Hi, I'm a partner at Redpoint. I invest in Series A and B SaaS companies. I write daily, data-driven blog posts about key questions facing startups. I co-authored the book, Winning with Data. Join more than 16,000 others receiving these blog posts by email. Subscribe.

The Four Factors to Consider When Developing Your Startup's Pricing Strategy

What is the optimal pricing strategy for my start up? That depends. It depends on at least three other variables - the product, the placement, the positioning. Combined with price, these are the four 4Ps of marketing created by Dr. E. Jerome McCarthy, former professor of marketing at Michigan State and Notre Dame. Also called the marketing mix, these four variables need to be aligned when determining pricing for your startup.

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Mitigating Myopia in SaaS Marketing

As a SaaS startup scales from finding initial product market fit to building its go to market organization, one of the most important goals in building that go to market organization is developing a multifaceted marketing team. Marketing’s role in SaaS sales has expanded to the success of SaaS companies as customers prefer to educate themselves more than they have in the past.

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The Impact to Startups of the LinkedIn Acquisition

The acquisition frenzy continues in SaaS. This morning Microsoft announced it would acquire LinkedIn for $26.2 billion, which prices the business at 8 .1x trailing 12 month revenues and 6.7x next 12 month revenues. In addition, Symantec announced that it would acquire Blue Coat for $4.7 billion, a 7.7x trailing multiple. In the 2016 acquisition market, the median acquisition multiple is 7.8x trailing 12 month revenue and 6.4x next 12 month revenue.

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The Key Ingredient to Disrupting with Machine Learning

Which are the ripest areas for startups to disrupt using machine learning? At the core, machine learning/artificial intelligence relies on two key ingredients - advanced algorithms and data sets to train those algorithms. Novel algorithms are increasingly making their way into the public domain in the form of open-source libraries. So, the key differentiator for startups and ultimately long-term competitive advantage is access to proprietary data sets.

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Subverting Systems of Record with Chat Bots

How does a chat bot company transform a technology advantage into a distribution advantage? This I think is the key question facing startups in this part of the ecosystem.

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When to Scale Sales for Your SaaS Startup

When is the right time to increase sales headcount for a SaaS startup? It is one of the most strategic decisions for early-stage business to make given the amount of effort and expense involved in building, managing and scaling a sales team.

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Comparing Two Ways to Build a SaaS Sales Team

There are two main ways of building a SaaS sales team - top down or bottoms up. Top down SaaS sales organizations start with a VP of Sales who often hires senior account executives. Bottoms up sales teams hire the first account manager and promote from within. Which is better?

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The Beginning of Consolidation in SaaS

Two billion dollar SaaS acquisitions were announced this week with Salesforce paying $2.9B for DemandWare, an eCommerce platform provider, and Vista Equity Partners paying $1.8B for Marketo, the marketing automation company. In addition to the absolute size, these transactions distinguish themselves with high valuation multiples of 12x and 8x on trailing revenues.

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Start with the Premise that Everything is Noise

We each know that focus is the most effective way to work, but hearing the mantra to focus doesn't help narrow our scope. What's the best way to focus? Start with the premise that everything is noise and then work to find the exceptionally valuable or important things for each day and for each project.

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How Your Startup's Org Chart Changes Your Product

In 1967, Harvard Business Review rejected a paper submitted by Mel Conway. A year later, Conway's thesis would eventually be dubbed Conway's Law. Conway graduated from Caltech with a Masters in physics and from Case Western Reserve with PhD in math. He worked on the Pascal compiler among other notable software projects. Over the course of his career, Conway observed a phenomenon. The products software teams created reflected their organizational structure.

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