“Not all recurring revenue is created equal.” Over the last two years, it has become almost impossible to scroll LinkedIn or read technology news without seeing another AI startup announce an incredible funding round or a breathtaking valuation. “$10M ARR in twelve months.” “Fastest-growing AI company ever.” “$100M valuation.” “$1B valuation.” The numbers are staggering. But as I listen to founders, investors, and podcasts discussing these companies, I often find myself askin

Several years ago, I wrote two articles about one of the most important—and most misunderstood—elements of enterprise sales: The difference between a Coach and a Champion The central lesson from my articles on the topic of sales champions still holds true: If you do not have a Champion, you do not have a deal. Especially now where enterprise buying has become even more complicated and one champion may not be enough. Buying groups are larger, more cross-functional, and increas

Building a successful tech product starts with more than just solving a problem—it starts with solving one problem exceptionally well. This is the essence of a “killer feature.” A killer feature is the standout capability of your product, the one that creates a “wow” moment for users and becomes the cornerstone of your offering. Without it, your product risks being a jack of all trades and a master of none—easily overlooked in a crowded market. Here’s why starting with a kill

Building a startup is one thing; bringing it to market is another. For tech startups in their “zero to one” phase—where the goal is to create something entirely new rather than scaling an existing model—the go-to-market (GTM) strategy can make or break the business. Unlike “one to many” startups that refine existing products, zero-to-one startups face unique challenges in introducing innovative solutions to a world that might not even realize it needs them. Here’s how to thin

Working for a tech startup that wants to go IPO is an exciting opportunity. You get to be a part of something new and innovative, and you have the chance to make a real impact on the company's success. You also get to learn a lot and grow your skills in a fast-paced environment. It also comes with quite a bit of risk. According to the Startup Genome Report, about 90% of tech startups fail within the first five years. As a way for pre-IPO organizations to attract and retain to

As we near the end of 2021, it was fascinating to look back at all the IPOs. After taking a look at some of the notables and seeing their IPO prices along w/ their valuations, I thought, hmmm....I wonder what the average IPO price and average valuation was in 2021? After all, I've always wondered how the two correlated. 🤔 So, I took a couple minutes and did the work and analyzed 59 of the hottest IPOs of the year ranging from Affirm, Qualtrics, Bumble, Coursera, UiPath, Proc