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Livingston: Where did you work Graham: In Robert s apartment. His housemate was away that summer, and I moved into his room. Robert used to get up early, whereas I stayed up till four and got up at noon. So we would kind of work a 24-hour schedule. I would write some new code during the night and send Rtm an email saying, OK, we ve got all these new features in my part of the code. Then he would write the corresponding stuff in his part. So we got code written very fast. Livingston: On one computer Graham: Uh, well, there was a large university nearby whose computers we

Livingston: Nearby in Cambridge, Massachusetts Graham: Yes. Livingston: What was the next big turning point after you realized you could

Graham: The next turning point was when we had a working demo when we actually built an online store using our software and you could order from it, and edit it through Netscape. We started Viaweb in the middle of July 95 and I think we had this first demo in early August. Livingston: Who were the first people that you showed the demo to Graham: The first people we showed it to were some potential investors. We

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By this time there were four or five of us working together in the company, and we d moved from the basement into an office building So it was like we were a real company by then Some of these products that tanked, they didn t require a lot of development time, so it was no longer high risk Smolin: OK So, many of my questions really don t apply to you because you re providing not a turnkey application or a vertical solution, but I don t know how we would define it an auxiliary program or function that gets built into something else In this case, the script goes into the Wise installer, or which other installers are you covering now Matfield: We had InstallShield for a while, which we have dropped now MSI is probably half of what we sell.

ultimately decided not to take money from them, because they wanted a majority share of the company for a comparatively small amount of money. But the existence of these potential investors did spur us to write our first version, to get that demo working.

Graham: What we really thought we needed to do was write more software. We were software guys. Maybe someone who knew more about business would be thinking about going and getting customers, but frankly the idea of customers frightened us. We thought, Before we go get any customers, why don t we just write a few more thousand lines of code Livingston: Why were you frightened of customers Graham: Being a sales guy and being a hacker are two very different kinds of

work. We were very comfortable dealing with hacking, but dealing with customers seemed like this terrifying unknown. If it seems strange to you that we were afraid of customers, imagine how the average sales guy would feel about modifying the software running on his laptop. The idea would seem terrifying. Whereas to a hacker, big deal.

Smolin: So you don t have manuals per se or do you Do you provide documentation for your scripts Matfield: We have help CHM files for all of our product Smolin: So what s the mix, would you say now, of product to service Matfield: About 85 percent custom programming and 15 percent product Smolin: So you re still mostly a custom software house Matfield: Well, we weren t initially, but we are now Initially we were basically providing product and supporting that product You know, we would do custom we built and stored customs for people, but it was all very tightly bound around the product, and you know people were coming to us because of the product and then asking for the supporting services around it Smolin: What is your official product support policy Matfield: Well, we at first it was done with no limits.

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