wings and you make a sale](https://longform.asmartbear.com/butterfly-effect/) (2010-03-22)
- [The true meaning of common idioms](https://longform.asmartbear.com/idioms/) (2010-03-15)
- [Employed with a side of startup](https://longform.asmartbear.com/working-startup/) (2010-03-08)
- [Pick one and own it](https://longform.asmartbear.com/one-benefit/) (2010-03-01)
- [Enough with the “expert” guilt](https://longform.asmartbear.com/expert-distraction/) (2010-02-22)
- [Sunk Costs: An invisible, pervasive peril](https://longform.asmartbear.com/sunk-costs/) (2010-02-15)
- [Rude Q&A: The constructive devil’s advocate](https://longform.asmartbear.com/devils-advocate/) (2010-02-01)
- [A Tradeshow Checklist, born of experience](https://longform.asmartbear.com/tradeshow-tips-checklist/) (2010-01-25)
- [Impostor Syndrome: Why I felt like a fraud, and how I overcame it](https://longform.asmartbear.com/impostor-syndrome/) (2010-01-18)
- [Rich vs. King in the Real World: Why I sold my company](https://longform.asmartbear.com/rich-vs-king-sold-company/) (2009-10-19)
- [Discover what’s blocking sales with less than a day of work](https://longform.asmartbear.com/more-sales-customer-feedback/) (2009-09-28)
- [Put down the compiler until you learn why they’re not buying](https://longform.asmartbear.com/put-down-the-compiler/) (2009-09-21)
- [If Kindergarten were like Social Media Marketing](https://longform.asmartbear.com/social-media-marketing/) (2009-09-07)
- [You’re a little company, now act like one](https://longform.asmartbear.com/little-company/) (2009-08-31)
- [Business Advice Plagued by Survivor Bias](https://longform.asmartbear.com/survivor-bias/) (2009-08-17)
- [Darwinian advice for “Going Viral”](https://longform.asmartbear.com/going-viral/) (2009-08-03)
- [Sacrifice your health for your startup](https://longform.asmartbear.com/sacrifice-your-health-for-your-startup/) (2009-06-29)
- [Letters to Joel Spolsky](https://longform.asmartbear.com/letters-to-joel-spolsky/) (2009-06-16)
- [Too small to fail: How startups can grow in recessions](https://longform.asmartbear.com/startups-in-recessions/) (2009-06-08)
- [Communicating Values: Show, don’t Tell](https://longform.asmartbear.com/show-dont-tell/) (2009-05-18)
- [How to get customers who love you even when you screw up](https://longform.asmartbear.com/customer-love/) (2009-04-13)
- [Easy statistics for A/B testing and hamsters](https://longform.asmartbear.com/ab-testing-statistics/) (2009-04-06)
- [How much of success is luck?](https://longform.asmartbear.com/lucky/) (2009-03-30)
- [Double your productivity without more work or stress](https://longform.asmartbear.com/double-your-productivity/) (2009-03-09)
- [High-concept pitches are not your friend](https://longform.asmartbear.com/high-concept-pitch/) (2009-02-23)
- [Ignoring the Wisdom of Crowds](https://longform.asmartbear.com/wisdom-of-crowds/) (2009-01-11)
- [Distinguishing constructive criticism from bad business advice](https://longform.asmartbear.com/bad-advice/) (2008-12-29)
- [Your idea sucks, now go do it anyway](https://longform.asmartbear.com/your-idea-sucks-do-it-anyway/) (2008-12-22)
- [Breaking the Rules](https://longform.asmartbear.com/breaking-the-rules/) (2008-12-17)
- [Standing out from the noise](https://longform.asmartbear.com/standing-out-from-the-noise/) (2008-12-12)
- [Bed, Bath, Linens, Things, Beyond, and More!](https://longform.asmartbear.com/and-more/) (2008-11-29)
- [Strong opinions, somewhat weakly held](https://longform.asmartbear.com/strong-opinions-weakly-held/) (2008-11-20)
- [The leading provider of meaningless marketing solutions](https://longform.asmartbear.com/the-leading-provider/) (2008-11-11)
- [Love the messenger](https://longform.asmartbear.com/love-the-messenger/) (2008-11-01)
- [Is it OK to Sucks?](https://longform.asmartbear.com/is-it-ok-to-sucks/) (2008-10-21)
- [Procrastinate for Success!](https://longform.asmartbear.com/procrastinate/) (2008-10-17)
- [Software Quality Mortgage](https://longform.asmartbear.com/software-quality-mortgage/) (2008-09-08)
- [Hello, I’m 1074018628](https://longform.asmartbear.com/hello-support/) (2008-08-07)
- [Limiting Options](https://longform.asmartbear.com/limiting-options/) (2008-04-21)
- [The “Opposite Test”](https://longform.asmartbear.com/opposite-test/) (2008-04-06)
- [Discount gambit](https://longform.asmartbear.com/discount-gambit/) (2008-03-22)
- [Tell me a story](https://longform.asmartbear.com/tell-me-a-story/) (2008-02-06)
- [Outside-In](https://longform.asmartbear.com/outside-in/) (2007-12-25)
- [You’re a real company when…](https://longform.asmartbear.com/real-company/) (2007-04-20)
- [Guy in a bear suit](https://longform.asmartbear.com/guy-in-a-bear-suit/) (2007-04-09)
- [Selling to the Bottom](https://longform.asmartbear.com/selling-to-the-bottom/) (2007-01-25)
- [Idiot! Buying SmartBear.com](https://longform.asmartbear.com/idiot-buying-smartbear-com/) (2007-01-24)