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Matfield: That s a good question I tried to stand in the shoes of somebody who didn t know Wise particularly well and who did not know this issue very well So I tried to make the scripts as self-explanatory as possible and to make the path, you know, for a user, as simple as possible Mostly by adding a lot of comments to guide the user through customizing it to package their own product So it was focused, and self-explanatory, and it looked professional, and it was customer-centric rather than programmer-centric I didn t really know if I had the solution they all wanted when I first released it, and I was actually quite nervous about the idea of working as a solution provider to programmers I thought the programming community would actually be quite demanding, you know The programmers that I had interacted with were quite pragmatic.

I can t tell you how hard it was to get a bad review. It just tore the company apart if somebody wrote a bad review about TiVo and we read it. Oh God. How can we deal with this It was a gut-wrenching time for the company. As everyone started to review it, some people liked it, some people didn t. But at the end of the day, it worked out just fine.

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Livingston: Back to your first customers were there any features you were surprised they wanted as they started using it Ramsay: The thing that really got them was pausing live TV That was the hook You go, Blah blah blah and it can pause live TV They d look at you and go, Wait a minute Pause live TV How do you do that Well, technically, you do it this way and that way That doesn t work You can t pause live TV It s live! We couldn t get people to understand it We d say things like, It s not like the actors take a break or anything You pause live TV.

Then you d show it to them, and we got pretty good at this after a while, where we d surprise them with this and we d pause live TV and you could see them going, Wow I never thought that would ever be possible So that was a big catalyst Once people got that idea, they realized it was something really different The other things that people wanted to do and I don t know if it was because we did it and then they liked it or if it was because they asked for it and then we did it but this idea of a season pass or a wish list where you just put in something a very small amount of information saying, I want this and, for the rest of your life, you get it.

So if you want to see The Sopranos and you want it every week, you do a Season Pass, and that Season Pass will look out for The Sopranos every time it s broadcast It s clever enough not to get any repeats, so you only get the real one And it s clever enough to deal with times changing and durations changing So if you have a season finale that lasts two hours, TiVo will automatically figure that one out People loved this idea of Get me a Season Pass, and then they can forget about it We expanded that to WishList, which says, Get me all the Martin Scorsese movies, or stuff like that Clint Eastwood westerns Those were very attractive to people, and over time it became pretty clear that this was something very new and different.

So I was quite afraid I thought actually I was going to see a really tough crowd and I found quite the opposite Which surprised me People were very grateful for this solution My philosophy was that an outstanding company is built through outstanding customer service, which is an old adage that came from Tom Peters book that he wrote called In Search of Excellence back in the 80s So I figured that out, I ll do whatever it takes to support my customers and to just build a product that was clean and easy to use I didn t see myself selling a product, I saw myself selling a solution So the key was to be there to help people through any problems that they had And there was an educational component I was enjoying talking to people on the phone.

Livingston: Tell me a little bit about times that you were most worried about.

Ramsay: The Replay thing was definitely an interesting case in point. We were on parallel paths, and it was a bit of a mystery to us how we managed to get on parallel paths. We kept hearing rumors about them, and I m sure they heard rumors about us. They went out with a very different proposition. Theirs was much more techie. They had no monthly fees; you bought a box. They were really scrappy. We were kind of taking the high ground, and they were down there doing all the dirty tricks to try to compete with us. During that time, both their CEO and myself were getting interviewed by the press, and they had us doing photo shoots together with dueling remote

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