Archive
Every post, grouped by year.
2026 107 posts
- AI Worldviews
- Most AI Work Can Wait
- The CIO's Choices are Clear in 2026
- When AI Costs More Than the Engineer
- What If There Is No Moat Yet?
- Full Sail on Asynchronous Inference
- Defending Against AI-Powered Attackers
- The Quietest Part of Startupland isn't so Quiet
- So You Want to Sell Inference
- Databricks Widens the Lead on the Yellow Brick Token Path
- 5x for Free : The Local Coding Stack
- The Golden Age of AI Applications
- A CEO's Cost of Capital Advantage
- The AI Glass Ceiling
- The Substitution Wave in AI
- The Minimill of AI
- Local in Reality
- Intelligence Per Dollar
- The Thriving Ecosystem of Open Models
- The AI Skepticism Map
- Skill Distillation
- Security in the Age of AI Agents: Office Hours with Jonathan Jaffe
- Software After AI
- Agent Gravity : Who's Running Your Agents
- Plastic User Interfaces
- SpaceX's Limitless Ambition : An AI Conglomerate
- The Unsustainable Subsidy
- Observations on Writing with AI
- The First Derivative of Inference
- What Would AI Email Cost?
- The 6 Messages That Actually Matter
- 2026 Theory GTM Survey
- Localmaxxing
- Securing the Agentic Enterprise
- AI at Discount
- Optimizing Software Factories
- All the AI You Need for 8 Ads per Day
- This Week's Sign the Apocalypse Isn't Upon Us
- Timing Cashflows of Your Sales Commissions and Your Customers
- The $112 Billion Quarter
- Reorganizing Your SaaS Startup's Organizational Structure to Optimize the Customer Lifecycle
- Darwinian Specialization in AI
- The Three Questions in AI Sales
- An Often Forgotten Characteristic About Your Startup's Ideal Customer Profile
- Technical Schematics: AI Tool Evolution
- GPU Spot Prices Surge 114% in Six Weeks
- Competitive Strategy in the Age of AI
- Intelligence About Business
- A $10 Billion Call Option
- A Proactive System of Intelligence for Security
- The Beginning of Scarcity in AI
- Founders, Equip Your Agents
- The AI Problem Matrix
- Emerging from the Mythos
- Pocket Power : From State of the Art to Your Phone in 23 Months
- Tokenmaxxing
- Marketing in the Agentic Era
- Veblen & Jevon Walk Into a Data Center
- A New Axis of Competition
- AI's Bundling Moment
- Cursor, Kimi & the Open Source Imperative
- The Pricing Power of Agents
- The Robotic Tortoise & the Robotic Hare
- The 12x Bet on AI
- Hello, Claude? Are You There?
- One Billion Lost Packages
- The Marginal Hire
- The Org Chart Math Behind AI-Native Speed
- Is This Tomasz's Agent?
- The Sword of Damocles in Software
- Data Center Intelligence at the Price of a Laptop
- Not Prompts, Blueprints
- Would You Buy Generic AI?
- Databricks Overtakes Snowflake
- The Game on the Field Has Changed
- Is AI Doing Less & Less?
- Why Saudi Aramco Isn't a Proxy for SpaceX
- AdSense for AI
- SpaceX, OpenAI & Anthropic IPOs : A $3 Trillion Stress Test
- A Third, A Third, A Surprising Third
- 9 Observations from Building with AI Agents
- Will I Be Paid in Tokens?
- The AI Acqui-Hire Wave
- The 2026 Rotation
- Can You Fly That Thing?
- How Markets Price AI Risk
- Google's 52x AI Growth
- The Other Leverage in Software & AI
- Building Developer Infrastructure at Scale : Office Hours with Jim Everingham
- Dissecting the Internet's Most Novel Creature
- $281b From One Customer
- A Coxswain on Your Shoulder
- Is Your Margin My Opportunity in Software?
- The Model T Comes to Silicon Valley
- AI Managing AI
- When the Market Questions Relevance
- The Postmodern Data Stack is AI
- Software That Debugs Itself While I Sleep
- A Third Time Up the Roller Coaster
- Dead Companies Walking
- Eleven Steps to the Epiphany[^1]
- Open APIs Are Over
- Trajectory
- The Text Box Isn't Enough
- The Done List
2025 160 posts
- Gross Profit per Token
- My Favorite Books of 2025
- Motive S-1 Analysis: How 7 Key Metrics Stack Up
- Scoring 2025's Predictions
- Scoring 2025's Predictions
- 12 Predictions for 2026
- Thursday is Podcast Day
- A Flash of Deflation
- The Bifurcation in the AI Market
- Is Your AI Funded by Junk Bonds?
- The Average Founder Ages 6 Months Each Year
- The Two Context Databases Powering Enterprise AI
- The AI Value Gap : Where Does the $7,000 Per Seat Go?
- Streaming Comes into the Fold
- From 10 to 31 Tasks Daily : The Agent Inflection Point
- Top 10 Posts of 2025
- Vercel's AI Sales Agent : 10 SDRs Down to 1 in Six Weeks
- Private Equity : The New Distribution Channel for AI Startups
- The Bacon & the Skillet: When Does the AI Market Congeal?
- The Scaling Wall Was A Mirage
- What 375 AI Builders Actually Ship
- Teaching Local Models to Call Tools Like Claude
- Running Out of AI
- Datadog: As Reliable as Your Golden Retriever
- Are We Being Railroaded by AI?
- A 1 in 15,787 Chance Blog Post
- OpenAI's $1 Trillion Infrastructure Spend
- Small Data Becomes Big Data
- $555B of Cloud Spend
- The Growth Premium Persists in SaaS Valuations
- Product-Market Fit is No Longer Static
- Engineering for the AI-Native Era : Office Hours with Calvin French-Owen
- From Columns to Rewards: Automating the Two Pillars That Drive Modern AI
- Where Is Your AI Running?
- Good Morning & Good Luck
- The Data Pendulum Swings to Consolidation
- Is Token Consumption Growth Slowing Down?
- Congratulations, Robot. You've Been Promoted!
- Building Sales Teams in the Age of AI : Office Hours with Chris Klayko of Databricks
- From Books to Prompts: The Instant Future of Productivity
- Circular Financing: Does Nvidia's $110B Bet Echo the Telecom Bubble?
- Data & AI Infrastructure Are Fusing
- Adding Complexity Reduced My AI Cost by 41%
- From A to B Without Inventing Letters
- The Efficient Frontier of AI
- The Math of Hypergrowth: Two Paths to the Same Goal
- Is T3D2 Dead? Has AI Killed It?
- The Post-AI Org Chart
- Beyond a Trillion : The Token Race
- How AI Tools Differ from Human Tools
- Coffee, Omelettes, and Five-Course Meals: A New Software Menu
- Developer Relations at Theory
- 10 Months into AI Agents : Which Are Used Most?
- Two Data Giants, One Revenue Milestone
- What It Feels Like to Build in AI
- A Living Market Map
- The $20/Month Software Revolution
- The AI Tide Lifts Databases
- The Second-Order Effects of AI
- Netflix's New AI Role
- What Will You Reinvent Today?
- A Narrative Violation on a Friday Morning
- Achieving Flow with AI
- When One AI Grades Another's Work
- Explore vs. Exploit in Agentic Coding
- The Groupon Era of AI
- EvoBlog: Building an Evolutionary AI Content Generation System
- Why AI Can't Crack Your Database
- What is Chrome Worth?
- Who is Talking to My Users?
- From Knowledge to Action
- Small Action Models Are the Future of AI Agents
- The AI-Driven Cloud Market Share Shift
- Why Seed Rounds Are Growing as Startups Shrink
- PageRank in the Age of AI
- The AI Search Tipping Point
- The Question I Ask Myself Before I AI
- The Sales Strategy Conquering the AI Market
- Hidden Technical Debt in AI
- The Rise of the Agent Manager
- Budgeting for AI in Your Startup
- The Hungry, Hungry AI Model
- Revenue Comes to Crypto
- Figma's S-1: A PLG Powerhouse
- Voice, Context & Control: The Three Pillars of Useful AI Email
- Why Data is More Valuable than Code
- The Multimodal Lake House : Partnering with Lance
- Fighting for Context
- DuckLake - Subsecond Latency on a Petabyte
- The Data Decacorn Derby
- The Coming Wave of Acquihires
- Partnering with Maze Security
- Patterns Across 5 Years of YC Investing
- The IPO Door is Swinging Open
- Stuck in the Middle of AI Workflows
- What Level of AI?
- How Monte Carlo's Daily Revenue Model Rewrote Their Strategy
- 1000x Increase in AI Demand
- A Banner Year for M&A only Five Months In
- What's in Your Bank's Wallet?
- Theory is Looking for an Investor
- My Prompt, My Reality
- How AI Redefines User Experience
- When Will We Pay a Premium for AI Labor?
- Nobody Wants to Read Your Stuff
- The Impact of AI on Education & What It Means for Work
- A CEO of AI Applications Marks a New Era of AI Competition
- An Explosive New Distribution Channel
- No Asterisk Needed
- 100 Trillion Tokens
- Semantic Cultivators : The Critical Future Role to Enable AI
- When Every Employee Becomes an Agent Boss
- A 1600% Improvement in Sales to Lead Conversion
- Tokenization as a SaaS Liquidity Option
- Rabbits on Firetrucks Redux
- Integrations as Competitive Advantage
- Social AI
- Speed Running a 50 Year Old Software Category
- My Bottleneck with AI
- Beyond ARR: How Monte Carlo Reinvented Their Business with Daily Revenue
- The Impact of Tariffs on Series As
- What do Tariffs Mean for Startupland?
- A Founder's Guide: Essential Sales Advice for Startups
- Welcome, Bryan and Philip!
- The Great Liquidity Shift
- The Price of Distinctiveness
- The Digital Hot Dog : Marketing in the Age of AI
- The Third UI : The Rise & Fall of the Keyboard
- The Implications of the Wiz/Google Deal
- Halving R&D with AI & the Impact to Valuation
- The Mirage in the Software Clouds
- This Analysis Cost 27 Cents
- Positioning Startups in the Age of AI
- How Much Is A Venture Firm Worth?
- Why War & Peace Is Killing Your Data Budget
- A Founder's Guide: Essential Management Advice for Startups
- Lopsided AI Revenues
- Four Marketing Principles That Redefine Markets from Klaviyo's Former CMO
- The Complete Guide to SaaS Pricing Strategy
- AI Fluency : The Next Interviewing Skill
- Auctions in AI : Cost of Capital as a Strategic Advantage
- The AI Elbow's Impact : What Reasoning Means for Business
- Theory is Looking for a Head of AI
- Fast-Track Your Growth: GTM & Marketing Office Hours for SF Founders
- Faster Sales Cycles & Software Buyer Confidence
- AI Impact Curves
- Google's Future in Search & AI
- $1.2b of Revenue in 30 Days
- It Pays to be an AI Company
- $13b Run Rate & Doubling
- Darwin's Finches in AI
- The AI Cost Curve Just Collapsed Again
- Top Themes in Data in 2025
- Top Themes in Data Transcript
- What DeepSeek's Newest Model Means for AI
- From Blank Canvas to a Brilliant Presentation with AI
- Why Synthetic Data Is the Secret Weapon for AI Startups in 2025
- Building GTM for AI : Office Hours with Maggie Hott
- Tech's $370B Paradox: Why Cash-Rich Giants Might Not Lead 2025's M&A Race
- Back to Text: How AI Might Reverse Web Design
2024 120 posts
- 2025 Predictions
- My Favorite Books of 2024
- Desktop, Touch, Browser, Now AI? The Next OS in Computing
- The Intelligence Imperative: How AI Went From Feature to Foundation
- Finding the Midnight Snacker : Agentic Marketing
- I Use AI 100 Times Per Hour
- Top 10 Posts of 2024
- Why I Let AI Grade My Writing (Just Like My AP English Teacher)
- The Year Algorithms Learn to Act
- Theory Two
- My Little Library
- 75 Cents per Month
- Small but Mighty AI
- The Post Election Surge is Unevenly Distributed
- I Talk to Robots While Driving
- The White Collar Revolution
- Profit Dollars per GPU Dollar
- Trends in the Post-Modern Data Stack
- My AI Rube Goldberg Machine
- Productivity One Year from Now
- AI Prompts as PRDs : Why Prompts Will Become Important IP Assets
- The Premise of a New S-Curve in AI
- Why Lifetime Value is Relevant Again in Software
- A Challenge to SaaS Orthodoxy
- How M&A Fosters Innovation
- Fulfilling Crypto's Original Promise
- Where is the Budget for AI Coming From?
