Have an On-Going Dialogue with VCs

Even if there’s no short-term desire to raise venture capital, it’s still important to develop relationships with venture capitalists if you eventually plan to raise institutional money. The best relationships with potential investors start well in advance of a financial desire. Much like any sales process, it’s best to come up with a plan and iterate…

Settling in for at Least Five More Years

Recently I was talking to an entrepreneur that was starting to make some early progress in his startup. With several dozen paying customers, it was clear that product-market fit was in place (see 5 Ways to Identify Product-Market Fit). The next step, a repeatable customer acquisition process, was still a ways out, but deals were…

Run the 10x Scenarios

Dreaming about the future — it’s one of my favorite things. As a thought exercise, I enjoy going through growth scenarios. Here are some questions I like to ask: What will happen when everything in the company is 10x larger? How will things work? What will break down? Where are we strong? Where are we weak?…

Dreamforce 2014

This week is the annual Super Bowl of Software-as-a-Service (SaaS) with the Dreamforce 2014 event in San Francisco. It’s the biggest event of its kind and draws 100,000+ people from all over the world. While I’m not attending this year, I’ve been many times in the past. Here are some thoughts from previous years: Ambitious…