In this episode, Stan speaks with Mark Gainey, a highly successful tech entrepreneur who has built two prominent companies, Kana Software and Strava. Mark shares his journey from learning the art of persuasion and negotiating in the business world to managing a global fitness app with over 125 million users. We dive deep into the pivotal moments of his career, including his early experiences at TA Associates, his enduring partnership with co-founder Michael Horvath, and the critical decisions that shaped Strava's success. Gain insights into effective communication, raising venture capital, handling board conflicts, and internationally expanding a business. Whether you're an aspiring entrepreneur or a seasoned professional, Mark's experiences and lessons are invaluable.

0:00 - Mastering the Art of Persuasion
0:25 - Introducing Mark Gainey: Tech Entrepreneur
1:19 - Early Career and Lessons Learned
1:51 - The Power of Cold Calling
4:21 - Meeting Co-Founder Michael Horvath
7:33 - Founding Kanna Software
9:35 - The Importance of Formal Agreements
12:14 - Pivoting to Success
17:00 - Starting Strava: A New Venture
18:50 - Building a Trusted Consumer Brand
20:30 - Strava's Unique Customer Stories
22:10 - Effective Communication with Co-Founders
26:16 - Raising Capital for Strava
28:46 - Navigating the Negotiation Process
29:43 - The Importance of Choosing the Right Partners
30:43 - Series B Funding and Unique Challenges
32:52 - Aligning Interests with Investors
37:28 - Board Conflicts and Leadership Changes
40:54 - Strava's Financial Turnaround and Paywall Strategy
52:31 - International Expansion and Cultural Nuances
56:33 - Book Recommendations and Final Thoughts

Host Stan Christensen has spent his career working as a professional negotiator in a variety of arenas. He has also taught a popular course on negotiation at Stanford University for over twenty years.

#Negotiation #markgainey #winning