Tomasz Tunguz by @ttunguz

2025

The Price of Distinctiveness	March 26
The Digital Hot Dog : Marketing in the Age of AI	March 24
The Third UI : The Rise & Fall of the Keyboard	March 21
The Implications of the Wiz/Google Deal	March 18
Halving R&D with AI & the Impact to Valuation	March 17
The Mirage in the Software Clouds	March 14
This Analysis Cost 27 Cents	March 12
Positioning Startups in the Age of AI	March 11
How Much Is A Venture Firm Worth?	March 9
Why War & Peace Is Killing Your Data Budget	March 6
A Founder's Guide: Essential Management Advice for Startups	March 5
Lopsided AI Revenues	March 2
Four Marketing Principles That Redefine Markets from Klaviyo's Former CMO	February 28
The Complete Guide to SaaS Pricing Strategy	February 27
What Happened to My Traffic?	February 25
AI Fluency : The Next Interviewing Skill	February 23
Auctions in AI : Cost of Capital as a Strategic Advantage	February 21
The AI Elbow's Impact : What Reasoning Means for Business	February 19
Theory is Looking for a Head of AI	February 18
Fast-Track Your Growth: GTM & Marketing Office Hours for SF Founders	February 13
Faster Sales Cycles & Software Buyer Confidence	February 10
AI Impact Curves	February 9
Google's Future in Search & AI	February 7
$1.2b of Revenue in 30 Days	February 6
It Pays to be an AI Company	February 3
$13b Run Rate & Doubling	January 30
Darwin's Finches in AI	January 29
The AI Cost Curve Just Collapsed Again	January 26
Top Themes in Data in 2025	January 23
Top Themes in Data Transcript	January 22
What DeepSeek's Newest Model Means for AI	January 21
From Blank Canvas to a Brilliant Presentation with AI	January 17
Building GTM for AI : Office Hours with Maggie Hott	January 14
Tech's $370B Paradox: Why Cash-Rich Giants Might Not Lead 2025's M&A Race	January 12
Back to Text: How AI Might Reverse Web Design	January 5