- Would You Listen to AI Generated Podcasts?
- Interwoven with Initia
- AI Advantage for Startups : Changing the Workflow through Services
- Will We See a Better Exit Market Next Year?
- Writing Software for Robots
- 2024 Theory Ventures Go-to-Market Survey: Optimism Rises Amid Changing Market Dynamics
- The New Software GTM Playbook
- The Rarity Shibboleth
- The Challenge of the AI Demo
- Which Design Era Are We In?
- The Dislocation Between Public & Private Web3 Markets
- Higher Levels of Abstraction
- What Has Your GPU Done For You Today?
- AI Public & Private Premia for AI Companies
- Things that Used to be Impossible, but are Now Really Hard
- The PostModern Data Stack
- Snowflake's 4 Areas of Investment in AI
- The Ghost in the Machine : Invisible Ads in Generative Search
- The 3 Attributes of an Attractive Market for AI
- Rewriting the RFP for AI
- The Battle for AI Gravity
- Agentic Systems' Sales Cycles
- The Future of Blockchain Data : Our Investment in Allium
- Punctuated Equilibrium in AI : Is it Better to Be A First Mover or A Last Mover?
- No SaaS! How AI Agents Will Change Software Pricing
- AI Pricing Strategies for SaaS Companies Offering Copilots
- Select avg(Moby Dick) limit 2 sentences
- The First of Your Newsletters
- The Four Barriers to AI Adoption
- 2024 Theory GTM Survey
- How Much Revenue Must a Company Generate to IPO?
- The Series A Crunch or the Seedpocalypse of 2024
- What about Human Training?
- Databricks' Accelerating Growth
- Apple's AI Challenger Sale
- One Line of Code Can Wipe a Billion Rows : Investing in Tobiko
- Is the Software Market in Trouble?
- The AI Trust Fall
- NVIDIA
- Chatting With Her - The ChatGPT App on Mac
- AI Spending Patterns : It's Not What You Think
- BI's Third Form : Office Hours with Benn Stancil
- Are AI Companies Valued Differently Than Non-AI Companies?
- The Fastest Growing Category of Venture Investment in 2024
- A Series of Unfortunate Decisions
- The Capex Conquest in the Cloud
- Massive Acquisitions in Software Startups
- When 1% Market Share Shifts Represent $5b of Market Cap
- Partnering with Dropzone: Automating Security Operations with AI
- A Shift in LLM Marketing : The Rise of the B2B Model
- Modern Data Architectures : Jordan Tigani of MotherDuck on Office Hours
- Are Software Companies Good Businesses?
- The Most Profitable Software Company in Q1 2024
- The Market Size Mistake
- My Favorite Uses of AI
- Extreme PMF : Sustaining Success with Scale
- SUI Generis : Office Hours with Evan Cheng of Mysten Labs
- The Art of Product Management in the Fog of AI
- Micromanaging AI
- This Message Will Self-Destruct in 33 Seconds
- Rubrik S-1 - Burning the Boats in Data Security
- AI in the Hands of Software Buyers
- Selling AI : Category Creation of a Different Flavor
- To Be or Not To Be an Agent
- AI SaaS Companies Will Be More Profitable
- Analyze All the Things : Data Omniscience with Omni
- The Vector Computer Company
- Why Databases Won't Charge for Storage in the Future
- The Opposite of a Good Idea is a Good Idea
- Looking into the Future of BI With Colin Zima
- What Happens When AI Performance Asymptotes?
- 3 Key Marketing Tactics for Early-Stage Startups: Lessons from a Former Klaviyo & Lightspeed Executive
- What If LLMs Change the Business Model of the Internet?
- The Secrets to Building Vibrant Communities in Web3 Open-Source
- The First $100m ARR AI Security Company
- Nobody Knows : Steel & Blockchains
- One of the Biggest Public Offerings in 20 Years
- Building a $20b Behemoth : Office Hours with Steven Goldfeder of Offchain Labs
- The Sudden Repricing of Startups in Early 2024
- AI Design Patterns
- Standard Issue AI
- Experience as a Status Symbol
- The Fastest Growing Software Sectors in 2024
- AI Drove the Largest New Bookings of Any New Product
- Dissecting Delegation: Diving Deep on The Missing B-School Class
- 5th Grade Outlining in Mrs. L's Class : Metawriting before the Age of AI
- From Prompt to Paper in 60 Seconds
- The Class Missing from Business School
- Open Source Models : What Can We Determine from Download Patterns?
- The 10x Salesperson
- Gordian Knots in Software Engineering
- Make Hay When the Sun Shines : Liquidity in Startup Exits
- 2024 Predictions
2023 114 posts
- Why Startup M&A in 2024 Will Rebound
- Data Product Teams : Best Practices for a Modern Data Team
- Synthesis as Brilliance : Worldly Wisdom from Charlie Munger
- Step-Ups & Duration : The Shape of Things to Come to the Series A in 2024
- How to Improve Your LLM : Combine Evaluations with Analytics
- In Like a Lamb, Out Like a Lion
- Top 10 Posts of 2023
- Snow Angels Come Early to Data : Snowflake's Strength Spells Success for Startups
- Managing Data as Product : Office Hours with Philip Zelitchenko
- The New Threat to a Data Leader's Career
- Who Took a Bet on You?
- Sudden Disturbances in Rapidly Moving Objects : The Implications of the OpenAI Fiasco
- How Much Does it Cost to Use an LLM?
- The First Mac Predates Modern Central Banking
- The Software Industry's Productivity Boom: Analyzing Revenue per Employee Trends
- Purchasing Patterns in Software : Positivity Punctuating Q3
- Top 10 Trends for Data in 2024
- Only The Dogged Thrive : More Good News in Startupland
- What's Measured is Managed : Earnings Surprise in Public Software in Q3 2023
- How Much Should Quotas Increase Next Year?
- The Impact of Anti-trust on M&A in Startupland
- Gas Gas Revolution
- AI Reaccelerating Cloud Growth
- Top 10 Trends in Data & AI at the Impact Summit
- The Convergence of Data & Software Engineering in the Age of AI
- Outbound Marketing Fury : Office Hours with Raj Sarkar
- What Loom & Klaviyo Indicate about Exit Valuations
- The PLG Trap : Lessons Learned from Oliver Jay, former CRO at Asana
- The Promise and Pitfalls of Chaining Large Language Models for Email
- SaaS Competitive Advantage Through Elegant LLM Feedback Mechanisms
- Centaurs & Cyborgs : The Jagged Frontier of AI
- Artisanal Emails
- Avoiding the PLG Trap : Office Hours with Oliver Jay
- Cisco & Splunk Continue the Trend of SaaS Take Privates
- Building Applications with AI - Lessons from LangChain, Hearth, & Context.ai
- Building a Generational Business Databrick by Databrick
- 4 Key Takeaways from the AI Panel at Saastr 2023
- A Little Yellow Book in the Corner Bookshelf of a Coffee Shop
- Whispers of the Future
- The Rise of Data Lakes in Software Architecture
- The Evolution of Open Source Business Models
- Context.ai - Unlocking Insight into LLM-Based Applications
- A New Marketing Behemoth Klaviyo : How 7 Key Benchmarks Stack Up in the S-1
- Around the World in 21 Days
- The Dawn of AI : Pricing Power & Profits in NVidia's Business
- Mean Reversion: When Will Startup Investing Return to Normal?
- Seizing the Moment: Strategies for Startups to Outmaneuver Competition in a Turning Economy
- Teaching a Computer to Ghoti
- Surprising Data Points about the Venture Capital Market
- How Will a Venture Capital Recovery Feel? Observations from 2008
- Busting the Myth: Higher Funding Doesn't Mean Faster Hiring in Startups
- What the New Relic Sale Means for SaaS
- The Paradox of AI and Data Roles: How Automation Will Increase Demand for Data Professionals
- Signs We've Touched the Bottom
- The Pilgrims Raised 4 Rounds of Financing
- Operating in the Dark
- Producing Charts with AI
- The Fracking of Information
- There is No Such Thing as Series A Metrics
- What 70m Thread Users Mean for B2B Marketers
- How Markets Value Software Companies in 2023
- Picking Teams in AI
- MotherDuck - DuckDB in the Cloud
- Marketing Teams as Hedge Funds
- Does an AI Premium Exist in the Fundraising Market?
- What if Every SaaS App Spoke English?
- Web3 in SaaS Clothing
- The AI API : The Twilio Moment for Machine Learning
- How Much More Efficient Should a SaaS Startup Be When Using AI?
- Observations Using LLMs Every Day for Two Months
- When Will SaaS Budgets Increase Again?
- The Publicly Traded Company Worth 250x More in 10 Years
- High-Flying SaaS Startups' Surge Won't Change the Valuations in Ventureland
- How Should You Staff Your Startup in 2023
- Which AI Model Should You Pick for Your Startup?
- Seeking a Distribution Advantage with AI
- Tinkering with LLMs
- The Greatest Profitability Turnaround in Software History
- When 1 is Bigger than 4 for AI
- Every Customer is a Design Partner - Leading Your Sales Motion with Sales Engineering
- Microsoft's Billion Dollar AI Business
- Software Spending Growth Will Accelerate by 40% in 2023, But it Doesn't Feel that Way
- Why Every Startup Needs an AI Strategy
- How Much will the US Early Stage Venture Market Contract in 2023?
- ChatGPT & Taylor Swift
- Economics in the Sometimes Strange World of Web3
- The 4 Questions Startups Should Ask Themselves about Building with Generative AI
- Theory
- The Change in Burn Multiple for Startups in 2023
- Usage as the Moat in AI
- The Typical Startup Saw a 24% Increase in Sales Cycle in 2023
- The Hardest Round to Raise in 2023
- How to Build Your Startup like Google & Stripe
- Take a Breath
- 2023 Go-to-Market Survey - Understanding How Startups Have Shifted in 2023
- How ChatGPT Will Restructure Engineering Teams & Create Opportunity for Startups
- Pulp Nonfiction : What I Learned Writing a Blog Post with ChatGPT
- Magical Metrics with Omni
- The Implications of Increased Regulatory Scrutiny for Startup Acquisitions
- Which Customer Segments are Healthiest During the Downturn?
- A Flare Across the Clouds : Cloudflare's Earnings Report
- Venture Capital, Withering & Dying
- The Compounding Advantage of a Big Chip Stack in a Downturn
- Predicting Cloud Growth Rates for 2023
- When AI Favors the Incumbents
- The Future of Startup Office
- Microsoft as a Mirror - What We Can Expect for SaaS in 2023
- How Layoffs in Startupland Differ Between B2B & B2C Companies
- Is the Suite Strategy Right for Your SaaS Startup?
- The Most Acquisitive Acquihirers in Software
- Rabbits on Firetrucks : Generating Images for B2B Blog Posts Using AI
- 2023 is the Year of _________
- The Startup M&A Market Fell 94% Year over Year - But One Segment Thrives
- Sizing the Web3 B2B Software Market
2022 124 posts
- My Quest for Speed - Learning to Use My Computer the Fastest Way Possible
- A $30B Software Company from a $15m Investment
- From a $200k Annual Burn to Raising $80m+ : Notes from Office Hours with Fredrik Haga
- Five Predictions for 2023
- A Funny Thing Happened on the Way to Sand Hill Road
- My Favorite 10 Books of 2022
- What the $6B Coupa Acquisition Means for Software Startups
- PLG & Profitability : More Product Doesn't Necessarily Mean Greater Profits
- Top 10 Posts of 2022
- Napoleon's Influence on the Modern Data Stack : hyperdimensional Analysis with Malloy
- The Uniswap Token Launch : Tokens as CAC Part II
- The Most Successful Web3 Launch in 2022
- The Best Time of Year to Raise for Your Startup
- A New Chapter
- My Laptop is Faster than Your Cloud : Announcing MotherDuck
- Office Hours with Fredrik Haga of Dune : What is the Future of Web3 post-FTX?
