When Intuit acquired Demandforce for $424 Million, the writers at Recode observed “to say that Demandforce had been flying under the radar had been putting it mildly.” But this was a deliberate strategy by CEO Rick Berry. While their competitors focused on fundraising and getting attention in the tech press, Demandforce focused on its customers and ignored the startup echo chamber. As long as they kept crushing their numbers, why let the world in on its secrets and invite competitors?
These founders personify an important idea for startups: Attention is only valuable to a company if it contributes to the mission of the company. Otherwise, PR and the spotlight can cause more harm and distraction than good.