2024

2025 Predictions	December 20
My Favorite Books of 2024	December 17
Desktop, Touch, Browser, Now AI? The Next OS in Computing	December 16
The Intelligence Imperative: How AI Went From Feature to Foundation	December 13
Finding the Midnight Snacker : Agentic Marketing	December 10
I Use AI 100 Times Per Hour	December 9
Top 10 Posts of 2024	December 6
Why I Let AI Grade My Writing (Just Like My AP English Teacher)	December 4
The Year Algorithms Learn to Act	December 2
Theory Two	November 21
My Little Library	November 20
75 Cents per Month	November 18
Small but Mighty AI	November 15
The Post Election Surge is Unevenly Distributed	November 11
I Talk to Robots While Driving	November 8
The White Collar Revolution	November 6
Profit Dollars per GPU Dollar	November 5
Trends in the Post-Modern Data Stack	October 29
My AI Rube Goldberg Machine	October 29
Productivity One Year from Now	October 28
AI Prompts as PRDs : Why Prompts Will Become Important IP Assets	October 21
The Premise of a New S-Curve in AI	October 16
Why Lifetime Value is Relevant Again in Software	October 15
A Challenge to SaaS Orthodoxy	October 10
How M&A Fosters Innovation	October 8
Fulfilling Crypto's Original Promise	October 3
Where is the Budget for AI Coming From?	October 1
Would You Listen to AI Generated Podcasts?	September 30
Interwoven with Initia	September 25
AI Advantage for Startups : Changing the Workflow through Services	September 23
Will We See a Better Exit Market Next Year?	September 20
Writing Software for Robots	September 19
2024 Theory Ventures Go-to-Market Survey: Optimism Rises Amid Changing Market Dynamics	September 16
The New Software GTM Playbook	September 11
The Rarity Shibboleth	September 9
The Challenge of the AI Demo	September 5
Which Design Era Are We In?	September 3
The Dislocation Between Public & Private Web3 Markets	August 29
Higher Levels of Abstraction	August 26
What Has Your GPU Done For You Today?	August 23
AI Public & Private Premia for AI Companies	August 16
Things that Used to be Impossible, but are Now Really Hard	August 15
The PostModern Data Stack	August 12
Snowflake's 4 Areas of Investment in AI	August 9
The Ghost in the Machine : Invisible Ads in Generative Search	August 6
The 3 Attributes of an Attractive Market for AI	August 5
Rewriting the RFP for AI	July 29
The Battle for AI Gravity	July 25
Agentic Systems' Sales Cycles	July 22
The Future of Blockchain Data : Our Investment in Allium	July 17
Punctuated Equilibrium in AI : Is it Better to Be A First Mover or A Last Mover?	July 15
No SaaS! How AI Agents Will Change Software Pricing	July 12
AI Pricing Strategies for SaaS Companies Offering Copilots	July 11
Select avg(Moby Dick) limit 2 sentences	July 8
The First of Your Newsletters	July 1
The Four Barriers to AI Adoption	June 28
2024 Theory GTM Survey	June 25
How Much Revenue Must a Company Generate to IPO?	June 24
The Series A Crunch or the Seedpocalypse of 2024	June 21
What about Human Training?	June 17
Databricks' Accelerating Growth	June 13
Apple's AI Challenger Sale	June 11
One Line of Code Can Wipe a Billion Rows : Investing in Tobiko	June 3
Is the Software Market in Trouble?	June 2
The AI Trust Fall	May 27
NVIDIA	May 23
Chatting With Her - The ChatGPT App on Mac	May 19
AI Spending Patterns : It's Not What You Think	May 17
BI's Third Form : Office Hours with Benn Stancil	May 16
Are AI Companies Valued Differently Than Non-AI Companies?	May 13
The Fastest Growing Category of Venture Investment in 2024	May 9
A Series of Unfortunate Decisions	May 9
The Capex Conquest in the Cloud	May 1
Massive Acquisitions in Software Startups	April 29
When 1% Market Share Shifts Represent $5b of Market Cap	April 26
Partnering with Dropzone: Automating Security Operations with AI	April 25
A Shift in LLM Marketing : The Rise of the B2B Model	April 24
Modern Data Architectures : Jordan Tigani of MotherDuck on Office Hours	April 23
Are Software Companies Good Businesses?	April 22
The Most Profitable Software Company in Q1 2024	April 18
The Market Size Mistake	April 17
My Favorite Uses of AI	April 14
Extreme PMF : Sustaining Success with Scale	April 12
SUI Generis : Office Hours with Evan Cheng of Mysten Labs	April 9
The Art of Product Management in the Fog of AI	April 7
Micromanaging AI	April 5
This Message Will Self-Destruct in 33 Seconds	April 4
Rubrik S-1 - Burning the Boats in Data Security	April 2
AI in the Hands of Software Buyers	March 29
Selling AI : Category Creation of a Different Flavor	March 26
To Be or Not To Be an Agent	March 25
AI SaaS Companies Will Be More Profitable	March 21
Analyze All the Things : Data Omniscience with Omni	March 20
The Vector Computer Company	March 18
Why Databases Won't Charge for Storage in the Future	March 12
The Opposite of a Good Idea is a Good Idea	March 8
Looking into the Future of BI With Colin Zima	March 5
What Happens When AI Performance Asymptotes?	March 3
3 Key Marketing Tactics for Early-Stage Startups: Lessons from a Former Klaviyo & Lightspeed Executive	February 27
What If LLMs Change the Business Model of the Internet?	February 27
The Secrets to Building Vibrant Communities in Web3 Open-Source	February 25
The First $100m ARR AI Security Company	February 21
Nobody Knows : Steel & Blockchains	February 19
One of the Biggest Public Offerings in 20 Years	February 16
Building a $20b Behemoth : Office Hours with Steven Goldfeder of Offchain Labs	February 14
The Sudden Repricing of Startups in Early 2024	February 9
AI Design Patterns	February 5
Standard Issue AI	February 2
Experience as a Status Symbol	January 31
The Fastest Growing Software Sectors in 2024	January 29
AI Drove the Largest New Bookings of Any New Product	January 26
Dissecting Delegation: Diving Deep on The Missing B-School Class	January 24
5th Grade Outlining in Mrs. L's Class : Metawriting before the Age of AI	January 21
From Prompt to Paper in 60 Seconds	January 19
The Class Missing from Business School	January 18
Open Source Models : What Can We Determine from Download Patterns?	January 15
The 10x Salesperson	January 12
Gordian Knots in Software Engineering	January 9
Make Hay When the Sun Shines : Liquidity in Startup Exits	January 7
2024 Predictions	January 1

