Building an online brand

“By Invitation Only” is the story of Gilt Groupe.  While Gilt may not have been a great outcome for some investors (it ultimately exited for $250mm but was at one time a unicorn), it was still a great outcome for……

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Upsells are critical to growth in SaaS

Net dollar retention is the most important metric in SaaS.  If you’re over 100%, revenue from upsells is outpacing revenue you’re losing from downgrades and churn.  It means you’re keeping the customer base forever, and your current customers are a……

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Improving B2B sales rep hiring

Recently I read “Hire Right, Higher Profits” by Lee Salz which focuses primarily on enterprise sales rep hiring.  Below are some of the key points of the book along with my commentary. Failure in B2B sales hiring is high. “the……

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Peter Thiel raised more money than he needed

If venture funds are begging you to take their money, there is a good argument for raising more capital than you need.  Peter Thiel did just that while he was at Paypal, and it saved his company.      Recall……

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Should you give stock options to all employees?

Founders usually treat the option pool like gold, as they should.  Options represent the stock of a company and if you think that stock has real value, generally the thinking is you shouldn’t hand it out like candy.  An article……

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