Blog Posts, Fundraising, Leadership, Q&AThese days, if you raise money at a >=$80m-100m valuation, and are oversubscribed, most bigger Silicon Valley VC firms will offer to provide some founder liquidity. And these days, the…
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Blog Posts, Customer Success, Q&AMany of you will come under a lot of pressure these days to pause accounts, to downgrade accounts, and more. It’s challenging almost everywhere. And even where it isn’t, there…
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Blog Posts, Career Growth & Advice, Customer Success, Customer Success, Growth, Q&AIn today’s crazy world, more and more vendors are seeing customers that want to cancel annual or longer contracts. What should you do? The simple answer “of course” is that…
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Q&AMy overly specific rough rule is about $20k in MRR. A deep dive on that here: I Hired My VP of Marketing at $20k MRR. It Wasn’t a Week Too…
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Q&AYou can sort of half test it via paid spend. This is a good exercise to do. Budget $500 to spend on Adwords and Facebook marketing. Do multiple campaigns and…
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Q&AThey aren’t. At least not in B2B / SaaS. Although sometimes, they were a little bit arrogant or jerky on the way to being successful. I’ve interviewed and talked backstage…
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Q&A, SalesIt’s not what you’d think. It’s not: A power trip. Well, it can be a power trip in some sense I guess, but not if you are doing it right….
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Career Growth & Advice, Growth, Q&A, Sales, SalesUrgency. Urgency does not really exist in 95%+ of deals. There really is no burning need for most customers to buy today, this month, or often even, this quarter. The…
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Growth, Leadership, Q&AI don’t think so. Not until the paradigm changes. Here’s why. Quora has a unique combination of: The largest on-point audience, and By far — by far — the best…
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Career Growth & Advice, Growth, Hiring, Product, Q&ARoughly for me, for as long as it’s about a 10-hour a week job. Or often, maybe only up to $3m-$5m in ARR or so. In SaaS at least, founders…
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Q&AMaybe. A few thoughts: First, conflicts are somewhat fluid and even subjective and not AS big of a deal as some make it out to be. I know this is…
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Career Growth & Advice, Exit, Exit Strategy, Leadership, Q&AMuch better the first time than the second. The first time we sold, I had far exceeded any expectations I had as a founder. First, I barely believed I could…
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Career Growth & Advice, Hiring, Leadership, Q&A, ScaleI try to work with (and invest in) CEOs that are better than me. I found, when I was a SaaS CEO, that the CEOs that complained about needed a…
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Career Growth & Advice, Growth, Leadership, Q&AI try to spend about 20 minutes a day. I really enjoy writing on focused questions, it sharpens the mind and more specifically, helps me collect and “succinct-ify” my thoughts…
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Career Growth & Advice, Growth, Q&A, Sales, SalesThe one thing I do strongly recommend is letting each VP you hire pick her core tools and system of record. Forcing a VP of Sales to use a CRM…
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