Index

Accenture, 193

accountability, 184

affinity marketing, 46–47

Airbnb, 155, 171

Akamai, 62

Alba, Jessica, 88–90

Alibaba, 128–129, 159

Alphabet, 19

Amazon, 5

Amazon Web Services, 15, 73–74, 80, 133

American Specialty Foods, 131

Amicus, 125, 139, 212

APCO Worldwide, 118–120, 138, 139

Apple, 17, 154

AppNexus, 58–60, 65–66, 74, 220–221

ARC Document Solutions, 129–130

Arnold & Porter, 118

Arvai, Peter, 127

asset-light businesses, 94–95

autocratic behavior, 80

Bai Brands, 4–5, 32, 41–42, 48, 52

customer dynamic at, 39

Bain Capital, 104

Bank of America, 47

Benchmark Capital, 190–191

Ben & Jerry’s, 6, 93, 97, 99, 222–223

Berners-Lee, Tim, 62

Berta, Norbert, 15, 64, 77–78, 195–196

Bezos, Jeff, 5, 73

Bischof, Chris, 137

Black, Benjamin, 73

Blakely, Sara, 5, 62

Blecharczyk, Nathan, 171

Blumberg, Matt, 45, 52

Bonfigli, Mark, 69–70, 71, 80, 222

Box, 113

Bradley, Bill, 41

Breitman, Steve, 15, 35

Briggs, Katharine, 22, 236

Brin, Sergey, 18

Bristol-Myers Squibb, 20

Brulant, 40–41

buffers, delegating to, 84–85

Builder Personalities, 3–7. See also Captains; Crusaders; Drivers; Explorers

in action, 17–19

as animating force, 2

archetypes of, 243–248

benefits of understanding, 12–14

challenges facing, 1–2, 10

choosing collaborators for, 153–174

as controllable factor in success, 3

cross-type learning for, 22, 211–230

determining yours, 8–9

financial sponsors and, 187–204

growth dynamics and, 10–12

hiring/recruiting and, 175–186

hybrids, 235–236

polar complements of, 22, 162, 215–217, 237

research methodology on, 13, 20–23, 231–241

snapshots of, 208–210

talent management and, 184–186

Builder Personality Discovery (BPD) quiz, 8–9, 188

limitations of, 234–236

Capital One, 20

Captains, 7, 118–147

archetype of, 248

blueprint for, 146–147

as corporate builders, 126–127, 132–133, 201–203

as Crusader cobuilders, 168

customer dynamic and, 129–131

decision making by, 168–170

as Driver cobuilders, 164

elevate and delegate strategies for, 140–145

expert strategy for, 225–227

as Explorer cobuilders, 165–166

foundational expertise of, 214

gifts and gaps of, 138–140, 210

Hewlett and Packard, 19

hiring and, 182–183

how they engage, 120–138

as master builders, 226–227

profile of, 119

scale dynamic and, 135–138

solution dynamic and, 121–124

sponsor dynamic and, 131–135

sponsor selection for, 200–204

team dynamic and, 124–127, 182–183

career stages, team members and, 176–177

Cawley, Charlie, 15, 46–47

Cell Phone Personality Typology, 239–240

Cenergy International Services, 143

Center for Creative Leadership, 110

Central European Advisory Group, 37–38, 228–229

Chesky, Brian, 171

Choi, Grace, 15, 62, 80

Citibank, 20

coaches, 215, 221

cobuilders, 153–174

choosing, 160

complexity and number of, 170, 171

conversation versus negotiation with, 172–174

decision making and, 159–170

issues to discuss with, 173

level of equality among, 157

management with, 159–160

relationship with, 155–157

Coester, Brian, 75–76, 78–79, 84

CoesterVMS, 75–76, 78–79

Cohen, Ben, 15, 99, 107, 108, 222–223

collaboration, 14

Captains and, 124–127, 182–183

choosing collaborators for, 153–174

Crusaders and, 91, 180–182

Drivers and, 177–179

Explorers and, 179–180

recruiting for, 175–186

complacency trap, 144

consensus, Captains and, 139–140, 142–143

control

Drivers and, 17, 31, 46, 49

Explorers and, 61, 65, 79, 82, 136–165

conversation, negotiation versus, 172–174

Coopersmith, Mark, 132–133

corporate builders

Captains as, 126–127, 132–133, 201–203

Crusaders as, 96–97, 198–199

Drivers as, 42–43, 191–192

Explorers as, 64–65, 75, 195–196

resources available to, 202–203

strategic alignment and, 189–190

CourseAdvisor, 110

Crossing the Chasm (Moore), 13, 41, 48, 95, 101. See also early adopters

cross-type learning, 15–16, 21–22, 211–230

Crowley, John, 123–124, 125–126, 139, 143, 212

Crusaders, 6–7, 88–117

archetype of, 247

blueprint for, 116–117

as Captain cobuilders, 169

charisma of, 108

as corporate builders, 96–97, 198–199

customer dynamic and, 101–102

decision making by, 166–168

as Driver cobuilders, 163–164

