I'm a partner at Redpoint. I invest in Series A and Series B SaaS companies. I write daily, data-driven blog posts about key questions facing startups including how to fund raise, startup benchmarks, management best practices and team building. I co-authored the book, Winning with Data. Join more than fifteen thousand others receiving these blog posts daily by email.


The Turbulence in Startupland

Over the weekend, it seemed to me that the sentiment in the valley seemed to change abruptly. Dan Primack wrote Fear and Sadness in Silicon Valley and Danielle Morrill punctuated her post Somewhere Over the Brainbow: The Unicorn Window is Closing images of unicorn cannibalism. While the attitudes may be changing, the effects haven't yet revealed themselves in the data. So, is the environment truly changing?

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

In sales processes, showing a product is always better than talking about a product. Better still is co-customizing the product with the customer during the sales pitch. This customization could be as simple as integrations or changing colors. There's no better way for customers to understand a product, imagine how it would fit their needs, and become committed to the purchase than customizing their instance during the sales process. I've watched this brilliant sales tactic fuel tremendous growth at Looker, a fast growing analytics company.

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8 Customer Discovery Questions to Validate Product Market Fit for Your Startup

When I was a PM at Google, we conducted customer research often to understand our customers’ opinions on AdSense. In 2005, Google, Yahoo and Microsoft were vying to win dominant share of advertising pages across large publishers. Customer knowledge, both quantitative and quantitative, informed product development, and that research became a key part of AdSense’s success.A few years later when I joined Redpoint, I learned that venture capitalists perform similar customer research during diligence. While the ultimate use of the data might differ, the actual investigations and interviews are remarkably alike.

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SaaS Office Hours at Redpoint with Bill Macaitis

Starting on October 21, I'll be hosting a bi-weekly event from the Redpoint San Francisco offices called SaaS Office Hours. During these two hours, we will discuss the tactical issues and questions facing seed and Series A SaaS companies in a small group. That's why we called them Office Hours.

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

How big is your SaaS startup's sales pipeline? How big does it need to be to achieve next month's bookings target? What is the ratio of the sales pipeline to bookings? What should it be?

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The Indicators of True, Strong Customer Demand for a SaaS Product

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Startup Best Practices 17 - Strategic Planning Using Your Startup's Fundamental Equation

"What is the one equation that describes our business?" asked Scott, our new director at Google, during one of our first meetings. I had been there only for a few quarters, so I was startled when he asked. I had never viewed our business this way, but after he asked the question, I wondered why I hadn't. It seemed obvious in retrospect.

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What 10x More Seed Capital Means for Founders

Today, 70% of startups in the US that raise a Series A have raised a seed round. That's up from 50% ten years ago. In the same period, the amount of seed capital invested in the US has increased about 10x from $200M per year to $2B. What does this imply for early stage founders?

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Data Network Effects in SaaS Enabled Marketplaces

SaaS Enabled Marketplaces benefit from a unique advantage in their go-to-market. They have a panoptic view of their market place, which over time provides them an unassailable competitive advantage.

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Data Design Patterns - The Building Blocks of a Data Driven Culture

In 1977, a British polymath named Christopher Alexander, who studied Math and Architecture at Cambridge and was awarded Harvard's first PhD in architecture, published a book titled A Pattern Language - Towns, Buildings, Construction. This book would transform the architecture world, and more surprisingly, forever influence the way computer scientists write software.

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