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We were getting ready to go to south by and we entered that pitch competition. we did well. >> two years ago when we first met tom he was polishing the pitch for yabbly his promising new start-up a consumer to consumer advice site. >> and i am going to go right now. i'm tom from yabbly and what i'm about to tell you is a 100% true story. >> tom and his co-founder ian shaffer had just been invited to the prestigious south by southwest accelerator pitch contest held every spring in austin, texas. and they were riding in the fast track. >> right now, we have the team from yabbly. and yabbly are w...

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But then when the south by invitation came in we said oh, well, we can't change now, i mean, clearly we're on to something. and well look we're on tv yada yada, right? so it delayed the realization that the core -- the initial business was flawed. >> when they returned from austin they finally faced flaws so ugly they considered shutting down the company. >> you can't continue to nurse something that isn't going to grow, is going to die. your job is to move on to something that is going to grow. >> tom says his advisers weren't generous with their tough love. >> he's not afraid to tell you, it...

And a form that any high school kid could build, honestly. and a matching algorithm at the time was me sitting at my desk trying to match members and companies. >> ryan schroeder noticed it and right away he went from being an adviser to becoming a client. >> when this poachable thing came out i was like oh, man that's something that we need that's a couple hundred pucks to get people that aren't on the open market and it's been hugely valuable for us. >> then with only five days left to finalize the sale of the company tom took a long hard look at the numbers on poachable and re-evaluated the...