Start-up leaders must excel at real-time decision making in order to manage the growth of hot high-technology startups. Vinod Khosla of Sun Microsystems faced a critical marketing challenge at the end of his company's first year, that put his bold creative thinking to work.

Relevant Texbook Chapters Chapter 16 The Profit and Harvest Plan Chapter 20 Leading a Technology Venture to Success
Discussion Questions 1. Does Vinod have a real chance at changing Computervision's decision? 2. Does Sun have a better product? Is it a reliable long-term player? 3. How should Vinod respond to Computervision's president? What should he offer him? 4. What are the consequences of not doing the deal?
Main Case Study: Vinod Khosla and Sun Microsystems Describes how Vinod Khosla got Sun Microsystems started, and a critical marketing challenge the company faced at the end of the first year. Objective is to illustrate how bold creative thinking can make or break start-ups.
Vinod Khosla: Taking Risks Khosla believes that success comes from those who dare to dream dreams, and are foolish enough to try. Khosla relates this to his hang-bliding and sky-diving experiences. It is important for entrepreneurs to stretch themselves, to try the unreasonable and extraordinary. There is a level of foolishness --a belief in yourself and naivete that frees entrepreneurs, and allows them not to worry about constraints.