My Favorite Books of 2021
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December 30
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Five Predictions for 2022
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December 29
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Mark-to-Market Rounds - What Will Your Startup's Strategy Be?
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December 28
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Tokens as CAC - Are Crypto Companies More or Less Efficient in Acquiring Customers?
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December 17
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The Fifth SaaS Correction
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December 13
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Partnering with Mysten Labs to Build Foundational Infrastructure for Web3
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December 7
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How Stripe Scaled - Notes from Office Hours with Claire Hughes Johnson
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December 1
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Samsara S-1: How 7 Key Benchmarks Stack Up
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November 19
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Words Like Loaded Pistols
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November 17
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Justifying Token Equity Multiples using GDP Data
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November 16
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The Need for Two Types of Payback Period Calculations
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November 7
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The 100x ARR Multiple
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November 4
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Using the Reversal Mental Model to Invest Better
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October 19
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Hex - The Best Product for the Technical Analyst
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October 19
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Spot.ai - The Future of Video Intelligence
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October 15
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The Two Cap Tables of Crypto Companies: What They Are and How They Relate to Each Other
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October 11
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Passive Investing in Venture Capital and the Parallels to Public Equities
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October 8
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Redpoint Office Hours with Claire Hughes Johnson, former COO at Stripe
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October 7
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Why You Should Repeat Yourself, A Lot
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October 5
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Crypto Companies Insider Ownership is Approaching that of Classic Startups
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October 3
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Height - The Project Management Tool for the Modern Worker
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September 29
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The IMPACT Conference on the Modern Data Stack
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September 27
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GitLab S-1 Analysis: How 7 Key Metrics Stack Up
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September 20
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Scaling and Measuring an Effective Developer Relations Organization
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September 15
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What is the Product the Customer Buys Before They Buy Yours?
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September 14
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How Will We Value a Crypto Token?
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September 6
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Benchmarking Amplitude's S-1: How 7 Key Metrics Stack Up
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September 2
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Per Seat or Per Use Pricing: A Framework for Evaluating the Right Strategy for Your Startup
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August 29
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You'll Never Login the Same Way Again
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August 23
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Preset Cloud - The Visualization Layer for the Modern Data Stack
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August 18
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The Secret to Recruiting Quickly and Retaining Your People
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August 16
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The Optimal Pricing Strategy for Your Startup - Office Hours with Madhavan Ramanujam
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August 9
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The Velocity of Money in Startupland
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July 30
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Can You Guess This Business's Name?
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July 27
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The Decline of Venture Debt at the Early Stage
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July 24
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Data Meshes, Apache Iceberg & Project Nessie - Novel Ideas in the Data World
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July 20
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The Journey From Fortune 100 Executive to Startup Entrepreneur
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July 15
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The Next Step Forward for Conversational Intelligence - Chorus & ZoomInfo
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July 13
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My Mental Model for the World of Crypto
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July 9
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Innovation in the Financial Markets: Seventy Years of Hedge Funds
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July 1
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The Great Game of Risk Played in Category Creation, and Why the Winning Strategy is Aggression
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June 16
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The Productivity Implications of Working from Home Across 150,000 Employees
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June 10
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The Figures that Will Move the Venture Capital Market in the Next 3-5 Years
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June 6
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Executive Recruiting as Competitive Advantage - The 3 Knock-On Effects of Failed Executive Hires
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June 1
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The Inflationary Forces in Startupland
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May 24
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The One Force that Will Govern How We Return to Work
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May 3
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Never Raising, Always Raising
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April 22
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How to Cut a Path through the Jungle of Regulatory Compliance
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April 19
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Covid's Impact on Software Sales Efficiency
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April 8
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Would You Work for This Person?
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April 4
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The Identity Crisis Facing Open Source Companies in the Cloud
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April 2
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UIPath S-1 Analysis: How 7 Key Metrics Stack Up
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March 29
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The Importance of Building & Maintaining Great Developer Documentation
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March 22
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How Selling Has Changed Post-COVID, and How it Will Change Again Afterwards
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March 14
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This is the Most Ridiculous Use of Money Management I've Ever Heard. What is Wrong with You?
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March 7
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How Much is 20% More NDR Worth to Your SaaS Startup?
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March 5
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The Feedback Loops in Data that Will Change SaaS Architecture
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March 2
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The Four Types of Startup COOs
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February 23
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The Most Popular Startup Domain Suffixes - .com, .co, .gg - Which is Best for Your Business?
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February 21
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The Most Effective Tools and Techniques for Selling Today - Office Hours with Jim Benton
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February 18
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How Much Should You Bet To Maximize Your Investments, or Your Company's Odds of Success?
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February 16
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Eliminating Data Downtime with Data Observability - Why We Partnered with Monte Carlo Data
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February 9
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How to Be a Great COO: Lessons Learned Leading a Unicorn to Success
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February 3
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A Common and Critical Mistake When Forecasting Next Year's Bookings
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February 1
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The Five Flavors of ARR - New Definition, Same Great Multiple
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January 27
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The Secret to Keeping Your Software Running and Keeping Customers Happy
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January 26
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Information as Surprise - Harness Claude Shannon's Key Idea
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January 25
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Internal Communication - Why it Matters More than Ever & How to Succeed
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January 21
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Cloud Data Lakes - The Keystone to the Decade of Data
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January 20
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The Fastest Growing Sectors of Startup Fundraising in 2020
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January 18
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The Art of Doing Science & Engineering
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January 12
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The Missing Insight Around Software Multiples for Valuing Companies
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January 11
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Information Cascades - How Many Rational People Can Make Logical Decisions and Yet Still Create a Bubble
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January 8
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The Next Chapter for StackRox
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January 7
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Why Remote Work Changes the Nature of Leadership, and the Kinds of Leaders to Recruit in Startups
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January 4
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Why Fast Learning Curves are So Important to Startups Startups are business machines engineered to grow quickly. The forces of hypergrowth exert enormous strain on every aspect of the company. Internal break all the time as the company moults into a new skin. This is one of the most important things to keep in mind when hiring. Every lead hired today, whether marketing , sales, engineering or product, will have a very different job nine months from now, much less two years from now.
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December 21
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5 Predictions for 2021
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December 17
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Do You Lose Sales Opportunities Because of Sales Execution or Product Insufficiency?
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December 16
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The Three Questions to Ask When Hiring Your Startup's Head of Sales
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December 15
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Where to Start if You're Curious about Macroeconomics Today
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December 14
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Top 10 Learnings from Startups to a $100M+ ARR General Manager, Linda Tong
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December 10
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Rediscovering the Power of the Command Line
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December 9
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Building a Product-Led Growth Machine: Office Hours with GC Lionetti
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December 7
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It's Supposed to Be Hard. You're Changing the World.
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November 30
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Voodoo, Obsidian & Zettlekasten - A Modern Way of Taking Notes
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November 27
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How a Merger of Salesforce and Slack Would Change the SaaS Landscape
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November 26
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The Supercharger Boosting Startupland Fundraising and Exits
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November 20
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From Hyper Growth to Hyperscale: What I Learned Managing Small and Massive Teams
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November 17
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More Activity Means More Business. Don't Overthink It.
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November 16
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How Developer Marketing Parallels Consumer Marketing
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November 9
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The Parallels in the Culture Between the Two Category Defining Companies
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November 1
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How Many Technologies Can a Company Adopt at Once?
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October 29
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Your Startup is a Series of Cycles
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October 26
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Why IPOs, Direct Listings, and SPACs Will Flourish in Startupland
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October 19
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Just How Inaccurate are Quarterly Venture Capital Activity Reports?
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October 11
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The Mispricing of Software Companies
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October 5
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The 4 States of an Engineering Team
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October 1
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Notes from Office Hours with Kimbre Lancaster on How to Run Successful Virtual Events
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September 29
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Redpoint Office Hours with Medha Agarwal & Shopify’s Kaz Nejatian
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September 24
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How to Predict the Forward Multiple of a Software Company
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September 22
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Why Burnout Should be a Topic at Your Next Board Meeting, and What to Do About It
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September 21
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How to Maximize the Impact of Your Website When Targeting Two Personas
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September 14
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Can You Still Make Money Starting a SaaS Company?
