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72How to Manage a Sales Pipeline
A classic start-up conundrum is how to forecast revenue for this quarter. Sales forecasting is a notoriously difficult problem and start-ups generally learn the hard way that sales meetings, prospect...
0 comments71How to Interview People
Interviewing candidates is an art and a challenging one. Hiring the best and brightest, establishing competency, qualifying cultural fit, and making interviewing productive are critical to the success of early stage companies. In order to avoid...
2 comments58Start-up Strategy
Today, I attended Software 2006, an enterprise software conference organized by the Sand Hill Group. The conference highlighted several important strategy concepts related to how to architect a next-generation...
1 comment56How to Interview
A few weeks ago, I wrote a post on applied interviewing. Mark Tsimelzon, founder and President of Coral8, replied that Coral8 is a strong advocate of structured interviewing and has had tremendous success...
1 comment66Milton Friedman
Over Thanksgiving, I reread Free to Choose in honor of Milton Friedman. The book, first published in 1980, is a classic that lays out a systematic argument for free markets, the tyranny of controls, and the...
0 comments58Innovation Summit
Yesterday, I had the good fortune of attending TechNet's Innovation Summit at Stanford University. TechNet is a bi-partisan advocacy group that lobbies Federal and State governments on behalf of the...
0 comments58Finding a Job
As a VC, I am frequently asked to meet with people looking for a job. The broad perspective enjoyed by many VC firms provides a birds-eye view into emerging markets, new companies, and areas of opportunity. It...
0 comments64The Cost of Optimism
The Economist recently ran a wonderful piece on the sorry state of project management. The Standish Group, which analyzes IT projects, reported that in 2004 only 29% of IT projects succeeded, down from...
0 comments48How to Sell and Raise Money at the Same Time
Young start-ups need two things to survive: customer orders and funding. The challenge, however, is that customers and venture investors often decide to "buy" based on very different messages. To succeed...
0 comments67What to do After Your Raise Money
Start-ups are by definition young, in constant motion, and experiencing massive change. The start-up environment and pressure to attract capital, talent, customers, and partners makes it challenging to take...
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