- Soft in the Middle - Examining Your Startup's Org Chart
- What the FTX Fiasco Means for Web3
- Losing a Month of Runway to Inflation
- Cutting R&D to Grow GTM Spend : Is it Happening Across Software Companies?
- Sales Efficiency through Covid : Reading the Tea Leaves for Startups
- Grey Skies in Cloud Earnings
- 9 Predictions for Data in 2023
- Would You Leave the Cloud to Improve Sales Efficiency by 11%?
- Five Pillars of PLG with Carilu Dietrich
- Antifragility as a Competitive Advantage in 2022
- How Low Could Valuations Go?
- Office Hours with Carilu Dietrich - Marketing for Hypergrowth Companies
- Just How Troubled is the Bay Area Startup Scene?
- 10 Predictions for Data at the Impact Summit
- Pipeline Supply Shocks in SaaS Sales
- Are We Seeing the Beginning of SaaS Consolidation?
- The State of Web3 in 2022 through Data
- Figma's 50x ARR Multiple & What it Means for Startup Fundraising
- Your Customers' Profitability is Your Startup's Future Health
- Systematizing Go-To-Market Hiring
- Web3 Users Are Just Like Web2 Users
- 200% NDR: What Does it Take to Achieve this Stellar Milestone?
- Why We'll See More New Types of Web3 Apps in the Next Year
- Don't Look Now But Web3 Companies are Beginning to Trade Like their Web2 Counterparts
- Fundraising in 2022: Where We Are & Where We're Going
- Pipeline Analysis Playbook
- Omni - A Big Step Forward in the Decade of Data
- How to Structure a Startup Sales Team for Optimal Land & Expand
- The Trillion Dollar Empire that Started with a Coupon
- Growth is No Longer the Best Predictor of a Software Company's Value
- Do PE Acquisitions of Public Startups Imply We've Hit a Pricing Bottom?
- Messaging: the Bottleneck for Web3
- The Math Behind Starting a Successful Software Startup
- How Much Should You Expect Your Startup to Slow in 2022? About 21%.
- Office Hours with Bill Binch: Structuring Sales Teams for Success
- The Health of Cloud Spending in Mid-2022
- How to Structure Your Sales Compensation Plan to Deliberately Undersell
- How Important is Your Software to Your Customer? It's Time to Find Out.
- Spot the Difference
- PE in VC in 22
- The Bid/Ask Spread in Venture Capital
- A Masterclass in Sales Development from Lars Nilsson at Snowflake
- The Missing Letter from the English Alphabet
- 1% of Salesforce's Revenue Makes a Unicorn
- Deliberately Underselling as Sales Strategy
- The End of Web3
- Office Hours with Lars Nilsson, VP of Global Sales Development at Snowflake
- When AI Becomes Table Stakes
- Asking Users to Complete Tough Mudders to Use Your Product
- Coinbase & Uniswap: How 7 Key Benchmarks Stack Up
- The Web3 Marketing Stack: The Next Big Wave in Crypto
- Defending a Startups Greatest Asset through Recession & Recovery
- How VCs Value Rainbow Foals in 2022
- Bezos' Shareholder Letter in 2000
- The Most Popular Financing Round in 2022
- What's Better than a Cookie? A Wallet - How Crypto Will Revolutionize Marketing
- Office Hours with Lee Kirkpatrick, former Twilio CFO on Managing through Turbulence
- The New Key Competitive Advantage for Web3 Startups
- Is a 10% Reduction in Staff a Layoff?
- Top 10 Insights from the 2022 Startup Sentiment Survey
- The Macroeconomic Signal to Watch for Software & Infrastructure Startups
- Office Hours for 2022 Market Conditions Market Survey Results
- The Largest Software Acquisition in History
- 2022 Startup Market Conditions Survey
- Lessons from Watching a Great CEO Operate
- So You Want to Improve Your Sales Efficiency
- The 4 Startup States During a Recession
- Five Mid-Year Predictions for Web3
- How Much Further Can We Fall?
- Cash Flow Shockwaves
- 5 Key Data Points about the Early Venture Market in Q1 2022
- Product-Market Fit in Different Capital Environments
- The Critical Question Facing Web3 Infrastructure Startups
- The Three Eras of Startup Valuations
- Imagine You're a Venture Capitalist...
- The Rhyming Protocol Wars of 2022
- Revenue, Revenue Everywhere. Not a Dollar to Count
- Free SaaS Enabled Marketplaces - A Novel Go-To-Market for Software Startups
- Four Fundamental Innovations of Web3 that Will Upend Web2 Incumbents
- $112m of Market Cap per Engineer
- Inflation and Deflation in Web2 and Web3 Startups
- Startup Self-Repricing as a Recruiting Tool
- The Spicy Future for Data
- The App Store Model Comes to Web3
- Usage Based Pricing: 3 Questions to Ask Before Leaping
- Guess the Startup Answers
- Guess the Startup
- The Three Types of Customer Success Teams
- The People Roadmap for Startups
- The Future of Money
- Rediscovering the Power of the Command Line
- 1/9/90 in Crypto
- The Next Key Innovation in the Shift-Left Movement
- Why Early Valuations Might Surge in 2022
- The Sales Sandwich
- 10 Lessons Learned after $5B of M&A
- Will Your Startup Borrow More in 2022?
- The New Discipline Web3 Software Companies Must Develop
- If You Had $10k to Invest, Which Stock Would You Buy?
- Intensity Oozes from these Pages
- How Much Money is Flowing into Crypto?
- Why You Should Expect Your VP Product to Sign Up for a Lead Quota
- Dremio - A Foundational Component of the Modern Data Stack
- How Will the 52% Correction in the Stock Market Impact the Startup Fundraising Market?
- Is Compensation Stagnation to Blame for the Great Resignation?
- How Correlated are the Web 2 and Web 3 Software Markets?
- Do Data Startups Command a Premium in the Fundraising Market?
- The Top Sectors of Web3 in 2022 by Revenue
2021 75 posts
- My Favorite Books of 2021
- Five Predictions for 2022
- Mark-to-Market Rounds - What Will Your Startup's Strategy Be?
- Tokens as CAC - Are Crypto Companies More or Less Efficient in Acquiring Customers?
- The Fifth SaaS Correction
- Partnering with Mysten Labs to Build Foundational Infrastructure for Web3
- How Stripe Scaled - Notes from Office Hours with Claire Hughes Johnson
- Samsara S-1: How 7 Key Benchmarks Stack Up
- Words Like Loaded Pistols
- Justifying Token Equity Multiples using GDP Data
- The Need for Two Types of Payback Period Calculations
- The 100x ARR Multiple
- Using the Reversal Mental Model to Invest Better
- Hex - The Best Product for the Technical Analyst
- Spot.ai - The Future of Video Intelligence
- The Two Cap Tables of Crypto Companies: What They Are and How They Relate to Each Other
- Passive Investing in Venture Capital and the Parallels to Public Equities
- Redpoint Office Hours with Claire Hughes Johnson, former COO at Stripe
- Why You Should Repeat Yourself, A Lot
- Crypto Companies Insider Ownership is Approaching that of Classic Startups
- Height - The Project Management Tool for the Modern Worker
- The IMPACT Conference on the Modern Data Stack
- GitLab S-1 Analysis: How 7 Key Metrics Stack Up
- Scaling and Measuring an Effective Developer Relations Organization
- What is the Product the Customer Buys Before They Buy Yours?
- How Will We Value a Crypto Token?
- Benchmarking Amplitude's S-1: How 7 Key Metrics Stack Up
- Per Seat or Per Use Pricing: A Framework for Evaluating the Right Strategy for Your Startup
- You'll Never Login the Same Way Again
- Preset Cloud - The Visualization Layer for the Modern Data Stack
- The Secret to Recruiting Quickly and Retaining Your People
- The Optimal Pricing Strategy for Your Startup - Office Hours with Madhavan Ramanujam
- The Velocity of Money in Startupland
- Can You Guess This Business's Name?
- The Decline of Venture Debt at the Early Stage
- Data Meshes, Apache Iceberg & Project Nessie - Novel Ideas in the Data World
- The Journey From Fortune 100 Executive to Startup Entrepreneur
- The Next Step Forward for Conversational Intelligence - Chorus & ZoomInfo
- My Mental Model for the World of Crypto
- Innovation in the Financial Markets: Seventy Years of Hedge Funds
- The Great Game of Risk Played in Category Creation, and Why the Winning Strategy is Aggression
- The Productivity Implications of Working from Home Across 150,000 Employees
- The Figures that Will Move the Venture Capital Market in the Next 3-5 Years
- Executive Recruiting as Competitive Advantage - The 3 Knock-On Effects of Failed Executive Hires
- The Inflationary Forces in Startupland
- The One Force that Will Govern How We Return to Work
- Never Raising, Always Raising
- How to Cut a Path through the Jungle of Regulatory Compliance
- Covid's Impact on Software Sales Efficiency
- Would You Work for This Person?
- The Identity Crisis Facing Open Source Companies in the Cloud
- UIPath S-1 Analysis: How 7 Key Metrics Stack Up
- The Importance of Building & Maintaining Great Developer Documentation
- How Selling Has Changed Post-COVID, and How it Will Change Again Afterwards
- This is the Most Ridiculous Use of Money Management I've Ever Heard. What is Wrong with You?
- How Much is 20% More NDR Worth to Your SaaS Startup?
- The Feedback Loops in Data that Will Change SaaS Architecture
- The Four Types of Startup COOs
- The Most Popular Startup Domain Suffixes - .com, .co, .gg - Which is Best for Your Business?
- The Most Effective Tools and Techniques for Selling Today - Office Hours with Jim Benton
- How Much Should You Bet To Maximize Your Investments, or Your Company's Odds of Success?
- Eliminating Data Downtime with Data Observability - Why We Partnered with Monte Carlo Data
- How to Be a Great COO: Lessons Learned Leading a Unicorn to Success
- A Common and Critical Mistake When Forecasting Next Year's Bookings
- The Five Flavors of ARR - New Definition, Same Great Multiple
- The Secret to Keeping Your Software Running and Keeping Customers Happy
- Information as Surprise - Harness Claude Shannon's Key Idea
- Internal Communication - Why it Matters More than Ever & How to Succeed
- Cloud Data Lakes - The Keystone to the Decade of Data
- The Fastest Growing Sectors of Startup Fundraising in 2020
- The Art of Doing Science & Engineering
- The Missing Insight Around Software Multiples for Valuing Companies
- Information Cascades - How Many Rational People Can Make Logical Decisions and Yet Still Create a Bubble
- The Next Chapter for StackRox
- Why Remote Work Changes the Nature of Leadership, and the Kinds of Leaders to Recruit in Startups
2020 99 posts
- Why Fast Learning Curves are So Important to Startups
- 5 Predictions for 2021
- Do You Lose Sales Opportunities Because of Sales Execution or Product Insufficiency?
- The Three Questions to Ask When Hiring Your Startup's Head of Sales
- Where to Start if You're Curious about Macroeconomics Today
- Top 10 Learnings from Startups to a $100M+ ARR General Manager, Linda Tong
- Building a Product-Led Growth Machine: Office Hours with GC Lionetti
- It's Supposed to Be Hard. You're Changing the World.
- Voodoo, Obsidian & Zettlekasten - A Modern Way of Taking Notes
- How a Merger of Salesforce and Slack Would Change the SaaS Landscape
- The Supercharger Boosting Startupland Fundraising and Exits
- From Hyper Growth to Hyperscale: What I Learned Managing Small and Massive Teams
- More Activity Means More Business. Don't Overthink It.
- How Developer Marketing Parallels Consumer Marketing
- The Parallels in the Culture Between the Two Category Defining Companies
- How Many Technologies Can a Company Adopt at Once?
- Your Startup is a Series of Cycles
- Why IPOs, Direct Listings, and SPACs Will Flourish in Startupland
- Just How Inaccurate are Quarterly Venture Capital Activity Reports?
