Q&A

I think most folks (including Twilio, etc) have realized you pretty much have to pay salespeople the way they are used to be being paid: on the annualized value of…
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I’ve been through it 3 times. Once as a start-up exec, and twice as founder. The first time, the answer was price. In my first start-up job, we were acquired…
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There are fewer bigger mistakes you can make as a founder than not having 4+ vesting. Ideally, a decade. Why? Because vesting protects the most committed founders from the least…
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There is a lot on the topic, but I thought it might be fun to look at how my first 9 angel investments have done. We can learn a lot….
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Not until the company is very big. It’s often the case that top sales reps close 2x to as much as 5x as much as an average rep. With the…
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Every year I think about it, the top 3 sort of change. But my Top 3 mistakes I made as a SaaS CEO: Not constantly hiring, especially for VPs. You…
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A lot has changed in the past decade. Today, the vast majority of traditional South Park / Sand Hill type VCs want the founder-CEO to go the distance, if at…
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It wasn’t always clear to me. In my first start-up, I was the one that put it together, and was the “business/sales guy”, and was the one that raised the…
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Putting aside Unicorns and folks that have raised monster rounds, in my experience, most enterprise SaaS companies struggle to deploy more than $30k-$40k a month on Adwords effectively. They may…
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I think the definition of “MRR” has become corrupted in recent years. MRR is your Montly Recurring Revenue. Plain and simple. If it doesn’t recur, it’s not part of your…
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