2023

Why Startup M&A in 2024 Will Rebound	December 20
Data Product Teams : Best Practices for a Modern Data Team	December 18
Synthesis as Brilliance : Worldly Wisdom from Charlie Munger	December 15
Step-Ups & Duration : The Shape of Things to Come to the Series A in 2024	December 14
How to Improve Your LLM : Combine Evaluations with Analytics	December 11
In Like a Lamb, Out Like a Lion	December 6
Top 10 Posts of 2023	December 4
Snow Angels Come Early to Data : Snowflake's Strength Spells Success for Startups	November 29
Managing Data as Product : Office Hours with Philip Zelitchenko	November 29
The New Threat to a Data Leader's Career	November 27
Who Took a Bet on You?	November 22
Sudden Disturbances in Rapidly Moving Objects : The Implications of the OpenAI Fiasco	November 20
How Much Does it Cost to Use an LLM?	November 16
The First Mac Predates Modern Central Banking	November 14
The Software Industry's Productivity Boom: Analyzing Revenue per Employee Trends	November 13
Purchasing Patterns in Software : Positivity Punctuating Q3	November 10
Top 10 Trends for Data in 2024	November 9
Only The Dogged Thrive : More Good News in Startupland	November 7
What's Measured is Managed : Earnings Surprise in Public Software in Q3 2023	November 6
How Much Should Quotas Increase Next Year?	November 1
The Impact of Anti-trust on M&A in Startupland	October 31
Gas Gas Revolution	October 27
AI Reaccelerating Cloud Growth	October 24
Top 10 Trends in Data & AI at the Impact Summit	October 23
The Convergence of Data & Software Engineering in the Age of AI	October 20
Outbound Marketing Fury : Office Hours with Raj Sarkar	October 19
What Loom & Klaviyo Indicate about Exit Valuations	October 15
The PLG Trap : Lessons Learned from Oliver Jay, former CRO at Asana	October 12
The Promise and Pitfalls of Chaining Large Language Models for Email	October 7
SaaS Competitive Advantage Through Elegant LLM Feedback Mechanisms	October 3
Centaurs & Cyborgs : The Jagged Frontier of AI	October 1
Artisanal Emails	September 26
Avoiding the PLG Trap : Office Hours with Oliver Jay	September 25
Cisco & Splunk Continue the Trend of SaaS Take Privates	September 21
Building Applications with AI - Lessons from LangChain, Hearth, & Context.ai	September 21
Building a Generational Business Databrick by Databrick	September 17
4 Key Takeaways from the AI Panel at Saastr 2023	September 15
A Little Yellow Book in the Corner Bookshelf of a Coffee Shop	September 10
Whispers of the Future	September 8
The Rise of Data Lakes in Software Architecture	September 7
The Evolution of Open Source Business Models	September 1
Context.ai - Unlocking Insight into LLM-Based Applications	August 30
A New Marketing Behemoth Klaviyo : How 7 Key Benchmarks Stack Up in the S-1	August 27
Around the World in 21 Days	August 25
The Dawn of AI : Pricing Power & Profits in NVidia's Business	August 23
Mean Reversion: When Will Startup Investing Return to Normal?	August 21
Seizing the Moment: Strategies for Startups to Outmaneuver Competition in a Turning Economy	August 17
Teaching a Computer to Ghoti	August 15
Surprising Data Points about the Venture Capital Market	August 8
How Will a Venture Capital Recovery Feel? Observations from 2008	August 7
Busting the Myth: Higher Funding Doesn't Mean Faster Hiring in Startups	August 3
What the New Relic Sale Means for SaaS	July 31
The Paradox of AI and Data Roles: How Automation Will Increase Demand for Data Professionals	July 28
Signs We've Touched the Bottom	July 26
The Pilgrims Raised 4 Rounds of Financing	July 23
Operating in the Dark	July 20
Producing Charts with AI	July 17
The Fracking of Information	July 11
There is No Such Thing as Series A Metrics	July 9
What 70m Thread Users Mean for B2B Marketers	July 7
How Markets Value Software Companies in 2023	July 5
Picking Teams in AI	June 26
MotherDuck - DuckDB in the Cloud	June 23
Marketing Teams as Hedge Funds	June 21
Does an AI Premium Exist in the Fundraising Market?	June 15
What if Every SaaS App Spoke English?	June 11
Web3 in SaaS Clothing	June 8
The AI API : The Twilio Moment for Machine Learning	June 6
How Much More Efficient Should a SaaS Startup Be When Using AI?	June 2
Observations Using LLMs Every Day for Two Months	May 30
The Publicly Traded Company Worth 250x More in 10 Years	May 25
High-Flying SaaS Startups' Surge Won't Change the Valuations in Ventureland	May 22
How Should You Staff Your Startup in 2023	May 17
Which AI Model Should You Pick for Your Startup?	May 16
Seeking a Distribution Advantage with AI	May 12
Tinkering with LLMs	May 8
The Greatest Profitability Turnaround in Software History	May 4
When 1 is Bigger than 4 for AI	May 3
Every Customer is a Design Partner - Leading Your Sales Motion with Sales Engineering	May 2
Microsoft's Billion Dollar AI Business	April 26
Software Spending Growth Will Accelerate by 40% in 2023, But it Doesn't Feel that Way	April 24
Why Every Startup Needs an AI Strategy	April 19
How Much will the US Early Stage Venture Market Contract in 2023?	April 17
ChatGPT & Taylor Swift	April 12
Economics in the Sometimes Strange World of Web3	April 9
The 4 Questions Startups Should Ask Themselves about Building with Generative AI	April 7
Theory	April 4
The Change in Burn Multiple for Startups in 2023	April 3
Usage as the Moat in AI	March 31
The Typical Startup Saw a 24% Increase in Sales Cycle in 2023	March 28
The Hardest Round to Raise in 2023	March 24
Which Increases Productivity More : The Advent of Personal Computer or a Large-Language Model?	March 21
How to Build Your Startup like Google & Stripe	March 20
When Will SaaS Budgets Increase Again?	March 17
Take a Breath	March 12
2023 Go-to-Market Survey - Understanding How Startups Have Shifted in 2023	March 9
How ChatGPT Will Restructure Engineering Teams & Create Opportunity for Startups	March 7
Pulp Nonfiction : What I Learned Writing a Blog Post with ChatGPT	March 2
Magical Metrics with Omni	February 28
The Implications of Increased Regulatory Scrutiny for Startup Acquisitions	February 26
Which Customer Segments are Healthiest During the Downturn?	February 21
A Flare Across the Clouds : Cloudflare's Earnings Report	February 14
Venture Capital, Withering & Dying	February 10
The Compounding Advantage of a Big Chip Stack in a Downturn	February 6
Predicting Cloud Growth Rates for 2023	February 3
When AI Favors the Incumbents	February 2
The Future of Startup Office	January 31
Microsoft as a Mirror - What We Can Expect for SaaS in 2023	January 24
How Layoffs in Startupland Differ Between B2B & B2C Companies	January 23
Is the Suite Strategy Right for Your SaaS Startup?	January 19
The Most Acquisitive Acquihirers in Software	January 16
Rabbits on Firetrucks : Generating Images for B2B Blog Posts Using AI	January 13
2023 is the Year of _________	January 11
The Startup M&A Market Fell 94% Year over Year - But One Segment Thrives	January 5
Sizing the Web3 B2B Software Market	January 1

