Both Sides of the Table

OCTOBER 19, 2009

I had previously raised VC in 1999, 2000, 2001 and 2005. I had seen many cycles and decided that since I was going to do it all over again I should write about it. I had planned a balance of large companies and SMB/divisional sales but have changed my thinking. But not one VC thought I should go after big, enterprise clients.

Venture Capital 274

Venture Capital Term Sheet San Diego Viral 274

Up and Running

NOVEMBER 6, 2014

Siemens’ strategic accounts experienced nearly three times the companywide growth rate from 2005 to 2010, a phenomenon that translated to defined industries like metals and mining as well as regional markets like Brazil. Timeframe: Long Term vs. Short Term: Conventional sales teams are measured on weekly, monthly, and quarterly sales quotas.

Brazil 109

Brazil Sales Cycle Sales Revenue 109

The Next Web

MAY 12, 2013

Xeround was founded in 2005 by Sharon Barkai – founder of Sheer networks, which was eventually sold to Cisco , and Dr. Gilad Zlotkin – founder of Class Data, also sold to Cisco. Sales cycles were long and unpredictable. What happens when you over-pivot. There’s risk involved, but also plenty of benefits if they succeed.

Database 126

Database United States Cloud 126