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An Often Forgotten Characteristic About Your Startup's Ideal Customer Profile

Why Does Your Sales Team Lose Deals?

Reorganizing Your SaaS Startup’s Organizational Structure to Optimize the Customer Lifecycle

The Implication of Secular Increases in SaaS CAC

Monte Carlo Simulations of Inside and Outside Sales Teams in a SaaS Startup

How Much Should A SaaS Startup Invest in Sales & Marketing?

The Challenges of the Platform Go To Market

The Theory and Data Underpinning Sales Commission Plans

Why Cash Conversion Cycle Matters for Your Startup

How to Decide When To Move Upmarket

The Best Book on the Fundamentals of Selling

The "Hiring The Buyer's Role to Sell" Fallacy

Hiring for Bookings Capacity in Sales

My Algorithm is Better than Yours

A Tale of Two Go To Market Strategies

Is There a No Man's Land in SaaS ACVs?

The Four Dimensions of a Demand Generation Portfolio

SMB or Enterprise - Which is the Better Go To Market in SaaS?

Customer Operations - An Idea for Maximizing Efficient Growth in SaaS Companies

The Three Types of SaaS Value Propositions

A Product Manager's Guide to Moving Up Market

Three Strategies for Engendering Negative Net Churn in Your SaaS Startup

The $100M ARR Customer

When is the Right Time for Your SaaS Startup to Train its Sales People?

How Much to Compensate SaaS Sales Teams for New Sales, Renewals and Expansions

What is the Optimal Contract Length for Your SaaS Startup?

What's the Maximum Rate of Growth for Your SaaS Startup with Paid Customer Acquisition?

Designing a Sales Quota Structure at the Earliest Stages of a SaaS Startup

The Biggest Areas of Underinvestment in SaaS Sales Teams

Fighting and Leveraging Inertia in Sales

Which of the Three Software Budgets Does Your SaaS Startup Target?

The Smallest ACV to Justify an Inside Sales Team at a SaaS Startup

You're in the Business of Selling Promotions

When to Scale Sales for Your SaaS Startup

Comparing Two Ways to Build a SaaS Sales Team

What Average Contract Value is Best for a SaaS Company

The Rising Importance of Reseller Channels in SaaS

The Strategic Shift in Revenue for SaaS Startups as They Scale

The Other Payback Period that Matters in SaaS

With Smart Software, Sell Ironman Not Robocop

The Three Questions to Ask When Hiring Your Startup's Head of Sales

What is the Optimal Quick Ratio for Your SaaS Startup?

What Quota Attainment Reveals About Your SaaS Startup's Go to Market

Startup Best Practices 19 - Recognizing the Breaking Points of Your Startup's Management Structure

Startup Best Practices 18 - Collaborating with Your Customer During Your Sales Process

The Essential Go To Market Math for Beating Your SaaS Startup's Growth Targets

The Importance of Payback Period for SaaS Startups

Do Vertical SaaS Companies Benefit from Higher Sales Efficiency?

Four Important Data Points about Purchasing Behavior in SaaS

The Number One Objection in the Sales Funnel

When Do SaaS Startups Hire Their First VP of Sales

Startup Best Practices 15 - Start With the Why

The Beauty of Bottoms Up SaaS Businesses

Startup Best Practices 13 - Patience with Unit Economics

The Risk Sales Discounts Impose to Startup Burn Rates

The Innovator's Solution for SaaS Startups - The Flywheel SaaS Company

How Faster Sales Cycles Become a Competitive Advantage

The 5 Key People in a SaaS Sales Process

The Best Book on Building a SaaS Sales Team

Sales Funnel Optimization for SaaS Startups

Challenging Your Customers During Your SaaS Startup's Sales Process

A Single Report to Measure the Health of Your Startup's Sales Team

The Employee Productivity Patterns of Billion Dollar SaaS Companies

The Sales Motions of B2C2B Companies

B2C2B Startups - Why Selling with Internal Influencers is so Powerful

The Sudden Shift in SaaS Product Pricing

How Much Should Your Startup Spend on Customer Account Expansion?

Why Your SaaS Startup Needs a VP of Customer Success Sooner Than You Might Think

The Marketing Math Behind Scaling a SaaS Salesforce

The Impact of Varying Sales Hiring Strategies on SaaS Startups

A Surprisingly Powerful Mechanism for Growing a SaaS Startup

Quantifying the Cost of a Bad Hire

The Challenges SaaS Businesses Face Communicating their Financial Health

How Fast Must a SaaS Startup Grow to Raise a Series A?

Great SaaS Companies Focus on Behavior Change

The Optimal Average Customer Value for SaaS Startups

The Go-To-Market Challenges of B2D Companies

Why Quotas Aren't the Most Important Number for Startup Sales Teams

The Importance of Seasonality in SaaS Startups

Startup Management Best Practices #3 : How to Structure a Sales and Marketing Team

The Three Churn Mitigation Strategies of SaaS Startups

Sales Efficiency Benchmarks for SaaS Startups

What Your Startup’s MRR Figure Is Hiding

You’re Not Finished Selling Until You Change Your Customers Habits

The Three Phases of Startup Sales

Throwing in the Towel on Google’s Go: What Programming Taught Me About Sales

The Most Effective Price Discovery Question for Your Startup

Three Counterintuitive Points about SMB SaaS

Hiring Your Startup’s First Salesperson

The Defining Characteristics of Successful SMB SaaS Startups

Founders, Equip Your Champions

How To Price and Sell Your Startup’s Product

Matching Marketing Tactics to The Sales Funnel

Freemium Businesses Switch the Hunter and Farmer Sales Roles

The product qualified lead (PQL)

To Sell is Human

The one ideal characteristic of your startup’s first customers

Education sales vs execution sales

Segmenting customer pipelines

The Secret to SMB SaaS Distribution

Choosing market segments on customer profitability

The Freemium Game Plan

Segmenting the SaaS Market for Sales