Why Your Software Buyer and Sponsor Might Prefer a Multi-Year Contract
The normal discussion with software sales teams is all around creating special incentives for these teams to sell multi-year contracts instead of settling for annually renewable contracts. Multi-year deals are viewed as harder to sell and less likely to close and sales teams are looking for as fast and as certain a win as possible. […]
Full ArticleEntrepreneurial Optimism Versus Fraud
Everyone talks about an entrepreneurial culture of “Fake it until you Make It” and how things can go wrong if this is taken too far. The instances of fraud in venture investments goes well beyond what has been alleged at Theranos and Ozy. Pick a vibrant venture ecosystem and there will be stories with some […]
Full ArticleWhat Should Software Start-up CEOs Be Thinking About As Inflation Risk Rises
Two of my kids are studying economics as part of their majors or areas of concentration and in the past couple of weeks, each has raised the issue of inflation with me. Inflation seems to be a front and center topic in university economic departments these days and probably with good reason. I am not […]
Full ArticleDon’t Under-rate the Impact of Leadership – Let FDR Be an Example for Biden, Congress, and the Rest of Us in Stemming the COVID Tide
Franklin Roosevelt is a perfect example of the kind of leaders we need in the country today. I have been listening to Doris Kearns Goodwin’s Leadership in Turbulent Times and her Chapter on Turnaround Leadership – Franklin Roosevelt and the Hundred Days could not be more timely for what faces our country over the coming […]
Full ArticleRecording Zoom Meetings or “Play It Again, Sam!”
In this current environment of sheltering in place and virtual meetings, everyone in the investment community is well aware of the challenges of not meeting with people face-to-face. It takes longer for personal connections to be created. There are fewer sidebars and casual interactions where we traditionally begin to feel comfortable with people. Non-verbal clues […]
Full ArticleMost of our Portfolio CEOs Say “See You at The Office in 2021”
We recently held a zoom conference with our CEOs to discuss reopening the office and to share what people were learning, thinking, and how they were preparing. 100% of participants are business-to-business software start-ups and almost 100% of employees are college educated with salaries averaging above $100k, so their perspectives will be very different from […]
Full ArticleWatch Out for the Next Gray Rhino – Beware the Coordinated Cyber-Attack
In this time of COVID-19, many people have used the term “Black Swan” to describe the pandemic and its global and national impact. But “Black Swans” are defined as “Events that are highly improbable, difficult to predict, and have massive impact.” Our current situation has had massive impact, but it certainly wasn’t improbable or difficult […]
Full ArticleInvesting in a Time of Near Complete Uncertainty
People have begun speaking about the new normal that will exist after the Covid-19 period subsides and how many things will change – how will we recover and take care of the people affected directly and indirectly, how we will work, how we will educate, how medicine will be delivered, how much we will or […]
Full ArticleBroad Option Distribution? No Debate – the Answer is Yes!
There is a debate that often happens among investors, management, and other board members about the value of options for non-executive employees in start-ups. Sometimes investors worry about the dilutive effect and ask the question. Other times it is founders who see the impact of additional refreshes of the option pool on their ownership. I […]
Full ArticleTwo Great Reads and Three Trends to Drive Innovation
Two things I have read recently have stayed with me and lingered in my mind. The first is Ed Glaeser’s Triumph of the City, which focuses on the history of urban development, the impact of regulation and industry structure on urban success, and the future for cities. Glaeser outlines several trends that suggest that in […]
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