Hackers and Hustlers
Every year when people start applying to Techstars (now in 3 cities!), I get emails and phone calls asking for my advice.
I always ask the same question, “Do you have a Hacker and a Hustler?”
Sometimes, I get the response, “Im both.”
To which I suggest that they rethink their application. Its nearly impossible for a single founder to have much success building his startup, let alone getting through a program like Techstars (or Y-Combinator or any of the dozens of others). One person can not do it all. Its really that simple.
What do I mean by a Hacker and a Hustler?
A Hacker is more than a code monkey, who can quickly build software and find interesting ways to hack together code. Thats a developer. Thats someone who is definitely an important part of a startup, but not critical to its success. A Hacker is someone who looks the problem, and solves it in a unique and special way. A Hacker finds the process of problem solving exciting and interesting, and spends the majority of their time looking at the problem in multiple ways, finding many potential solutions.
Often the Hacker is a coder, but not always the best coder you have on your team. Nate and Natty, of Everlater, are decent coders at best. In the last couple of years, they have taught themselves, by trial and error, how to code. I would imagine if you asked either one of them if they considered themselves amazing developers, they would probably indicate otherwise. But as Hackers? They are amazing.
A Hustler on the other other hand is a relationship builder. Someone who can build direct relationships with their customers. They arent really promoters, although they do a lot of promotion. They arent salespeople, although they do a lot of selling. They are passion people. They have the ability to articulate their passion clearly and in a way that gets other people equally passionate.
A true Hustler can get people using their product, or raise money, with little to no capital expenditure. Any one can run a Google Adwords campaign, or buy a billboard. Only a Hustler can get you to love their product in a way where you will speak passionately about it to your friends. A true Hustler is patient zero in a viral campaign.
My favorite young Hustler is Garry Tan of Posterous. Their recent campaign about switching from “dying” services to Posterous is genius, and a great example of the Hacker/Hustler dynamic. To figure out how to import data from one system to another is never easy, yet Posterous has hacked together some great importers. Rather than just releasing an “All-in-One” importer, Garry decided to release one a week, and build some noise around it. Not only has their been noise, but Posterous’ growth has been reported on (since they are self-proclaimed not dying) several times.
Was it just Garry’s idea? I would guess that with investors/advisors like Tim Ferriss, Chris Sacca, Paul Graham and others that it may have originated from the larger group, but his execution of it has been perfect.
A Hacker and a Hustler. Every great startup has a pair. Woz and Jobs are probably the most successful Hacker and Hustler tandem out there, there are thousands.
Ask yourself, as you begin down the path of building a great startup, are you a Hacker or a Hustler? Does your team have both pieces?
If you lack one or the other, your ability to be successful greatly diminishes.
(BTW: A topic for another post, but a company doesnt need a Hacker and a Hustler forever. Its why most startups see at least one founder leave.)
Related articles by Zemanta
- YC Founders at Work Interview: Posterous (ycombinator.posterous.com)
- Learning To Program (feld.com)
- What I learned at Angel Boot Camp and Techstars demo night (gabrielweinberg.com)
- How to Create Your Own Real-World MBA – II (fourhourworkweek.com)
Popularity: 46% [?]
View Comments to “Hackers and Hustlers”
Trackbacks/Pingbacks
- Hackers And Hustlers » News, Hacker, View, Comments » Tjoozey Labs Development - tjoozey.com
- Finding the Right Co-Founder for Your Startup « Coworking Congress
- Finding the Right Co-Founder for Your Startup | Tech News Ninja
- ArticleSave :: Uncategorized :: Finding the Right Co-Founder for Your Startup
- Are you a Hacker or a Hustler?
- Finding the Right Co-Founder for Your Startup « gabriel catalano | in-perfección
- Yes, You Need a Co-Founder — giffconstable.com
- Finding Technical Cofounders Is Hard | Robby Grossman
Love it! And if you've got a third person, he/she had better be a god of UX. The name doesn't begin with “H,” but it's no less true. Sign up a hacker, a hustler, and a UX genius…and the rest is details.
Yeah, a UX person would be a huge win. Next Big Sound is a great example of
having all three…
Great post. Couldn't agree with you more. However for a third person, I would go with a support person. Once you get some customers, its hard to hack and hard to hustle because the customer has to be taken care care of and the product has to be taken care of (especially if its has been hacked :) ). A support person gives you the freedom to continue hacking and hustling while maintaing a great customer experience.
Interesting. Often support folks are the last people hired. There is the
difficulty as you grow of allowing enough time to hack and hustle. You and
Ari did a great job of it!
Thanks for the props, Micah! Really appreciate the shout out — especially from a true hustler like yourself.
Credit where credit is due though — my cofounder Sachin and our new VP of Marketing Rich Pearson are the true drivers of the campaign, and it has moved the needle for us no doubt. =)
Ah…a marketing dude! Those are always helpful. I figured Sachin had a big
part of it… :) glad to see you guys rocking it out…just remember who met
with you guys early on in a Starbucks in SF! <GRIN>
Very thought provoking. Thanks for the post. It leads me though to wonder, how does one go about telling startups that you are a “hacker” for hire and that you will benefit them in the way you've described? I fear that many in the hiring or partnering position may think the #1 thing they need is a developer, and that revealing you are a hacker, or as I prefer to say, product development focused instead of code development focused, may turn them off and lead them to believe you are simply under-skilled.