elevate and delegate strategies for, 110–115

expert strategy for, 223–225

as Explorer cobuilders, 165

followers of, 80

foundational expertise of, 214

gifts and gaps of, 107–110, 210

hiring and, 180–182

how they engage, 91–107

loyalty of, 181

Page and Brin, 18

polar complement of, 91

profile of, 89

scale dynamic and, 104–107

solution dynamic and, 93–97

sponsor dynamic and, 103–104

sponsor selection for, 196–199

team dynamic and, 97–100, 180–182

Cuban, Mark, 4, 193

culture, company

Captains and, 7, 120, 124–125, 135–138, 183

Crusaders and, 112

Drivers and, 178

Explorers and, 69, 72, 75

recruiting team members and, 176

Currier, James, 103

customer dynamic

Captains and, 129–131, 140

Crusaders and, 101–102, 113–115

Drivers and, 31, 39–41, 53–54

Explorers and, 70–72

customer segments

Drivers and, 41

Personality-Based Clustering approach to, 30

profitability of, 109–110

scaling across, 10

Cutler, Elizabeth, 153–154

Daltran Media, 36

Dealer.com, 69, 71

decision making, 3, 233

Builder Type pairings and, 160–170

by Captains, 119, 121, 143, 168–170

cobuilders and, 157, 160–170

by Crusaders, 89, 166–168

by Drivers, 29, 162–164

by Explorers, 59, 164–166

Della Femina, Jerry, 77

DiCaprio, Leonardo, 104, 197

DiSC Profile, 13

Dixon, Tom, 36

Doctor On Demand, 44–45, 219

Dorsey, Jack, 15, 92–93

DoubleClick, 60

Dries, Chris, 140–141

Drivers, 4–5, 28–57

archetype of, 245

blueprint for, 56–57

as Captain cobuilders, 168–169

as corporate builders, 42–43, 191–193

as Crusader cobuilders, 166–167

customer dynamic and, 39–41

decision making by, 162–164

definition of success by, 37–38

elevate and delegate strategies for, 50–55

expert strategy for, 217–220

as Explorer cobuilders, 164–165

foundational expertise of, 213

gifts and gaps of, 47–50, 210

how they engage, 31–47

Jobs, Steve, 17

as master builders, 218–220

profile of, 29

recruiting and, 177–179

scale dynamic and, 44–47

solution dynamic and, 32–34

sponsor dynamic and, 41–43

sponsor selection for, 190–194

team dynamic and, 36–39, 177–179

zero-sum games and, 134

Dr Pepper Snapple Group (DPSG), 39, 49

Dstillery, 63–64, 68

early adopters, 41, 50, 53, 70

Crusaders and, 95

Eastside College Preparatory School, 137

elevate and delegate strategies

for Captains, 140–145

for Crusaders, 110–115

for Drivers, 50–55

for Explorers, 81–85

Emmelle, 33–34

empowering others

Captains and, 120–121, 128–129, 138–139

Drivers and, 34, 47

Explorers and, 83–84

Endeavor, 104

Entrepreneurial StrengthsFinder (Clifton and Badal), 240

entrepreneurship

Crusaders and, 106

definitions of, 3, 189

Equinox, 154

Eventbrite, 155

executive coaches, 215, 221

expert builder strategy, 16, 213

Captains and, 225–227

Crusaders and, 223–225

Drivers and, 217–220

Explorers and, 220–223

Explorers, 5–6, 58–87

archetype of, 246

blueprint for, 86–87

as Captain cobuilders, 169

as corporate builders, 64–65, 75, 195–196

as Crusader cobuilders, 167

customer dynamic and, 70–72

decision making by, 164–166

as Driver cobuilders, 163

elevate and delegate strategies for, 81–85

expert strategy for, 220–223

foundational expertise of, 213

gifts and gaps of, 79–81, 210

hiring and, 179–180

how they engage, 61–79

as master builders, 221–223

polar complement of, 91

profile of, 59

scale dynamic and, 75–79

solution dynamic and, 61–65

sponsor dynamic and, 72–75

sponsor selection for, 194–196

team dynamic and, 65–70, 179–180

Zuckerberg, Mark, 18

Facebook, 18

Fairchild Semiconductor, 193

Fidelity, 20

financial support. See sponsor dynamic

Firestone, Marsha, 114–115

Fleiss, Jenny, 6, 104, 105

Folio3, 112

followers

Captains and, 128–129, 142

Crusaders and, 98–99, 104–107

Drivers and, 44, 48

Explorers and, 65–70, 80, 221–223

Friend, Scott, 104

Gebbia, Joe, 171

Genentech, 20

Gilbert, Paul, 121–123, 139, 144

Godiva Chocolates, 32

Google, 18–19, 155

Goyal, Ajay, 84

Great Place To Work Institute, 145

Greenberg, Rick, 40, 49

Greenfield, Jerry, 15, 99, 107, 108, 222–223

growth dynamics, 10. See also customer dynamic; scale dynamic; solution dynamic; sponsor dynamic; team dynamic

