Trae Vassallo, a venture capitalist as well as a former entrepreneur, is an expert in the field. She is a general partner at Kleiner Perkins Caufield & Byers – one of Silicon Valley’s most successful venture firms. Vassallo co-founded Good Technology in 2007, a mobile device firm that was sold to Motorola. Vassallo, a mechanical engineer, began her career designing products for Palm and Dell at IDEO. She holds a bachelor’s degree in mechanical engineering and a master’s from Stanford University. She also has an MBA from Stanford Graduate School of Business. In our interview, Vassallo talks about the evolution of “green tech” investment, the value of networking, and her passion for encouraging more girls to pursue careers as scientists and engineers.
What’s the best piece of advice you ever received?
Like many engineers, I am naturally an introvert. I tend to be more focused on my closest relationships. Many people have told me to be more open and engage with new people throughout my life. This advice has really shaped the course of my career. In 1998, when I was a Stanford GSB student, [KPCB Partner] John Doerr gave a speech on campus. I noticed him stop to pick up some paper. I approached him despite feeling embarrassed and began a conversation with him about mobile technology. This memorable conversation led me to co-found Good Technology. John and his partners were interested in mobile, despite the fact that the majority of entrepreneurs at the time were focused on websites. I would never have known if I had not taken the initiative to introduce myself.
I used to believe that networking was just a way to get to know people superficially. Now, I think of it as looking for ways to make connections with others.
What is the hardest lesson you’ve learned at work?
The end of 2002 was a nuclear winter in terms of the economy. As co-founder of Good and Hardware Product Designer, I was in charge of strategy for the hardware side. I and the management team realized that we needed to stop manufacturing hardware and focus our efforts on software in order to survive. This meant that I lost my job. It’s humbling to go from a founder and be let go. You’re left in a state of shock.
It was a lesson on resilience. I decided to use the experience as a catalyst for change. John Doerr asked me one day what I would do next. I went out of my comfort area. I told him, “I’m not sure, but I am sure I could find something if I help you for a little while at KPCB.” The next thing I knew, I was a KPCB partner and entrepreneur-in-residence.
What advice would you give to other entrepreneurs about how to create a successful business?
Do it early. You can’t put the wrong engine into a car if you don’t get it right on the first try. Second, you must always consider the point of view of your customers. This should be reflected in all of your decisions. As you build your company, you need to consider how everything you say will affect the customer.
Entrepreneurs must also be excellent storytellers. It’s not about which technology is the best, but rather how it can solve a particular problem for the customer. What will be the impact on your life? When I look at our most successful companies, those that stand out are those who can get into the customers’ heads and tell an engaging customer story.
What inspires your creativity?
My best ideas come from interacting and talking to other people. Great ideas do not come from a solitary person. The best way to get feedback is from others.
What is your biggest achievement?
I’ve done an excellent job of choosing a partner who supports me in my crazy career as a mother and wife. I love being a mother and a father, but I also love my job. To juggle it all, you need a great partner.
What is your biggest failure in life?
Recently, I discovered that I had Lyme for seven years. The doctors could not figure out why I was getting worse. Lyme disease can be very debilitating. My son’s illness was the first time I sought the right type of care. He has Lyme as well. I lost seven years of my life to an illness that can be easily treated but is difficult to diagnose.
What are your values in business?
It is important to me that I have a certain level of emotional attachment to those with whom I work, whether they are my business partners or my entrepreneurs. It is the ability to push someone, trust them, and receive feedback from them. I want a job that will allow me to connect with people on a mission, not just a position where transactions are made.
What impact do you want to make on the world?
I want my children to be interested in technology. I am blessed to have two sons and a daughter. I’m interested in how we can encourage more girls to pursue careers in technology. You can’t force children to do something they don’t want to, but you can show them what is possible. I’m trying to figure out why girls are leaving engineering so early. I want my girls to embrace technology to make a difference in the world.
The same passion drives me at work. Every day, I talk to entrepreneurs who are looking to create businesses that will change the world. It is for this reason that I am so focused on digital energy. This is a great business opportunity but also a wonderful thing for the entire world. This is the application of all the incredible things we do in information technology to the way we use energy.