I dont think a hacker is a product person vs. a coder. Its more of a
mindset. I have worked with great Hackers who are also great coders. Its the
ability to see the future, and have the enjoyment of working on the solution
for hours and hours on end.
I would do what is always the best thing when it comes to startups: show
your successes and failures.
Micah, I think this is an exceeding valuable post. As reporters, my partner and I covered scores of events with VCs and successful entrepreneurs. One message that was consistent among the discussions was your point: Companies are built by partners with different skills, not single individuals. I believe that a founder needs a certain amount of balls to tackle the impossible, but at the same time that person needs a dose of meta-knowledge, or knowing what they don't know/aren't good at. Your post is the best expansion on this bullet point I've read in a long time.
Hacker just gets shit done… I don't care if it's kept together by staples and tape. Hacker can prove that a concept is viable.
Hustler makes the right connection… dials to the top of an organization and lands lunch with the decision maker.
As a former startup “hustler,” I couldn't agree more!!!
Good post and worth the read! Thanks Micah
I thought a hacker puts captions on pictures of cats?
Hey Micah,
Great post and couldn't agree more. I'm also embarrassed to say that I often fall into the “I'm both category”. I'm out there hustlin, but more often than not, when I come up with an idea I end up coming back and programming it. I think I need to go find my hacker to be part of the dynamic duo!
FYI I just posted this on hacker news … great post!
Thanks dude. I agree with you…I've always wished you could find a partner in crime, since then there would be no stopping you!!
Best way to describe what is needed in a startup. Love it Micah! Subscribing to this blog in 3..2..1..
A bloody good post, you hit the nail on the head. First time here, found it via hackernews…. where's that rss… aha, got it.
It's all about the hustle!
Hahaha ++
lol
sure, we don't hear of as many single founder successes. it's just more difficult and takes longer for one person to accomplish the roles of two people. yet when one person does do it all, what does it imply what they could do with a penny of funding and a few extra hearts and minds to help.
it's a blessing if you can find the right co-founder.
shit happens, and the clock never stops ticking. nothing should get in your way.
hthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhvvvvhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhvvvvhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhvvvvhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhvvvvhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhvvvvhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhvvvvhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhvvvvhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhvvvvhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhvvvvhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhvvvvhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhvvvvhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhvvvvhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhvvvvhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhvvvvhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhvvvvhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhvvvvhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhvvvvhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhvvvvhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhvvvvhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhvvvvhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhvvvvhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhvvvvhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhvvvvhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhvvvvhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhvvvvhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhvvvvhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhvvvvhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhvvvvhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhhthyhyhvvvvvv
I think you kinda butchered the term “hacker” there. The article seems pretty spot on, except I don't think that's the right term for that kind of coder. I would say real hackers are a subset of the group you described. They have esoteric knowledge, are very good at coding (or at hardware stuff), and they actually *hack*.
I point this out because I fit your description of “Hacker”, yet I'm not a hacker, capitalised “H” or not.
Im a big fan of the third definition, http://hac.im/cpVuYy – “*a programmer
for whom computing is its own reward*” – its someone who enjoys solving
problems in unique ways.
Micah, this is an awesome post. If you don't mind, I'm stealing the terms hustler and hacker with respect to early startup teams from now on. :)
I've been talking and writing for a while now about the need for more than one founder but I've been unable to clearly describe those early roles. I had a sense of what they were but I couldn't really find the right way to describe them. I consider myself a hacker, but I've been unable to describe the “other” that's needed. I've invariably described it as “the business person” and the “technical person” but not only is that vague, it's not even correct and doesn't get to the true core of what's needed. You hit the nail on the head with the two roles you describe, the Hustler and the Hacker.
It's not just a matter of time though. There are virtues to multi-founders beyond just division of labor. Not only that, the moral burden of being a sole founder can be pretty crushing at times. Even the most die-hard and tenacious entrepreneur can lose heart when they're in it alone.
There is even some research showing that single founder companies are much less likely to succeed than multi-founder companies by a significant margin.
As a fellow entrepreneur whose had to do a lot of work on my own, I share your pain. I think one of the primary jobs of the sole founder should be to find the “other”, the compliment to your skills that Micah outlines in this post. If you're a hacker, find a hustler, and if you're a hustler find a hacker. People that excel at either role do share one trait that makes it easier to pick them out from the crowd of startup wannabes: they get shit done.
Thanks dude. The terms are yours… :) I will say hackers are harder to find
than hustlers. If you ever come to Boulder, look me up, we are always
looking for great hackers…
some learn to find pleasure in pain to own persistence as a weapon.
yes, it's easier, less stressful, lighter burden, more efficient, much fun,
and very attractive to have co-founders build a business.
the time to market doesn't hit pause so you can wait to find a co-founder
and funding. these internet technologies don't build themselves yet and the
break-neck pace of innovation permits todays idea to become tomorrows
acquisition.
what was said was to not let those people alone in a basement get deviated
from a vision because they don't have a hustler to sell it for them, or vice
versa.
the dna and cohesion of a strong co-founding team typically gets created
through proximity. if your not in proximity of a tech community or network,
odds are against you already. that shouldn't prohibit anyone from executing
an opportunity, or at least getting it started.
Great way of breaking it down. Thousands have said the same before, but your differentiators (coder vs. hacker) seems right on. I'll have to keep this in mind for all future ventures!