- The Mispricing of Software Companies
- The 4 States of an Engineering Team
- Notes from Office Hours with Kimbre Lancaster on How to Run Successful Virtual Events
- Redpoint Office Hours with Medha Agarwal & Shopify’s Kaz Nejatian
- How to Predict the Forward Multiple of a Software Company
- Why Burnout Should be a Topic at Your Next Board Meeting, and What to Do About It
- How to Maximize the Impact of Your Website When Targeting Two Personas
- Can You Still Make Money Starting a SaaS Company?
- Your Responsibility as a Manager is to Hire 7 People
- Redpoint Office Hours with Kimbre Lancaster on Hosting Successful Virtual Events
- A Quick Diagnostic to Determine if Your Sales & Marketing Teams are Aligned
- Asana S-1 Analysis - Comparing One Productivity Powerhouse to Another
- Why Startups Should Establish Qualifying Signals for Sales Teams Early On
- Month Zero Cash-on-Cash Payback - A Metric for Judging Sales Team Growth
- Redpoint Office Hours with Tyler McNally from Gainsight
- Conflicting Data on the State of the US Early Stage Market
- The Secret to Productive Group Meetings over Video
- Inside Rounds Have Become a Sign of Strength at the Series B
- The Five Important Trends in Data, and the One Megatrend Powering Them All
- How to Recruit a Marketing Team with Great Product Marketing and Demand Generation Abilities
- The Best Economic History Books According to Readers
- The Unforeseen Benefits of Online Events
- An Economic History of the US in Five Stock Market Crashes
- What I've Learned about Modern Monetary Theory
- Cloud Data Lakes - The Future of Large Scale data analysis
- The Fundraising Market Two Quarters into COVID
- Office Hours with Adam FitzGerald, Hashicorp, on Developer Evangelism
- Two Charts that I've Been Wondering About
- Top 10 Learnings from the Redpoint 2020 GTM Survey
- What is the Structure of the Typical SaaS Company as it Scales?
- How Should You Structure Sales Teams for Optimal Performance?
- How Predictive is SDR/BDR Quota Attainment of AE Quota Attainment?
- SaaS Office Hours Go to Market Survey Edition & Which Metric Should Your SDR/BDR Team Use?
- How to Transform Your Board Meeting with Written Narratives
- Notes from Office Hours with Hollie Wegman
- Where are Most Unicorns Headquartered?
- California Dreaming - Is Silicon Valley Still the Best Place to Start a Company?
- Office Hours with Hollie Wegman
- Three Little Puzzles about Infinity
- How Would You Manage Your Business Differently if Shelter-in-Place Lasted 18 Months or More?
- Why is the Stock Market Only Down 15%?
- The Fundraising Market Has Changed, But Not in the Way I Thought
- Redpoint 8 - Our Eighth Early Stage Fund
- Benchmarking Sales Prospecting Volumes, Deal Terms, and Meetings in the Coronavirus Era
- Bullwhip and Base Rates - The Two Major Forces Impacting Startups in Q2
- Narrative Economics and the Power of Stories
- What Customer Demand and Your Startup Balance Sheets Imply about Your Startup's Strategy
- Surveying Sales Leaders - How Coronavirus is Impacting Quotas, Bookings, and Budgets
- Why Margin Matters Now in Startupland
- Questions about Returning to Work
- The Startup Sectors Most Impacted by the Coronavirus
- The Next 30 Years of Geopolitics - What Could They Look Like
- Observations about Silicon Valley Two Weeks into Quarantine
- What do Google Search Query Trends Reveal about the Changes in How We Work?
- Data Lake Engines - The Essential Layer of the Next Generation Data Architecture
- What Will this Crisis Accelerate in Your Ecosystem?
- Six Startup Disciplines for Challenging Times
- Estimating the Impact of the Coronavirus on Growth
- What Could the Venture Market Look Like in the Coronavirus Era
- Notes from Office Hours with Lisa Lawson
- What I Expect in the Next Few Months in Startupland
- The SaaS Marketing Scorecard - How Does Your Marketing Operation Rank?
- The Impact of the Coronavirus on Software Valuation Multiples
- The Great CEO Within
- Why Your Startup's Org Chart is Limiting Your Growth
- The Strategic Importance of Competition
- One of the Most Frequent Errors in Sales Planning and Forecasting
- When You Have an Advantage, Speed Up the Game
- Office Hours with Lisa Lawson
- How Our Journey with Snowflake Began
- Mental Models for Hiring Salespeople at Startups
- Simpson's Paradox in Measuring Net Dollar Retention Rate
- Cloud Prem Architecture - The New Way of Serving the Enterprise with a Hub and Spoke Data Model
- Has VC Become So Big It Must Be Disrupted?
- Trust is at the Core of Software Marketing
- What is a Best in Class Payback Period for a Software Company in 2020?
- Growing Product and Engineering Orgs from Zero to IPO
- The Redpoint 2020 Go To Market Survey
- The Health of the US Venture Market in 2020
- B2B vs B2C: How Should Your Sales Team Be Allocated to Maximize Success?
2019 86 posts
- 5 Predictions for 2020
- The Top 10 Posts of 2019
- How Much Turnover in Your Sales Team Should Your Startup Expect?
- Product Launches Become the Operating Cadence of a Startup
- Benchmarking Your Sales and Customer Success Teams
- The 13 Critical Questions to Answer about Your Startup's Product Marketing
- The Most Frequent Mishire in Startups
- Notes from Office Hours with Nick Mehta
- Office Hours with Anthony Kennada on Category Creation on Nov 14
- The Rise of the Founder-CEO
- A Decade Long Mac User Tries Out Windows for the First Time in 15 Years
- Welcoming Travis Bryant, Again!
- What I've learned about IPOs and Direct Listings
- On Humility and Making Better Decisions
- Design and Open Source: A Potentially Powerful Combination
- The Radically Different Early Stage Fundraising Market
- The Early Discipline of Remote Startups
- The State of the Startup IPO Market
- Office Hours with Nick Mehta of Gainsight Oct 9
- Little Known Facts about the VC Industry
- That Will Never Work
- The SaaS Correction of Late 2019
- The Siren Song of ROI Based Pricing
- A Mental Model for Prioritizing Your Startup's Energies
- If You Have Great NDR Retention, Should You Increase Your Marketing Spend?
- Benchmarking DataDog's S-1: How 7 Key Metrics Stack up
- Which Categories of Seed Startups are Thriving? Which Aren't?
- The 37% Rule: How to Decide When to Stop Wondering and Start Deciding
- One Call to Make Before Picking Your Startup's Headquarters
- A Clever Hack to Reading More Books
- Notes from Office Hours with Guillaume Cabane
- The Strategic Question at Seed Today
- Private Equity as an Exit Option for SaaS Startups
- Observations from the Enterprise Tech 30 List
- Why Churn Rates Can Spike When Your SaaS Startup Experiences Hypergrowth
- Adding Engineering Metrics to the Redpoint SaaS Metrics Template
- 100k+ ACV SaaS Companies: Do Their Metrics Differ from Other SaaS Companies?
- The SaaS Valuation Environment in Mid-2019
- Mattermost's $50M Series B
- Theory SaaS Startup Key Metrics Template
- Office Hours with Guillaume Cabane on June 27
- Setting the Salesforce/Tableau Acquisition in Context
- Why Product Innovation Slows After the Series A
- Looker Joins Google Cloud
- As Your Sales Team Scales, Focus on Your Middle
- The Benefits of and Questions Facing Remote and Distributed Startups
- Before You Raise a Round of Funding, Ask Yourself This Question
- Define the What But Delegate the How
- The Fundraising Environment in 2019 - Three Major Shifts
- How to Develop Best in Class Sales Efficiency
- What a Valuation Implies About a Business
- Benchmarking Slack's S-1: How 7 Key Metrics Stack Up
- A Random Walk Down Sand Hill Road
- Office Hours with Travis Bryant
- The Four Strategic Questions Facing AI Agencies
- Hustle As Strategy
- Viewing Valuation as a Discount of Future Value
- Do SaaS Startups Still Require Less Capital than 10 Years Ago?
- Five Reasons to Sell End-to-End Products in Early Markets
- Benchmarking Zoom's S-1: How 7 Key Metrics Stack Up
- Puzzles, Not Problems
- Benchmarking PagerDuty's S-1: How 7 Key Metrics Stack Up
- Where Have All the Angels Gone?
- Should Your Startup Employ Both Assisted and Unassisted Trials to Acquire Customers?
- The Free Trial Survey on the Saastr Podcast and Hitting a Blogging Milestone
- AI Superpowers - A History of Chinese Startups and the Implications for the Future of Startupland
- A Lasting and Enduring Gift
- Should Your Startup Differentiate On Pricing?
- In Defense of Troublemakers
- Answering Readers' Questions about the Free Trial Survey
- A Common Mistake in Hiring Plans
- 1.01^365 = 37.7
- Top 10 Learnings from the Redpoint Free Trial Survey
- A New Architecture for Next-Generation Software Companies: Announcing Mattermost
- The Two Things You Need From Early Customers that Matter More than Cash
- Sharing the Learnings from the Redpoint Free Trial Survey
- What Makes a Great Leader?
- Infinity Wells and Deep Work
- How Many Managers Will You Need This Year?
- How Much ARR Can a CSM Manage?
- Serving the People First Enterprise
- Eugene Wei's Novel Mental Models for Technology
- Welcome, Travis Bryant!
- Your Company is a Product Used By Your Employees
- Why Share Repurchases Create Large Opportunity Costs for Early Stage Startups
- Series A SaaS Startup Benchmarks for 2018
2018 67 posts
- Just Where Are SaaS Companies Priced After the 2018 Correction?
- Predictions for 2019
- 5 Most Popular Posts of 2018
- My 10 Favorite Books of 2018
- Reducing Page Load Times by 90%
- Which is More Important: New Account Growth or Account Expansion?
- Creative Selection - An Inside Look at Some Key Moments at Apple
- Selling Your Product While You Build It
- A New Way to Calculate a SaaS Company's Efficiency
- The Four Stages of Sales Compensation Structures in Early Stage Startups
- SAP Buys Qualtrics; 2018 Catapulted to $65B in $1B+ M&A Volume
- Red Hat's Acquisition - A Triumph of Open Source
- SaaS Freemium/Free Trial Survey is Here
- Normalization of Valuations in the Public and Private Software Markets
- What Does AirBnB's 'Shares for Hosts' Idea Imply for Blockchain?
- In Early Markets, Services Can Be a Competitive Advantage
- Our Investment in Gremlin - Leveraging Chaos to Create Resilient Systems
- Three Observations About the Adobe/Marketo Acquisition
- How the Economics of Professional Services Have Changed in Software
- Elastic S-1 Analysis - Another Open Source Monster
- Access is the Scarcest Commodity in Startupland
- How SaaS Companies are Valued
- How Long Should Your SaaS Software Trial Period Be?
- Jacob's Ladder in the Startup Fundraising Market - How Startups Today Skip a Round of Fundraising
- Why Your Startup Doesn't Invest Sufficiently in its Differentiators
- The Startup Founder's Almanac
- Lessons Learned from 20 Years at the Leading Edge of SaaS
- Does Winner Take Most in SaaS?
- A Deeper Dive into the Dynamics of the Seed Market
- Why Series As are Much Easier to Raise in 2018 than the Past 5 Years
- What I'm Grateful For
- The Three Layers of Management
- Our Investment in Kustomer
- The Blockbuster Software M&A Market of 2018
- Seven Strategic Rationales for the Microsoft/Github Acquisition
- When You Hire an Executive, You're Hiring a Network
- The 5 Forces Driving Startup Valuations Today
- The Most Important Book You'll Read All Year
- When Will the Next Wave of UI Advances Happen?
- An Ode to the OKR - How to Motivate Greater Ambition in Teams
- A Crypto-Trading Uber Driver and a Billionaire's Spat over Candy - On The Importance of Sticking to Your Strategy
- The Challenge of Uncertainty
- Separating The Quality of the Outcome and the Quality of the Decision
- The Effect of Flush Private Markets on Software IPOs
- Why I Overestimate My Contribution to My Team
- The Disappearance of the Fundraising Demo
- How to Reach More People with Content Marketing by Changing How You Write
- The Importance of Time Value of Money for Startups
- The Salesforce/Mulesoft Acquisition is a Bellwether for the 2018 M&A Market
- Where are We in the SaaS Valuation Cycle?
- Is Geographic Dispersion of Seed Dollars Really Happening?