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September 13
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Your Responsibility as a Manager is to Hire 7 People
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September 8
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Redpoint Office Hours with Kimbre Lancaster on Hosting Successful Virtual Events
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September 1
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A Quick Diagnostic to Determine if Your Sales & Marketing Teams are Aligned
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August 31
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Asana S-1 Analysis - Comparing One Productivity Powerhouse to Another
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August 27
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Why Startups Should Establish Qualifying Signals for Sales Teams Early On
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August 24
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Month Zero Cash-on-Cash Payback - A Metric for Judging Sales Team Growth
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August 21
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Redpoint Office Hours with Tyler McNally from Gainsight
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August 17
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Conflicting Data on the State of the US Early Stage Market
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August 10
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The Secret to Productive Group Meetings over Video
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August 6
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Inside Rounds Have Become a Sign of Strength at the Series B
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August 2
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The Five Important Trends in Data, and the One Megatrend Powering Them All
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July 31
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How to Recruit a Marketing Team with Great Product Marketing and Demand Generation Abilities
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July 26
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The Best Economic History Books According to Readers
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July 21
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The Unforeseen Benefits of Online Events
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July 19
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An Economic History of the US in Five Stock Market Crashes
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July 17
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What I've Learned about Modern Monetary Theory
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July 13
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Cloud Data Lakes - The Future of Large Scale Data Analysis
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July 9
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The Fundraising Market Two Quarters into COVID
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July 5
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Office Hours with Adam FitzGerald, Hashicorp, on Developer Evangelism
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July 1
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Two Charts that I've Been Wondering About
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June 30
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Top 10 Learnings from the Redpoint 2020 GTM Survey
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June 25
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What is the Structure of the Typical SaaS Company as it Scales?
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June 21
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How Should You Structure Sales Teams for Optimal Performance?
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June 18
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How Predictive is SDR/BDR Quota Attainment of AE Quota Attainment?
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June 17
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SaaS Office Hours Go to Market Survey Edition & Which Metric Should Your SDR/BDR Team Use?
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June 16
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How to Transform Your Board Meeting with Written Narratives <p>Written materials transform board meetings. With most of us working remotely, many startups have thrown out Google slides and replaced them with Google sheets. It's a fundamental change, and one I hope persists after work returns to the new normal.</p>
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June 15
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Notes from Office Hours with Hollie Wegman
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June 12
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Where are Most Unicorns Headquartered?
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May 28
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California Dreaming - Is Silicon Valley Still the Best Place to Start a Company? So much has happened in the last decade. We've seen the rise of massive startups in Europe, South America, China, Israel. Technology entrepreneurship is a global phenomenon. Within the US, there's much talk of a diaspora out of California and Silicon Valley, particularly with the sudden move to remote work catalyzed by the coronavirus. Has the shine rubbed off the Golden State to reveal pyrite?
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May 25
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Office Hours with Hollie Wegman
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May 19
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Three Little Puzzles about Infinity
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May 18
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How Would You Manage Your Business Differently if Shelter-in-Place Lasted 18 Months or More?
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May 13
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Why is the Stock Market Only Down 15%?
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May 11
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The Fundraising Market Has Changed, But Not in the Way I Thought
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May 6
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Redpoint 8 - Our Eighth Early Stage Fund
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May 5
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Benchmarking Sales Prospecting Volumes, Deal Terms, and Meetings in the Coronavirus Era
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April 29
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Bullwhip and Base Rates - The Two Major Forces Impacting Startups in Q2
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April 26
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Narrative Economics and the Power of Stories
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April 22
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What Customer Demand and Your Startup Balance Sheets Imply about Your Startup's Strategy
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April 17
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Surveying Sales Leaders - How Coronavirus is Impacting Quotas, Bookings, and Budgets
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April 15
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Why Margin Matters Now in Startupland
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April 12
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Questions about Returning to Work
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April 7
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The Startup Sectors Most Impacted by the Coronavirus
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April 6
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The Next 30 Years of Geopolitics - What Could They Look Like
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April 3
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Observations about Silicon Valley Two Weeks into Quarantine
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April 2
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What do Google Search Query Trends Reveal about the Changes in How We Work?
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March 29
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What Will this Crisis Accelerate in Your Ecosystem?
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March 25
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Six Startup Disciplines for Challenging Times
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March 20
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Estimating the Impact of the Coronavirus on Growth
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March 16
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What Could the Venture Market Look Like in the Coronavirus Era
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March 12
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Notes from Office Hours with Lisa Lawson
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March 9
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What I Expect in the Next Few Months in Startupland
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March 6
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The SaaS Marketing Scorecard - How Does Your Marketing Operation Rank?
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March 4
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The Impact of the Coronavirus on Software Valuation Multiples
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March 2
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The Great CEO Within
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February 27
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Why Your Startup's Org Chart is Limiting Your Growth
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February 25
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The Strategic Importance of Competition
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February 23
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One of the Most Frequent Errors in Sales Planning and Forecasting
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February 17
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When You Have an Advantage, Speed Up the Game
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February 13
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Office Hours with Lisa Lawson
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February 12
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How Our Journey with Snowflake Began
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February 10
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Mental Models for Hiring Salespeople at Startups
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February 4
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Simpson's Paradox in Measuring Net Dollar Retention Rate
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February 3
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Cloud Prem Architecture - The New Way of Serving the Enterprise with a Hub and Spoke Data Model
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January 29
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Has VC Become So Big It Must Be Disrupted?
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January 27
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Trust is at the Core of Software Marketing
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January 24
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What is a Best in Class Payback Period for a Software Company in 2020?
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January 20
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Growing Product and Engineering Orgs from Zero to IPO
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January 16
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The Redpoint 2020 Go To Market Survey
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January 13
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The Health of the US Venture Market in 2020
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January 7
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B2B vs B2C: How Should Your Sales Team Be Allocated to Maximize Success?
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January 5
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Just Where Are SaaS Companies Priced After the 2018 Correction?
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December 26
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Predictions for 2019
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December 18
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5 Most Popular Posts of 2018
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December 17
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My 10 Favorite Books of 2018
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December 14
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Reducing Page Load Times by 90%
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December 12
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Which is More Important: New Account Growth or Account Expansion?
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December 11
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Creative Selection - An Inside Look at Some Key Moments at Apple
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December 4
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Selling Your Product While You Build It
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December 3
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A New Way to Calculate a SaaS Company's Efficiency
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December 1
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The Four Stages of Sales Compensation Structures in Early Stage Startups
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November 25
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SAP Buys Qualtrics; 2018 Catapulted to $65B in $1B+ M&A Volume
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November 11
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Red Hat's Acquisition - A Triumph of Open Source
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October 28
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SaaS Freemium/Free Trial Survey is Here
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October 14
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Normalization of Valuations in the Public and Private Software Markets
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October 9
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What Does AirBnB's 'Shares for Hosts' Idea Imply for Blockchain?
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October 4
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In Early Markets, Services Can Be a Competitive Advantage
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October 1
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Our Investment in Gremlin - Leveraging Chaos to Create Resilient Systems
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September 26
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Three Observations About the Adobe/Marketo Acquisition
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September 24
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How the Economics of Professional Services Have Changed in Software
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September 16
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Elastic S-1 Analysis - Another Open Source Monster
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September 10
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Access is the Scarcest Commodity in Startupland
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September 3
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How SaaS Companies are Valued
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August 30
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1% of Salesforce's Revenue Makes a Unicorn
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August 26
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How Long Should Your SaaS Software Trial Period Be?
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August 12
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Jacob's Ladder in the Startup Fundraising Market - How Startups Today Skip a Round of Fundraising
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July 23
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Why Your Startup Doesn't Invest Sufficiently in its Differentiators <p>There are three types of product features, a seasoned head of product told me recently. MMRs, neutralizers, and differentiators. MMRs are minimum market requirements; basic features that every customer expects and demands. Neutralizers mitigate competitive threat. Differentiators are your startup's competitive advantage. As a product manager, I'd never thought about this type of roadmap segmentation before. But it made a lot of sense to me.</p>
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July 20
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The Startup Founder's Almanac
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July 19
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Timing Cashflows of Your Sales Commissions and Your Customers <p>Your sales team is starting to close some terrific accounts. As your startup grows, your sales team will experiment with different sales techniques. For example, qualification, pricing, positioning, incentives and contract structure. This is a wonderful phase for a startup. However, there's a common mistake to avoid. </p>
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July 15
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Lessons Learned from 20 Years at the Leading Edge of SaaS
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July 10
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Does Winner Take Most in SaaS?
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July 8
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A Deeper Dive into the Dynamics of the Seed Market
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June 27
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Why Series As are Much Easier to Raise in 2018 than the Past 5 Years
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June 24
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What I'm Grateful For
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June 21
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The Three Layers of Management
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June 18
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Our Investment in Kustomer
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June 14
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The Blockbuster Software M&A Market of 2018
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June 12
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Seven Strategic Rationales for the Microsoft/Github Acquisition
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June 10
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When You Hire an Executive, You're Hiring a Network
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June 7
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The 5 Forces Driving Startup Valuations Today
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June 3
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The Most Important Book You'll Read All Year <p>Imagine you came across this ad. Scientists have discovered a revolutionary new treatment that makes you live longer. It enhances your memory and makes you more creative. It makes you look more attractive. It keeps you slim and lowers food cravings. It protects you from cancer and dementia. It wards off colds and the flu. It lowers your risk of heart attacks and stroke, not to mention diabetes. You’ll even feel happier, less depressed, and less anxious. Are you interested?</p>
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May 29
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When Will the Next Wave of UI Advances Happen?
