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Posts from David Cummings
How do you decide how much effort to devote to each tier of ABM accounts?
How “standard sales” differs from account-based sales
The account-based sales and marketing conference season is in full force
Seven questions to ask during each coaching session
David Cummings' lifehacks from high achievers
Intercom posts impressive metrics all around and easily one of the fastest growing SaaS companies in the world
SalesLoft Rainmaker 2017
How to get a job at a #Startup in #Atlanta
too often we say “yes” as it’s the easy answer even though we don’t feel strongly about something
Video of the Week: Tim Ferris – Tools of Titans
David Cummings' notes & analysis on the MuleSoft IPO filing
Pricing evolves over the life of the startup based on a number of factors
In the SaaS world, gross margins are assumed to be in the 75-85% range
$1 of cash burned for $1 of net new recurring revenue is the Golden Metric for SaaS
The core market is critically important for any of the #SaaS metrics and ideas to matter.
There was so much good content at the SaaStr Annual that it’s going to time to get through it all.
Video of the Week: Artificial Intelligence – What Everyone Needs to Know
Figure out the North Star for your #SaaS product
"the mistake is believing that once investors write the check, everything is going to go according to the spreadsheet model"
12 Key Levers of SaaS Success from David Skok
4 Reasons Investors Shouldn’t Do Convertible Notes
4 Reasons Why Startup Stock Options are Usually Worthless
Video of the Week: Artificial Intelligence is the New Electricity
Do you want a new car, a new house, or a new life when you exit your #startup?
4 Quick Ways to Evaluate a Startup Idea as an Investor
Evaluating a Startup Based on Cash Burned vs Recurring Revenue
Do not obsessively think about your startup “every single moment of the day”.
Entrepreneurs, is the tone of your voice optimism wrapped in fatigue? If so, you're doing it right.
Atlanta Startup Village #44
Selling through resellers is tough because most of the sales and marketing is outside your control.
Video of the Week: Machine Learnings Intros
Good products, combined with some sales and marketing, often generate customers; however...
What machine learning applications might look like for marketing automation platforms...
Why machine learning now and not 10 years ago?
Here's why @davidcummings plowed $10M more into @salesloft
Don't trade your cat for his dog, but eat your own dog food.
Raising money isn’t a success — it’s just an optional milestone.
What if you could never sell or merge your #startup for 100 years? Would that change your approach?
A CEO has just 3 jobs: vision, team, and cash
Some foundational basics for every entrepreneur
The benefits of a daily huddle/scrum are just as relevant today as 10 years ago
Shoe Dog: Sometimes opportunity literally does knock on the door.
Most ideas made sense, but 99% don't become good companies
Startup Funding and Optionality
Video of the Week: Elon Musk on How to Build the Future
The Startup Stages in 8 Words
The Four Startup Stages
SaaS companies have a number of business model elements that are consistent from one company to another
What are some low/no dilution options to grow your company faster?
Some startups with amazing teams fail while other startups with “normal” teams achieve incredible results
What about SaaS churn rates by logos, revenue, cohort, product, or account?
Entrepreneurs are signing up for venture debt as a safety net, not operating funds
Marketing: who's your customer? Where are they? How do they consume content?
Amazon was founded by a solo founder, so why not you?
Looking for a co-founder? Prepare to court, get engaged, and get married
Adding a third co-founder can be one of the most expensive things a founder does
How will you split the equity of your new startup with your co-founders?
New Year’s Resolutions and SMART Goals
Values Reflection at the End of Year
ATV's twin is now "TechRise": 100,000sf of growth space
AppDynamics just filed their S-1 IPO filing to go public.
How artificial intelligence can be applied to every B2B SaaS application
Annual financial plans are critical for startups to understand the big picture
What does your year end review look like?
Merry Christmas – Creativity, Inc.
Do you have a written plan and expectations with your spouse?
Your 2017 starting point: annual #SaaS renewal rate multiplied by the end-of-year run rate
If Q4’s sales are better or worse than expected, budgets should be revised.
Say "Happy 4th Birthday!" to @atltechvillage!
The explosion of SaaS apps has made for a number of siloed systems
A gap in the #martech market?
if growth falls below 50% when sub $25 million ARR, the chance of building a large, enduring company drops dramatically.
Video of the Week: Stefanos Zenios – Design Thinking is About Doing
For SaaS startups that need to be in the top three of a market, venture capital is often required
There are a number of gaps in the #martech space where leaders haven’t emerged
High velocity sales reps need monthly, not quarterly, quotas.
Valuations, especially in startups, are often all over the place
Can you name 10 #Atlanta B2B #SaaS startups that had hit $1M ARR in the last 18 months?
The sources of data that can be used for scoring lead/contacts
Find great-fit companies that look like our existing customers so we can target them
"If you want to be successful as a venture capitalist, you need to be ruthlessly open-minded"
What’s a high performing startup to do about inconsistent lead flow from marketing?
It's not possible to invest too much in product
How many times will you pivot your #startup?
Atlanta Startup Village #43
There’s nothing like a hard and fast date to sharpen the focus and rally the team
One of the challenges for SaaS startups that hit the growth stage is stalling revenue right around $15 million
Video of the Week: How to make hard choices | Ruth Chang
"I’ve tried launching a second product multiple times and they all failed. Why?"
Startups with modest growth (10% to 30%) are often overlooked by the larger funds
"Too often, the entrepreneur doesn’t realize that everyone else in the organization doesn’t see what they see"
Yes, your startup needs a budget. Keep it simple. Here's how...
Long term, SaaS companies will likely trade at 4-6x revenue
If a startup raises millions in institutional VC, why would a founder not make any money?
the majority of entrepreneurs that raise VC money don’t make a dime when the company sells
Slow down, look where you're going, and be grateful
SaaS valuations for high growth market leaders continue to be strong
Entrepreneurs should do these 5 things every week to build for the future
What happens to startups in a recession?
In some #SaaS businesses, 1.4% monthly churn isn’t that good
Once a startup hits scale, a much larger pool of investors emerges
Why @davidcummings rarely participates pro rata in subsequent rounds of financing
It’s hard to get a lead investor for a seed round
Being awesome does not require any talent at all.
Startups should track different metrics at different stages of growth
GE acquires ServiceMax for nearly 10X revenue
Why would a well-known venture firm pay 60x run-rate?
Startups that are super sub-scale without a proven model aren’t of any value.
Video of the Week: Steve Blank, Evidence-based Entrepreneurship
Don't build features. Match your users' tasks.
Sales — the life blood of every successful #startup
The 4 types of sales reps in startups
What’s the “wow” in your product?
Scaling a sales team is hard
The growth of inside sales is causing entrepreneurs to rethink the traditional territory approach
More than half of your communication is non-verbal: own it!
What are some SDR benchmarks?
Lots of different types of sales meetings in a scaling startup
A more common sales leader / executive function: regularly reviewing the sales pipeline
Opportunity History is based on the Opportunity object which is used to keep track of potential deals
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