- Why Does Your Sales Team Lose Deals?
- The Clearest Articulation of a Marketing Roadmap
- Dropbox S-1 Analysis - The King of Freemium
- The ROI of Cash Burn for SaaS Startups
- Startup Best Practices 27 - How to Use Options to Retain Key Employees in Your Startup
- Things to Consider When Designing Your Startup's Logo
- The Impact of Blockchain on SaaS
- Clarity of Purpose - The Competitive Advantage of Focus
- Expanding Your Time Horizon To Scale Your Startup
- The Best Bit of Advice on Writing I've Received
- How to Identify a SaaS Market that Machine Learning Will Disrupt
- Yearning for the Vast and Endless Sea
- Ten Year's Worth of Learnings About Pricing
- An Era of Fundamental and Massive Change - The Capital Markets Innovation of the ICO
- 7 Predictions for SaaS in 2018
- Jettisoning the Assumptions of Last Year
2017 109 posts
- Premoney vs Postmoney - Which is a Better Technique for Negotiating?
- Meetings Shouldn't Be Boring
- Managers Must be Insane to Brainstorm in Groups
- How Quickly Does Headcount Scale in the Fastest Growing Software Businesses?
- The Parallel Between Cryptocurrency and Continentals
- An Antifragile Thanksgiving
- False Competition - Why Defining Axes of Competition Matters
- Disagree and Commit - A Management Principle for Highly Functioning Teams
- The False Confidence of the LTV/CAC Ratio for Early Stage SaaS Startups
- The Latent Purchasing Power in the SaaS Acquisition Market
- Just How Disruptive Are ICOs to the Classic VC Model?
- The Implication of Secular Increases in SaaS CAC
- The AI Agency - A Novel GTM for Machine Learning SaaS Startups
- Important Changes in Revenue and Profitability Definitions for SaaS Companies
- The Rising Stakes in SaaS
- How to Decide With Speed and Conviction
- Monte Carlo Simulations of Inside and Outside Sales Teams in a SaaS Startup
- Shopify S-1 Analysis - Smiling All the Way to $10B
- Decision-Making Auditing
- How Much Should A SaaS Startup Invest in Sales & Marketing?
- Ownership - A Defining Trait of a Leader
- Should You Consider Emotional Intelligence When Hiring Your Startup's Team?
- The Challenges of the Platform Go To Market
- The Theory and Data Underpinning Sales Commission Plans
- Hiring for a Discipline You Know Little About
- Maximizing Productivity on My Commute
- Has SaaS Become Commodified?
- The Volatility of Multiples in the Public SaaS Market
- The Limiting Factor of Voice and Dictation Adoption
- Why Cash Conversion Cycle Matters for Your Startup
- When, If Ever, Should Profitable Bootstrapped Startups Raise Capital?
- Three Big Ideas on Technology Innovation Cycles
- How to Decide When To Move Upmarket
- Labor Arbitrage Comes to Silicon Valley
- How Developed is Global Venture Capital Market?
- The Quickest Way to Estimate How Much Your Startup Needs to Raise
- Self Service Data
- The Decline of Investment in San Francisco Startups
- The Best Book on the Fundamentals of Selling
- Patterns in Startup M&A Processes
- The Five Questions You Need to Answer About Your Startup's Strategy
- Gratitude
- Prioritizing Your Startup's Roadmap
- Adoption Chain Risk - The Importance of Selling to Everyone in Your Startup's Supply Chain
- What the Online Advertising World Can Teach Us about the Evolution of Machine Learning in SaaS
- Why Amazon's Acquisition of Whole Foods Matters for Startupland
- How to Tell If You're a Great Manager
- The Intense Power of a Strong Company Culture
- SaaS Fundraising in 2017
- Apprenticeship
- Plant Trees You'll Never See
- The "Hiring The Buyer's Role to Sell" Fallacy
- Ethics in Machine Learning - An Opportunity for Startups to Lead
- Startup Best Practices 26 - Choosing Your Startup's Competitive Strategy
- The Unbundling of Excel
- Bias Against Creativity
- Data Middleware - The SaaS Ecosystem's Response to Fragmentation
- Hiring for Bookings Capacity in Sales
- The Challenges of Raising Your Series B
- The Price Anchoring Effect of Distribution Platforms
- The Challenge of Performance Pricing for SaaS Companies
- The Bustling IPO Market of 2017
- When Statistics Will Mislead You
- A Spike of Venture Debt in Startups
- My Algorithm is Better than Yours
- A Tale of Two Go To Market Strategies
- Is There a No Man's Land in SaaS ACVs?
- When Machine Learning Just Isn't Enough
- The Four Dimensions of a Demand Generation Portfolio
- SMB or Enterprise - Which is the Better Go To Market in SaaS?
- The Asset Allocator in Chief
- Startup Best Practices 25 - Bounding the Unknown Unknowns
- Managing a User's Trust with Machine Learning SaaS Software
- Benchmarking Cloudera's S-1 - How 7 Key SaaS Metrics Stack Up
- The Most Important Thing I've Learned about Writing
- Customer Operations - An Idea for Maximizing Efficient Growth in SaaS Companies
- Creating Tension in Your Startup's Marketing Positioning
- When Should You Sell Your Startup?
- Lies Managers Tell Themselves to Avoid Firing Someone
- 5 Charts on the State of the Seed Market in 2017
- The Three Types of SaaS Value Propositions
- The Best Content Marketers in the World
- When to Innovate With Your Sales Process
- A Product Manager's Guide to Moving Up Market
- Startup Best Practices 24 - Marketing Your Product with Novel Framing to Maximize Sales Success
- We are Lent into Each Other's Keeping
- The Narrowing of SaaS Valuations
- Psychology for SaaS Startups
- Startup Best Practices 23 - Leveraging The Illusion of Explanatory Depth in Interviews
- Three Strategies for Engendering Negative Net Churn in Your SaaS Startup
- Benchmarking Mulesoft S-1 - How 7 Key SaaS Metrics Stack Up
- How to Improve Your Decision Making by Learning from Computers
- How Machine Learning Can Benefit Your SaaS Startup
- One of the Hardest Things to Do in Sales
- Announcing our Investment in Chorus
- Against All Odds in Startupland
- Modesty, First Principles and Opportunities for Startups
- Which to Prioritize - Churn or Growth?
- How Much Money Should I Raise for My Startup?
- The Software Startup Sectors Raising the Most Capital in 2017
- The Biggest M&A Multiple in Software History
- Is Machine Learning Overhyped?
- One of the Greatest Entrepreneurial Stories Ever Told
- Using Chat in Content Marketing - Observations Several Months In
- The $100M ARR Customer
- What I Learned from Complete Burnout at Work
- How Does Your Startup's Management Spend its Time?
- Which Round Will Be the Hardest to Raise in 2017?
- Benchmarking AppDynamics S-1 - How 7 Key SaaS Metrics Stack Up
2016 134 posts
- The Top 6 Posts of 2016
- Just How Global is the SaaS Startup Phenomenon?
- When to Increase Your SaaS Startup's Burn
- When is the Right Time for Your SaaS Startup to Train its Sales People?
- What is Your SaaS Startup Worth in an Acquisition?
- Implications of Monoclouds for as-a-Service Startups - Why Differentiation Matters More than Ever
- Winning with Data Available on Audible
- The Important SaaS Accounting Changes Coming in 2017
- How Much to Compensate SaaS Sales Teams for New Sales, Renewals and Expansions
- How Should You Allocate Your Startup's OpEx between Sales and Engineering?
- How to Create Competitive Advantage for Your Startup with Proxy Metrics
- What Percentage of Revenue Should SaaS Startups Spend on Payroll?
- The Customer Support Experience of the Future
- How to Build Auction Pressure in Acquisitions and Financings
- Trends in Early Stage SaaS Fundraising Market of 2016
- The Limitations of Data and Benchmarks
- Task List Zero - When Inbox Zero Isn't Enough
- Why Demand Generation Can Be So Challenging For Startups
- Your Startup's Competitive Advantage
- What is the Optimal Contract Length for Your SaaS Startup?
- The Challenge Facing Deep-Learning Powered Startups
- How Big is a Typical Software Company Acquisition?
- What Can You Remove from Your Product?
- The Characteristics of the Most Attractive SMB SaaS Companies
- Are SMB SaaS Companies Valued Differently than Mid-Market SaaS Businesses?
- What's the Maximum Rate of Growth for Your SaaS Startup with Paid Customer Acquisition?
- The Pressure to Move Up Market Facing SMB SaaS Startups
- Startups as a Second Language
- How Should I Think About My SaaS Startup's Burn Rate
- Startup Best Practices 22 - Explicit Risk Bundles and Mitigations
- Designing a Sales Quota Structure at the Earliest Stages of a SaaS Startup
- How Much is Your SaaS Startup Worth?
- 3 Marketing Insights from a World Class SaaS Marketer
- A Breakthrough in Human Computer Interaction
- Success Has 1000 Fathers and Failure is an Orphan
- Why Understanding Startup History is a Competitive Advantage
- The Resurgence in Public Market SaaS Valuations
- Event Driven SaaS - The Workflow of the Future
- The Biggest Areas of Underinvestment in SaaS Sales Teams
- The Clandestine Statisticians Who Changed the Course of the War
- Median Startup Valuations and Down Rounds in 2016
- Fighting and Leveraging Inertia in Sales
- The Most Successful SMB SaaS Acquisition Channel Ever Built
- A Structural Pricing Competitive Advantage in SaaS - The Three Part Tariff
- The Quirky M&A Environment for SaaS Companies in 2016
- How Fast Does a SaaS Startup Have to Grow to Survive?
- Which of the Three Software Budgets Does Your SaaS Startup Target?
- The Smallest ACV to Justify an Inside Sales Team at a SaaS Startup
- Flux in the Fundraising Market
- Learning to Code in a Whole New Way
- Dream Teams: The Characteristics of Billion-Dollar Startup Founders
- The Increasing Costs of Real Estate for Startups in San Francisco
- The Next Big Shift in SaaS
- How Healthy is the SaaS IPO Market?
- You're in the Business of Selling Promotions
- The Two Ingredients of Mastery
- How Many Inboxes Do You Have?
- The Decline of New SaaS Company Formation
- The Four Factors to Consider When Developing Your Startup's Pricing Strategy
- Mitigating Myopia in SaaS Marketing
- The Impact to Startups of the LinkedIn Acquisition
- The Key Ingredient to Disrupting with Machine Learning
- Subverting Systems of Record with Chat Bots
- When to Scale Sales for Your SaaS Startup
- The Beginning of Consolidation in SaaS
- Comparing Two Ways to Build a SaaS Sales Team
- Start with the Premise that Everything is Noise
- The 3 Types of Channel Strategies for SaaS Startups
- What Average Contract Value is Best for a SaaS Company
- The Decentralization of Venture Capital
- Is A/B Testing A Good Idea for SaaS Startups?
- The Leading Predictor of Series A Valuation for SaaS Companies
- Are You Spending Enough Time on Your Startup's Go To Market?
- SaaS Companies Are Changing their Growth Strategies
- The Rising Importance of Reseller Channels in SaaS
- A Key Moment in Time for Vertical SaaS Startups
- Is the 2016 Economy a Risk to SaaS Companies?
- Land, Expand, Retain
- Five Charts on the State of the Early Stage SaaS Market in 2016
- The Secret of Exceptional Teams
- There are Only 3 Pricing Strategies for Your Startup
- Just How Far Along Are We In SaaS?
- Have VCs Changed Their Seed Investment Strategies?
- Party Rounds in Seeds - Just Getting Started or Has the Clock Struck Midnight?
