David Cummings on Startups

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  • 2010 Atlanta-Area Inc. 500 Companies

    Photo taken in Atlanta area
    Image via Wikipedia

    The 2010 Inc. 500 awards just came out and there were eight Atlanta-area businesses on the list. Now, I’m personally disappointed there weren’t more but I know of several local companies that are doing great and will likely make it next year. Let’s take a look at the businesses:

    Congratulations to all the companies that made the list!

  • Margins and Business Models

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    One area that I find many first-time entrepreneurs don’t think through is the type of potential margins for their business model. Let’s talk about the two main types of margins:

    • Gross margins are the percent of revenues after only the product/delivery costs are taken out.
    • Net margins are the percent of revenues that result in profit after all costs.

    As an entrepreneur, it is important to understand both gross margins and net margins. For me right now, I’m only interested in business models with potential gross margins greater than 70%. That typically rules out physical products, services, and other businesses that are labor intensive. High gross margin businesses are important to me because they often provide for more scalable enterprises, with greater profit opportunity, which allows for more latitude to invest in growth.

    What else? What other considerations do you have for margins and business models?

  • Hiring Your First Sales Person

    An entrepreneur in town recently reached out to me for advice as he’s about to hire his first sales rep. Building a sales team is no easy task, and hiring successful sales people ranks right up there as being one of the most difficult positions to figure out if someone will work out. Why? Sales people are the best at selling themselves, and not always your product. A great sales person is worth their value many times over.

    I’ve written about sales on numerous occasions. Here are some of my posts:

    What else? What other advice would you give to someone about to hire their first sales rep?

  • The Difficulty of Modernizing Legacy Software

    Outline of a cloud containing text 'The Cloud'
    Image via Wikipedia

    As part of my recent project researching ideas on building high quality prospect lists, I reached out to several different providers. One of the companies had a really promising product that allowed for slicing and dicing data, presumably from Dun & Bradstreet or Hoovers. After getting excited about their technology, merely based on their marketing collateral, it came time for the product demo from a sales rep.

    Guess what?

    The application with a Windows product with no web-based components at all. Their response to the question about them building a Software-as-a-Service product: no plans at all. Now, I don’t know how successful this company is but it was pretty amazing to see a product that clearly should be in the cloud, connected to CRMs like salesforce.com and SugarCRM, and all around part of the normal web ecosystem.

    The point here isn’t what one single company should do, but rather the difficulty of modernizing legacy software. Once companies become successful with one product, working one way, it is incredibly difficult to introduce a new or modern product built from the ground up.

    With difficulty comes opportunity. Startups don’t have the legacy baggage of code debt, existing customer needs, and the status quo. Wherever you see a legacy system that is still continuing along, there’s room for a startup to do a modern version of the product, in the cloud, and be successful.

  • Customer Video Testimonials

    One of the most compelling uses of web video is for customer testimonials. No, not cheesy infomercial type talking heads but rather actual customers talking about key issues. Topics for the video might include:

    • Why did you choose vendor X?
    • What was your evaluation process?
    • What was your implementation process?
    • What benefits have you found?
    • How likely are you to recommend it to a professional colleague?

    Videographers can typically put a testimonial together for $1,000 or less. As for hosting the video, there are good services out there like Wistia.com and Vzaar.com. My recommendation is to seriously consider customer video testimonials as part of your site. Please see the Pardot customer testimonials for examples.

    What else? What other tips do you have for video testimonials?

  • The One Hour Per Day Criteria for Investment

    This post isn’t about investing one hour per day in a task. Rather, the simple idea is that if you use something an hour or more per day you should invest in the best. The most obvious items include:

    • Chair – Aeron’s of course (get them used)
    • Computer – MacBook Pro (preferably with SSD)
    • Monitor – 24″ or greater
    • Shoes – whatever is most comfortable
    • Work environment – awesome people, surroundings, and projects

    Of course, when you’re starting out you can’t always afford the best. My recommendation is to pay attention to the details and invest in the best when it comes to items you use an hour or more per day.

  • Buying Lead/Prospect Lists

    One of the more challenging things for sales and marketing teams is to purchase a high quality list of potential leads/prospects at a reasonable price. Now, I’m not a proponent of buying lists for the purpose of sending unsolicated bulk email (SPAM) although targeted one-off emails tailored to the recipient are fine. Lists, when well done, are great for cold calling, which is an under appreciated technique, especially for more modern, web-centric companies.

    Here are some tips for buying lists:

    • Use sites likes Jigsaw.com or NetProspex.com to build your own list based on typical categories (e.g. geography, job title, etc)
    • Contact non-profit associations for one of your customer industries and ask if they sell their member list (some provide it in book form where you then have to use a service like eLance or Mechanical Turk to convert it to digital form manually or through OCR)
    • Reach out to magazines/portals of one of your customer industries and see if they sell their subscriber list

    What else? What are some other ideas for getting potential leads/prospect lists?

  • Ask the Right Questions

    One major takeaway I have from working on startups over the past 10 years is that asking the right questions is more important than providing the answers. With startups, many if not most challenges that arise require someone to accomplish a task that they haven’t done before. Naturally, as one of the leaders of the company, people come forward with issues looking to you for answers. This is where it’s important to ask the right questions and do your best to empower the person to solve it on their own.

    Don’t get me wrong, it is important to help, but the best way to help is by asking the right questions. Some thoughts on asking the right questions:

    • Ask the five whys
    • Ask for his/her current recommendation
    • Ask what was done so far
    • Ask about the next steps

    What else? What other questions should be asked?

  • Parallel Entrepreneurs

    Reading the ATDC Team page for yesterday’s post, one of the terms that stood out, but isn’t seen too often, comes from Paul Freet’s bio:

    Paul is also a parallel entrepreneur and enjoys creating startups.

    A parallel entrepreneur is someone who builds more than one company at a time. The biggest reason I believe we’ll be seeing this more frequently is that the time, money, and effort to launch a website/web app has gone down significantly over the past decade. That’s not to say it doesn’t take a meaningful amount of money to launch a business — it does — but if you have technical skills, it is easy to start experimenting with works and what doesn’t work.

    Now, I don’t recommend being a parallel entrepreneur for everyone. For some types of personalities, especially people who enjoy the getting-the-company-off-the-ground stage of a business, it can be very rewarding.

  • Power of Building Relationships First

    A very obvious piece of advice: the time to start building relationships is now. Yes, relationships. Relationships for a variety of reasons take time to develop and it’s best to seek out people to get to know them well in advance of needing their help. Here are some types of people you should consider:

    Relationships are likely to take longer than you expect to develop. My recommendation is to start building your network now.

    What else? Do you agree/disagree? What are some other types of people you should consider?