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jonerp : startups   25

Win Rates, Close Rates and Milestone vs. Flow Analysis - by @kellblog
"Back to our original topic, the same concept comes up in analyzing win rates. Regardless of which win rate you’re calculating, at most companies you’re calculating it on a milestone basis. I find milestone-based win rates more volatile and less accurate that a flow-based SAL-to-close rate. For example, if I were building a marketing funnel to determine how many deals I need to hit next year’s number, I’d want to use a SAL-to-close rate, not a win rate, to do so. Why? SAL-to-close rates."
marketing  metrics  modeling  saas  sales  startups  uncategorized 
4 weeks ago by jonerp
Can You Solution Sell without Selling Solutions? - by @kellblog
"You can solution sell without a single packaged solution in your product line. To again answer the question posed by the title of this post: Yes, you can solution sell without selling solutions.

Solution selling is simply an approach to how you sell your product. Certainly it can be easier to solution sell when you are selling solutions. But one it is not required and one is not tantamount to the other."
chasm  crossing  sales  startups  strategy  uncategorized  bowling  alley  customer-centric  selling  geoffrey  moore  michael  bosworth  solutions  solution 
august 2017 by jonerp
The New Urban Crisis: Are Tech Startups Destroying Cities?
"Florida’s latest article could be seen as part of a long and ongoing apology. “I got wrong that the creative class could magically restore our cities, become a new middle class like my father’s, and we were going to live happily forever after,” Florida told an audience in Houston in October. “I could not have anticipated among all this urban growth and revival that there was a dark side to the urban creative revolution, a very deep dark side.”
culture  top  stories  real  estate  startups  university  of  toronto  urban  development 
july 2017 by jonerp
The Strategy Compiler: How To Avoid the “Great” Strategy You Couldn’t Execute - by @kellblog
"If you view strategy as the plan to win, then successful strategies include only those strategies that your organization can realistically execute from both a resources and skills perspective. Instead of doing a single-pass process that moves from strategic objectives to budgets, use an iterative approach with a strategy compiler to ensure your strategic code compiles before you try to execute it."
entrepreneurship  fpa  silicon  valley  startups  strategy  venture  capital 
june 2017 by jonerp
Big Data Comes to Pet Tech
"Azhnyuk says there’s a two-fold appeal in this new breed of technology. First, it can give pet owners new insights into their pets — and of course, “We can be close to them even when we’re not in the same physical space.”
culture  top  stories  data  fitbark  petbot  petcube  pets  petzi  petzitreatcam  playdate  startups  tech 
june 2017 by jonerp
Do You Want to be Judged on Intentions or Results? - by @kellblog
"Fine lines exist here, no doubt. Sometimes reasons are reasons and sometimes they are actually excuses. The question isn’t about any one case. It’s about, deep down, are you judging yourself by intentions or results?

You’d be surprised how many otherwise very solid people get this one thing wrong — and end up career-limited as a result."
entrepreneurship  hiring  leadership  management  silicon  valley  startups 
april 2017 by jonerp
Business Intelligence And Analytics In The Cloud, 2017 - by @louiscolumbus
"Public cloud is the most preferred deployment platform for cloud BI and analytics, and the larger the organization toe more likely they are using private clouds. 46% of organizations selected public cloud platforms as their preferred infrastructure for supporting their BI, analytics, and data management initiatives in 2016. 30% are relying on a hybrid cloud platform and 24%, private clouds. With public cloud platforms becoming more commonplace in BI and analytics deployments, the need for greater PaaS- and IaaS-level orchestration becomes a priority."
featured  posts  technology  software  analytics  business  intelligence  cloud  computing  startups  erp  louis  columbus'  blog  as  a  service 
march 2017 by jonerp
Don’t Start a Customer Relationship with a Lie - by @kellblog - on "free" trials etc
"If you put a Free Trial button on your website, when I press it I expect to start an online process to get a free trial — not get a form that, once filled, replies that someone will be in touch. That button should be called Contact Us, not Free Trial."
crm  okr  saas  startups  strategy  venture  capital  15five  7geese  betterworks  goals  mbo  objectives 
march 2017 by jonerp
10 Questions to Ask Yourself Before Moving into Management - by @kellblog
"Everybody loves yes-people managers except, of course, the people who work for them. While saying yes to the boss and internal customers feels good, you will run your team ragged if you lack the backbone to say no when you need to. If you can’t say no to a bad idea or offer up reprioritization options when the team is red-lining, then don’t go into management. Saying no is an important part of the job."
culture  entrepreneurship  leadership  management  startups  coaching  communication  conflict  aversion  first-time  manager  teaching 
march 2017 by jonerp
The Evolution of Marketing Thanks to SaaS - by @kellblog
"Tomorrow, as more marketers will be measured on the health of the overall ARR pool, they will be focused on cost-effectively generating not just opportunities-that-close but opportunities that turn into the best long-term customers. (This quadrant helps you do just that.)"
ipo  management  marketing  saas  startups  strategy  venture  capital  conversion  rates  evolution  funnel  leads  ltv 
february 2017 by jonerp
The Crunchies: Staged Diversity And Chelsea Peretti's App Ideas... - by @tomforemski
"But the staged diversity of the Crunchies is far removed from actual reality. The audience looks nothing like them. Startup teams continue to be predominately: male, white/Asian; from privileged backgrounds.

