Jeff Horing

sourcing.

And then the focus was going to give you both an ability to source better because you knew where to look, you knew what magazines to read, you knew what trade shows to go to, all that lent itself to the same.

But it also gave you a chance to think about how do I add more value to the companies I invest in?

And we were the lead investor in almost everything we did.

These were kind of bootstrap businesses that didn't have partners.

And I wanted to be helpful to the founders.

And most of the founders were technical by background and didn't really have

That Oracle sales DNA that was really the cutting edge of what B2B software was back then.

We started to build some network of people who knew how to do that and ultimately brought some of those folks in-house.

And one of my first hires as a partner was somebody who was president of one of my companies, who's one of the best sales guys I'd ever met.

That was the thesis.

Focus, sourcing, value add by being the best at what we could be.

And obviously the world's changed a lot since then, but those core ingredients are still 100% Insight.

How is it evolved?

Chapter one is me and my partner then.

Chapter two is I hired three associates, one out of Summit, Mike Triplett, which was a big decision and brought me concrete.

I've been there, done it at the best of the best.

my partner, Jeff Lieberman, and one other partner.

And so they started doing it too.

And Mike was, for him, it was second nature because he'd been doing it his whole career, which wasn't very long at the time.