Both Sides of the Table

DECEMBER 27, 2010

Yesterday I wrote about how to talk to investors about your competitors. In short, acknowledge they exist, be transparent about strengths & weaknesses and use your differences to talk about how you want to position yourself in the market. But forget talking about them, how should you actually treat your competitors? Conventional wisdom in most companies is that “the competition is the enemy&# – it’s the rallying cry to dig deeper, get more features out the door, issue pres

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This is going to be BIG.

DECEMBER 21, 2010

Personally, I find pitch events to be a little bit contrived. It’s not how I want to encounter a company—I’d rather just sit across the table from someone and chat about their business and their vision. However, the innovation community seems to be in love with this format, so you can’t be a VC without watching a bunch of them. For the most part, while the companies may be interesting, the actual pitches are usually so-so.

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pitching VC technology communities 282

For Entrepreneurs

DECEMBER 6, 2010

Provides SaaS entrepreneurs with an Excel spreadsheet model and graphs that show the cash flow trough that happens to SaaS or subscription businesses that use a sales organization.

SaaS 168

SaaS entrepreneurs 168

Berkonomics

DECEMBER 6, 2010

Use stock options and warrants to pay for service only rarely. Earlier, I stated that stock options are the currency of early stage business. This truth is obvious when a start-up has no cash. For this insight, we will assume a business is perhaps well beyond start-up and growing, but that cash is tight, used for growth and for working capital as earned.

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board capital ventures 61

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technology

Both Sides of the Table

DECEMBER 16, 2010

I sit through a lot of presentations. It’s usually people wanting to raise money and/or persuade me of something. Many of these are not as effective as they could be. 1. Understand Personality Types – One of the benefits of working for a big company (Accenture) was that we had lots of speakers come in and train us in topics like leadership, creativity, presentations, strategy, etc.

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Both Sides of the Table

DECEMBER 26, 2010

Competition. Unless you’re Microsoft selling an OS for a PC you probably have some. And even then Microsoft has substitute products as anyone who has taken Econ 101 will tell you. So if you’re raising money – from angels or VCs – you’re going to have to address the question of whom you’re competing against. And the reality is that if you have no competition it will likely be perceived as a negative, not positive.

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Both Sides of the Table

DECEMBER 5, 2010

This blog post originally appeared in serialized form here on TechCrunch. This version is the shorter, ADHD version. If you came here via a direct link you might want to check out the more detailed full version on my blog, which is here. Social Networks: Past, Present & Future. I recently spoke at Caltech at the Caltech / MIT Enterprise Forum on “the future of social networking,&# the 30-minute video is here and the PowerPoint presentation is here on DocStoc ).

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networking innovation opportunity development 297

This is going to be BIG.

DECEMBER 29, 2010

New Yorkers love to hate—the second anything goes less than perfect in this incredibly complex metropolis, we look for someone to blame. When your Mayor is a billionaire who went out of his way to get an exception to the rule for a third term, he makes an easy target—and the media is all too happy to pile on. As you can imagine, when you have 8 million people who all feel like their individual lives, needs, and tertiary side streets should be top priority, you’re going to wind up with a lot of u

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media communities pitching collaboration 256

This is going to be BIG.

DECEMBER 10, 2010

I just had the pleasure of sitting in on a SinglePlatform team development session—where everyone in the company (they have about a dozen people at the moment) sat down to work through personal styles of work and communication. They sat around a table talking personality types, how they prefer to interact with others, etc. Everyone was having fun because it was clear that they were all working towards making a better and more successful working environment.

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energy culture development startup 325

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development

This is going to be BIG.

DECEMBER 17, 2010

This was the first time I had ever heard about del.icio.us (I still like to use the old naming convention)… note the date. This was about three months before Union Square Ventures closed an investment in the company—and a month before I actually joined them fulltime. As I look at my e-mail archive, I had already started to do some project work before my start date, looking into companies, doing some competitive analysis.

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entrepreneurs opportunity communities ventures 319

Both Sides of the Table

DECEMBER 6, 2010

This past October I was honored to be invited by Steve Blank to speak at Stanford for their Enterprise Thought Leader (ETL) series. The topic I chose to speak about was “lessons on starting a company&# but I created the sub-title in class “a Silicon Valley heresy&# since my goal was to slay many of the myths I believe exist right in the heart of Silicon Valley!

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entrepreneurs entrepreneurship venture capital health 312

This is going to be BIG.

DECEMBER 13, 2010

This is the time of year that you make a lot of lists and check them twice.or so it goes. You're planning parties, sending someecards , and buying gifts. That's why it's really important to remember one key thing: Relationships are everything. Is there a friend you've been cancelling on lately? Someone you had a fight with or just a little Twitter spat?

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entrepreneurship innovation support 218

Both Sides of the Table

DECEMBER 14, 2010

I was recently speaking with some founders about their fund raising process. They had received a term sheet from a VC and were wondering whether to work with this firm. I personally had three separate data points from entrepreneurs who took money from the firm that said “never again.&# I really try to stay out of the middle of these things so I softly said to the team, “maybe you should contact these companies and see how their experience went?