The Crunchies are trying to change things and it takes time. Soon the startups will get a clue: if you want to be nominated to win a Crunchie you'd better show significant diversity in your teams."
a  top  story  culturewatch  startups  women  in  tech 
february 2017 by jonerp
Aligned to Achieve: A B2B Marketing Classic - by @kellblog
"Aligned to Achieve includes the word “transparency” twenty times. Transparency is required in the culture, in collaboration, in definitions, in planning, in the reasons for plans, in process and metrics, in data, in assessing results, in engaging customers, and in objectives and performance against them. Communication is the lubricant in the sales/marketing relationship and transparency the key ingredient."
marketing  saas  sales  startups  strategy  uncategorized  venture  capital  alignment  data  execution 
september 2016 by jonerp
Win Them Alone, Lose Them Together - by @kellblog #sales
“Look, if you’re working on a deal and it starts to go south, you need to get everyone involved in working on it. First, that puts maximum resources on winning the deal and if — despite that effort — you end up losing, you want people saying ‘We lost the Acme deal,’ not ‘You lost the Acme deal.'”
leadership  management  startups  culture  engagement  help  losing  norms  politics  winning 
september 2016 by jonerp
Lead Nurturing, Fast and Slow - by @kellblog
"While there is a strong argument that buyers should be nurtured before, during, and after the initial sale, I’m going to speak in this post about pre-sales lead nurturing, the purpose of which is to turn prospective buyers into marketing qualified leads, or MQLs."
content  marketing  startups  demandgen  lead  nurture  mql  speed  bagging  unsubscribe 
august 2016 by jonerp
We’re Not Buddies:  Thoughts on Managers Too Preoccupied with Being Liked- by @kellblog
"Don’t have protégés. Don’t have favorites. Don’t be buddies with your employees. I once went so far as to suggest that managers should view employees as AWUs (asexual worker units) which was a bit over the top. But the spirit wasn’t entirely wrong. We’re here to do a job and my role is leader."
business  leadership  management  startups 
july 2016 by jonerp
Drones to Deliver Life-Saving Medical Supplies to Rwanda
"Perhaps not so surprisingly, this is where drones can save the day — or at least, that’s what American company Zipline International is counting on. The Silicon Valley startup is now piloting a drone delivery service in the African nation of Rwanda, which will see the company’s fleet of custom-built drones, nicknamed “Zips,” delivering things like medicine and even blood."
culture  technology  top  stories  drones  health  startups 
june 2016 by jonerp
Whose Team Is It Anyway? The 90 Day Rule. - by @kellblog
"Remember that it’s about personal wants and needs. Where do your team members want to be in a few years? Do they see a way to get there from here at your company? Are they happy with short-term constraints or are they struggling to get out of meetings in time to hit childcare before those draconian fines kick in?"
leadership  management  startups 
june 2016 by jonerp
Can the Media Please Stop Referring to Company Size by Valuation? - by @kellblog
"In the end, because it (metaphorically) sells more newspapers. “Wow, some guy just quit as CEO of a billion-dollar company to actually spend more time with his family” just sounds a whole lot better than the same line with a comparatively paltry $50M instead. Man Bites Dog beats Dog Bites Man every time."
bubble  silicon  valley  startups  venture  capital 
may 2016 by jonerp
Introducing a New SaaS Metric: The Hype Factor - by @kellblog
"While I credited Domo with creating a huge hype bubble through secrecy and mystery, big events, and raising tremendous amounts of money (yet again today) at unicorn valuations — I also questioned how much (as Gertrude Stein said of Oakland) “there there” Domo has when it comes to the company and its products."
bi  bubble  entrepreneurship  startups  venture  capital  domo  hype 
march 2016 by jonerp
Cisco Buys Jasper Technologies For $1.4 Billion - by @ron_miller
"Cisco announced today it was buying Jasper Technologies, a company that sells an Internet of Things cloud platform, for $1.4 billion. With Jasper, Cisco gets a company that understands the burgeoning Internet of Things market. While IoT is term bandied about quite a bit, it simply means connected machines talking to one another over the internet."
cloud  enterprise  fundings  &  exits  tc  cisco  jasper  technologies  internet  of  things  mergers  and  acquisitions  for  startups 
february 2016 by jonerp
You Want Disruption? Can You Handle it? - by @jeffnolan
"This is why I don’t think about disruption. The great case studies for disruption in our business are all a result of executing really well against an idea that was well conceived and not impaired by compromise. Disruption happens when you don’t have anything to lose, and in every case disruption is the result of bringing together extraordinary people unified by a sense of purpose. Put another way, disruption is not a strategy, it is a consequence."
management  disruption  people  startups  teams  tech 
september 2015 by jonerp
Andy Wilson, CEO of Logikcull: “8 Things Learned Going from a Services Business to a SaaS Business - by @jasonlk
"There’s a good chance that if you’re running a services business that it can be transformed into a SaaS business. That’s what I realized in 2009. And although it took 4 years to complete the transformation, it was worth it. Because if we didn’t do it to ourselves, someone else would’ve. Your results will vary."
business  featured  posts  case  studies  entrepreneurship  startups 
june 2015 by jonerp
Career Development:  What It Really Means to be a Manager, Director, or VP - by @kellblog
"It’s no secret that I’m not a fan of big company HR practices. I’m more of the First Break all the Rules type. Despite my general skepticism of many standard practices, we still do annual performance reviews at my company, though I’m thinking seriously of dropping them. (See Get Rid of the Performance Review.)"
hr  leadership  management  startups 
march 2015 by jonerp
That Super-Successful VP of Sales. Great? Or Just Lucky? - by @jasonlk
"I get sent this resume to review all the time. Director+ of Sales at Yammer / Salesforce / Successfactors / Pick Your Brand Name SaaS Company. Took Hot Start-Up from $0 to $30m as VPS from Day 0. Was there “early” through IPO and did amazing things. That all sounds impressive, for sure. But was she great? Or just lucky?"
SaaS  sales  retention  interviews  startups 
february 2015 by jonerp

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