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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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Advice - Now that I have been back on the entrepreneur side, there are times I feel like I am running around like a chicken with its head cut off. One minute it is a sales call, then it is a product thing, then I have an investor meeting, then...
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Advice - Great service is something every startup should invest in. One of the first meetings I had while in New Orleans was with the CEO of one of Enhatch’s earliest customers, a medical device startup with some healthy venture backing....
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Business - As the Marc Andreessen New York Magazine article was spreading through my network, I actually had little desire to read it.  That is not to say he does not have anything interesting to say, just that I pretty much get my fill from...
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Advice - The idea of using your own software is nothing new. Ever since Paul Maritz sent an email to a Microsoft manager to increase the internal use of Microsoft’s products, the term has stuck in tech circles. It certainly seems reasonable...
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Advice - So how does initial contract size affect the distribution strategy of SaaS companies?  Here is some interesting data from a recent survey that is not all that surprising, but it does clearly show what has been intuitive for many...
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Advice - I read this quip about organizational structure in a book I recently read.  This was a traditional, old school manufacturing company that over a few short years eschewed the usual trappings of corporate management, org charts and...
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Advice - There are a LOT of resources about how to sell big, gnarly, long, difficult, enterprise deals.  Just search B2B sales or enterprise sales on Amazon to see for yourself.  But you have to read a lot of rubbish to get to the essential...
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Resources - Sales is dead? Really, who writes this crap? Apparently that is the amazing insight by none other than Jon Steinberg who brought us viral listicles and gave the world yet another thing to waste time on. That is what goes for...
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Advice - So if you are just starting out in a new company with a greenfield territory, where does one start prospecting?  What if you also have an unproven product with only a few reference customers, how do you get things going when you are...
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Advice - The year is 2019 in the month of November. Above your head there are cars flying through the skies, advertisements from every direction beckoning you to colonies on other planets, and a breed of life-like, androids called Replicants...
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Advice - When you hang out at a startup event, you often hear the refrain of “I’m killing it” when asked, “how are you doing?” Then there are the variants of “crushing it” and “awesome.” With so much “killing” and...
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Advice - No amount of process, people, or product will help if the messaging is not working Good messaging is like good art; it is hard to define but you know it when you see it. And like art, it can be hit or miss, and more often on the...
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Advice - I recently finished reading Ben Horowitz’s book “The Hard Thing About Hard Things.” Normally I am not one for business books, but this one was pretty solid. Maybe at some point I will do a review, but the reason I bring it up...
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Advice - Everyone has that picture in his or her head of the prototypical sales rep. Not the used car salesman image, but the one of the über successful sales person: tall good looking, outgoing, and probably athletic. Of course, having known...
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Advice - I found this excellent guide on how to easily and simply learn to code.  I share the main steps for my dedicated readers, but I highly suggest you read the original post in its entirety.  If you are indeed embarking on a journey...
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Advice - I cannot tell you how many emails I get from sales people that read like mini-novels. I dread opening these things because I know that as soon as I do, I am going to be bowled over in a deluge of clichés, sales speak, and insincere...

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