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May 20
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An Ode to the OKR - How to Motivate Greater Ambition in Teams <p>I remember the first time I wrote an OKR (objective and key result) at Google. "You should set your goals so that you attain 70%. That's success," my manager told me. "Even better if you have a moonshot goal in there, with a 5% likelihood of success." I was uneasy with calling 70% goal achievement as success. The habits formed from 17 years of schooling and a 100 point scale run deep. </p>
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May 9
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A Crypto-Trading Uber Driver and a Billionaire's Spat over Candy - On The Importance of Sticking to Your Strategy
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May 6
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The Challenge of Uncertainty <p>There’s the challenge of dealing with uncertainty, where you’re operating in the weird zone that you’re making decisions that have significant long term impact or that are difficult to reverse or course-correct in the face of great uncertainty.</p>
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May 4
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Separating The Quality of the Outcome and the Quality of the Decision
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May 2
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The Effect of Flush Private Markets on Software IPOs
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April 30
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Why I Overestimate My Contribution to My Team When I die, I want all the people with whom I worked on group projects to lower me into my grave, so they can let me down one last time. Someone once sent me this e-card as a joke. I laughed and laughed, and never forgot it. I can't remember a school group project which teammembers contributed equally. Paradoxically, I bet everyone in the group felt the same way.
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April 22
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The Disappearance of the Fundraising Demo
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April 14
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How to Reach More People with Content Marketing by Changing How You Write
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April 8
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The Importance of Time Value of Money for Startups
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April 1
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An Often Forgotten Characteristic About Your Startup's Ideal Customer Profile The Ideal Customer Profile. The perfect customer. Can you describe it for your startup? The more precisely you can describe it, the better. That will simplify disqualification. But articulating the ICP well isn't enough.
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March 25
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The Salesforce/Mulesoft Acquisition is a Bellwether for the 2018 M&A Market
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March 20
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Where are We in the SaaS Valuation Cycle?
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March 18
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Is Geographic Dispersion of Seed Dollars Really Happening?
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March 8
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Why Does Your Sales Team Lose Deals? It's one of the most important questions a CEO can ask. Why does our sales team lose potential sales? One of the companies I work with, Chorus, listens and analyzes sales calls to provide insights to heads of sales and account executives. Chorus explored the reasons account executives lose sales opportunities.
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March 4
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The Clearest Articulation of a Marketing Roadmap
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March 2
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Private Equity as an Exit Option for SaaS Startups
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February 27
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Dropbox S-1 Analysis - The King of Freemium grown from 0 to 500 million users over that time period. 2% of those users convert to paid and pay an average of $9.33 per month. 90% of revenue originates through self serve channels - an astounding figure for company that generated more than $1B in revenue last year.
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February 24
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The ROI of Cash Burn for SaaS Startups
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February 20
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Startup Best Practices 27 - How to Use Options to Retain Key Employees in Your Startup You're two or three years into your startup. You have hired a great team and want to retain them. It's time to consider refreshing their stock options to motivate them to stay longer. How many options should you grant to each employee?
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February 16
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Things to Consider When Designing Your Startup's Logo
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February 15
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The Impact of Blockchain on SaaS
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February 11
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Clarity of Purpose - The Competitive Advantage of Focus
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February 11
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Expanding Your Time Horizon To Scale Your Startup
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February 8
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The Best Bit of Advice on Writing I've Received
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February 2
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Reorganizing Your SaaS Startup’s Organizational Structure to Optimize the Customer Lifecycle Recently, I wrote about customer/revenue operations, an idea that seems to be taking hold at many different SaaS companies. Instead of optimizing the performance of each individual step of the customer lifecycle, customer operations optimizes it over the entire journey. This is a fundamental change in the way a business manages its customers, and it's now starting to be reflected in the organizational structure of SaaS startups.
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January 31
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How to Identify a SaaS Market that Machine Learning Will Disrupt
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January 26
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Yearning for the Vast and Endless Sea
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January 19
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Ten Year's Worth of Learnings About Pricing
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January 17
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An Era of Fundamental and Massive Change - The Capital Markets Innovation of the ICO
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January 11
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7 Predictions for SaaS in 2018
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January 4
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Jettisoning the Assumptions of Last Year
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January 1
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Premoney vs Postmoney - Which is a Better Technique for Negotiating?
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December 10
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Meetings Shouldn't Be Boring Though I'm passionate about business books, I rolled my eyes. I had seen this one on best seller lists for a long time, and never thought it would have much to offer. I admit my book-cover bias was wrong. The author has a counterintuitive assertion. Meetings shouldn't be boring.
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December 3
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Managers Must be Insane to Brainstorm in Groups <p>"Evidence from science suggests that business people must be insane to use brainstorming groups." That's a shocking statement. Adrian Furnham, a professor of organizational and applied psychology at University College London, said it. It turns out it's completely true. </p>
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November 30
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How Quickly Does Headcount Scale in the Fastest Growing Software Businesses?
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November 29
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The Parallel Between Cryptocurrency and Continentals
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November 26
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An Antifragile Thanksgiving
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November 22
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False Competition - Why Defining Axes of Competition Matters
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November 19
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Disagree and Commit - A Management Principle for Highly Functioning Teams Disagree and commit. I first read about this idea in the 2016 Amazon Shareholders letter. But the idea can be traced back to Andy Grove at Intel. Grove wrote about this topic in High Output Management. Disagree and commit is a management technique for handling conflict. There are two parts to it. First, expecting and demanding teammates to voice their disgreement. Second, no matter their point of view, once a decision has been made, everyone commits to its success. Bezos described it this way -
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November 11
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The False Confidence of the LTV/CAC Ratio for Early Stage SaaS Startups
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November 9
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The Latent Purchasing Power in the SaaS Acquisition Market
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November 8
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Just How Disruptive Are ICOs to the Classic VC Model?
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November 5
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The Implication of Secular Increases in SaaS CAC
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November 1
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Important Changes in Revenue and Profitability Definitions for SaaS Companies
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October 29
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The Rising Stakes in SaaS
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October 22
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How to Decide With Speed and Conviction A startup's competitive advantage is execution speed. That quickness stems from a CEO's ability to decide and this ability separates the great from the good. According to a recently published Harvard Business Review article, one of the four key behaviors distinguishing exceptional CEOs is deciding with speed and conviction.
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October 15
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Monte Carlo Simulations of Inside and Outside Sales Teams in a SaaS Startup
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October 9
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Shopify S-1 Analysis - Smiling All the Way to $10B
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October 1
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Decision-Making Auditing
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September 24
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How Much Should A SaaS Startup Invest in Sales & Marketing?
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September 17
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Ownership - A Defining Trait of a Leader
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September 13
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Should You Consider Emotional Intelligence When Hiring Your Startup's Team?
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September 10
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The Challenges of the Platform Go To Market
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September 6
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The Theory and Data Underpinning Sales Commission Plans
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September 4
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Hiring for a Discipline You Know Little About Your startup is growing. You suspect you have initial product market fit. Time to hire the first head of each department. Sales, marketing, customer success, engineering, product management. Some founders might have experience or exposure into one of these teams. But rarely do they understand every one well enough to hire the right department chief. How should you do it? I've observed three successful strategies.
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August 31
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Maximizing Productivity on My Commute
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August 27
|
Has SaaS Become Commodified?
|
August 23
|
The Volatility of Multiples in the Public SaaS Market
|
August 21
|
The Limiting Factor of Voice and Dictation Adoption
|
August 18
|
Why Cash Conversion Cycle Matters for Your Startup
|
August 15
|
When, If Ever, Should Profitable Bootstrapped Startups Raise Capital?
|
August 13
|
Three Big Ideas on Technology Innovation Cycles
|
August 11
|
How to Decide When To Move Upmarket
|
August 8
|
Labor Arbitrage Comes to Silicon Valley
|
July 25
|
How Developed is Global Venture Capital Market?
|
July 23
|
The Quickest Way to Estimate How Much Your Startup Needs to Raise
|
July 20
|
Self Service Data
|
July 19
|
The Decline of Investment in San Francisco Startups
|
July 16
|
The Best Book on the Fundamentals of Selling the fundamentals of selling? Almost unequivocally, they respond, "Miller-Heiman." The New Strategic Selling is an updated version of the original Strategic Selling, which was published in 1988, and describes the key activities of successful sales people. I resonated with two concepts in the book - the 4 Seller Response Modes and the authors' recommendations on how to prioritize a salesperson's time.
|
July 9
|
Patterns in Startup M&A Processes
|
July 7
|
The Five Questions You Need to Answer About Your Startup's Strategy
|
July 4
|
Gratitude
|
June 30
|
Prioritizing Your Startup's Roadmap
|
June 29
|
Adoption Chain Risk - The Importance of Selling to Everyone in Your Startup's Supply Chain
|
June 26
|
What the Online Advertising World Can Teach Us about the Evolution of Machine Learning in SaaS
|
June 20
|
Why Amazon's Acquisition of Whole Foods Matters for Startupland
|
June 19
|
How to Tell If You're a Great Manager the book summarizes Kofman's experiences as a management consultant to some of the great leaders in technology and other industries. In the book, Kofman lists 12 questions Gallup used to identify great managers in one of the largest management surveys conducted.
