I'm a partner at Redpoint. I write daily, data-driven blog posts about key questions facing startups. I co-authored the book, Winning with Data. Join more than 20,000 others receiving these blog posts by email.

Salesforce's Marketing Secret: The Fourth Marketing P

In his book Behind the Cloud: The Untold Story of How Salesforce went from Idea to Billion Dollar Company and Revolutionized an Industry, Marc Benioff shares the 111 plays he learned through Salesforce triumphant rise to the most valuable SaaS company in the world. Play 15 is my favorite from the book.

Read More...


The Common Characteristics of Successful Freemium Companies

Is there a common characteristic of successful freemium companies? Piotr asked this question earlier this week. This is the framework I've seen work well for freemium startups.

Read More...


The Impact of Varying Sales Hiring Strategies on SaaS Startups

What are the tradeoffs when considering different sales hiring plans and which is the right one for your startup? There are many different considerations in creating a sales hiring plan. Balancing them all can be tricky, but thinking through the trade-offs is important to scaling the business well.

Read More...


The Common Language of Great Teams

Last week, Redpoint held our annual Founder Day gathering. At the event, I listened to the stories of Felix Baumgartner's record breaking jump from 120,000 feet, heard about the astonishing comeback of the US America's Cup team and took part in a creativity workshop led by a Stanford Design School professor. In short, the event revolved around doubt.

Read More...


The Five Letters that Will Change the Data World: BYOBI

BYOBI is an acronym I first heard on a telephone call with a VP of Technology at a large corporation. The word is almost unknown today, but I think that it will be one of the largest trends to impact data in the next five years.

Read More...


Confessions of a Perpetual Freeloader: When to Jettison the Freemium Tier

I’m a perpetual freeloader. Like a houseguest who has overstayed his welcome with hundreds of people, I depend upon the generosity of strangers - in particular, software teams. I’ve used HelloFax to sign documents for years, but I haven’t paid them a nickel. The same is true for GMail, Google Docs, TripIt, TypeKit, UberConference, LogMeIn, Evernote, the list goes on.

Read More...


A Surprisingly Powerful Mechanism for Growing a SaaS Startup

One of the single most effective tools SaaS companies can use in order to grow faster isn't tweaking the product in a particular way or implementing an AB optimization framework or adopting new marketing tactic. Rather, it's financial judo for structuring contracts and cash collection.

Read More...


What's Wrong with the Internet of Things

At an Internet of Things conference last week, I took part in a panel in which we discussed the future of connected devices. Will simple products win or will complex products dominate in the IoT?, we were asked. I think the question misses the point and raises another problem about the Internet of Things more broadly. It's not about Things. It's about Services. Software-as-a-Service and Platform-as-a-Service.

Read More...


How the Fund Raising Market Will Evolve in 2014

Fenwick's report on the state of the venture market and I came across these three data points that summarise one facet of the market in Silicon Valley succinctly.

Read More...


The Workplace of the Future

In this week's New Yorker, Jill Lepore reviews Cubed: A Secret History of the Workplace, a book whose author asks the question, what is the work place of the future?

Read More...


Index