Executive management often (correctly) feels that they do not understand what is motivating to engineers. They then skim a book like “Drive”, by Daniel H.Pink, and happily conclude that engineers don’t care about money. Now they understand even less. What Read more…
As co-founder and chief software architect for a startup, MyST Technology Partners, I was facing a good kind of problem: client demand for service was outpacing our ability to deliver. We were able to increase our ability to service clients Read more…
Pricing Strategy: Avoiding Common Mistakes Proper pricing is one of the most leveraged attributes in any commercial strategy. Everything else being equal to a higher price will drive a higher contribution than any other factor. Yet, pricing mistakes are all Read more…
80% Growth in Average Selling Price A Salesforce Enterprise SaaS app company was selling a “tactile marketing” app to marketing teams in the enterprise marketplace. This app helped enterprise sales execs close more deals. Their offering was impressive and they Read more…
As an entrepreneur, especially an early stage founder, you’re heavily focused on developing your company’s product or service. It’s understandable that you would conflate your product and your company. After all, you’ve been conditioned to differentiate your product, describe the Read more…
A CEO I invested in asked me about raising money from Sequoia Capital recently, so figured I would share with the group, hopefully, to share some learnings. We were two years into building Kahuna and we were again constrained by capital. We Read more…
Situation A CA-based skincare company had been growing 150% for three consecutive years. Although their direct-to-consumer business, which accounted for 90% of the overall business, was impressive, the company was not profitable. The cost of goods was higher than the Read more…
Toustone, an Australian business intelligence (BI) company, approached us earlier this year to help them enter the US market. We like the BI space and were impressed with Toustone. Why? Toustone has proven technology, market, customers, and excellent recurring revenue Read more…
The United States Patent and Trademark Office was established in order to protect inventors and give them the freedom to operate without concerns or push by larger corporations. “The strength and vitality of the U.S. economy depends directly on effective Read more…
As a serial software entrepreneur, I’ve developed a fascination with—and a reliance upon—the open source software industry. For years, I relied on RSS feeds, Twitter feeds, and a variety of other sources to help me stay abreast of the latest industry news Read more…