|
June 16
|
The Intense Power of a Strong Company Culture
|
June 14
|
SaaS Fundraising in 2017
|
June 12
|
Apprenticeship
|
June 7
|
Plant Trees You'll Never See of all time. A rugby outfit whose name originates from the solid black uniforms, they have won 79% of their international matches spanning 68 years. James Kerr followed the All Blacks, interviewed them and distilled his learnings into a book, Legacy. Kerr organizes the book into 15 life lessons, three of which stood out to me.
|
June 4
|
The "Hiring The Buyer's Role to Sell" Fallacy
|
June 1
|
Ethics in Machine Learning - An Opportunity for Startups to Lead
|
May 30
|
Startup Best Practices 26 - Choosing Your Startup's Competitive Strategy
|
May 26
|
The Unbundling of Excel
|
May 24
|
Bias Against Creativity
|
May 22
|
Data Middleware - The SaaS Ecosystem's Response to Fragmentation
|
May 19
|
Hiring for Bookings Capacity in Sales
|
May 16
|
The Challenges of Raising Your Series B
|
May 14
|
The Price Anchoring Effect of Distribution Platforms
|
May 11
|
The Challenge of Performance Pricing for SaaS Companies
|
May 9
|
The Bustling IPO Market of 2017
|
May 5
|
When Statistics Will Mislead You
|
May 3
|
A Spike of Venture Debt in Startups
|
April 30
|
My Algorithm is Better than Yours
|
April 26
|
A Tale of Two Go To Market Strategies
|
April 24
|
Is There a No Man's Land in SaaS ACVs?
|
April 21
|
When Machine Learning Just Isn't Enough
|
April 19
|
The Four Dimensions of a Demand Generation Portfolio
|
April 17
|
SMB or Enterprise - Which is the Better Go To Market in SaaS?
|
April 13
|
The Asset Allocator in Chief
|
April 9
|
Startup Best Practices 25 - Bounding the Unknown Unknowns
|
April 7
|
Managing a User's Trust with Machine Learning SaaS Software
|
April 5
|
Benchmarking Cloudera's S-1 - How 7 Key SaaS Metrics Stack Up
|
April 3
|
The Most Important Thing I've Learned about Writing
|
March 31
|
Customer Operations - An Idea for Maximizing Efficient Growth in SaaS Companies
|
March 29
|
Creating Tension in Your Startup's Marketing Positioning
|
March 27
|
When Should You Sell Your Startup?
|
March 23
|
Lies Managers Tell Themselves to Avoid Firing Someone
|
March 22
|
5 Charts on the State of the Seed Market in 2017
|
March 20
|
The Three Types of SaaS Value Propositions
|
March 17
|
The Best Content Marketers in the World
|
March 15
|
When to Innovate With Your Sales Process
|
March 12
|
A Product Manager's Guide to Moving Up Market
|
March 7
|
Startup Best Practices 24 - Marketing Your Product with Novel Framing to Maximize Sales Success
|
March 6
|
We are Lent into Each Other's Keeping
|
March 3
|
The Narrowing of SaaS Valuations
|
March 1
|
Psychology for SaaS Startups
|
February 28
|
Startup Best Practices 23 - Leveraging The Illusion of Explanatory Depth in Interviews
|
February 26
|
Three Strategies for Engendering Negative Net Churn in Your SaaS Startup
|
February 23
|
Benchmarking Mulesoft S-1 - How 7 Key SaaS Metrics Stack Up
|
February 21
|
How to Improve Your Decision Making by Learning from Computers
|
February 15
|
How Machine Learning Can Benefit Your SaaS Startup
|
February 13
|
One of the Hardest Things to Do in Sales
|
February 10
|
Announcing our Investment in Chorus
|
February 7
|
Against All Odds in Startupland
|
February 5
|
Modesty, First Principles and Opportunities for Startups
|
February 3
|
Which to Prioritize - Churn or Growth?
|
February 1
|
How Much Money Should I Raise for My Startup?
|
January 29
|
The Software Startup Sectors Raising the Most Capital in 2017
|
January 27
|
The Biggest M&A Multiple in Software History
|
January 24
|
Is Machine Learning Overhyped?
|
January 22
|
One of the Greatest Entrepreneurial Stories Ever Told
|
January 20
|
Using Chat in Content Marketing - Observations Several Months In
|
January 18
|
The $100M ARR Customer
|
January 17
|
What I Learned from Complete Burnout at Work
|
January 11
|
How Does Your Startup's Management Spend its Time?
|
January 9
|
Which Round Will Be the Hardest to Raise in 2017?
|
January 5
|
Benchmarking AppDynamics S-1 - How 7 Key SaaS Metrics Stack Up
|
January 2
|
The Top 6 Posts of 2016
|
December 21
|
Just How Global is the SaaS Startup Phenomenon?
|
December 18
|
When to Increase Your SaaS Startup's Burn
|
December 16
|
When is the Right Time for Your SaaS Startup to Train its Sales People?
|
December 12
|
What is Your SaaS Startup Worth in an Acquisition?
|
December 7
|
Implications of Monoclouds for as-a-Service Startups - Why Differentiation Matters More than Ever
|
December 5
|
Winning with Data Available on Audible
|
December 1
|
The Important SaaS Accounting Changes Coming in 2017
|
November 30
|
How Much to Compensate SaaS Sales Teams for New Sales, Renewals and Expansions
|
November 28
|
How Should You Allocate Your Startup's OpEx between Sales and Engineering?
|
November 17
|
How to Create Competitive Advantage for Your Startup with Proxy Metrics
|
November 16
|
What Percentage of Revenue Should SaaS Startups Spend on Payroll?
|
November 14
|
The Customer Support Experience of the Future
|
November 10
|
How to Build Auction Pressure in Acquisitions and Financings
|
November 9
|
Trends in Early Stage SaaS Fundraising Market of 2016
|
November 7
|
The Limitations of Data and Benchmarks Numbers provide us a certain certainty. With their precision, they offer a sense of black and white, in or out. But, metrics alone aren't enough. All the quantitative analysis in the world won't lead me to the next great idea for startup. Those figures can't create empathy, develop the right culture, or hire the right people. I've been thinking about this quite a bit because in both the recent Software Engineering Daily podcast I did with Jeff, and the presentation I gave at Launch Conference, the question of the limits of metrics surfaced.
|
November 5
|
Task List Zero - When Inbox Zero Isn't Enough
|
November 2
|
Are We Seeing the Beginning of SaaS Consolidation?
|
October 31
|
Why Demand Generation Can Be So Challenging For Startups
|
October 26
|
Your Startup's Competitive Advantage
|
October 23
|
What is the Optimal Contract Length for Your SaaS Startup?
|
October 20
|
The Challenge Facing Deep-Learning Powered Startups
|
October 19
|
How Big is a Typical Software Company Acquisition?
|
October 17
|
What Can You Remove from Your Product?
|
October 12
|
The Characteristics of the Most Attractive SMB SaaS Companies
|
October 10
|
Are SMB SaaS Companies Valued Differently than Mid-Market SaaS Businesses?
|
September 21
|
What's the Maximum Rate of Growth for Your SaaS Startup with Paid Customer Acquisition?
|
September 19
|
The Pressure to Move Up Market Facing SMB SaaS Startups
|
September 14
|
Startups as a Second Language
|
September 12
|
How Should I Think About My SaaS Startup's Burn Rate
|
September 9
|
Startup Best Practices 22 - Explicit Risk Bundles and Mitigations
|
September 7
|
Designing a Sales Quota Structure at the Earliest Stages of a SaaS Startup
|
September 2
|
How Much is Your SaaS Startup Worth?
|
August 31
|
3 Marketing Insights from a World Class SaaS Marketer
|
August 29
|
A Breakthrough in Human Computer Interaction
|
August 25
|
Success Has 1000 Fathers and Failure is an Orphan
|
August 24
|
Why Understanding Startup History is a Competitive Advantage
|
August 22
|
The Resurgence in Public Market SaaS Valuations
|
August 19
|
Event Driven SaaS - The Workflow of the Future
|
August 17
|
The Biggest Areas of Underinvestment in SaaS Sales Teams
|
August 15
|
The Clandestine Statisticians Who Changed the Course of the War
|
August 10
|
Median Startup Valuations and Down Rounds in 2016
|
August 8
|
Fighting and Leveraging Inertia in Sales
|
August 4
|
The Most Successful SMB SaaS Acquisition Channel Ever Built
|
August 3
|
A Structural Pricing Competitive Advantage in SaaS - The Three Part Tariff
|
August 1
|
The Quirky M&A Environment for SaaS Companies in 2016
|
July 29
|
How Fast Does a SaaS Startup Have to Grow to Survive?
|
July 27
|
Which of the Three Software Budgets Does Your SaaS Startup Target?
