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With the increasing popularity of usage-based pricing, it's essential to create a sales compensation plan that is in line with this pricing model. This article provides a structure for developing a sales compensation plan that motivates the sales team to prioritize customer success.
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You’re a new founder. You’re about to win your first enterprise customer. You send the contract, and they come back with a ton of red lines. What do you do? Read this. This benchmark report is the product of examining 1,000 SaaS commercial contracts in order to benchmark terms. It can help you make better decisions and get your contracts signed faster.
Guillermo Rauch takes us through his journey building Next.js, an open-source web framework he created, to achieve extreme product-market fit with developer platform Vercel. This article unpacks the lessons he learned turning a passion project into a billion-dollar business.
Your objective in negotiation is to make each party feel like they’re walking away with a good deal. This article unpacks some essential components of contracts, from terms to tactics around getting that final signature over the line before the end of the quarter.
Growth is far more valuable than lowering costs for most companies. You can likely justify pricing your product significantly higher by repositioning your offering from cost savings to helping your customers grow revenue.
Do you run surveys with your users or ideal customer demographics to get insights? Well, how you build the question set is just as important as how you read the data. Take your time and pine over the words you use.
WeWork co-founder Adam Neumann, who stepped down in 2019, is attempting to buy the company out of bankruptcy. WeWork was once valued at $47 billion. It filed for bankruptcy last November, listing debts of over $18.6 billion at the time of filing.
Everything we do requires us to evaluate whether the potential outcome is worth the amount of time (ie. life) we need to sacrifice in order to achieve it. Building a startup is a big investment of your time. Here’s a long framework you can use to assess whether an opportunity - be that launching a startup or embarking on a new career - is worth the investment.
This writer recently read Elon Musk’s biography and noted down a number of invaluable lessons that founders can take from the book about how Musk functions. The notes cover Musk's views on leadership, product management, and embracing risk.
Technological progress is all about tomorrow being better than today - the promise of a bright future is a major reason we struggle so hard to innovate and push the envelope today.
AI co-pilots seem to be popping up everywhere. This article explores the process that software engineers follow to build these products, documenting pain points and opportunities.
Attempting to raise capital from an investor who has a position in a competitor of yours is always a bad idea. If they hold a board seat with your competitor, they’ll almost certainly share any information you give them with your competitor.
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Self-driving cars, AI doctors, and lawyers - all of them might save human lives because they’re safer and more accurate than humans. Which in principle, is excellent. However, they’re not going to be perfect - deaths will still happen. Responsibility for deaths then shifts from flawed humans to computers. When a flawed human makes a mistake, it’s imperfect but we get it. But when a computer makes a mistake, who do we blame?
We’ve seen the boom and bust of many social enterprises over the years - Google+ and Houseparty are two great examples. Many of them are predicated on network effects and virality. How durable is that business model? This article explores that question.
More startups are popping up that focus on getting people disconnected from the online world, rather than connected to it. From silent retreats to hardware designed to lock your phone away. This article unpacks some of the startups leading this movement.
Your team is the most important resource you have, so you should absolutely get their input on decisions whenever you can. However, the buck stops with you, the founder. You need to have faith and make the hard calls.
Sometimes founders and investors aren’t aligned. Investors want to see a path toward an outcome that works for their funds and returns models. Understanding their desired outcomes enables you to better work together.
“Impatience with actions, patience with results”. Great ideas sometimes take time to mature, give them space.
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Download this checklist by SecureFrame [6] for step-by-step guidance on how you can effectively implement AI while addressing concerns related to transparency, privacy, and security. In the checklist:
How we talk to each other, collaborate, and undertake creative tasks has meaningfully shifted since we introduced software. We’re starting to see the beginnings of another meaningful shift with AI, but we’re underestimating quite how substantial this shift will be. Startups integrating AI into their products from day one will have a huge advantage over existing companies adding it on top of their existing products.
This article reports on interviews with founders from companies at the forefront of AI, covering their views on the advent of AGI, how to think about LLMs, and simple tactics for founders on how to approach AI within their products.
According to Elon Musk, Neuralink has conducted its first FDA-approved surgical test of a brain implant. Techno accelerationism in action.
Valuation matters – more so to investors, but it matters. Your valuation, particularly at the later stages, is really the product of your revenue growth and free cash flow. This article breaks down all the details and offers some formulae you can use to benchmark your company's growth and valuation.
What's one simple, high-leverage action you could take today to improve your marketing? Send a thoughtful first email when someone signs up. Here’s an example.
Gather valuable feedback about your customers, products, and employees.
Create high-converting website widgets.
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Want to know how the other side thinks? These are useful resources. Also interesting for founders who aspire to be angel investors.
Ford published its 2024 trends survey after conducting 16,086 online interviews in 16 countries. It found that 60% of American millennials would take a 20% salary cut for better work-life balance. Are we surprised?
This article breaks down a list of resources like books, YouTube videos, and free courses that take a would-be product manager from a newbie to a wizard in 12 months. Useful if you’re a founder new to product or you’re looking to pass on useful materials to new hires.
If you’re not personally already proven, you’ll likely need to have more traction with your startup before you can raise. If you sold your last company successfully, you’ll likely be able to raise a round without a product pretty easily.
Advertising to the biggest audience often means advertising to the average human. The average human likely isn’t who your startup is going for. Big crowds lack focus - factor that in when you’re allocating marketing budget.
Choosing to become a founder and having success with it means you get to take control of your problems. You don’t control the problem itself, but you get to control the types of problems you face – and that’s a privilege.
Elon Musk is in the news again for his $55bn pay package request and subsequent rejection from a Delaware court decision. Musk’s request is juxtaposed with union strikes for minimum wage in auto manufacturing. This article explores how AI might serve as a tool to reduce the gap between worker and executive pay.
Now is an excellent time to be an entrepreneur. This post outlines some of the best opportunities right now.
Few virtues are more celebrated in startups than perseverance and grit. However, what’s the opportunity cost of perseverance? The key is knowing when to walk away, chalk it up as a learning, and move on to the next opportunity. This article really runs that point home.
These marketing quick wins are practical, low-effort tactics that deliver tangible results in a surprisingly short time frame. Whether you’re a large company with a functioning marketing team or a small startup without one, all of these are useful.
If you work in enterprise, you’ll likely be very familiar with ServiceNow. It's growing at 25% YoY despite being at $10m ARR. That’s impressive – here’s how they’re doing it.