Q&AThe best founders really know their sh*t. The best founders just know everything cold about their business: They know the competition cold. They don’t mock the competition, or say it…
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Blog Posts, Fundraising, Q&AWhat can entrepreneurs do to stand out to prospective investors during a pitch? The best founders really know their sh*t. The best founders just know everything cold about their business:…
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Q&AMore than early-stage start-ups. Once you truly have a complete management team, you’ll find you get more rest. You’ll still think about work 24×7. You’ll still have to get on…
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Blog Posts, Product, Q&A, ScaleIn the SaaS world there is often a debate between “best in breed” point solutions and all-in-one or full stack solutions. Which path do you think wins out over the…
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Q&AShould you fund your startup by your own money or wait for external funding? Everyone has different tolerances here. In my first start-up, I signed a $750,000 full-recourse note when…
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Q&AWhy is it dangerous to accept too high of a valuation from an investor for a startup company? A lot of VC advice is a bit self-serving. There are risks…
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Fundraising, Q&AIt is preferable for a simple, telling and important reason: at least at the seed stage, the economics of founders and investors are very aligned. Put differently, at the end…
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Q&AHere’s what I did: Recruited a bunch of the rest of the team. Raised the Series A. Closed the initial customers. Got PR in TechCrunch and 20+ other pubs. Spoke…
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Blog Posts, Growth, Marketing, Marketing, Q&AHow important are customer testimonials? They are incredibly important. We spend so much time marketing and selling to customers. And building stuff for them. But almost no one thinks enough…
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Q&AYes, but don’t expect too much. Don’t expect a magic source of a game-changing number of leads here. There are exceptions to every rule, but with 95%+ of the SaaS…
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Q&AI think there are approximately 2 ways to get a new SaaS app off the ground: Option 1: Hustle into The Enterprise. In almost every category of software, there are…
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Featured Q&A, Q&AThere are probably a multitude of reasons. But let me suggest one reason I learned when I was an exec in a F500 tech company: Headcount was mostly fixed for…
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Blog Posts, Growth, Q&A, SaaS Product Pricing, SalesHow do you re-negotiate an unlimited seat site license SaaS agreement as VP of Sales? Or even just a “bad” contract you gave to a very early customer that now…
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Q&AHere is why: Salesforce is better than Zoho CRM, or really any other CRM, if that’s what your sales leadership and team is used to and wants to use. For…
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Q&AHistorically, there has been 1 good solid reason to pay top employees at software companies a lot: leverage. Historically, a very small but mighty team could build a piece of…
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