Now that you have great salespeople to work for your company, how should you compensate them?
My last post covered tips for recruiting great sales leaders. This time, let’s look at how to recruit the best sales team members. Distill your key sales needs Before you can build the right sales team, you have to understand what your product does, who its buyers are, how they buy, and what benefits it […]
One of the questions we get asked most frequently by our portfolio company CEOs is: How can I recruit great sales talent? Twice a year, we host teaching sessions for our companies on the fundamentals of startup sales management. At those sessions, we offer this advice on recruiting world-class revenuers: The biggest predictor of success […]
We recently had our mid-year internal review of our funds. In going through our many investments, one factor that emerged was that we have three fundamental “flavors” of investments. We found that we actually use slightly different language when we discuss each of these investment flavors, because our perspective and expectations of the companies are distinctly different.
Content, and the marketing tools and analytics that support its business models was one of our earliest areas of investment focus. That seemed natural. We had domain expertise, great contacts, and strong reputations. But, perversely, our deep involvement actually led to quick, radical shifts in our views here.
Our funds adjust their investment theses as we analyze changes in the world around us. One of the emerging areas where we see promise is Vertical SaaS. We feel that, among companies, software hasn’t actually eaten the world, it has simply grabbed the most obvious dishes from the biggest tables. Huge opportunities remain largely untouched […]
If you looked at internet commerce ten years ago, you might well have imagined that the future belonged to the box. Specialized goods subscriptions boxes suddenly popped up everywhere, like mushrooms after a strong rain.
I have often said that entrepreneurism is a socially acceptable form of mania. By that, I meant that entrepreneurs, by definition, see themselves as standing apart from the crowd. They take on risks that cause other to quail, drive themselves and their teams to peak levels of performance, and sometimes over believe in themselves and […]
When it comes to education, two things stand clear to us. Millions of people of every age and situation require education. It might be to improve college entrance potential or to better one’s job prospects, to acquire a skill or to belong to a community. The need is manifest. At the same time, it is […]
Back in the ancient tech times, when phone signals traveled over wires and TV signals traveled through the air, the limitations of then-existing hardware and software compelled a layered, flexible approach toward getting any information from Point A to Point B. The most elegant and powerful solution to this situation was the TCP/IP stack, which […]
There has been an outbreak of recrimination and angst about the impact of online social networks on society. One of the early team members at Facebook, Chamath Palihapitiya, decried that “We’ve created tools that are ripping apart the social fabric of how society works. If you feed the beast, the beast will destroy you.” Sean Parker, another […]