Not All Angel Investors are Created Equal

Recently I was talking with an entrepreneur that was looking to put together a seed round of angel investors. We talked about the normal strategies and halfway through the conversation I asked “What type of angel investor would be ideal?” Without missing a beat he said that he’d like a couple angel investors that have…

Wins Come in Clumps

One of the strange phenomenons I’ve seen, and have a hard time explaining, is that big wins often come in clumps. Big wins like closing new customers, securing new hires, and signing new partners. Things go quiet for a few weeks and then boom, five new customers sign on the exact same day. It’s the most…

The Genius(.com) That Is No More

Mid-way through the Pardot days one of our more serious competitors was Genius.com. Genius.com started out as a tool for sales reps to send emails where all the links were tracked such that sales people could understand what links prospects were clicking on and what web pages they were viewing. The novelty was that it…

The Two Year Rule When It Comes to Acquisition Offers

After reading about yesterday’s Salesforce.com proposed acquisition of RelateIQ, and the speculation that the purchase price was in the range of 100x run-rate, it reminded me a piece of advice I received when we were considering selling Pardot: If you executed perfectly for the next two years, how much would the business be worth under…

Thoughts on Salesforce.com Acquiring RelateIQ

Earlier today RelateIQ announced that they were going to be acquired by Salesforce.com for up to $390 million. Now, I haven’t used RelateIQ but I’ve heard from a number of people that their approach to reimagining the CRM into a system focused on relationships is one of the best available, albeit still early. Instead of the…