Both Sides of the Table

APRIL 8, 2010

Very few of them are started, in my experience, by sales people and very few early stage companies really understand sales. That’s why I started the Sales & Marketing Series and at one point I will do a bunch of posts on the sales methodology we developed at my first company called PUCCKA.

Early Stage 350

Early Stage Startup Sales Campaign 350

Both Sides of the Table

SEPTEMBER 17, 2011

I recently wrote a post about why I didn’t think early-stage startups should have COOs. This person can do budgeting, forecasting, strategic planning, legal, HR, office moves, etc. Still, I’ll bet that functionally you divide areas of competence like sales & marketing, product, engineering, biz dev, etc. .

Operations 292

Operations CTO Hire Startup Early Stage 292

Both Sides of the Table

JULY 9, 2013

This is final part of a series that describes a sales methodology for technology companies or frankly many other types of companies, too. Well think of it this way – you have your sales process. And with scarce resources it’s your job to decide which door this lead must go through – sales or marketing.

Customer 324

Customer PR Marketing Technical Review 324

SoCal CTO

OCTOBER 6, 2011

" Today I had two conversations with early stage startups (see Free CTO Consulting ). I’ve spoken to dozens of customers, I have a validated customer persona, built an MVP to test key behavioral hypotheses, and the data doesn’t back what you’re saying." " One was an enterprise software product. billion dollar mistake.

Customer 227

Customer Fractional CTO Viral Lean 227

Duct Tape Marketing

NOVEMBER 2, 2023

The rising importance of predictive AI-driven analytics became clear, hinting at a future where forecasts will shape decisions. 02:06] Can you share your experience starting with an early-stage company (Hubspot) that eventually went public? [07:11] Questions I ask Peter Caputa: [0:48] What exactly does Databox do? [02:06]

Metrics 75

Metrics Analytics Forecast Software Review 75

Both Sides of the Table

JULY 1, 2010

A good early-stage CEO needs to be accessible, to be accountable for producing results and should be establishing the cultural norms of the company through direct leadership at all levels. You’ll get sales information from your VP of Sales, marketing information from your VP Marketing, tech information from your CTO and so on.

CTO Hire 308

CTO Hire Management Technical Review Part-Time VPE 308

Startup Professionals Musings

JULY 3, 2012

Missed milestones de-motivate the team, unrealistic financial projections will put you in crisis with investors, and you find you need to double every product development timeframe when talking to sales and marketing. Stretch” goals in early-stage are not advised. Too slow or too fast to change.

Advisory Board 240

Advisory Board Forecast Early Stage Product Development 240

Both Sides of the Table

MAY 19, 2010

Greycroft is an early-stage VC. The “private sale” market phenomenon was started in France by Vente-Privee (literally means “private sale”) and was replicated in Germany by BrandsforFriends. Gilt Group is currently the largest private sale web site in US. Note that these are “gross” revenue numbers.

Partner 240

Partner New York City Cofounder Syndicate 240

Steve Blank

MARCH 17, 2020

Next, take a look at your actual revenue each month – not forecast, but real revenue coming in each month. If you’re an early stage company, that number may be zero. All your assumptions about customers, sales cycle and most importantly, revenue, burn rate and runway are no longer true. Or you change sales strategy.

Burn Rate 436

Burn Rate Startup Valuation Sales Cycle 436

Startup Professionals Musings

APRIL 20, 2011

Missed milestones de-motivate the team, unrealistic financial projections will put you in crisis with investors, and you find you need to double every product development timeframe when talking to sales and marketing. Stretch” goals in early-stage are not advised. Too slow or too fast to change.

Advisory Board 232

Advisory Board Startup Forecast Early Stage 232

Up and Running

AUGUST 8, 2018

How did we do last month compared to our forecast? What does our cash flow forecast look like for the next few months? For those early-stage startups, this step of the meeting may be the most important step and take the longest. Let’s do the numbers. We always start with the numbers first. Did we collect money as planned?

Software Review 65

Software Review Business Plan Product Forecast 65

The Startup Magazine

OCTOBER 27, 2018

As part of The Startup Magazine founder interview series , we talked with Travis Batiza, the founder of AssuredLeads, a sales and marketing platform serving the insurance industry. Describe the AssuredLeads product/service in 10 words or less: AssuredLeads optimizes sales production for commercial insurance agents and carriers.

Founder 98

Founder Sales Cofounder Early Stage 98

David Teten

JANUARY 19, 2021

In all these cases, capital is provided to fuel forecasted growth without creating a commitment to a particular vision for future funding rounds, exit goals, and associated blitzscaling. Typically stable, high margins; repeatable sales model; clear path to profitability; and high growth potential. The State of Flexible VC.

