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Cutco Knives and startups
When I worked for Cutco Knives one summer in college selling the world’s finest cutlery, my dream was to sell the Homemaker +8 at every meeting. It was the Rolls Royce of knife sets and in every sales...
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Camping out and closing deals
I am sure you can see a common thread in many of my recent posts – Sales, Sales, Sales! I don’t care how great your product is because without an ability to articulate the value proposition...
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Revenues kill the dream
I was on the phone yesterday with the CEO of one of our portfolio companies, and we were talking about goals for the next few months and in particular, what the company needed to get a Series A done....
View ArticleFirst enterprise customers – revenue or user engagement?
Since we are seed investors in enterprise technology, I am often asked this question. The answer on the surface seems quite obvious — generate as much revenue as you can to prove that customers find...
View ArticleDon’t build an empire overnight – lessons from FreshDirect and Webvan
The other day I received a direct mail piece from FreshDirect, the online delivery service based out of New York. What struck me is that the service has been around for years in NYC, and it is now...
View ArticlePut your users first!
As a VC who invests in seed and first rounds, I love revenue just as much as the next guy. However, the focus on revenue should play second fiddle to a user/customer first experience. Over the years,...
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