Fresh Insights

Analyses, Musings & Observations

Building Pipeline with SDR’s

Building pipeline with SDR’s I read Trish Bertuzzi’s book ‘The Sales Development Playbook’ and it was by far one of the best sales books I’ve read in a while. The book focuses heavily on building pipeline with SDR teams. This is the fifth post I’ve wrote about this book: there was so much good information that…
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4 measures of software health

In software, there are a few ways to measure the health of the customer base and stickiness of the product. Zuora does a nice job of showing four measures of customer health in their S1. Processed Transaction Volume Zuora’s first measure of the overall health of the business is processed transaction volume. According to their…
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First to market is meaningless

There are countless examples of ‘first to market’ not being a sustainable competitive advantage.  Comparing the 2018 public offering of Spotify to Pandora’s original IPO in 2011 is a major example.  Below are some excerpts from Pandora’s S1 (official IPO document filed with the SEC) that show its dominance at the time:   Pandora is…
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M&A in venture capital is strong

We received Dow Jones VC Edge report for Q2 2019.  The data is excellent and shows the trends in venture capital.   Below is a breakdown of M&A in venture.  Note that LTM means ‘last twelve months’.     M&A of venture backed companies is strong.  Looking at the total value of M&A transactions on an…
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Lessons from Doxly – a successful SaaS exit

We spoke with Haley Altman, founder of Doxly.  Doxly is enterprise grade software that helps attorneys manage the documentation process.  Recently Doxly sold to Litera and below are some key take-aways from Haley’s story.   Startups require you to leave comfort.  Before starting Doxly, Haley was a practicing attorney and partner at Ice Miller LP.  She…
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There is (still) plenty of VC money

We just received Dow Jones VC Edge report for Q2 2019.  The data is excellent and shows the trends in venture capital.   Below is a breakdown of fundraising of new venture funds.  The data on an LTM basis (‘last twelve months’) and observations are below.     Venture is still hot.  Q2 marked the third…
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Seed stage investing is dying

We just received Dow Jones VC Edge report for Q2 2019.  The data is excellent and shows the trends in venture capital.   One section we focused on is the break down of capital invested by stage.  The data on an LTM basis (‘last twelve months’) and observations are below:     Total invested at the…
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Venture investing is slowing

We just received Dow Jones VC Edge report for Q2 2019.  The data is excellent and shows the trends in venture capital.  What are the trends? i) the market has never been more awash with venture capital; but ii) the number of deals done is declining.  As a result, the average deal size has ballooned…
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