Huge Markets with No Revenue: Initial Product-Market-Fit

I had two pitches last week where the entrepreneurs were talking about huge billion Dollar markets ... but the initial "customers" they were talking to didn't feel the urgency and sales were lagging. "I know this is a huge market. There is a lot of research about it. We need to spend more money for … Continue reading Huge Markets with No Revenue: Initial Product-Market-Fit

Pitch Clinic: “Noone else is doing it!”

We've got this awesome team and we're doing <insert-cool-stuff-here>. None of <insert-public-companies-here> can do that. We're light years ahead of them! I love great teams. Which investor doesn't. But just because you have not heard of any group within <insert-public-companies-here> doesn't mean they can't do it. In fact, any pitch about a unique technical skill … Continue reading Pitch Clinic: “Noone else is doing it!”

Developer-centric Startups for Critical Applications

Most DevOps centric startups are focusing on the Dev, not the Ops. Many tools and startups start in Test & Dev (versus "production" or "in-revenue" applications). But really hard problems in DevOps are often connected to in-revenue, critical applications. These applications have real-time and high-availability requirements and "exactly-once" execution of commands. I have the privilege … Continue reading Developer-centric Startups for Critical Applications

Scaling First Revenue: Core Customers.

You closed your first customers, all friendlies who you worked with for the past 15-18 months to refine the product (so much for your "three months sales cycle from GA to bookings - that was easy!"). So who's next? You can categorize your prospects into three categories: Core (Hunt): This is the category where you actively … Continue reading Scaling First Revenue: Core Customers.

Scaling First Revenue: Industry Focus.

Short answer: Don't. Don't worry about your industry focus (yet), unless you are clearly a vertical solution for a very specific industry; unless you and your first sales team only have experience in selling into one specific industry and have no other contacts and you are determined to keep only this team for a while … Continue reading Scaling First Revenue: Industry Focus.