Post-Funding: Trigger Spend on Milestones, not Timeline.

Dave Kellogg is an outstanding leader and thinker -- go and follow his blog posts if you're not already doing so. He has a lot of good advice on planning and spending after getting funding ("post-funding"). Two of my portfolio companies went through the pleasure of raising a new round of financing last month.  There … Continue reading Post-Funding: Trigger Spend on Milestones, not Timeline.

Sales: “I’m so glad I could help.”

Selling is a service. You are solving a real problem. You are addressing a valuable need -- doing nothing or doing the wrong thing could have catastrophic consequences for your customers . But if you are just selling to make your quota you are neither helping yourself nor are you helping your startup and executive … Continue reading Sales: “I’m so glad I could help.”

Sales Strategy — Selling a Product Versus Selling a Platform.

What does your customer want to buy? Are they using your product as a stepping stone or enabler to a much bigger transformation? Or are you part of a larger product and fit the puzzle? Are you selling a product or a platform? I listened into sales conversations at one of our startups. The product … Continue reading Sales Strategy — Selling a Product Versus Selling a Platform.

TMT Exits — No End in Sight?

In May, Neeraj Agrawal and Logan Bartlett from Battery Ventures published a great presentation on the 2019 Software market. The Telecoms, Media, and Technology Sector ("TMT") is a bit bigger. Over the past 10 years TMT exit volume has been steadily rising. Until 2019, there was no end in sight. VC-backed TMT Exit Volume Globally … Continue reading TMT Exits — No End in Sight?

Sales — Five reasons why I love slow moving deals.

Sales people have to close deals. The VP of Sales has to make sure to hit her quarterly target. Everyone hates the deals that are stalling, that seem to be stuck. As a board member, I have to be strategic. Slow-moving deals are a unique opportunity to uncover systemic problems in the sales motion, reveal … Continue reading Sales — Five reasons why I love slow moving deals.

Board Questions to ask about Stock Options, NSOs, ISOs, Restricted Stock, Restricted Stock Units (RSUs).

[Earlier I wrote about the different vehicles] You're sitting on a board and the CEO presents some proposed grants. Motion to approve - second - all in favor - ay. Here's what you should have asked before the board meeting. A. Economics What's the vesting schedule? What are these options worth right now? What do … Continue reading Board Questions to ask about Stock Options, NSOs, ISOs, Restricted Stock, Restricted Stock Units (RSUs).

Leading Unicorn VC Firms and The Long Tail

We often get the question about "Leading Unicorn Venture Capital Firms". And emerging fund managers are sometimes taken aback when we are unfazed about their two unicorns in their portfolio and continue our due diligence. Business Insider just published an article about early-stage investors with billion-dollar outcomes. [DISCLAIMER BELOW] [EDIT 5/28/2019, 08:38 PDT -- I … Continue reading Leading Unicorn VC Firms and The Long Tail

Volume and Choice drive down Startup SaaS M&A Multiples.

SEG: 1Q19 SaaS M&A Update, via http://softwareequity.com/research/ SaaS multiples of venture-backed SaaS Startups are driven down by volume and choice. Tom Tunguz has written a lot about SaaS multiples, specifically about Where are SaaS Companies Priced After the 2018 Correction. We are getting a lot of inquiries from VCs, entrepreneurs, and LPs alike about pricing. … Continue reading Volume and Choice drive down Startup SaaS M&A Multiples.

Five Areas of Startup Equity Awards Boards Should Discuss.

There are enough primers on the Internet. This is not a primer. But take it as a discussion guideline with your board, your lawyers, your executives. Types of Equity Awards Options An option is a contract between a startup and an "optionee" (mostly employees, but could be contractors or board members) that provide a right … Continue reading Five Areas of Startup Equity Awards Boards Should Discuss.