Zenefits - What We Did and What We Learned From It

I immediately discovered that not only was the company salvageable, it had so many of the right ingredients to be a really important company in the space. For me, it was pretty obvious coming into the company that I felt like the team really needed to be made over. The second thing is the business pivot. Instead of giving our technology away for free, let's charge for our tech and let's see if we can get as many of our customers as possible to move forward on going from a freemium model to a pay model. That was a big bet; more than 70% of our customers moved to the pay model.