VC 298

VC advice venture capital entrepreneurs 298

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opportunity

Both Sides of the Table

DECEMBER 24, 2010

Like many of you, for me this was the year of the unsolicited eCards from random people I barely knew. Let’s be honest, much of this has become spam. I’m not the Grinch. I’m not anti holiday spirit. But if you ARE going to get into it then you ought to do it right. Make it count. Like the team at First Round Capital always does.

advice 283

advice capital investing investment 283

This is going to be BIG.

DECEMBER 14, 2010

Ever try to schedule a meeting with someone in a different time zone? It probably fails half the time, mostly because your calendar doesn’t make even the smallest attempt to understand you, despite the data that it has. I could type in a location in San Francisco for a meeting and it doesn’t even so much as ask “Did you mean to schedule this for New York time or San Fran time?

networking 248

networking startup venture capital technology 248

This is going to be BIG.

DECEMBER 1, 2010

Are your sales efforts going as efficiently as possible? Are they as efficient as the Huffington Post or Hubspot? How would you know? Whats sales metrics do you track? Just close rate? These two companies have built a reputation for turning their businesses into well oiled machines. Whether it's clicks or conversions, they're squeezing every last bit of ROI out of their venture dollars.

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SaaS pitching ventures founder 247

This is going to be BIG.

DECEMBER 26, 2010

I rarely post recaps of my life anymore, but tonight demands a notation. It’s snowing in NYC—to say the least. We’re due for about two feet of snow when all is said and done, I’m sure. Earlier tonight, it wasn’t so bad, so I decided to head out by subway to Williamsburgh via the R and G train—a rare occasion to go from Brooklyn to Brooklyn without heading into the city.

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B2B marketing

This is going to be BIG.

DECEMBER 7, 2010

Call me old fashioned, but I’m more of an Overheard guy than a TextsFromLastNight fan. What I like about the Overheard phenomenon is that the bar for contribution is pretty low… I type two letters and I’m participating. That’s why I haven’t really used Bnter so much. I added one convo (a Twitter conversation, actually), but I just really don’t care that much about about sharing funny things to retype them from scratch into a website.

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networking venture capital technology capital 218

Both Sides of the Table

DECEMBER 5, 2010

This blog post originally appeared in serialized form here on TechCrunch. This post has a bit more than the serialized version, but if you prefer an even shorter version I created the ADAH version , which is < 50% the length. I recently spoke at Caltech at the Caltech / MIT Enterprise Forum on “the future of social networking,&# the 30-minute video is here and the PowerPoint presentation is here on DocStoc ).

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networking mix-use innovation development 318

For Entrepreneurs

DECEMBER 16, 2010

I presented the following set of slides to the Mass TLC group as the keynote for the “SaaS Business Model Update — Creating and Managing Revenues&# event. The slides should be useful for anyone interested in learning about the key drivers for a SaaS business, including the SaaS cash flow trough, cost of customer acquisition, [.].

SaaS 167

SaaS startup 167

For Entrepreneurs

DECEMBER 7, 2010

Discusses the cash flow trough that happens to SaaS, or other subscription/recurring revenue businesses when they decide to scale their business by ramping sales and marketing. Provides an Excel spreadsheet model and PowerPoint slide deck that can be used by readers to model their own data.

SaaS 167

SaaS 167

Speaker: Wayne Spivak - President and Chief Financial Officer of SBA * Consulting LTD, Industry Writer, and Public Speaker

The old adages that "cash is king" and "you can’t spend profits" still hold true today. But however well-known these sayings might be, it requires a change in mindset to properly implement a cash flow management system that predicts your business's runaway as accurately as possible. Key to this new mindset is understanding the difference between the Statement of Cash Flows, a historical look at the source and uses of cash, and the Cash Flow Statement, which uses transaction history and forward-l

financing

For Entrepreneurs

DECEMBER 20, 2010

Slides and video on "Building a Sales and Marketing Machine", with a discussion on how to optimize your sales & marketing funnel.

startup 164

startup 164

This is going to be BIG.

DECEMBER 31, 2010

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Both Sides of the Table

DECEMBER 13, 2010

One of the wisest people I worked with in my career was Ameet Shah. Ameet always had the quietly reflective view of “why things were&# that always came from a unique angle that I hadn’t considered. He taught me, amongst other things, the benefit of “ top down thinking &# that changed the way I analyzed markets, companies and people.

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consulting leadership entrepreneurs advice 302

Berkonomics

DECEMBER 9, 2010

This insight seems obvious to most anyone. But it is a fact that business insurance is one of the more poorly managed mitigation of risk in small and some medium sized corporations, often because of failure to assign the responsibility to an individual or department, and sometimes just from the willingness to bet against the event and save cash. Business package policies are inexpensive and rather comprehensive tools that should be contracted by all companies with any assets to measure and prot

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development 59

Speaker: P. Andrew Sjogren, Sr. Product Marketing Manager at Very Good Security, Matt Doka, Co-Founder and CTO of Fivestars, and Steve Andrews, President & CEO of the Western Bankers Association 

PCI compliance can feel challenging and sometimes the result feels like you are optimizing more for security and compliance than you are for business outcomes. The key is to take the right strategy to PCI compliance that gets you both. In this webinar, we have a great set of panelists who will take you through how Zero Data strategies can be used as part of a well-rounded compliance and security approach, and get you to market much sooner by also allowing for payment optimization.

strategy