|
July 24
|
The Smallest ACV to Justify an Inside Sales Team at a SaaS Startup
|
July 21
|
Flux in the Fundraising Market
|
July 19
|
Learning to Code in a Whole New Way
|
July 15
|
Dream Teams: The Characteristics of Billion-Dollar Startup Founders
|
July 14
|
The Increasing Costs of Real Estate for Startups in San Francisco
|
July 13
|
The Next Big Shift in SaaS a displacer to a disruptor. Displacement technologies compete with incumbents on the same buying parameters. Disruptive companies change the way a buyer thinks about solving their need. Most SaaS products today are displacers.
|
July 11
|
How Healthy is the SaaS IPO Market?
|
July 1
|
You're in the Business of Selling Promotions
|
June 28
|
The Two Ingredients of Mastery
|
June 27
|
How Many Inboxes Do You Have?
|
June 23
|
The Decline of New SaaS Company Formation
|
June 21
|
The Four Factors to Consider When Developing Your Startup's Pricing Strategy
|
June 20
|
Mitigating Myopia in SaaS Marketing
|
June 16
|
The Impact to Startups of the LinkedIn Acquisition
|
June 13
|
The Key Ingredient to Disrupting with Machine Learning
|
June 10
|
Subverting Systems of Record with Chat Bots
|
June 8
|
When to Scale Sales for Your SaaS Startup
|
June 7
|
The Beginning of Consolidation in SaaS
|
June 2
|
Comparing Two Ways to Build a SaaS Sales Team
|
June 2
|
Start with the Premise that Everything is Noise
|
May 31
|
The 3 Types of Channel Strategies for SaaS Startups
|
May 26
|
What Average Contract Value is Best for a SaaS Company
|
May 24
|
The Decentralization of Venture Capital
|
May 23
|
Is A/B Testing A Good Idea for SaaS Startups?
|
May 16
|
The Leading Predictor of Series A Valuation for SaaS Companies
|
May 12
|
Are You Spending Enough Time on Your Startup's Go To Market?
|
May 10
|
SaaS Companies Are Changing their Growth Strategies
|
May 9
|
The Rising Importance of Reseller Channels in SaaS
|
May 5
|
A Key Moment in Time for Vertical SaaS Startups
|
May 4
|
Is the 2016 Economy a Risk to SaaS Companies?
|
May 2
|
Land, Expand, Retain
|
April 29
|
Five Charts on the State of the Early Stage SaaS Market in 2016
|
April 26
|
The Secret of Exceptional Teams
|
April 25
|
There are Only 3 Pricing Strategies for Your Startup
|
April 22
|
Just How Far Along Are We In SaaS? SaaS companies account for 14% of total software revenues generated by public companies, a figure growing at about 17% per year. Over the last ten years, the total amount of revenue generated by software companies has tripled from $53B to $169B, meaning SaaS companies are both taking share and growing the market.</p>"
|
April 21
|
Have VCs Changed Their Seed Investment Strategies?
|
April 19
|
Party Rounds in Seeds - Just Getting Started or Has the Clock Struck Midnight?
|
April 18
|
Five Questions About The Future of Chatbots
|
April 14
|
All New Ideas are Combinations of Old Ideas
|
April 10
|
Inside-Outside-Bias in Startups
|
April 8
|
The Optimal Seed Round Strategy - Timing and Size
|
April 7
|
The Future of Machine Intelligence
|
April 5
|
Inflation and Deflation in the Startup Fundraising Market
|
April 4
|
Q1 2016 Startup Investment Trends
|
April 1
|
Winning with Data advantage. TheRealReal uses this morning's sales data to inform this afternoon's marketing campaigns. Hubspot motivates its sales teams not just with a target quota, but a blend of key sales metrics that reflect the strategic priorities of the company. Zendesk's data team educates and trains its employees to use data in meetings to prioritize key product management and marketing efforts. </p>"
|
March 31
|
The Craft of Management
|
March 29
|
The Equation that Governs Your Sales Team's Effectiveness
|
March 27
|
Seizing the User's Point of Maximum Intent
|
March 24
|
Startup Best Practices 22 - Using Scenario Planning for Strategic Decisions
|
March 22
|
Your Customer's Top 3 Priorities
|
March 21
|
Disruptive Innovation in SaaS by Competing with Non-Consumption
|
March 18
|
The Future of Collaboration - Instant Data
|
March 17
|
In Every Great Product There's a Bit of Magic
|
March 15
|
From Modest Roots to $10.7T in Market Cap
|
March 13
|
A Technology Innovation Leading to a Go-To-Market Advantage
|
March 11
|
Authenticity in Leadership
|
March 10
|
The Strategic Shift in Revenue for SaaS Startups as They Scale
|
March 9
|
What's Really Happening in the US Venture Fundraising Market in Early 2016
|
March 7
|
Resilience and Telos in Entrepreneurs
|
March 4
|
The Startup Office of the Future
|
March 2
|
What Pricing Implies About Product Market Fit for Startups
|
March 1
|
Not All Revenue Dollars Are Created Equal
|
February 28
|
Benchmarking Exceptional Series A SaaS Companies
|
February 25
|
Hacking Your To Do List with Your Calendar
|
February 23
|
The Impact of a Changing Venture Environment on Startup Fundraising Terms
|
February 22
|
SaaS Office Hours in New York - A Q&A on the State of the SaaS Market
|
February 18
|
The Power of Open Source to Solve the Data Fragmentation Challenge
|
February 17
|
Venture Debt for SaaS Startups
|
February 15
|
The Other Payback Period that Matters in SaaS
|
February 12
|
How to Become Profitable Faster in SaaS
|
February 11
|
Mr. Market and the SaaS World
|
February 9
|
The 57% Drop in SaaS Valuations
|
February 7
|
The Nature of Leverage in Fundraising Conversations Has Changed
|
February 5
|
With Smart Software, Sell Ironman Not Robocop
|
February 3
|
The 12 Things I Know About You
|
February 1
|
Chained Probabilities in Startup Business Models
|
January 29
|
The Question to Ask Before Starting a Company in 2016
|
January 26
|
The New UI for SaaS - The Question
|
January 24
|
3 Questions for Startups to Answer for Themselves in a Volatile Fundraising Environment
|
January 21
|
When Data Confounds Our Intuition
|
January 19
|
The Metric that Matters for Startups in 2016
|
January 15
|
The Downward Pressure of Public Markets on Startup Valuations
|
January 13
|
The State of the Startup Fundraising Market in 2016
|
January 11
|
How Your Startup's Org Chart Changes Your Product
|
January 8
|
How Many Funnels Does Your Startup's Product Have?
|
January 7
|
When Startup Compensation Isn't About the Money
|
January 5
|
The Hottest Startup Sectors in 2016
|
January 3
|
A Rich Library of User Onboarding Analysis
|
December 16
|
Is Now a Good Time to Start a Company?
|
December 14
|
Building the Machine - Organizational Design in Startups
|
December 10
|
Are You Present?
|
December 10
|
Steady and Persistent Growth to $5.5B in Market Cap - The Ultimate Software Company
|
December 8
|
Pricing for SaaS Enabled Marketplaces - When to Go Free
|
December 7
|
A Framework to Maximize Your Startup's Hiring Success
|
December 4
|
Startup Best Practices 21 - Your Startup's Recruiting Scorecard
|
December 3
|
The Tech Press Cycle and Unicorns
|
December 1
|
The Biggest Buyers of Software Companies in 2016
|
November 30
|
Startup Best Practices 20 - Managing Oneself
|
November 24
|
SaaS Office Hours with Maia Josebachvilli on Strategic and Tactical Recruiting Metrics
|
November 23
|
4 Lessons For SaaS Startups From Optimizely's Early Days
|
November 19
|
The Right Kind of Mania
|
November 15
|
How Much Cash Should Your SaaS Startup Burn?
|
November 12
|
Benchmarking Atlassian's S-1 - How 7 Key SaaS Metrics Stack Up company in many regards. But foremost, Atlassian is one of the best examples of flywheel SaaS companiesyet. Atlassian counts 1600 employees and sells five products JIRA (bug tracking software), Confluence (project management), HipChat (internal chat/collaboration), BitBucket (code repository) and JIRA Service Desk (help desk software. Yesterday, Atlassian filed their F-1, a document preceding their IPO, and revealed how efficient a software company they have built. In 2015, the company will generate $320M in revenue. </p>"
|
November 10
|
2015 Software Startup IPOs and M&A - What Does the Data Imply for 2016?
|
November 9
|
SaaS Office Hours at Redpoint with Pete Koomen
|
November 6
|
3 Go-to-Market Insights from Kenny van Zant at SaaS Office Hours
|
November 5
|
What is the Optimal Quick Ratio for Your SaaS Startup?
|
November 3
|
The Next Major Technology to Shape SaaS
|
November 2
|
What Quota Attainment Reveals About Your SaaS Startup's Go to Market
|
October 28
|
The Most Transformational Force in US Society
|
October 27
|
Startup Best Practices 19 - Recognizing the Breaking Points of Your Startup's Management Structure
|
October 25
|
SaaS Office Hours with Kenny van Zant
|
October 23
|
Five Words of Wisdom from SaaS Office Hours with Bill Macaitis
|
October 22
|
How Much Should You Pay Your SaaS Startup's Sales People?