Hays, Katherine, 95–96, 97, 98–99, 103, 107, 109

Hewlett, Bill, 19

Hewlett Packard, 19, 155

Highland Capital Partners, 187

hiring and recruiting, 175–186. See also team dynamic

Captains and, 135–138, 182–183

Crusaders and, 98, 104–107, 111, 180–182

Drivers and, 177–179, 219

Explorers and, 179–180

mission-based values for, 107

overhiring, 219

Hogan Assessments, 13

Holmes, Elizabeth, 100, 104, 108

Honest Company, 88–90

Hornthal, Jim, 102

Hsu, Jonathan, 221

Hyman, Jenn, 6, 104, 105

IBM, 40

IgnitionOne, 48

incrementalism, 140, 144

innovation, 140, 144

innovators, 41

Intel, 154

internal rate of return (IRR), 189–190

intuition, Drivers and, 33, 34

Intwine, 36

iSuppli, 67–68

Jackson, Adam, 44–45, 48–49, 219–220

Jiff, 90

Jobs, Steve, 17

Johnson & Johnson, 20, 30

Tylenol, 15, 64, 77–78, 195–196

Jung, Carl, 22

Kawasaki, Guy, 174

Kellner, Peter, 104, 197

Kepler Group, 40, 49

Khan, Umair, 112

Kissinger, Henry, 104

Kocher, Bob, 42

Kraus, Margery, 118–120, 138, 139

Kravis, Henry, 104

Kuenne, Chris, 28–30

Kutcher, Ashton, 41

laissez-faire style, 91

leadership, 3, 234

by Captains, 119, 141–142

by Crusaders, 89

by Drivers, 29

by Explorers, 59

learning, cross-type, 15–16, 22, 211–230

for Captains, 225–227

for Crusaders, 223–225

for Drivers, 217–220

for Explorers, 220–223

strategies for, 213–217

Lee, Mi Jong, 33–34, 48, 227

Leighton, Tom, 62, 80

Lerman, Howard, 32–33, 36–37, 48

Levie, Aaron, 113

Lewin, Danny, 62

Lidow, Derek, 67–68

listening

Captains and, 130–131, 142

by Crusaders, 109, 111–112

lone-wolf approach, 65, 83

Ma, Jack, 128–129, 159

MacIsaac, Sean, 36

Maeder, Paul, 187, 213

management, 3, 233

by Captains, 119, 121, 138

cobuilders and, 159–160

by Crusaders, 89

by Drivers, 29

by Explorers, 59

of talent, 184–186

Margiloff, Will, 48

Massive Inc., 96

master builder strategy, 16, 213–217

Captains and, 226–227

Crusaders and, 224–225

Drivers and, 218–220

Explorers and, 221–223

polar complements and, 215–217

Maximum Games, 104

MBNA, 15, 46–47

McGraw, Phil, 44

McLaughlin, George, 131

Mead, Margaret, 114

MedAvante, 121–123, 139, 144

mentoring, 184

by Captains, 119–120, 141–142

by Crusaders, 112

by Explorers, 82

Microsoft, 20, 154

Mink, 62

Mirapath, 113

Monroe, Cindy, 135–136, 139

Moore, Geoffrey, 13, 41, 70, 95

Morris, Nate, 6, 15, 94–95, 97, 101–102, 104, 109, 197

motivation, 3, 233

of Captains, 119, 120

of Crusaders, 89

of Drivers, 29

of Explorers, 59

recruiting team members and, 176

Myers, Isabel Briggs, 22, 236

Myers-Briggs Type Indicator (MBTI), 13, 238

National Venture Capital Association, 187

negotiation, 172–174

Newell, Derek, 90

NFX Guild, 103

Novazyme Pharmaceuticals, 124

Oakleaf, 95

O’Kelley, Brian, 58–60, 65–66, 74, 220–221

