Before diving in, let’s tackle the core question: What exactly is the Gorilla Dance? The gorilla dance isn’t a literal dance move; it’s a behavior, a common yet off-putting display where someone, often a stranger, immediately tries to assert dominance by boasting about their achievements and status. Think of individuals who feel the need to flaunt their wealth, career accolades, or supposed fame before even getting to know you. It’s this very attitude that I aim to distance myself from. In fact, I’d much rather be underestimated than overestimated.
As you get to know my story, you’ll understand this perspective. My background, rooted in humble beginnings, instilled in me the power of humility and the strategic advantage of being underestimated. Those who engage in the “gorilla dance,” the showy braggarts, often find themselves left behind, outpaced by those who focus on genuine progress rather than empty displays. They are, in essence, all show and no substance.
My journey began in a small Texas town, where financial comfort was a distant concept. Growing up without excess, however, proved to be an invaluable education. The lessons learned during those formative years laid the groundwork for a life exceeding my wildest aspirations.
Looking back, I recognize the immense value of my upbringing. Children who are given everything often miss out on the crucial lessons I learned – the importance of hard work, the necessity of juggling multiple jobs to finance education, and the continuous pursuit of self-improvement. True accomplishment isn’t about self-proclaimed superiority; it’s about demonstrable results. In any competition, the numbers speak volumes. A simple race, for example, definitively reveals the fastest competitor.
Early in my career, I grasped a fundamental truth: we must play the hand we are dealt. Complaining about others’ perceived advantages or remaining stagnant serves no purpose. Success lies in maximizing our own potential and dedicating 100% effort to every endeavor, whether it’s academic pursuits, professional roles, or personal passions.
My professional journey started in an engineering program with Wang Laboratories right after college. Three years later, I transitioned to a fledgling startup named Oracle. Within a few years, I rose to become their top salesperson globally, operating out of Dallas. During this period, consistent organizational growth was paramount, with Oracle doubling in size annually for 12 of its first 13 years. This rapid expansion necessitated accelerated leadership development. I was presented with a clear choice: handle the quota myself, merely maintain the status quo, or build a team by hiring and training others. This pivotal moment thrust me into a “work in progress, learn from mistakes” leadership role practically overnight.
Driven by entrepreneurial ambition, I later ventured out to lead my own enterprises. I joined several startups, notably i2 Technologies. From a handful of sales personnel in its initial six years, i2 Technologies expanded to over 1,000 salespeople after my arrival, where I was employee number 19. The company’s revenue trajectory was remarkable: from $26 million in my first year to $76 million, $220 million, $360 million, $570 million, $1.1 billion, and finally $1.8 billion the following year. This unprecedented growth rate to $1 billion surpassed any software company in history, outpacing even giants like Microsoft and Oracle. We went public in 1996, and my responsibilities evolved from sales to encompass pre-sales, consulting, and global field operations. Under my leadership, we grew to 7,000 employees and achieved record-breaking performance for 25 consecutive quarters as a public company.
And my dedication to work has never waned.
Throughout my career, I’ve held executive positions—CEO, CRO, President, and officer—in three of the software industry’s most successful startups. My tenure at Oracle Corporation was marked by consistently exceptional sales performance, culminating in becoming the top salesperson worldwide. I’ve been honored as “Motivator of the Year” three times by Sales and Marketing Magazine and recognized as a Top CEO in the tech sector by Tech Biz Magazine.
To date, I have been involved in over 30 successful exits of small software companies and assessed thousands more. My passion for this field remains strong. Currently, my ventures span across Intellect Software, Sourcetap Technologies, Tige Investments, Titan Ventures, and Lancaster Ranch, among others.
However, success is not a gift; it’s earned through relentless hard work. I began by applying the fundamental lessons of hard work and the drive to excel that I learned in my youth. Life continued to present opportunities for invaluable lessons in leadership and success. Looking back, I was frequently thrown into challenging situations, and each time, I chose to rise to the occasion.
My aim is to share these accumulated lessons, those I’ve learned and continue to learn, so that you too can achieve similar success. As Proverbs 27:17 wisely states, “As iron sharpens iron, so one person sharpens another.”
