Posts tagged Customer

Growth vs Profitability

In many startups, this is a conundrum.  Add users, or figure out a way to be profitable?  Virtually any startup that has a sharing or social media component faces that choice. It’s a tough choice because of cash burn, and …






What’s It Take To Make A Market?

The other day I blogged about physical versus cash delivery.  It piqued the interest of some people and we delved into a conversation about what makes a market. There are lots of two sided markets that turn into massive businesses. …






What’s The Most Underrated Startup Skill

There are a litany of blogposts on how to scale a company, how to structure cap tables, and how to do other things in Startup Land.  But, there aren’t a lot of blogposts on selling. Selling seems smarmy and anti-startup. …






The Business Model of One

When starting a business, it’s important to look at market size.  How big is it?  Huge?  It gets entrepreneurs and investors salivating.  But, sometimes it pays to turn that market on its ear.  What about the business of one? It …






Become a Partner, Not a Cost

Talking to a few portfolio companies the last few days.  We were talking about sales. Sales is a severely misunderstood part of the entrepreneurial process.  Many times, engineers think that they will create something better than sliced bread.  “My target …






Hacking Growth, Hacking Marketing

A lot of startups think that they can just build a better mousetrap and customers will beat a path to their door.  It rarely happens that way.  Especially today, because a lot of innovation is iterative. William Mougayar curates a …






7 Things Kitchen Nightmares Can Teach a Business

The following is a guest post from a friend of mine that runs a startup called Field Aware. Based in Chicago, the company could become a game changer for the mobile sales force and service community.  FYI, Brendan relocated the …






New Pitching Idea for Startups

Monday evening I had the good fortune to be invited to speak at the local Wharton Alumni Club chapter on the startup scene in the midwest.  I quickly went through my presentation and then did Q+A as long as they …






What’s The Most Important Part of The Sale?

When you are out pitching your company to investors, or once you raise money pitching your company to customers, what’s the most important part of the sale? I might argue that it’s the appointment. Many times it’s just hard to …






MF Global, One Year Later. No One Charged

It’s been a year since MF Global’s debacle was revealed to the broader marketplace.  The hubris of Jon Corzine is amazing.  The fact that he has stayed out of jail is a testament the amount of political cover he has …