Cofounder 78

Cofounder Technical Review Equity Dividend 78

David Teten

SEPTEMBER 23, 2017

In venture capital in particular, early-stage companies are often operating in frontier industries, where the rules are unpredictable and conventional analytic frameworks may be misleading. I previously posted a detailed presentation with sales technology tools useful for B2B sales. Pitchbot.vc 3) Originate investments.

Private Equity 60

Private Equity Venture Capital Equity Technical Review 60

NZ Entrepreneur

JANUARY 25, 2022

In the early stages of a business, it might be fine to just maintain an Excel spreadsheet or jot down notes about customers and incoming orders. You’ll gain key business insights that help you close more deals, boost sales, and improve forecasting accuracy. Get the free CRM handbook from Salesforce.

New Zealand 70

New Zealand Entrepreneur Forecast Early Stage 70

Up and Running

FEBRUARY 10, 2021

When you put together a business plan, you have to spend time thinking about things like your target market , your sales, and marketing strategy , the problem you solve for your customers, and who your key competitors are. Beyond understanding your business strategy, investors will also want to understand your financial forecasts.

Business Plan 138

Business Plan Forecast Balance Sheet Exit Strategy 138

YoungUpstarts

JULY 27, 2020

Spikes in infections in many states, double-digit unemployment, consumer and lender concerns, and steep economic challenges in the wake of a long shutdown make it difficult to forecast if and when many companies will fully recover. We are in the early stages of a depression that’s going to go on quite a while.

Merger 205

Merger Forecast Early Stage Small Business 205

Startup Professionals Musings

APRIL 12, 2010

Missed milestones de-motivate the team, unrealistic financial projections will put you in crisis with investors, and you find you need to double every product development timeframe when talking to sales and marketing. Stretch” goals in early-stage are not advised. Too slow or too fast to change.

Advisory Board 125

Advisory Board Startup Forecast Early Stage 125

Gust

JANUARY 4, 2012

The amount of investment in IP in any direct sense is generally small for early stage startups. Financial, technical and operational plans and forecasts of all kinds (trade secret). Sales and marketing plans , lists of prospects, supplier and subcontractor relationships, pricing data, media buying plans and strategies, etc.

Intellectual Property 143

Intellectual Property IP Startup United States 143

Both Sides of the Table

MARCH 31, 2012

Jeff (also an HBS alum) co-teaches the LTV course with Professor Eisenmann about a student of theirs who had written a blog post about sales taking on some of my previous assertions. That student is Erin McCann who formerly worked in sales at Google, so she has some ground to stand on in her assertions. Specifically, 1.

Startup 319

Startup Early Stage Sales Cofounder 319

OnlyOnce

SEPTEMBER 8, 2022

In most startups, the founder is the first salesperson and while it may be difficult to let that go you’ll eventually scale, add sales reps, or maybe some form of a Sales Manager once there are more than a couple of reps. Here are some of the telltale signs that will help you figure out if you should bring in a CRO.

Revenue 62

Revenue Hiring Forecast Early Stage 62

The Startup Magazine

JULY 11, 2019

For example, it makes you more likely to attract customers (which means boosting sales and profits), reduce turnover and therefore increase efficiency and attract investors and keep the company’s share price high. The fact of the matter is, no one can forecast how difficult your entrepreneurial journey will be. Ask for Help.

Early Stage 109

Early Stage Forecast Cost Startup 109

Austin Startup

JUNE 22, 2020

The phrase, “missionaries, not mercenaries,” applies just as equally to early-stage investors as employees. They have a $600k sales backlog that they’ll complete this month, and about 50% or more of that will be recurring revenue. Didn’t make sense to him that the industry vertical had revenue anywhere near their forecast.

Vertical 64

Vertical Early Stage Forecast Revenue 64

www.entrepreneur.com

SEPTEMBER 22, 2011

Marketing Sales & Marketing Home Marketing Basics Sales Online Marketing Finding Customers Social Media Branding Social Media Does Your Companys Social Personality Need a Makeover? Sweat equity is just one component of early-stage valuation. Financing Some Jobs Act Proposals Make Headway.

Sweat Equity 55

Sweat Equity Equity Fractional CTO CTO 55

Startup Professionals Musings

NOVEMBER 26, 2012

So what magic can the founders use to justify a $4M valuation (or even the $1M valuation) at this early stage? Early customers and contracts in progress add value. Assign probabilities to active customer sales efforts, just as sales managers do in quantifying a salesman’s forecast.

