Acknowledgments I would like to express my gratitude to the many people who helped to support this project; to all those who talked things over with me, read, wrote, offered comments, allowed me to “quote” their remarks, and assisted in the editing, proofreading, and design. I would like to thank Ally Denton for the excellent copywriting work done (especially over the holidays), Melanie Picard for cracking the whip as project manager, and Daniel Acuff for his judicious proofreading. Thanks to Julia Barrett for working through initial concepts of the book with me and Ludovic Ulrich for inspiring me to write it — without the both of you this book might never have found its way to completion. A special thanks to Aaron Ross and Jason Lemkin who graciously contributed chapters from their upcoming book, From Impossible to Inevitable. I have known Aaron since the early days at Salesforce and Jason from his early days at EchoSign. Both have been great friends and inspiring mentors over the years for the SaaS community at large. Last and not least: I want to sincerely thank all of my friends who have contributed their wisdom and experiences to this book — Tien Tzuo, my original mentor at Salesforce; Judy Loehr, for onboarding me at Salesforce and continuously championing the AppExchange ecosystem as much as I did; Elay Cohen, the most engaging sales productivity guru I know; Mike Wolff, the sales guy everyone respects, and honorary Canadian; Melinda Gonzalez, for her pioneering work at Salesforce and willingness to contribute to this book; Greg Poirier, startup advocate, advisor, and mentor; and Amanda Nelson for jumping in with both feet after a 10-minute conversation at Dreamforce. Mike Kreaden San Francisco