Business Development Outreach

A friend recently asked for an introduction to a senior executive at a large organization in the hopes of partnering with them. His company has some new products and services …

A Sea of Sameness

Inspired by this tweet, and the rabbit hole of conversations surrounding it, I was motivated to share some thoughts on the similar look and feel of B2B startups.   As …

3 Wide 3 Deep

Often in sales you are dealing with a single individual within an organization. They are your main point of contact, the person in your CRM, and your champion to get …

Team Offsite Values Exercise

Values are an important part of hiring and team building, but hard to justify the time to create them. This is a framework I have used with early stage teams …

Algorithmic Lock In Effects

I view companies and entrepreneurs through my own lens, and have been developing my investment thesis for some time. Recently I have been thinking more about the software (vs. the …

Focus

Coming to the end of the last year with so many meetings, I wanted to make focus one of my themes for 2018. One easy way to do this is to …

Must Go Faster

The only startup analogy I like to make is to the real life Tyrannosaurus Rex – a giant carnivore, awesomely represented in Jurassic Park running after Jeff Goldblum and co. In …