Grit19 Loka 2020

B2B General Manager of Calm, Jim Herbold: Describing ‘Unicorn Meat’

Jim Herbold played an instrumental role in scaling Box, growing the company from $600k to $200m over the course of seven years — only to pivot and leave the company a year before their IPO.

In this episode of Go to Market Grit, Joubin and Jim discuss Jim’s background and role at Box, his new position at mental fitness app Calm, and the real meaning of “unicorn meat.”

In this episode of Go to Market Grit, we cover:

Why Jim prefers hyper collaboration over autonomy when building companies.
Box’s unique market position, which allowed the company to skyrocket their sales without much competition.
The true meaning of the acronym OFB — something all growing businesses should take to heart.
Jim’s reasoning for taking Box from $600k to $200m of ARR, and leaving one year before their IPO. Jim also explains how he lasted so long at Box.
Why it’s important to hire a great team, built with people who are more talented than you.
Why egoless leadership is next to impossible, but reducing the amount of ego that you bring to the table is attainable.
The meaning of “unicorn meat” — including customer inputs, self disruption, dirty fingernails, small doses of structure, cultural cohesion, BHAGs, testing, a Goliath opponent, banter, only A-plus lieutenants, and KPIs.
The idea that there’s often more to learn in your losses than your wins in the early days of company building.
Jim’s philosophy that if you’re doing things in six months like you’re doing them today, you’re doomed for failure.
Jim’s current rolle at meditation app Calm, and how he is working to take the company from a B2C product to B2B.

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