Valuation 270

Valuation Pre-Money Valuation NPV Intellectual Property 270

Up and Running

MAY 9, 2016

There may be times, in the early stages of your business, where that’s what you have to do to pay the bills. Sales Forecast: Show a projection of monthly sales estimates during the first 12 months of operation, and annual sales estimates for the first three years of operation.

SBA 60

SBA Demand Forecast Balance Sheet 60

Startup Professionals Musings

SEPTEMBER 30, 2011

So what magic can the founders use to justify a $4M valuation (or even the $1M valuation) at this early stage? Early customers and contracts in progress add value. Assign probabilities to active customer sales efforts, just as sales managers do in quantifying a salesman’s forecast.

Pre-Money Valuation 246

Pre-Money Valuation Valuation NPV Intellectual Property 246

SoCal CTO

MAY 19, 2010

In his recent post, Top 10 Ways to Win a Business Plan Competition , he says: #4 I wanted to push this further down the list, but I just bristle at this: the revenue forecast. Remember my day job, I'm past Chairman of the Tech Coast Angels and I see a lot of pitches with revenue forecasts. These are so detached from reality.

Hockey Stick 205

Hockey Stick NPV IRR Valuation 205

NZ Entrepreneur

JUNE 21, 2022

“ “Often we can get caught up with the passion that comes with innovation and new ideas, which is extremely important to have, but equally as important, is to ensure you research about market size, growth potential, margins, forecasts and business strategy/plan.

Founder 88

Founder Cap Table Cofounder New Zealand 88

YoungUpstarts

NOVEMBER 15, 2017

Consider hiring an accountant at the early stages of your business. Constant changes in the way you do business will lead to positive sales and customer engagement. As a blogger, you can tell a wide audience about the latest product updates outside the social network. Get the finances in shape. It will cost you money.

Startup 160

Startup Social Media Forecast Early Stage 160

Small Business Force

SEPTEMBER 10, 2017

Whether you’re an early-stage company or have been around for ten years, for entrepreneurs, leading and managing a small business, especially its growth, is never an easy task. We were going to miss our forecast by 25%. "We realized we weren’t going to make our numbers." But it was management’s plan.

Small Business 32

Small Business Leadership Salary Forecast 32

Small Business Force

NOVEMBER 25, 2013

Building a business is not just about numbers.It's about how you make those numbers happen.Many early stage entrepreneurs make the mistake of focusing on detailed spread sheets with myriad pivot tables and assumptions, being able to model even the most insignificant detail of their proposed business.

Forecast 37

Forecast Sales Cycle Early Stage Sales 37

Up and Running

AUGUST 20, 2014

Not to mention the mental stress of having to make back every dollar you spent in the early stages of setting up your business. First add up incoming cash from operations : cash received from the sale of goods, services, receivables from customers, cash interest and dividends. How often should I forecast my cash flow?

Forecast 135

Forecast .Net Dividend Finance 135

Gust

NOVEMBER 18, 2012

So what magic can the founders use to justify a $4M valuation (or even the $1M valuation) at this early stage? Early customers and contracts in progress add value. Assign probabilities to active customer sales efforts, just as sales managers do in quantifying a salesman’s forecast.

Valuation 187

Valuation Pre-Money Valuation NPV Intellectual Property 187

OnlyOnce

JUNE 9, 2022

Larger companies usually fall into the rhythm of doing quarterly all-hands meetings sometime after the end of the quarter, usually around a Board meeting, with a quarterly recap and forecast for next quarter. But for early stage companies, there’s no tried-and-true method. We struggled with that for a while at Bolster.

Cofounder 62

Cofounder Hosting Forecast Early Stage 62

Startup Professionals Musings

SEPTEMBER 6, 2010

So what magic can the founders use to justify a $4M valuation (or even the $1M valuation) at this early stage? Early customers and contracts in progress add value. Assign probabilities to active customer sales efforts, just as sales managers do in quantifying a salesman’s forecast.

Valuation 234

Valuation Pre-Money Valuation NPV Startup 234

Gust

NOVEMBER 29, 2011

Here’s what he says: It is well understood by entrepreneurs and VCs alike that the specific numbers an entrepreneur pitches when describing her early stage business are completely made up. Hockey stick sales forecasts are cool when they’re based on some justifiable logic. Well said. Otherwise, they just hurt credibility.

Hockey Stick 70

Hockey Stick Forecast Early Stage Finance 70