Category Archives: Entrepreneurship
Which customers should you go after
A few weeks ago i spoke to a founder and CEO of a SaaS company. His challenge: A lot of friction in the sales process as prospects initially have a hard time grasping his value proposition. We looked at some
Which customers should you go after
A few weeks ago i spoke to a founder and CEO of a SaaS company. His challenge: A lot of friction in the sales process as prospects initially have a hard time grasping his value proposition. We looked at some
The Main Reason Your POCs Fail
If you’re selling software then good chances that your sales process includes a Proof Of Concept (POC), a process of evaluating your solution and how it fits your prospect needs. Are you experiencing situations where you’re sure you’ve successfully completed
The Main Reason Your POCs Fail
If you’re selling software then good chances that your sales process includes a Proof Of Concept (POC), a process of evaluating your solution and how it fits your prospect needs. Are you experiencing situations where you’re sure you’ve successfully completed
Do free trials help enterprise deals?
Trials are a great way to drive leads but they also pose a number of challenges when it comes to enterprises deals.
trials are sometimes never-ending and prospects have no reason to convert.
What’s the difference between between trials and POCs.
Enterprise deals are driven by C-levels. C-levels don’t sign up to trials in most cases.
So should you offer free trial?
Do free trials help enterprise deals?
Trials are a great way to drive leads but they also pose a number of challenges when it comes to enterprises deals.
trials are sometimes never-ending and prospects have no reason to convert.
What’s the difference between between trials and POCs.
Enterprise deals are driven by C-levels. C-levels don’t sign up to trials in most cases.
So should you offer free trial?
How much should you raise?
The main role of the CEO in an early stage startup – make sure there’s enough runway. Planning your runway starts with raising enough funds to get to your next milestone. Professional investors would also want to see that plan
How much should you raise?
The main role of the CEO in an early stage startup – make sure there’s enough runway. Planning your runway starts with raising enough funds to get to your next milestone. Professional investors would also want to see that plan
How to Build Your Startup’s Go-to-market
I had a meeting last week with a founder and CEO of a company who was looking for advice on building his sales team. His questions triggered this blog post. When I joined Testim, the first thing I did was
How to Build Your Startup’s Go-to-market
I had a meeting last week with a founder and CEO of a company who was looking for advice on building his sales team. His questions triggered this blog post. When I joined Testim, the first thing I did was
Why We Don’t Have Customer Success Managers
Almost every SaaS company I worked at had a customer success organization, whose responsibility was for customer satisfaction and/or renewals. These CSMs (Customer Success Managers) would usually come from sales, account management or project/program manager. They would check in with
Why We Don’t Have Customer Success Managers
Almost every SaaS company I worked at had a customer success organization, whose responsibility was for customer satisfaction and/or renewals. These CSMs (Customer Success Managers) would usually come from sales, account management or project/program manager. They would check in with
What we learnt from our first 100 customers
I am thrilled to say that testim.io just surpassed the 100 customer milestone. I thought I’d share some lessons learned from our efforts in mapping our sales process to our customers buying process. 70% of these customers came from
What we learnt from our first 100 customers
I am thrilled to say that testim.io just surpassed the 100 customer milestone. I thought I’d share some lessons learned from our efforts in mapping our sales process to our customers buying process. 70% of these customers came from
The Thing Most Pitch Decks Are Missing
I get pitched once a week mainly by early stage startups raising their seed round. At this point I’ve heard hundreds of pitches so I’d say I have a pretty decent sample. Most unfortunately miss one key slide – traction.
The Thing Most Pitch Decks Are Missing
I get pitched once a week mainly by early stage startups raising their seed round. At this point I’ve heard hundreds of pitches so I’d say I have a pretty decent sample. Most unfortunately miss one key slide – traction.
Lessons From Mentoring at Steve Blank’s Launchpad
Over the last 10 weeks i had the pleasure of mentoring a team at Steve Blank’s Launchpad at Berkley. In 10 weeks i had the chance to observe the team take the journey from a nonviable idea to a first
Lessons From Mentoring at Steve Blank’s Launchpad
Over the last 10 weeks i had the pleasure of mentoring a team at Steve Blank’s Launchpad at Berkley. In 10 weeks i had the chance to observe the team take the journey from a nonviable idea to a first
Growth vs. Engagement
This post was originally published on IsraeliNYCStartups A few months ago a colleague and talented entrepreneur with a successful early stage social startup, was faced with a dilemma. With a small team and seed funding he had to focus either on
Growth vs. Engagement
This post was originally published on IsraeliNYCStartups A few months ago a colleague and talented entrepreneur with a successful early stage social startup, was faced with a dilemma. With a small team and seed funding he had to focus either on
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