Rise of Sales Development

SalesLoft put on an amazing event these past two days as part of their Rainmaker 2015 conference. With over 200 sales professionals attending, it’s clear that sales development is a major growth area. Two of my favorite sales speakers, Derek Grant and Allen Nance, headlined the early afternoon session. Modern sales development was popularized by Aaron…

4 Resources to Find a Tech Startup Job

With the rise of the Atlanta Tech Village, I’ve been approached by more business and civic leaders in the community to help their children and related friends find jobs in the startup community. Naturally, I want to help point them in the right direction and be as supportive as possible. Here are three resources I…

SaaS Funding Relative to Recurring Revenue

Recently I was talking to an investor and he mentioned they were looking at a deal, liked the company, but were concerned with how much cash the startup had burned relative to current annual recurring revenue. For Software-as-a-Service (SaaS) startups, it’s especially difficult to get the business model going, and once it’s going, it’s especially cash-intensive…

Initial Product-Market Fit

When entrepreneurs set out to build their company, they have grand visions and aspirations. The product needs to do this, and that, and the other thing. The list goes on and on. Only, product-market fit starts small. Really small. Here are some thoughts on initial product-market fit: 10 friendly customers like the product and give friendly-focused feedback,…

3 Atlanta Startup Community Themes

Earlier this week we hosted a panel discussion on current Atlanta startup community themes as part of the monthly the YPO breakfast series. We had a great discussion with three passionate entrepreneurs and a number of business leaders. Here are three major themes we discussed: Rise of the Entrepreneurship Center – Not just the Atlanta Tech Village, there are a…

SaaS Value Creation is Back-Loaded

One interesting aspect of Software-as-a-Service businesses is that most of the value creation is back-loaded. What I mean is that the majority of the valuation growth occurs in the later years, assuming the startup makes it there and has a rapid growth rate. Here’s an example five year trajectory with amount of recurring revenue and corresponding…

Losing Product-Market Fit

One of the hot topics in startups is around product-market fit. Whether it’s how to know if you’ve achieved product-market fit or how product-market fit relates to raising money, there’s plenty of information available. Well, there’s another aspect of product-market fit that’s almost never talked about: losing it. Just because product-market fit is achieved, it doesn’t…