In this episode, Stan speaks with Mark Gainey, a highly successful tech entrepreneur who has built two prominent companies, Kanna Software and Strava. Mark shares his journey from learning the art of persuasion and negotiating in the business world to managing a global fitness app with over 125 million users. We dive deep into the pivotal moments of his career, including his early experiences at TA Associates, his enduring partnership with co-founder Michael Horvath, and the critical decisions that shaped Strava's success. Gain insights into effective communication, raising venture capital, handling board conflicts, and internationally expanding a business. Whether you're an aspiring entrepreneur or a seasoned professional, Mark's experiences and lessons are invaluable. 0:00 - Mastering the Art of Persuasion 0:25 - Introducing Mark Gainey: Tech Entrepreneur 1:19 - Early Career and Lessons Learned 1:51 - The Power of Cold Calling 4:21 - Meeting Co-Founder Michael Horvath 7:33 - Founding Kanna Software 9:35 - The Importance of Formal Agreements 12:14 - Pivoting to Success 17:00 - Starting Strava: A New Venture 18:50 - Building a Trusted Consumer Brand 20:30 - Strava's Unique Customer Stories 22:10 - Effective Communication with Co-Founders 26:16 - Raising Capital for Strava 28:46 - Navigating the Negotiation Process 29:43 - The Importance of Choosing the Right Partners 30:43 - Series B Funding and Unique Challenges 32:52 - Aligning Interests with Investors 37:28 - Board Conflicts and Leadership Changes 40:54 - Strava's Financial Turnaround and Paywall Strategy 52:31 - International Expansion and Cultural Nuances 56:33 - Book Recommendations and Final Thoughts Host Stan Christensen has spent his career working as a professional negotiator in a variety of arenas. He has also taught a popular course on negotiation at Stanford University for over twenty years. #Negotiation #markgainey #winning