Apr 10, 2018

Scaling up requires working ON the business

When a startup arrives at a stage of product market fit to show steady increases in revenue, my evaluation as an investor expands to include looking for evidence that the leaders are actively engaged in working ON the business itself as the team builds towards scaling up.

Dec 6, 2017

Build to last requires partnering with the right investor

Someone just forwarded me Fred Destin’s excellent post What founders really want from VC’s

Fred’s insights are absolutely on point, and reading them prompted me to dig up an unfinished post of my own on this topic – one that I began writing earlier this year following the exit of TriNet’s long time controlling shareholder, General Atlantic

Oct 27, 2014

Leading Sales as a Startup CEO

As I mentor startup CEOs, one of the most common struggles I see is figuring out the path to develop the right systems, process and talent to drive new sales.

Aug 19, 2014

Growing SaaS: Putting Channel Partner Self Interests Ahead of Your Own

As both an entrepreneur and startup investor, Software as a Service (SaaS) is an industry that captures much of my attention for opportunity.

Aug 10, 2014

Perils of a Rich Valuation

The entrepreneur gushed “We just closed a $2.5 million Series A on an $8 million pre-money valuation.”

May 20, 2014

Choosing Your Vertical Market Focus

When creating a new product, one of the most important strategic decisions a startup can make is selecting the right vertical market to point all development and marketing resources towards.