|
October 21
|
Using Vaporware to Validate a Product Idea and Generate Demand for Your Startup
|
October 19
|
5 Mistakes SaaS Startups Often Make with Pricing
|
October 15
|
The Turbulence in Startupland
|
October 13
|
Startup Best Practices 18 - Collaborating with Your Customer During Your Sales Process
|
October 11
|
8 Customer Discovery Questions to Validate Product Market Fit for Your Startup
|
October 8
|
SaaS Office Hours at Redpoint with Bill Macaitis
|
October 7
|
The Essential Go To Market Math for Beating Your SaaS Startup's Growth Targets
|
October 5
|
The Indicators of True, Strong Customer Demand for a SaaS Product
|
October 2
|
Startup Best Practices 17 - Strategic Planning Using Your Startup's Fundamental Equation
|
October 1
|
What 10x More Seed Capital Means for Founders
|
September 27
|
Data Network Effects in SaaS Enabled Marketplaces
|
September 24
|
Data Design Patterns - The Building Blocks of a Data Driven Culture
|
September 22
|
The Importance of Payback Period for SaaS Startups
|
September 21
|
Do Vertical SaaS Companies Benefit from Higher Sales Efficiency?
|
September 17
|
Vertical SaaS Startups Require Different Go To Market than Horizontal SaaS Companies
|
September 14
|
Why Skillful Fundraising is a Huge Competitive Advantage
|
August 30
|
Why Bottoms Up Selling is a Fundamental Shift in SaaS
|
August 28
|
Four Important Data Points about Purchasing Behavior in SaaS
|
August 26
|
What SaaS Startups Miss in User Onboarding
|
August 25
|
The Impact of the Stock Market on SaaS Valuations in 2015
|
August 24
|
Startup Trends from YCombinator's Demo Day
|
August 20
|
The Number One Objection in the Sales Funnel
|
August 18
|
The 3 Ways Culture Enables Startups to Scale
|
August 17
|
Lessons from the 8 Great CEOs
|
August 14
|
Startup Best Practices 16 - Option Pool Planning
|
August 13
|
The Magic of Email Snooze
|
August 11
|
The Implications of Raising a High-Priced Round
|
August 9
|
Why Startups Are Growing Faster Today than Ever Before
|
August 7
|
How the Changes in UX Assumptions Create Opportunities for Startups
|
August 6
|
When Do SaaS Startups Hire Their First VP of Sales
|
August 5
|
Benchmarking Netsuite's S-1 - How 7 Key SaaS Metrics Stack Up
|
July 30
|
What's Really Happening in the World of Bitcoin Investment
|
July 29
|
If You Chase Two Rabbits...
|
July 28
|
Why Consumer Startups Dominate the Megaround Market
|
July 26
|
We Must Strive to be Ourselves
|
July 23
|
The Best Goal Setting Frameworks
|
July 21
|
Take Your Startup to the Limit
|
July 20
|
How Similar is the Fundraising Environment Today to 2000?
|
July 16
|
At Some Point, You Have to Move Out of Your Parent's Basement
|
July 15
|
The Fastest Growing Areas of Startup Investment in 2015
|
July 14
|
Startup Best Practices 15 - Start With the Why
|
July 12
|
Startup Investment Trends in 2015
|
July 9
|
The Most Successful SaaS Sectors
|
July 8
|
The Increasing Fragmentation of SaaS
|
July 7
|
Five Charts on the Second Seed Market
|
July 6
|
Trends In Startup Acquisition Market in 2015
|
June 30
|
Three Data Points on Email List Unsubscribe Patterns
|
June 29
|
Startup Best Practices 14 - Slash and Burn Your Calendar
|
June 24
|
The Beauty of Bottoms Up SaaS Businesses
|
June 23
|
The Impact of Interest Rates on Startup Fundraising
|
June 22
|
Which Open Source License Should Your Project Use if You Want to Raise Venture Capital?
|
June 19
|
The Early Winners in the Consumer Hardware Wave
|
June 18
|
The Disruptive Effect of Open Source Startups
|
June 16
|
Startup Best Practices 13 - Patience with Unit Economics
|
June 14
|
Startup Best Practices 12 - Customer Success Compensation
|
June 11
|
How an $11B SaaS Company Measures Churn
|
June 10
|
Benchmarking ServiceNow's S-1 - How 7 Key SaaS Metrics Stack Up
|
June 9
|
The Expanding Role of Marketing in SaaS Companies
|
June 8
|
Why We're Only Just at the Beginning of SaaS
|
June 5
|
Welcome, Mina!
|
June 4
|
Unpacking the Deep Diagnostic Value of LTV/CAC for SaaS Startups
|
June 3
|
Startup Best Practices 11 - The 9 Box Matrix Talent Model
|
June 2
|
When Should Your SaaS Startup Offer Professional Services
|
May 31
|
The Health of the SaaS IPO Market
|
May 28
|
Should You Take Cash or Stock to Sell Your Startup?
|
May 27
|
The Risk Sales Discounts Impose to Startup Burn Rates
|
May 26
|
Free SaaS Enabled Marketplaces - A Novel Go-To-Market for Software Startups
|
May 21
|
A Very Unusual Book about Startup Culture I've read. It's irreverent, full of drawings, and completely chaotic in the most wonderful way. Gordon MacKenzie, the author of the book, worked at Hallmark cards for 30 years to the day. He started initially in the creative department imagining greeting cards and ultimately found himself with the title Creative Paradox. In his book, he described the way he injected creativity into his working life. I thought it was a great book with three salient themes.</p>"
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May 20
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The First Generation of the Talent Software Wars
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May 19
|
The 4 Teams Within Customer Success Organizations
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May 15
|
From $800k to $274M in 4 Years - The Story of Ariba
|
May 14
|
The Decreasing Follow On Financing Success of Startups
|
May 11
|
The First Mobile-Only SaaS Company
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May 8
|
How Great Unit Economics Enables Startups to Weather the Storm - The Story of WebEx
|
May 7
|
Startup Best Practices 11 - Practice Negotiations Before the Meeting
|
May 5
|
Which is a More Efficient Way to Build a SaaS Startup - Bottoms Up or Top Down?
|
May 3
|
What an Acquisition of Salesforce Means for Startups
|
April 30
|
How to Make Pretty Charts
|
April 30
|
A SaaS History Lesson – The First SaaS Company's Exceptional Journey
|
April 28
|
How Important Is It For a SaaS Startup to be Profitable?
|
April 27
|
Measuring Bookings, MRR, Revenue and Cash for Your SaaS Startup
|
April 23
|
Why the Bubble Question Doesn't Matter
|
April 21
|
The Innovator's Solution for SaaS Startups - The Flywheel SaaS Company
|
April 19
|
How Faster Sales Cycles Become a Competitive Advantage
|
April 16
|
How Many Unicorns Sell Each Year?
|
April 14
|
Hacking the Performance Evaluation
|
April 13
|
The Gamble of the Private IPO
|
April 10
|
The Innovator's Dilemma for SaaS Startups
|
April 9
|
Are SaaS Startups Today Worth More than Ten Years Ago?
|
April 5
|
Startup Best Practices 10 - Building Your Startup's Institutional Memory
|
April 2
|
The Runaway Train of Late Stage Fundraising
|
April 1
|
3 Key Ingredients of a Sales Compensation Plan
|
March 30
|
The 5 Key People in a SaaS Sales Process
|
March 26
|
The Best Book on Building a SaaS Sales Team you should read Mark Roberge's The Sales Acceleration Formula. It's the single best book on the topic. Mark is the Chief Revenue Office at Hubspot, a company which has created tremendous success by perfecting the inbound marketing plus sales model. The book is invaluable for every founder, CEO and member of the management team because it not only explains how the Hubspot sales team is structured, but why the structure came to be. </p>"
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March 24
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The SaaS Company that Grew from 0 to 4M Subscribers in 2.5 Years
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March 22
|
The Forces in Tension in the SaaS Fundraising Market
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March 18
|
The 5 Marketing Channels of Great SaaS Companies
|
March 18
|
Why Your Startup's Churn Rate Affects Your Company's Ability to Plan Its Future
|
March 16
|
The State of the SaaS Fundraising Market
|
March 13
|
The Most Important Thing Has Never Been the Numbers
|
March 11
|
Sales Funnel Optimization for SaaS Startups
|
March 10
|
The Sudden Growth in Series A Round Sizes
|
March 6
|
Trends in the Startup Acquihire Market
|
March 5
|
The Compounding Returns of Content Marketing
|
March 3
|
The Seed Investment Market in 2015
|
March 2
|
Modeling Your SaaS Startup's Revenue Growth Effectively
|
February 25
|
Creating the Strangely Familiar
|
February 24
|
The Three Dimensions of Content Marketing Strategy for Startups
|
February 17
|
Challenging Your Customers During Your SaaS Startup's Sales Process
|
February 13
|
The Data Behind the Rule of 40%
|
February 11
|
The Rising Costs of Scaling a Startup
|
February 10
|
A Single Report to Measure the Health of Your Startup's Sales Team
|
February 9
|
Why Managing For Progress is So Important
|
February 6
|
The Employee Productivity Patterns of Billion Dollar SaaS Companies
|
February 5
|
The 4 Types of Customer Success Organizations
|
February 4
|
A Simple Tool to Organize, Remember and Deliver Your Important Presentations
|
February 3
|
Benchmarks for Employee Stock Based Compensation in SaaS Startups
|
February 2
|
Five Things I've Learned about Content Marketing Strategy
|
January 30
|
Five Bits of Management Wisdom from Pixar
|
January 29
|
Benchmarking Salesforce's S-1 - How 7 Key SaaS Metrics Stack Up
|
January 27
|
The Compression in SaaS Valuations
|
January 23
|
The Fundraising Patterns of Unicorn SaaS Companies
|
January 22
|
The Characteristics of the Most Successful Teams
|
January 20
|
The Increasing Growth Rates of SaaS Companies
|
January 19
|
Are SaaS Startups Less Profitable than they Used to Be?