- Five Questions About The Future of Chatbots
- All New Ideas are Combinations of Old Ideas
- Inside-Outside-Bias in Startups
- The Optimal Seed Round Strategy - Timing and Size
- The Future of Machine Intelligence
- Inflation and Deflation in the Startup Fundraising Market
- Q1 2016 Startup Investment Trends
- Winning with Data
- The Craft of Management
- The Equation that Governs Your Sales Team's Effectiveness
- Seizing the User's Point of Maximum Intent
- Startup Best Practices 22 - Using Scenario Planning for Strategic Decisions
- Your Customer's Top 3 Priorities
- Disruptive Innovation in SaaS by Competing with Non-Consumption
- The Future of Collaboration - Instant Data
- In Every Great Product There's a Bit of Magic
- From Modest Roots to $10.7T in Market Cap
- A Technology Innovation Leading to a Go-To-Market Advantage
- Authenticity in Leadership
- The Strategic Shift in Revenue for SaaS Startups as They Scale
- What's Really Happening in the US Venture Fundraising Market in Early 2016
- Resilience and Telos in Entrepreneurs
- The Startup Office of the Future
- What Pricing Implies About Product Market Fit for Startups
- Not All Revenue Dollars Are Created Equal
- Benchmarking Exceptional Series A SaaS Companies
- Hacking Your To Do List with Your Calendar
- The Impact of a Changing Venture Environment on Startup Fundraising Terms
- SaaS Office Hours in New York - A Q&A on the State of the SaaS Market
- The Power of Open Source to Solve the Data Fragmentation Challenge
- Venture Debt for SaaS Startups
- The Other Payback Period that Matters in SaaS
- How to Become Profitable Faster in SaaS
- Mr. Market and the SaaS World
- The 57% Drop in SaaS Valuations
- The Nature of Leverage in Fundraising Conversations Has Changed
- With Smart Software, Sell Ironman Not Robocop
- The 12 Things I Know About You
- Chained Probabilities in Startup Business Models
- The Question to Ask Before Starting a Company in 2016
- The New UI for SaaS - The Question
- 3 Questions for Startups to Answer for Themselves in a Volatile Fundraising Environment
- When Data Confounds Our Intuition
- The Metric that Matters for Startups in 2016
- The Downward Pressure of Public Markets on Startup Valuations
- The State of the Startup Fundraising Market in 2016
- How Your Startup's Org Chart Changes Your Product
- How Many Funnels Does Your Startup's Product Have?
- When Startup Compensation Isn't About the Money
- The Hottest Startup Sectors in 2016
2015 159 posts
- A Rich Library of User Onboarding Analysis
- Is Now a Good Time to Start a Company?
- Building the Machine - Organizational Design in Startups
- Are You Present?
- Steady and Persistent Growth to $5.5B in Market Cap - The Ultimate Software Company
- Pricing for SaaS Enabled Marketplaces - When to Go Free
- A Framework to Maximize Your Startup's Hiring Success
- Startup Best Practices 21 - Your Startup's Recruiting Scorecard
- The Tech Press Cycle and Unicorns
- The Biggest Buyers of Software Companies in 2016
- Startup Best Practices 20 - Managing Oneself
- SaaS Office Hours with Maia Josebachvilli on Strategic and Tactical Recruiting Metrics
- 4 Lessons For SaaS Startups From Optimizely's Early Days
- The Right Kind of Mania
- How Much Cash Should Your SaaS Startup Burn?
- Benchmarking Atlassian's S-1 - How 7 Key SaaS Metrics Stack Up
- 2015 Software Startup IPOs and M&A - What Does the Data Imply for 2016?
- SaaS Office Hours at Redpoint with Pete Koomen
- 3 Go-to-Market Insights from Kenny van Zant at SaaS Office Hours
- What is the Optimal Quick Ratio for Your SaaS Startup?
- The Next Major Technology to Shape SaaS
- What Quota Attainment Reveals About Your SaaS Startup's Go to Market
- The Most Transformational Force in US Society
- Startup Best Practices 19 - Recognizing the Breaking Points of Your Startup's Management Structure
- SaaS Office Hours with Kenny van Zant
- Five Words of Wisdom from SaaS Office Hours with Bill Macaitis
- How Much Should You Pay Your SaaS Startup's Sales People?
- Using Vaporware to Validate a Product Idea and Generate Demand for Your Startup
- 5 Mistakes SaaS Startups Often Make with Pricing
- The Turbulence in Startupland
- Startup Best Practices 18 - Collaborating with Your Customer During Your Sales Process
- 8 Customer Discovery Questions to Validate Product Market Fit for Your Startup
- SaaS Office Hours at Redpoint with Bill Macaitis
- The Essential Go To Market Math for Beating Your SaaS Startup's Growth Targets
- The Indicators of True, Strong Customer Demand for a SaaS Product
- Startup Best Practices 17 - Strategic Planning Using Your Startup's Fundamental Equation
- What 10x More Seed Capital Means for Founders
- Data Network Effects in SaaS Enabled Marketplaces
- Data Design Patterns - The Building Blocks of a Data Driven Culture
- The Importance of Payback Period for SaaS Startups
- Do Vertical SaaS Companies Benefit from Higher Sales Efficiency?
- Vertical SaaS Startups Require Different Go To Market than Horizontal SaaS Companies
- Why Skillful Fundraising is a Huge Competitive Advantage
- Why Bottoms Up Selling is a Fundamental Shift in SaaS
- Four Important Data Points about Purchasing Behavior in SaaS
- What SaaS Startups Miss in User Onboarding
- The Impact of the Stock Market on SaaS Valuations in 2015
- Startup Trends from YCombinator's Demo Day
- The Number One Objection in the Sales Funnel
- The 3 Ways Culture Enables Startups to Scale
- Lessons from the 8 Great CEOs
- Startup Best Practices 16 - Option Pool Planning
- The Magic of Email Snooze
- The Implications of Raising a High-Priced Round
- Why Startups Are Growing Faster Today than Ever Before
- How the Changes in UX Assumptions Create Opportunities for Startups
- When Do SaaS Startups Hire Their First VP of Sales
- Benchmarking Netsuite's S-1 - How 7 Key SaaS Metrics Stack Up
- What's Really Happening in the World of Bitcoin Investment
- If You Chase Two Rabbits...
- Why Consumer Startups Dominate the Megaround Market
- We Must Strive to be Ourselves
- The Best Goal Setting Frameworks
- Take Your Startup to the Limit
- How Similar is the Fundraising Environment Today to 2000?
- At Some Point, You Have to Move Out of Your Parent's Basement
- The Fastest Growing Areas of Startup Investment in 2015
- Startup Best Practices 15 - Start With the Why
- Startup Investment Trends in 2015
- The Most Successful SaaS Sectors
- The Increasing Fragmentation of SaaS
- Five Charts on the Second Seed Market
- Trends In Startup Acquisition Market in 2015
- Three Data Points on Email List Unsubscribe Patterns
- Startup Best Practices 14 - Slash and Burn Your Calendar
- The Beauty of Bottoms Up SaaS Businesses
- The Impact of Interest Rates on Startup Fundraising
- Which Open Source License Should Your Project Use if You Want to Raise Venture Capital?
- The Early Winners in the Consumer Hardware Wave
- The Disruptive Effect of Open Source Startups
- Startup Best Practices 13 - Patience with Unit Economics
- Startup Best Practices 12 - Customer Success Compensation
- How an $11B SaaS Company Measures Churn
- Benchmarking ServiceNow's S-1 - How 7 Key SaaS Metrics Stack Up
- The Expanding Role of Marketing in SaaS Companies
- Why We're Only Just at the Beginning of SaaS
- Welcome, Mina!
- Unpacking the Deep Diagnostic Value of LTV/CAC for SaaS Startups
- Startup Best Practices 11 - The 9 Box Matrix Talent Model
- When Should Your SaaS Startup Offer Professional Services
- The Health of the SaaS IPO Market
- Should You Take Cash or Stock to Sell Your Startup?
- The Risk Sales Discounts Impose to Startup Burn Rates
- A Very Unusual Book about Startup Culture
- The First Generation of the Talent Software Wars
- The 4 Teams Within Customer Success Organizations
- From $800k to $274M in 4 Years - The Story of Ariba
- The Decreasing Follow On Financing Success of Startups
- The First Mobile-Only SaaS Company
- How Great Unit Economics Enables Startups to Weather the Storm - The Story of WebEx
- Startup Best Practices 11 - Practice Negotiations Before the Meeting
- Which is a More Efficient Way to Build a SaaS Startup - Bottoms Up or Top Down?
- What an Acquisition of Salesforce Means for Startups
- How to Make Pretty Charts
- A SaaS History Lesson – The First SaaS Company's Exceptional Journey
- How Important Is It For a SaaS Startup to be Profitable?
- Measuring Bookings, MRR, Revenue and Cash for Your SaaS Startup
- Why the Bubble Question Doesn't Matter
- The Innovator's Solution for SaaS Startups - The Flywheel SaaS Company
- How Faster Sales Cycles Become a Competitive Advantage
- How Many Unicorns Sell Each Year?
- Hacking the Performance Evaluation
- The Gamble of the Private IPO
- The Innovator's Dilemma for SaaS Startups
- Are SaaS Startups Today Worth More than Ten Years Ago?
- Startup Best Practices 10 - Building Your Startup's Institutional Memory
- The Runaway Train of Late Stage Fundraising
- 3 Key Ingredients of a Sales Compensation Plan
- The 5 Key People in a SaaS Sales Process
- The Best Book on Building a SaaS Sales Team
- The SaaS Company that Grew from 0 to 4M Subscribers in 2.5 Years
- The Forces in Tension in the SaaS Fundraising Market
- The 5 Marketing Channels of Great SaaS Companies
- Why Your Startup's Churn Rate Affects Your Company's Ability to Plan Its Future
- The State of the SaaS Fundraising Market
- The Most Important Thing Has Never Been the Numbers
- Sales Funnel Optimization for SaaS Startups
- The Sudden Growth in Series A Round Sizes
- Trends in the Startup Acquihire Market
- The Compounding Returns of Content Marketing
- The Seed Investment Market in 2015
- Modeling Your SaaS Startup's Revenue Growth Effectively
- Creating the Strangely Familiar
- The Three Dimensions of Content Marketing Strategy for Startups
- Challenging Your Customers During Your SaaS Startup's Sales Process
- The Data Behind the Rule of 40%
- The Rising Costs of Scaling a Startup
- A Single Report to Measure the Health of Your Startup's Sales Team
- Why Managing For Progress is So Important
- The Employee Productivity Patterns of Billion Dollar SaaS Companies
- The 4 Types of Customer Success Organizations
- A Simple Tool to Organize, Remember and Deliver Your Important Presentations
- Benchmarks for Employee Stock Based Compensation in SaaS Startups
- Five Things I've Learned about Content Marketing Strategy
- Five Bits of Management Wisdom from Pixar
- Benchmarking Salesforce's S-1 - How 7 Key SaaS Metrics Stack Up
- The Compression in SaaS Valuations
- The Fundraising Patterns of Unicorn SaaS Companies
- The Characteristics of the Most Successful Teams
- The Increasing Growth Rates of SaaS Companies
- Are SaaS Startups Less Profitable than they Used to Be?
- Benchmarking Xero's S-1 - How 7 Key SaaS Metrics Stack Up
- The Rising Table Stakes in SaaS
- My 2 Favorite Gadgets from 2014
- The Sales Motions of B2C2B Companies
- Benchmarking LinkedIn's S-1 - How 7 Key SaaS Metrics Stack Up
- B2C2B Startups - Why Selling with Internal Influencers is so Powerful
- 3 Questions about Founders as CEOs in SaaS Companies
- The Sudden Shift in SaaS Product Pricing
2014 180 posts
- A Surprising Source of Traffic for Breakout Content Marketing
- How Customer Success Meaningfully Reduces Cost of Customer Acquisition
- Why the Time to $1B in Valuation for Startups is Decreasing
- The Importance of Segmentation for Your SaaS Startup
- The Concur Acquisition in Context: A SaaS MegaExit
- The Importance of Mindfulness When Managing a Startup
- Benchmarking Box's Updated S-1 - How 7 Key SaaS Metrics Stack Up
- The Acquisition Environment for Startups in 2015
- The Technology Sectors that Create the Most Value
- When Will the Tech Bull Market End?
- The 2014 Class of SaaS IPOs
- Brutal Intellectual Honesty
- Nailing Your Startup's Value Proposition
- The Fundamental Unit of SaaS Growth
- How Much Should Your Startup Spend on Customer Account Expansion?
- Why 2015 Will be a Great Year for Startups
- How Important are Professional Services to Your Startup?
