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I’ve increasingly spoken to startup employees who find themselves in a difficult trap.  Let’s demonstrate it via an example: Say you ..read more
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This is a sister post to my recent one, Career Decisions:  What to Look For in a Software Startup.  That piece is all about what to ..read more
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I am surprised by how many startup CEOs leave the board hanging at the end of the quarter.  As a CEO my rule of thumb was that if a board ..read more
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In this post we’re going to look at the management accounting side of multi-year SaaS deals that grow in value over time.  I’ve been ..read more
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I think for many sales-aggressive enterprise SaaS startups, a fair amount of churn actually happens at inception.  For example, back in ..read more
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I can’t tell you the number of times, as we were tearing down our booth after having had an epic show, that we overheard the guy next ..read more
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So, you’re thinking of taking a job at a startup, but are nervous about the risk, perhaps having trouble telling one from another, and ..read more
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Just a quick post to share a slide deck I created for a session I did with the top S&M executives at a private equity group’s sales ..read more
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Today famed venture capital podcaster and now venture capitalist at StrideVC, Harry Stebbings, released a new episode of the Twenty Minute ..read more
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Whenever I have the chance to watch a big league politician at work, I always try to study their communications skills in an effort to ..read more

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