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Mark Birch

Mark is an early stage technology investor and entrepreneur based in NYC. Through Birch Ventures, he works with a portfolio of early stage B2B SaaS technology startups providing both capital and guidance in the areas of marketing, sales, strategic planning and funding.

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Disruption
Advice - Changing the world is not so obvious at the beginning. As Airbnb’s valuation grows to north of $18 billion, it is hard to imagine the company as anything other than the “global hospitality brand” it aspires to become. For...
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Advice - It is not so much a question of where to get leads as much as a question of how. That is really what people are asking when they ask about finding quality leads. In a previous post we outlined the difference between the process of...
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Bitcoin - “Before the Bitcoin protocol was invented, most computer scientists thought a system like Bitcoin was impossible because of a famous problem in computer science called the Byzantine Generals' Problem. The problem, in a nutshell,...
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Advice - How should you go about the process when hiring sales reps? When it comes to hiring salespeople in startups, there is a lot of built up common knowledge: Do not hire salespeople until you are ready. Do not hire a VP of sales as...
Sales for Startups
Advice - "We already have that" is never a real objection. When describing your product with prospects, do you ever get an inkling they already have something that does what you do? That is probably because, in order to get anyone to listen...
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Advice - "Investing is not a game where the guy with the 160 IQ beats the guy with a 130 IQ.  Once you have ordinary intelligence, what you need is the temperament to control the urges that get other people into trouble in investing." -...
Sales for Startups-The Best Sales Methodology
Advice - A friend recently asked if I had any recommended sources for learning about strategic account selling, the type of selling you do when targeting big companies. Over the years, I have been trained on a number of methodologies and...
Midtown NYC
#NYCTech - If there was a time that the midtown area of Manhattan was ever considered cool, I have never heard about it. It has some awesome architectural marvels; the major commuter rails systems feed into there; and the shopping and...
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#NYCTech - I am ambivalent about startup pitch events. There are a lot of them nowadays. Many would say this is a great thing. Some talk about how it exposes more people to startups. Others cite the fact that they are an outlet to reach...
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Advice - You may often hear of the term “demand generation” from marketers when talking about lead acquisition strategies. The term evolved as the nature of marketing changed over the decades, and the role of the marketer became more...
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Advice - Right now, startups are feverishly hiring in order to scale up their businesses, but could we in fact be doing it all wrong? While many startups expound the virtues of being lean, once the VC money train rolls in, it is off to the...
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Advice - Venture capital firms always have a philosophy by which investments are made. This helps investors evaluate the VC fund to understand where their money is going and the types of companies the VC focuses on. Angel investors have...
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Advice - The difference between a startup and a small business is more than mere semantics.  A startup is about launching a new business model, whereas a small business has a business model.  Startups are focused on hyper-growth, whereas...
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Advice - Recently, the question of what makes a business a startup versus a small business came up. I generally play fast and loose with definitions. I switch up accelerators with incubators and refer to growth hackers as marketers. But when...
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Advice - Lemonade stands may appear on the surface to be simply about selling lemonade but when you look deeper, it’s much more dynamic.  There’s the producer side, which produces the key ingredients.  There’s the consumer side, which...
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Advice - I recently had a conversation with an entrepreneur about what type of salesperson to hire first: a hunter or a farmer. As a bit of background, the startup in question has a heavy service component with fairly long implementation...

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