- Why Negative Churn is Such a Powerful Growth Mechanism
- Benchmarking New Relic's S-1 - How 7 Key SaaS Metrics Stack Up
- A Unique Chronicle Of A Billion Dollar Company
- Why Your SaaS Startup Needs a VP of Customer Success Sooner Than You Might Think
- The Most Effective Questions to Use When Interviewing Candidates
- Why It's a Great Time to Raise a Seed Round
- The 7 Factors to Consider When Pricing Your Startup's Product
- Why Series A Startup Founder CEO Equity Stakes Have Grown 40% in Five Years
- The Meteoric Acceleration in Series A Valuations
- The Stability of the Current Tech Market
- One of the Best Business Opportunities in the Next Decade
- Four Important Data Points on Measuring Your Startup's Customer Happiness
- The Impact of Investor Geography on Your Seed, Series A and B Check Size
- Using Statements of Work to Accelerate Sales Cycle and Align Sales, Customer Success and Marketing
- The Obscure Economic Idea Behind SaaS Pricing Challenges
- The 9 Marketing Disciplines of Great SaaS Companies
- Why Revenue Isn't the Most Important Financial Metric for Startups
- The Fastest User Interface
- Benchmarking SaaS Startup Efficiency with Revenue per Employee Metrics
- The Four Key Trends of the Startup Acquisition Market
- Benchmarking WorkDay's S-1 - How 7 Key SaaS Metrics Stack Up
- The Key Financing Attributes of Startups in the Billion Dollar Club
- Why Personas Are Critical Product Development and Go To Market Tools for Startups
- The Unexpected and Uneven Evolution of the Startup Fundraising Market
- Second Seed Rounds: How They Impact a Startup's Ability to Raise a Series A
- Come Work on the Redpoint Software Team!
- The Valuable Startup Equity That's Not Captured in Your Cap Table
- Benchmarking MobileIron's S-1 - How 7 Key SaaS Metrics Stack Up
- How Much Cash Should Your Startup Burn?
- Startup Best Practices 9 - Structuring One on Ones to Maximize Your Team's Success
- The Three Frameworks You Need to Create Powerful Presentations and Tell Compelling Stories
- Benchmarking Tableau's S-1 - How 7 Key SaaS Metrics Stack Up
- What You’re Making Is In A Perpetual State Of Almost Right Up Until The End
- Startup Best Practices 8 -Getting the Most from Your Team By Preventing Burnout
- Benchmarking Veeva's S-1 - How 7 Key SaaS Metrics Stack Up
- The Innovations Free Compute and Storage Unleash
- A Collection of Uncommon Points of View on Startups
- The Optimal Price to Maximize Sales Efficiency for a SaaS Startup
- Benchmarking Zendesk's S-1 - How 7 Key SaaS Metrics Stack Up
- The Best Way to Benchmark a SaaS Startup
- Benchmarking Hubspot's S-1 - How 7 Key SaaS Metrics Stack Up
- The Impact of a Startup's Location on its Acquisition Potential
- Not A Conventional Company
- The Four Kinds of Social Capital that Matter When Building Products
- Benchmarking Consumer and SaaS Companies' Path to IPO
- The Three Most Important Trends in the Seed Fund Raising Market
- Are Tech IPOs Dying?
- The Most Important Investment a Startup Can Make
- Why Customer Success? Why Now?
- 4 Major Competitive Trends in Mobile App Stores
- The B Corporation - A Novel Structure for Mission Driven Startups
- The Challenge Facing Mobile-First SaaS Companies
- What the Public Markets Trends Say About the Fundraising and M&A Environment Startups
- The Secret Ingredient to the Best Startup Fundraising Pitches
- Building a Performant Customer Success Organization
- How to Retain Your Startup's Best Employees
- What Q2 Tech Earnings Reports Say About the State of the Technology Market
- The Best Advice I've Ever Received
- How Much is Your Business Worth?
- The Coming Wave of Venture Capital and What It Means for Your Startup
- Lessons from Interviews of Pre-Eminent VCs in 2000
- How to Maximize Your Organic Twitter Content Marketing Efforts
- Data is Useless Unless You Can Act on It
- One of the Greatest Opportunities to Learn
- Trends in the Startup Acquisition Market
- How Vibrant is the Hardware Startup World?
- An Exceptional Story with Exceptional Data
- The Importance of Hometown Investors for Startups
- The Marketing Math Behind Scaling a SaaS Salesforce
- The Insularity of Silicon Valley
- Why Smart Watches Could be a Huge Trend in Mobile
- The Five Forces Shaping the Fundraising Market
- The Hottest Startup Sectors
- The Disruption Debate is Focused on the Wrong Ideas
- The 3 Minute Technique for Brainstorming Your Startup's Product Roadmap
- The Great Unbundling of Email
- How Much Should Your Startup Spend to Grow?
- The Optimal Seed Round Construction to Maximize Series A Success
- The Impact of VCs in Seed Rounds in Seven Charts
- The Riskiest Investment a Startup Can Make
- The Hidden Costs of the Switching Products in the Consumer Web
- Salesforce's Marketing Secret - The Fourth Marketing P
- The Common Characteristics of Successful Freemium Companies
- The Impact of Varying Sales Hiring Strategies on SaaS Startups
- The Common Language of Great Teams
- The Five Letters that Will Change the Data World: BYOBI
- Confessions of a Perpetual Freeloader: When to Jettison the Freemium Tier
- A Surprisingly Powerful Mechanism for Growing a SaaS Startup
- What's Wrong with the Internet of Things
- How the Fund Raising Market Will Evolve in 2014
- The Workplace of the Future
- The 4 Challenges Facing Customer Success Teams in SaaS Startups
- Ruthlessness and Grit in Startups
- Startup Best Practices 7 - How to Use Andy Grove's Stagger Chart to Build Predictability
- The Worst Time of Year to Raise A Seed Round
- 9 Books Every Entrepreneur Should Read
- The Current State of the Consumer Internet Market
- A Framework for Maximizing Startup Marketing Effectiveness
- Surprising Trends in Startup Founder Equity Stakes
- What's Happening to the SaaS Market?
- The Surprising Compensation Trends of Startup Executives
- Quantifying the Cost of a Bad Hire
- Quantifying a SaaS Startup's Revenue at Risk
- How to Determine Which Price is Best for Your SaaS Startup's Product
- The Challenges SaaS Businesses Face Communicating their Financial Health
- The Power of a Coach
- The Investment Patterns of SaaS Companies in Sales and Engineering Over Time
- The Correction in SaaS Company Valuations
- The Great Keyboard Layout Debate
- Do Startups Require Less Capital to Succeed than 10 Years Ago?
- The Financing Trends of Billion Dollar SaaS Companies
- Subscriber Cannibalization and Other Mysteries in Content Marketing
- My Surreal UberX Experience
- Reflections on YCombinator Demo Day: How the Seed Market Has Changed
- Startup Best Practices 6 - Avoiding the Bike Rack Effect
- Benchmarking Box's S-1 - How 7 Key SaaS Metrics Stack Up
- The Hardest Round to Raise for Startups
- The Machinery of Blogging
- Are VC Mega-Rounds the New Normal?
- How Fast Must a SaaS Startup Grow to Raise a Series A?
- SaaS Startup Balance Sheets: How Much Cash & How Much Debt to Raise
- How Quickly Does a SaaS Startup Have to Grow to Go Public?
- Why There's Never Been a Better Time to Found a SaaS Startup
- The New Market Places
- A Moore's Law for Data
- Great SaaS Companies Focus on Behavior Change
- Do More Competitors in a Sector Decrease Fundraising Success?
- The Four Key Steps in Startup Fund Raising Processes
- The Things You Do Often Create the Things You Believe
- Which Acquirer Pays the Most for Startups?
- Why the WhatsApp Acquisition Changes Everything
- What to Look for When Hiring a Head of Marketing for Your Startup
- The Impact of a Startup's Location on Its Ability to Raise Capital
- How to Combat Inaccurate Data and Faulty Statistics When Making Decisions
- Why Startups Face Increasing Competition in Raising Series As and Bs
- How Your Startup's Sector Affects Your Ability to Raise a Series A
- Using Data to Pick the Optimal Name for Your Startup
- The Minimum Size Seed Round to Maximize Series A Follow On Investment
- Do Larger Seed Rounds Lead to Bigger Series As?
- The Optimal Average Customer Value for SaaS Startups
- Military Strategy Applied to Startups
- The Three Key Forces Shaping SaaS in 2014
- The Technology that's Taking Data Science by Storm
- The Maximum Viable Churn Rate for a Startup
- The Best Times of Year to Raise Capital for Your Startup
- The Go-To-Market Challenges of B2D Companies
- Using Data to Demystify Data Science
- How One Startup's Engineering Team Cut their Engineering Release Times in Half
- What the Nest Acquisition Means for the Internet of Things
- Three Important Trends in the Startup Exit Market
- The Average Value of a Tech Company is Decreasing
- Why Everything I Thought I Knew About Churn Is Wrong
- The Two Key Skill Sets Startups Must Develop To Grow
- Why Quotas Aren't the Most Important Number for Startup Sales Teams
- The Importance of Seasonality in SaaS Startups
- My Thoughts on CES - The Six Trends on the Show Floor
- The Three Doors to SaaS Success
- How Healthy is the Public Technology Market?
- Should Your Startup Adopt a New Management Style?
- Startup Best Practices 5 - Effectiveness, not Productivity
- The consumer forces shaping enterprise innovation
- Frequently Asked Questions
- A Startup’s Step-by-Step Guide to Working with Recruiters
2013 220 posts
- Startup Best Practices 4 - Managing Monkeys
- Revenue per Employee Benchmarks of Billion Dollar Companies
- The 10 Most Important Metrics in a Startup's Financial Statements
- A 47 Year Old Prediction Comes True
- Using Price & Demand Curves to Inform Startup Product Roadmaps
- How Much Does It Cost to Take Your Startup Public?
- The Typical Billion Dollar Startup Acquisition
- What Bitcoin and Internet of Things Startups Have in Common
- The 10 Most Important Metrics in a Startup’s Financial Statements
- How to Hire a Head of Customer Success for Your Startup
- How to Grow Huge: Proprietary Distribution Channels
- Startup Best Practices 3 - How to Structure a Sales and Marketing Team
- The Tablet-First Retail Startup
- The Most Effective Way of Visualizing Funnels
- The Next Big Opportunity in Mobile Advertising
- Startup Best Practices 2 - Startup Team Sizes
- The Language of the Web
- How Much Cash Does Your Startup Need To Go Public?
- This Message Will Self-Destruct in 48 Seconds
- Startup Best Practices 1 - Situational Management
- The Missing Startup Design Pattern Is Management
- The Missing Startup Design Pattern
- The Secrets Behind Content Sharing Widgets
- Why the Petal Diagram Isn't the Best Competition Diagram for Startup's Pitch
- The Ratio of Engineers to Sales People in Billion Dollar SaaS Startups
- How I Built a Performant and Measurable Content Marketing Engine
- The First Form of Communication that Changes Depending on Who is Using It
- The Future of Journalism in the Touch Era
- The Single Biggest Determinant of Startup Valuations at IPO
- How Mobile is Disrupting Even the Most Successful Internet Products
- The Most Important Feature In KitKat No One is Talking About
- The Three Churn Mitigation Strategies of SaaS Startups
- Quick and Dirty Product/Market Fit Validation: Can You Hit Your Quota?
- The Unexpected Compensation Trends of Post-Series A Startup Founder/CEOs
- Dream Teams: The Characteristics Of Billion-Dollar Startup Founders
- The Internet Subscription Startup is Winning
- Anticipatory Commerce: the Evolution of Intent on the Web
- A Startup's Rosetta Stone - How to Succinctly Communicate the Details of a Business
- The SaaS Valuation Bubble
- What a Dog and a Monkey Taught Me About Management at Google
- Silicon Valley's Library
- Using Gaming Product Hacks to Maximize Freemium SaaS Growth
- How Much Should Your Startup Spend on Managing Churn?
- The Two Characteristics of Seamless Mobile Payment Experiences
- The Optimal Blog Post Length to Maximize Viewership
- Why Customer Success Is An Essential Part of Every SaaS Startup
- Sales Efficiency Benchmarks for SaaS Startups
- The Simplest Brand Health Question For Your Startup
- How APIs Will Evolve
- Using Twitter Recirculation to Maximize Content Marketing Effectiveness
- Deserve is a Toxic Word
- Which of the Five Types of Data Science Does Your Startup Need?
