At the risk of overgeneralizing (although to be fair as a VC that’s pretty much my job description) and understanding that there’s plenty of grey area here, I’ve really been noticing recently just how challenging it can be for organizations to move from being product focused to sales and marketing focused. It generally starts slowly. MORE >>

The goal of a SaaS CEO should be to increase the profit they make from each customer (LTV), and lower the costs in sales and marketing that it takes to acquire each customer (CAC). Measuring Customer Engagement is a key tool that will help you achieve that goal, as it will allow you to increase [.]. MORE >>

Instead of making a few dollars per sale and hoping for thousands of sales, you sell to only a few customers, and charge much higher rates. Your EULA will be examined with the same fervor as a billion dollar acquisition. Is there progress on getting the sale done? Some will even say they have the power to block the sale. MORE >>

I recently helped a friend broker the sale of his small, bootstrapped company. This is a smart guy with experience and a logical approach to such things, but the way he was initially trying to value his company was not only wrong, but the wrong way to think about the entire sale. To stoke an existing sales channel. and 9x. MORE >>

I gave a presentation yesterday at RocketSpace , an accelerator for seed-funded technologies in San Francisco, about best practices and top mistakes companies make during acquisitions. You want to keep an ear out for biases for or against a sale and also take heed to strategic investor reactions to a sale. MORE >>