|
January 16
|
Benchmarking Xero's S-1 - How 7 Key SaaS Metrics Stack Up
|
January 15
|
The Rising Table Stakes in SaaS
|
January 14
|
My 2 Favorite Gadgets from 2014
|
January 13
|
The Sales Motions of B2C2B Companies
|
January 12
|
Benchmarking LinkedIn's S-1 - How 7 Key SaaS Metrics Stack Up
|
January 8
|
B2C2B Startups - Why Selling with Internal Influencers is so Powerful
|
January 7
|
3 Questions about Founders as CEOs in SaaS Companies
|
January 6
|
The Sudden Shift in SaaS Product Pricing
|
January 5
|
Startup Best Practices 4 - Managing Monkeys
|
December 20
|
Revenue per Employee Benchmarks of Billion Dollar Companies
|
December 17
|
The 10 Most Important Metrics in a Startup's Financial Statements
|
December 16
|
A 47 Year Old Prediction Comes True
|
December 13
|
Using Price & Demand Curves to Inform Startup Product Roadmaps
|
December 11
|
How Much Does It Cost to Take Your Startup Public?
|
December 10
|
The Typical Billion Dollar Startup Acquisition
|
December 9
|
What Bitcoin and Internet of Things Startups Have in Common
|
December 6
|
The 10 Most Important Metrics in a Startup’s Financial Statements
|
December 6
|
How to Hire a Head of Customer Success for Your Startup
|
December 5
|
How to Grow Huge: Proprietary Distribution Channels
|
December 4
|
Startup Best Practices 3 - How to Structure a Sales and Marketing Team
|
December 3
|
The Tablet-First Retail Startup
|
December 2
|
The Most Effective Way of Visualizing Funnels
|
November 22
|
The Next Big Opportunity in Mobile Advertising
|
November 21
|
Startup Best Practices 2 - Startup Team Sizes
|
November 20
|
The Language of the Web
|
November 19
|
How Much Cash Does Your Startup Need To Go Public?
|
November 18
|
This Message Will Self-Destruct in 48 Seconds
|
November 17
|
Startup Best Practices 1 - Situational Management
|
November 15
|
The Missing Startup Design Pattern Is Management
|
November 14
|
The Missing Startup Design Pattern
|
November 14
|
The Secrets Behind Content Sharing Widgets
|
November 13
|
Why the Petal Diagram Isn't the Best Competition Diagram for Startup's Pitch
|
November 12
|
The Ratio of Engineers to Sales People in Billion Dollar SaaS Startups
|
November 11
|
How I Built a Performant and Measurable Content Marketing Engine
|
November 8
|
The First Form of Communication that Changes Depending on Who is Using It
|
November 7
|
The Future of Journalism in the Touch Era
|
November 6
|
The Single Biggest Determinant of Startup Valuations at IPO
|
November 5
|
How Mobile is Disrupting Even the Most Successful Internet Products
|
November 4
|
The Most Important Feature In KitKat No One is Talking About
|
November 1
|
The Three Churn Mitigation Strategies of SaaS Startups
|
October 31
|
Quick and Dirty Product/Market Fit Validation: Can You Hit Your Quota?
|
October 30
|
The Unexpected Compensation Trends of Post-Series A Startup Founder/CEOs
|
October 29
|
Dream Teams: The Characteristics Of Billion-Dollar Startup Founders
|
October 29
|
The Internet Subscription Startup is Winning
|
October 25
|
Anticipatory Commerce: the Evolution of Intent on the Web
|
October 24
|
A Startup's Rosetta Stone - How to Succinctly Communicate the Details of a Business
|
October 23
|
The SaaS Valuation Bubble
|
October 22
|
What a Dog and a Monkey Taught Me About Management at Google
|
October 21
|
Silicon Valley's Library
|
October 18
|
Using Gaming Product Hacks to Maximize Freemium SaaS Growth
|
October 17
|
How Much Should Your Startup Spend on Managing Churn?
|
October 16
|
The Two Characteristics of Seamless Mobile Payment Experiences
|
October 15
|
The Optimal Blog Post Length to Maximize Viewership
|
October 14
|
Why Customer Success Is An Essential Part of Every SaaS Startup
|
October 11
|
Sales Efficiency Benchmarks for SaaS Startups
|
October 10
|
The Simplest Brand Health Question For Your Startup
|
October 9
|
How APIs Will Evolve
|
October 8
|
Using Twitter Recirculation to Maximize Content Marketing Effectiveness
|
October 7
|
Deserve is a Toxic Word
|
October 3
|
Which of the Five Types of Data Science Does Your Startup Need?
|
October 2
|
The 3 Competitive Defenses of Enduring SaaS Companies
|
October 1
|
The Single Best Content Marketing Channel for Your Startup
|
September 30
|
What Your Startup’s MRR Figure Is Hiding
|
September 27
|
The Developer Economy: Power to the Coders
|
September 26
|
A Five Year Android User Switches To iOS
|
September 25
|
Using The Friend Paradox to Maximize Your Effectiveness at Startup Networking Events
|
September 24
|
Sexism, Statistics and Space s How Disruptive Startup Ideas Are Discovered
|
September 23
|
Which Half of Your Startup’s Emails Are Wasted?
|
September 20
|
How To Take Exceptional Notes and Be Productive with Paper
|
September 18
|
Interpreting Cohort Data - The 3 Key Analyses for Measuring Your Startup’s Product Performance
|
September 17
|
How Wordpress Used VideoConferencing and IRC to Change the World
|
September 16
|
Google F1 and The Cascade of Innovation New Databases Create
|
September 13
|
Crossing the People Management Chasm - A Necessity of Startup Growth
|
September 12
|
Six Key Benchmarks for Your SaaS Startup
|
September 11
|
The VC Firm of the Future
|
September 10
|
The One Best Metric for Your Startup to Maximize
|
September 9
|
The Best Content Marketing Campaign in the Last Year - Do VC Blogs Actually Lead to Investments?
|
September 7
|
You’re Not Finished Selling Until You Change Your Customers Habits
|
September 6
|
Not Sharing the Opportunity to Learn is a Cardinal Sin
|
September 5
|
How Web Development Techniques Are Infiltrating Mobile Apps
|
September 4
|
The Part They Don’t Tell You About Startup Team Building
|
August 30
|
Mobile Social Networks: The New Customer Acquisition Powerhouse
|
August 30
|
The Series A Is Overloaded
|
August 29
|
The Sales and Marketing Spend Strategies of Billion Dollar SaaS Companies
|
August 26
|
Analyzing Twitter Ad Performance for the Last 9 Months
|
August 26
|
Marketing’s Technical Liberation
|
August 22
|
The Fundamental Challenge of Your Startup’s First Hire: Leading and Learning at the Same Time
|
August 21
|
A team of founders who had just made their first their first hire asked me about culture and on boarding. How do they go about managing people? How do they maintain the values of the business?