- The 3 Competitive Defenses of Enduring SaaS Companies
- The Single Best Content Marketing Channel for Your Startup
- What Your Startup’s MRR Figure Is Hiding
- The Developer Economy: Power to the Coders
- A Five Year Android User Switches To iOS
- Using The Friend Paradox to Maximize Your Effectiveness at Startup Networking Events
- Sexism, Statistics and Space s How Disruptive Startup Ideas Are Discovered
- Which Half of Your Startup’s Emails Are Wasted?
- How To Take Exceptional Notes and Be Productive with Paper
- Interpreting Cohort Data - The 3 Key Analyses for Measuring Your Startup’s Product Performance
- How Wordpress Used VideoConferencing and IRC to Change the World
- Google F1 and The Cascade of Innovation New Databases Create
- Crossing the People Management Chasm - A Necessity of Startup Growth
- Six Key Benchmarks for Your SaaS Startup
- The VC Firm of the Future
- The One Best Metric for Your Startup to Maximize
- The Best Content Marketing Campaign in the Last Year - Do VC Blogs Actually Lead to Investments?
- You’re Not Finished Selling Until You Change Your Customers Habits
- Not Sharing the Opportunity to Learn is a Cardinal Sin
- How Web Development Techniques Are Infiltrating Mobile Apps
- The Part They Don’t Tell You About Startup Team Building
- Mobile Social Networks: The New Customer Acquisition Powerhouse
- The Series A Is Overloaded
- The Sales and Marketing Spend Strategies of Billion Dollar SaaS Companies
- Analyzing Twitter Ad Performance for the Last 9 Months
- Marketing’s Technical Liberation
- The Fundamental Challenge of Your Startup’s First Hire: Leading and Learning at the Same Time
- A team of founders who had just made their first their first hire asked me about culture and on boarding. How do they go about managing people? How do they maintain the values of the business?
- Choosing a Content Marketing Strategy for Your Startup
- Your Startup’s Three Horizons
- The Seed Investment Patterns of Billion Dollar Startups,w
- The Seed Investment Patterns of Billion Dollar Startups
- The Founder’s Null Hypothesis
- Announcing Redpoint’s $16M Series A Investment in Looker
- Cohort Analysis for Startups - Six Summary Reports to Understand Your Customer Base (With Code)
- Anticipatory Computing - The Next Big Thing Is Enabling Laziness
- Great Startup Product Design Is Telepathic
- The 3 Different Strategies of Venture Funds
- Community Marketing: Starting A Movement For Your Product
- Maximizing the Value of Investor Referrals
- How CrowdFunding Embodies Amazon’s Product Management Process
- Why Support Software Is the Future of Work Email
- Framing Your Startup’s Sales Pitch: Focus on Value, Not on Cost
- Framing Your Startup’s Sales Pitch: Focus on Value, Not on Cost
- Product Market Engagement: The Missing Step in Lean Startup Methodology
- Product Market Engagement: The Missing Step in Lean Startup Methodology
- Your Startup’s Office Is Missing a Room
- The Three Phases of Startup Sales
- The Five Characteristics of An Ideal SaaS Company
- Your Startup’s Office Is Missing a Room
- Data, Data Everywhere, Not a Second to Think
- Why Starting a Company Is Completely Irrational
- Peak Smart Phone - What Happens to the App Economy When Smartphone Penetration Reaches 100%?
- A Formula for Innovation
- The Compounding Returns of Content Marketing - The Data Behind Why Persistence Pays Off in Blogging
- Throwing in the Towel on Google’s Go: What Programming Taught Me About Sales
- The Startup Sector That’s Quietly Booming
- The First Rails App I Built at Google
- How to Analyze Your Startup Like A VC in 15 Minutes Or Less
- Debunking the Myths of Social, Viral and Community
- Debunking the Myths of Social, Viral and Community
- It’s Time to Start Worrying About the Next Round for Your Startup
- A Formula For Innovation
- Piecing Together A Quilted Social Network: Does M&A Work for Social Nets?
- The Return of Venture Backed Hardware
- The Library in Building 42
- Why Starting a Company Is Completely Irrational
- The Most Effective Price Discovery Question for Your Startup
- Why PRISM May Herald a New Golden Age for P2P
- The Bewildered User at the Center of the Legal Firestorm
- The Most Under-Appreciated Startup Team Member
- The Dawn of the Voice-to-Text Era
- Why You Should Be Measuring Time To Utility For Your Product
- The Data Behind Why Google’s Play Is So Much Harder For Startups To Crack Than the iOS App Store
- Elon Musk’s Genius: Understanding the Cost of a Screw and the Value of a Photo
- Block and Tackle Product Marketing
- Startup Pricing - How to Manage Channel Conflict
- A Startup’s Guide to Maximizing Last Mover Advantage
- Antagonism is the Heart of the Consumerization of IT Movement
- Investing in the Consumer Web is Dead
- You Shouldn’t Start an Ad Tech Company, But If You Do…
- The Future of Human Data Interaction
- Coding and Cooking: The Connection between Jacques Pepin and Database Migrations
- Social Network Alchemy: The Five Ways of Turning Users Into Gold
- Your Startup’s API Could be Its Disruptor
- Redpoint is Hiring a Consumer Analyst
- How Will I Enable Greatness Today?
- The Greatest Challenge to Facebook, LinkedIn and Twitter is Unbundling
- Reverse Engineering Your Startup’s Success
- Three Counterintuitive Points about SMB SaaS
- Hiring Your Startup’s First Salesperson
- The Secret to Growth Hacking
- What Today’s Revolution in Publishing is Missing
- The Antidote to Burnout is Progress
- Building Content Strategy by Segmenting and Analyzing Twitter Followers
- Design’s New Frontier: The IRL Era
- Out of My Depth
- The Twitter Game, Google’s Bin and Other Force Multipliers
- Activity Based Pricing - When Is It The Right Choice for Your Startup?
- The Android-First Social Network
- Mastering Feedback Loops in Startups
- The Defining Characteristics of Successful SMB SaaS Startups
- The Two Key Ingredients in Great Connected Consumer Products
- Founders, Equip Your Champions
- Here’s to the Grinders
- How To Price and Sell Your Startup’s Product
- Startup Judo - The Secret You Should Know Before Starting a Company
- A Startup’s Three Visions
- The Power of Team Work in Startups
- Anatomy of a Reference Check
- What I’ve Learned about Blogging in 3 Years
- Breaking Down a Typical VC/Startup Diligence Process
- Your Startup’s Top 3 Priorities
- The 7 Questions A Startup Should Answer in their Fund Raising Pitch
- The 11 Risks VCs Evaluate
- How to Align Founder and VC Incentives - Why Fund Size Matters
- Your Startup’s 10 Most Important Metrics
- Why Freemium Negates The Leaky Bucket Myth
- Mobile Productivity for Normal People
- Why the File System Wars Will Trigger a Wave of Consumer M&A
- The Future Is Here, It’s Just Not Evenly Distributed
- Which Data Biases Challenge Your Startup?
- Measuring Dark Social Using Google Analytics
- A Startup’s Guide to Outsourcing
- Social Proof - The Most Formidable Force Driving Content
- Why Branding Is the Next Essential Startup Competency
- Machine Learning in Consumer Products
- Strikes and Gutters
- How To Measure the Success of a Blog
- Crafting a Pricing Plan to Maximize Freemium Growth
- Crawling - The Most Underrated Hack
- Searching for Eric Schmidt
- A Letter to the Editor
- Boiling a Billion Frogs
- The Relationship Between Margins and Acquisition Prices
- Every Damn Day
- Matching Marketing Tactics to The Sales Funnel
- The Five Key Dynamics of the Seed Market in 2013
- What SaaS Businesses Can Learn from the News Industry
- How Competition Strengthens Startups
- Building A Money Machine
- Salesforce’s Disruptor Won’t Be A CRM Company
- There’s A 10x Hidden In That Tweet
- The Voice of the People is Data
- Why Humility is Essential for Every New Startup Hire
- Freemium Businesses Switch the Hunter and Farmer Sales Roles
- The Religious Debate About Data
- Valuations in the Series A and Series B Market are Booming
- How to Optimize Every Decision in Your Life and Accomplish Nothing
- The Most Important Principle of Start Up Fund Raising
- The Power of Market Places
- What I Learned From a Two-Year Fund Raising Process
- The Cost of Bad Data is the Illusion of Knowledge
- The Failure Fetish Fallacy: Learning is at the Core of Startup Land
- Discovering, Honing and Exploiting Your Startup’s Strengths
- The biggest professional challenge of my career: communication
- How to nail your product market fit and sales pitch with a value proposition diagram
- Why To Do Lists Are Failing Us
- The product qualified lead (PQL)
- What my high school chemistry class taught me about startups
- How to succeed despite your every effort to fail
- The startup hardware M&A market will be vibrant in 2013
- A CEO’s epitaph
- Observations of the LinkedIn Influencer program
- The new marketers
- To Sell is Human
- We should be living in the future already
- Fundamentals of communication
2012 89 posts
- Year in review: Best of 2012
- Tablets: the third platform
- The myth of the generalist
- Changes in the rules of the [startup] game
- Email and meetings aren’t work
- End of the year startup checklist
- Great startup management teams are built with interlocking parts
- The software customers don’t see
- Performance marketing for startups with R
- It all starts as a hobby
- The one ideal characteristic of your startup’s first customers
- Willing to be misunderstood
- The dumbest guy in the room
- Education sales vs execution sales
- Startup playbook - Reverse-engineering Clay Christens’s market disruptions
- Data on the “seedpocalypse”
- VC consumer investment trends by sector and stage
- VC investment trends in the consumer web
- The cognitive burden of unbundling
- A Startup’s Two Financial Plans - the Board Plan and the Stretch Plan
- Financial planning for startups
- Segmenting customer pipelines
- Great products are like ducks
- The stewards of vision and culture
- Partnerships for startups - Key deal terms
- Incremental Innovation is Just As Powerful as Disruption
- Distribution partnerships for startups
- Honest cultures in startups
- The trinity of product design
- The culture of data science
- Radio Ga Ga
- The idea factory
- Mobile OS trends in five charts
- A great entrepreneur can come from anywhere
- The challenges facing startups serving K-12 education
- Systems Thinking for Startups
- The future of search
- What to look for when hiring a data scientist
- You want to start a company. Now what?
- Gigabytes under management
- Demo to term sheet in 3 hours
- Great products turn motivation into capability
- No startup is an island - The three ecosystems startups should develop
- Culture is the biggest growth driver for social services
- Data science in freemium businesses
- The value of a patent to a startup
- Faking it + grit + inspiration = ?
- Learning from Amazon’s Startup Judo
- Four lessons for optimizing Twitter
- Entrepreneurship growth: perception vs reality
- Founders, teach your employees statistics
- My approach to building a hiring pipeline
- Sushi, passion, and entrepreneurship
- A six-step framework to make strategic decisions
- Should founders join incubators?
- The startup love affair
- The Heyday of SaaS - quick observations from Dreamforce
- A startup’s transition from product development to growth
- Data isn’t a business model - it’s much more important
- The Secret to SMB SaaS Distribution
- Must startup founders be charismatic?
- Mechanizing business development with social media
- Choosing market segments on customer profitability
- Social network design and urban design
- Profitability and the IPO Market
- Using metrics to build communities
- How the NYTimes avoided disruption
- Building auction pressure in financings
- Death by a thousand small features
- The tension between predictability and creativity
- Consumer investment fatigue
- Simplicity. Quality. Inspiration.
- Radio Ga Ga
- On negotiation
- How much is a social media click worth?
- The most important question a startup can ask
- The Freemium Game Plan
- Segmenting the SaaS Market for Sales
- Segmenting the SaaS Market for Sales
- All Great Managers are Alike
- The Path to Exponential Growth
- Loyalty with a tinge of betrayal
- The 3 Kinds of Startup Metrics
- Facebook’s new feature: your top 7 friends
- Why did Apple’s unwillingness to compromise finally succeed?
- Stories, not sentences
- Are We Investing Enough in Our Managers?
- Defining a Personal API
- Successful SMB SaaS Companies Have a 2 Step Value Proposition