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Q&A
I just received a Series A term sheet from a VC. Another VC is considering making a competing offer and has asked me for the details of the first term sheet. What are the expectations and etiquette around sharing this info?
I think sharing your expectations, at a minimum, will likely save time. Most VCs have a range they are comfortable investing at, both in an absolute sene (e.g., “$3m is…
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Q&A
What are the biggest mistakes first-time startup founders make, and how can they be avoided?
Here’s my list in SaaS: Being reluctant to go up-market. Not everyone should go up-market. But if you have a bunch of $5 a month customers, and then a few…
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Blog Posts, Early, Q&A
The 10 Realities of Start-Up Life
A few things that surprise you especially as a founder: Things are sort of … slooow. Yes, lots is always seemingly going on at a start-up. But the reality is,…
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Q&A
Gamification: what are some good examples of gamification in SaaS?
I like the “Other Ways To Earn Credit” in Notion App I like how it incents me to try a few other key functions of the application, with a pretty…
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If Customers Want to Cancel, Just Let Them. Move On.
How do you handle B2B customers who want a refund on an annual subscription because they didn’t realize that their credit card would get charged again a year later? You…
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Q&A
For a B2B tech startup that has raised a series A and a series B in the last 12 months, what percent of revenue should the marketing budget be? Growth is a priority. Marketing owns the SDR function.
I wouldn’t think about your marketing spend post Series B solely as a % of revenue. Although you probably should start there: First, you can probably spend up to 50%…
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Q&A
What fundamental sales principles entrepreneurs must understand?
Creating urgency is an art. Most founders are great “middlers”. They are great at explaining not just what the product does, but what it can do to solve your problems….
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Q&A
Using testimonials in the sales cycle
Testimonials are nice, but most prospects these days have already seen the generic ones on your website and in your collateral. What work in sales is very similar companies using,…
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Q&A
Suppose the CEO of my competitor contacts me, interested in acquiring my app (privately owned). What steps would I take to avoid giving away proprietary information before the sale closes, if ever?
Just meet. Meet all your competitors. You never know where it will go. It may help you head off a stupid conflict later. You might combine the companies. Who knows….
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Q&A
How many people retain their subscription after the free trial?
Be a bit wary about raw conversion of free-to-paid as an absolute metric. Driving it up will certain increase revenues in the short term. But perhaps not in the long…
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Q&A
What if you can’t pay back an investor?
If it is a professional investor — it is fine. They write it off and move on. Unless there was some sort of fraud or something, true professional investors will…
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Q&A
What were your expectations for your first business?
My biggest mistake, the second time, was setting insane Year 1 projections. I had such a great set of co-founders, I projected we’d hit $2m ARR in our first year….
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Blog Posts, Fundraising, Q&A
2 Cold Emails I Funded For Millions
Cold emails to investors have their detractors. There are so, so many start-ups these days. Everyone with a checkbook is looking for signals which of the 1000s to invest in. …
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Q&A
What event made you an entrepreneur?
Being unwilling to fail. Personally, I never thought I was good enough to be a founder. I never thought I could do it myself. I was pretty happy to be…
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Q&A
Is Tableau an expensive deal for Salesforce?
Not really. There aren’t that many things of true scale, that are strategic, that Salesforce could buy at this stage. Tableau was at >$900m in recurring revenue … growing 41%…
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Blog Posts, Customer Success, Customer Success, Growth, Q&A
The Fastest Growing Unicorns Have This In Common
In SaaS, they all have top-tier net revenue retention. Even, and even especially, if their customers are SMBs (which churn at a higher rate): PagerDuty, 139% net revenue retention. 5…
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Q&A
What should Apple do with their cash?
It’s confusing. Realistically, Apple, or almost any successful tech co., can only do 3 things with their huge piles of cash: Buy other companies; and/or Repurchase their own shares; and/or…
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Blog Posts, Early, Marketing, Marketing, Q&A
How can Sales and Marketing work together?
The simplest way is to get sales and marketing to work together is align marketing’s #1 goal to a revenue-related “commit” that sales agrees to. Your VP Sales Has a…
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Q&A
Is Salesforce worth it for a database of 100 customers?
Yes — because you likely have 1,000+ prospects already in your “database”. You need a CRM not just to manage your closed customers, but to manage your prospects. To track…
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Blog Posts, Early, Q&A, SaaS Product Pricing, Sales
SaaS Startups and Reduced Pricing
For most SaaS apps, you want to at least start with “just right”, Goldilocks pricing: Too high a price, and you start to add friction to the sales process. Deals…
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Q&A
What was your first meeting with an angel investor like?
Let me at least share my first meeting with a VC. It went really well. The very first VC I ever pitched as a founder offered to fund us tentatively…
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Q&A
Negotiating a term sheet
It shouldn’t take more than a week, or even just a few days, to negotiate a term sheet, once a VC decides they want to do a deal. There really…
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Q&A
Employee consideration for a liquidity event
Bear on thing in mind: You can fix a lot of things in equity later before you sell — if you are still in charge. So you can always grant…
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Fundraising, Q&A
How Do VCs Decide Which Startups to Invest In?
How do VCs decide which startups to invest in? VCs take different types of risks. More on those types, and flavors here: The Different Flavors of Risk Early Stage VCs…
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Q&A
Is it recommended to require the credit card details during the signup?
I don’t like asking for the credit card upfront. What I see time and time again is a short-term boost to short-term metrics, at the cost of longer term revenue…
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Popular Q&A
What are strategies to justify a higher valuation for my company?
The easiest “strategies” to get a higher price in an acquisition — which admittedly are very hard to deploy quickly: Raise a venture round at a high price. This is controversial “advice” because it can backfire on you. But the reality is, many M&A prices are...
What are the qualities of a good co-founder?
My list: Same values and commitment as you. No matter how smart you both are, you also have to share the same values and commitment. Are you both 100% all-in? Are you both willing to go 18–24 months before initial product market fit? Are you both willing to do what it...
Why has Microsoft overtaken Slack with 13 million daily users?
It’s an impressive statistic. But … it is difficult to know how seriously to take this without knowing true engagement, because Microsoft Teams is packed into so many editions of Office, etc. Just like Yammer was (and still is): Perhaps that means Teams will kill...
What skills do you look for in an entry level sales person?
If you are a founder hiring salespeople to manage yourself (i.e., you don’t have a VP of Sales or other sales leader yet) … your #1 criteria should be trust. Specifically, does your gut and time with him/her say you can trust her with a lead. Leads and potential...
Is Salesforce a feasible solution for small company environment?
If you aren’t sure you need Salesforce yet, that’s OK. You probably don’t need to be using Salesforce. Yet. Salesforce CRM/SFA in the end is a team management tool. If your team is tiny, it likely is overkill. But you’ll see once you have 20+ reps, it is extremely...
How to Price Your Product in the Early Days (Hint: It’s Actually Easy)
Just start with comps. With comparables. Software is very expensive to build, but for the most part, costs almost nothing to ship. It might cost you $0.10 a month in hosting charges per user for an app that isn’t server or storage intensive. So why is one app $5 a...
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