The Definitive Book on Negotiation — part 2Below is a continuation of a recent blog post about a book called Never Split the Difference by Chris Voss. Chris was one of the premiere…1d ago1d ago
The Definitive Book on NegotiationI just re-read a book called Never Split the Difference by Chris Voss. Chris was one of the premiere FBI Hostage Negotiators in the world…2d ago2d ago
Years from founding to IPO in SaaSHow many years will it take you to exit? We looked at every SaaS IPO since MongoDB in October 2017. The data is below along with a few…3d ago3d ago
Don’t Emphasize Average Contract ValueAverage Contract Value is (“ACV”) is a vanity metric that is a byproduct of your business model, not a driver of it. Driving ACV shouldn’t…6d ago6d ago
A bumpy SaaS success storyMany successful founders struggle and may even come close to failure (more than once). That said there are plenty of examples of companies…Feb 13Feb 13
THE Book on SDR Team ManagementI read Trish Bertuzzi’s book ‘The Sales Development Playbook’; it’s fantastic. The book focuses heavily on building pipeline with SDR…Feb 12Feb 12
The VC with the most SaaS IPOsBelow is a list of the VC with the most SaaS IPOs since 2017 (goes back to MongoDB, all the way through the most recent which is…Feb 11Feb 11
A good cold email to VCMost VC hate cold emails from entrepreneurs. Reasons vary: i) cold pitches are often poorly prepared; ii) skeptical VC will say to…Feb 101Feb 101
Negotiate the Investment Banker Engagement LetterSelecting an investment banker is a lot of work. Below are the things you need to watch for in the engagement letter with an investment…Feb 7Feb 7
Good Book on SaaS Sales and CSWe read Strategies That Win Sales by Mark Marone & Seleste Lunsford. Below are some of our favorite excerpts.Feb 61Feb 61
