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