|
August 21
|
Choosing a Content Marketing Strategy for Your Startup
|
August 19
|
Your Startup’s Three Horizons
|
August 16
|
The Seed Investment Patterns of Billion Dollar Startups,w
|
August 15
|
The Seed Investment Patterns of Billion Dollar Startups
|
August 15
|
The Founder’s Null Hypothesis
|
August 14
|
Announcing Redpoint’s $16M Series A Investment in Looker
|
August 13
|
Cohort Analysis for Startups - Six Summary Reports to Understand Your Customer Base (With Code)
|
August 12
|
Anticipatory Computing - The Next Big Thing Is Enabling Laziness
|
August 7
|
Great Startup Product Design Is Telepathic
|
August 5
|
The 3 Different Strategies of Venture Funds
|
August 2
|
Community Marketing: Starting A Movement For Your Product
|
July 31
|
Maximizing the Value of Investor Referrals
|
July 29
|
How CrowdFunding Embodies Amazon’s Product Management Process
|
July 29
|
Why Support Software Is the Future of Work Email
|
July 26
|
Framing Your Startup’s Sales Pitch: Focus on Value, Not on Cost
|
July 25
|
Framing Your Startup’s Sales Pitch: Focus on Value, Not on Cost
|
July 24
|
Product Market Engagement: The Missing Step in Lean Startup Methodology
|
July 23
|
Product Market Engagement: The Missing Step in Lean Startup Methodology
|
July 22
|
Your Startup’s Office Is Missing a Room
|
July 18
|
The Three Phases of Startup Sales
|
July 17
|
The Five Characteristics of An Ideal SaaS Company
|
July 15
|
Your Startup’s Office Is Missing a Room
|
July 13
|
Data, Data Everywhere, Not a Second to Think
|
July 12
|
Why Starting a Company Is Completely Irrational
|
July 11
|
Peak Smart Phone - What Happens to the App Economy When Smartphone Penetration Reaches 100%?
|
July 6
|
A Formula for Innovation
|
July 6
|
The Compounding Returns of Content Marketing - The Data Behind Why Persistence Pays Off in Blogging
|
July 2
|
Throwing in the Towel on Google’s Go: What Programming Taught Me About Sales
|
June 28
|
The Startup Sector That’s Quietly Booming
|
June 27
|
The First Rails App I Built at Google
|
June 26
|
How to Analyze Your Startup Like A VC in 15 Minutes Or Less
|
June 24
|
Debunking the Myths of Social, Viral and Community
|
June 21
|
Debunking the Myths of Social, Viral and Community
|
June 21
|
It’s Time to Start Worrying About the Next Round for Your Startup
|
June 19
|
A Formula For Innovation
|
June 17
|
Piecing Together A Quilted Social Network: Does M&A Work for Social Nets?
|
June 14
|
The Return of Venture Backed Hardware
|
June 13
|
The Library in Building 42
|
June 12
|
Why Starting a Company Is Completely Irrational
|
June 11
|
The Most Effective Price Discovery Question for Your Startup
|
June 11
|
Why PRISM May Herald a New Golden Age for P2P
|
June 10
|
The Bewildered User at the Center of the Legal Firestorm
|
June 7
|
The Most Under-Appreciated Startup Team Member
|
June 6
|
The Dawn of the Voice-to-Text Era
|
June 5
|
Why You Should Be Measuring Time To Utility For Your Product
|
June 4
|
The Data Behind Why Google’s Play Is So Much Harder For Startups To Crack Than the iOS App Store
|
June 1
|
Elon Musk’s Genius: Understanding the Cost of a Screw and the Value of a Photo
|
May 30
|
Block and Tackle Product Marketing
|
May 29
|
Startup Pricing - How to Manage Channel Conflict
|
May 28
|
A Startup’s Guide to Maximizing Last Mover Advantage
|
May 24
|
Antagonism is the Heart of the Consumerization of IT Movement
|
May 23
|
Investing in the Consumer Web is Dead
|
May 22
|
You Shouldn’t Start an Ad Tech Company, But If You Do…
|
May 20
|
The Future of Human Data Interaction
|
May 17
|
Coding and Cooking: The Connection between Jacques Pepin and Database Migrations
|
May 16
|
Social Network Alchemy: The Five Ways of Turning Users Into Gold
|
May 15
|
Your Startup’s API Could be Its Disruptor
|
May 14
|
Redpoint is Hiring a Consumer Analyst
|
May 13
|
How Will I Enable Greatness Today?
|
May 10
|
The Greatest Challenge to Facebook, LinkedIn and Twitter is Unbundling
|
May 9
|
Reverse Engineering Your Startup’s Success
|
May 7
|
Three Counterintuitive Points about SMB SaaS
|
May 6
|
Hiring Your Startup’s First Salesperson
|
May 3
|
The Secret to Growth Hacking
|
May 2
|
What Today’s Revolution in Publishing is Missing
|
May 1
|
The Antidote to Burnout is Progress
|
April 30
|
Building Content Strategy by Segmenting and Analyzing Twitter Followers
|
April 29
|
Design’s New Frontier: The IRL Era
|
April 26
|
Out of My Depth
|
April 25
|
The Twitter Game, Google’s Bin and Other Force Multipliers
|
April 24
|
Activity Based Pricing - When Is It The Right Choice for Your Startup?
|
April 23
|
The Android-First Social Network
|
April 22
|
Mastering Feedback Loops in Startups
|
April 18
|
The Defining Characteristics of Successful SMB SaaS Startups
|
April 17
|
The Two Key Ingredients in Great Connected Consumer Products
|
April 16
|
Founders, Equip Your Champions
|
April 15
|
Here’s to the Grinders
|
April 12
|
How To Price and Sell Your Startup’s Product
|
April 11
|
Startup Judo - The Secret You Should Know Before Starting a Company
|
April 10
|
A Startup’s Three Visions
|
April 9
|
The Power of Team Work in Startups
|
April 7
|
Anatomy of a Reference Check
|
April 4
|
What I’ve Learned about Blogging in 3 Years
|
April 3
|
Breaking Down a Typical VC/Startup Diligence Process
|
April 2
|
Your Startup’s Top 3 Priorities
|
April 1
|
The 7 Questions A Startup Should Answer in their Fund Raising Pitch
|
March 29
|
The 11 Risks VCs Evaluate
|
March 28
|
How to Align Founder and VC Incentives - Why Fund Size Matters
|
March 27
|
Your Startup’s 10 Most Important Metrics
|
March 26
|
Why Freemium Negates The Leaky Bucket Myth
|
March 25
|
Mobile Productivity for Normal People
|
March 22
|
Why the File System Wars Will Trigger a Wave of Consumer M&A
|
March 21
|
The Future Is Here, It’s Just Not Evenly Distributed
|
March 20
|
Which Data Biases Challenge Your Startup?
|
March 19
|
Measuring Dark Social Using Google Analytics
|
March 18
|
A Startup’s Guide to Outsourcing
|
March 15
|
Social Proof - The Most Formidable Force Driving Content
|
March 14
|
Why Branding Is the Next Essential Startup Competency
|
March 13
|
Machine Learning in Consumer Products
|
March 12
|
Strikes and Gutters
|
March 11
|
How To Measure the Success of a Blog
|
March 8
|
Crafting a Pricing Plan to Maximize Freemium Growth
|
March 6
|
Crawling - The Most Underrated Hack
|
March 5
|
Searching for Eric Schmidt
|
March 4
|
A Letter to the Editor
|
February 28
|
Boiling a Billion Frogs
|
February 27
|
The Relationship Between Margins and Acquisition Prices
|
February 26
|
Every Damn Day
|
February 25
|
Matching Marketing Tactics to The Sales Funnel
|
February 22
|
The Five Key Dynamics of the Seed Market in 2013
|
February 21
|
What SaaS Businesses Can Learn from the News Industry
|
February 20
|
How Competition Strengthens Startups
|
February 19
|
Building A Money Machine
|
February 15
|
Salesforce’s Disruptor Won’t Be A CRM Company
|
February 14
|
Incremental Innovation is Just As Powerful as Disruption
|
February 13
|
There’s A 10x Hidden In That Tweet
|
February 12
|
The Voice of the People is Data
|
February 11
|
Why Humility is Essential for Every New Startup Hire
|
February 8
|
Freemium Businesses Switch the Hunter and Farmer Sales Roles
|
February 7
|
The Religious Debate About Data
|
February 6
|
Valuations in the Series A and Series B Market are Booming
|
February 5
|
How to Optimize Every Decision in Your Life and Accomplish Nothing
|
February 3
|
The Most Important Principle of Start Up Fund Raising
|
February 1
|
The Power of Market Places
|
January 31
|
What I Learned From a Two-Year Fund Raising Process
|
January 30
|
The Cost of Bad Data is the Illusion of Knowledge
|
January 29
|
The Failure Fetish Fallacy: Learning is at the Core of Startup Land
|
January 28
|
A Startup’s Step-by-Step Guide to Working with Recruiters
|
January 25
|
Data is Useless Unless You Can Act on It
|
January 24
|
Discovering, Honing and Exploiting Your Startup’s Strengths
|
January 23
|
The biggest professional challenge of my career: communication
|
January 22
|
How to nail your product market fit and sales pitch with a value proposition diagram
|
January 17
|
Why To Do Lists Are Failing Us
|
January 16
|
The product qualified lead (PQL)
|
January 15
|
What my high school chemistry class taught me about startups
|
January 14
|
How to succeed despite your every effort to fail
|
January 11
|
The startup hardware M&A market will be vibrant in 2013
|
January 10
|
A CEO’s epitaph
|
January 9
|
Observations of the LinkedIn Influencer program
|
January 8
|
The new marketers
|
January 7
|
To Sell is Human
|
January 4
|
We should be living in the future already
|
January 3
|
Fundamentals of communication
|
January 2
|