ownership issues, 158

Packard, Dave, 19

Page, Larry, 18

Pagon, Len, 40–41

partners, 153–174

complexity and number of, 170–171

conversation versus negotiation with, 172–174

level of equality among, 157

relationship with, 155–157

PC Construction, 98, 106

Personality-Based Clustering, 20–22, 30, 231–240

personality research, 13, 20–22

personality testing, 236–240

Phillips, Tom, 63–64, 68, 80

Pinkham, Chris, 15, 73–74, 80, 133

Pinterest, 155

Pizzagalli, Angelo, 98, 106

PlayStation, 132

polar complements, 22

master builder strategy and, 215–217

Pompe disease, 123–124, 212

Prepay Nation, 84

Prezi, 127

product-market fit, 190–194

Drivers and, 32–34

product narcissism, 49, 52–53

Rachleff, Andy, 190–191

Raju, Dan, 53

Rent the Runway, 6, 104, 155

Republic Industries, 94

research methodology, 13, 20–22, 231–241

Ressler, June, 143

Return Path, 45

Rice, Julie, 153–154

Richmond Global, 104, 197

Right Media, 58, 65–66

risk, Drivers and, 43

Roberts, Bryan, 85

Rosemark Capital, 113–115

Rosetta, 20–22, 231–240

Rubenstein, Michael, 221

Rubicon Global, 6, 94–95, 101–102, 197

sales cycles, 53–54

Samsung, 20

scale dynamic

across customer segments, 13

Captains and, 135–138

Crusaders and, 104–107

Drivers and, 44–47

Explorers and, 75–79, 79–80

SEBCO Laundry Systems, 35

Seelye, Christina, 104, 105

solution dynamic

Captains and, 121–124

Crusaders and, 93–97

Drivers and, 32–34

Explorers and, 61–65

Sony e-commerce, 132–133

SoulCycle, 153–154

Spanx, 5, 62

Spengler, Laurie, 37–38, 48, 228–229

sponsor dynamic, 187–204

Captains and, 131–135, 200–204

Crusaders and, 103–104, 196–199

Drivers and, 41–43, 54–55, 190–194

Explorers and, 72–75, 194–196

strategic alignment and, 189

Stevenson, Howard, 3, 189

Stone, Biz, 92

Suriyakumar, Suri, 129–131, 134, 226–227

talent management, 184–186

team dynamic, 15

Captains and, 122, 124–127, 138–139, 182–183

Crusaders and, 97–100, 180–182

Drivers and, 5, 36–39, 51–52, 177–179

Explorers and, 65–70, 80, 179–180

recruiting, 175–186

talent management and, 184–186

TED Talks, 127

Theranos, 100, 104

Thirty-One Gifts, 135–136, 139

Titus, Greg, 110, 111

Tradier, 53

Traitorous Eight, 193

trust

Captains and, 121, 142–143, 145

Crusaders and, 109

Drivers and, 38

Twitter, 92–93

Tylenol, 15, 64, 77–78, 195–196

United Silicon Carbide, 140–141

valuation

Drivers and, 54–55

negotiating fair, 191

Venrock, 42, 85

ViVoom, 98–99

Walmart, 94

Warby Parker, 155

Waste Management, 94

WebSphere, 41

Wegmans Food Markets, 94, 101–102, 109

Weiss, Ben, 4–5, 32, 48, 49, 52

customer dynamic and, 39

sponsor dynamic and, 41–42

Women Presidents’ Organization, 114–115

Wozniak, Steve, 17

Yeh, Doris, 113

Yext, 32–33, 48

Young Presidents’ Organization (YPO), 233

Zuckerberg, Mark, 18