2022

My Quest for Speed - Learning to Use My Computer the Fastest Way Possible	December 27
A $30B Software Company from a $15m Investment	December 27
From a $200k Annual Burn to Raising $80m+ : Notes from Office Hours with Fredrik Haga	December 23
Five Predictions for 2023	December 18
A Funny Thing Happened on the Way to Sand Hill Road	December 14
My Favorite 10 Books of 2022	December 13
What the $6B Coupa Acquisition Means for Software Startups	December 12
PLG & Profitability : More Product Doesn't Necessarily Mean Greater Profits	December 7
Top 10 Posts of 2022	December 4
Napoleon's Influence on the Modern Data Stack : hyperdimensional Analysis with Malloy	November 30
The Uniswap Token Launch : Tokens as CAC Part II	November 27
The Most Successful Web3 Launch in 2022	November 23
The Best Time of Year to Raise for Your Startup	November 21
A New Chapter	November 18
My Laptop is Faster than Your Cloud : Announcing MotherDuck	November 15
Office Hours with Fredrik Haga of Dune : What is the Future of Web3 post-FTX?	November 14
Soft in the Middle - Examining Your Startup's Org Chart	November 11
What the FTX Fiasco Means for Web3	November 9
Losing a Month of Runway to Inflation	November 6
Cutting R&D to Grow GTM Spend : Is it Happening Across Software Companies?	November 2
Sales Efficiency through Covid : Reading the Tea Leaves for Startups	October 30
Grey Skies in Cloud Earnings	October 28
9 Predictions for Data in 2023	October 26
Would You Leave the Cloud to Improve Sales Efficiency by 11%?	October 23
Five Pillars of PLG with Carilu Dietrich	October 19
Antifragility as a Competitive Advantage in 2022	October 16
How Low Could Valuations Go?	October 13
Office Hours with Carilu Dietrich - Marketing for Hypergrowth Companies	October 10
Just How Troubled is the Bay Area Startup Scene?	October 3
10 Predictions for Data at the Impact Summit	September 26
Pipeline Supply Shocks in SaaS Sales	September 23
The State of Web3 in 2022 through Data	September 17
Figma's 50x ARR Multiple & What it Means for Startup Fundraising	September 15
Your Customers' Profitability is Your Startup's Future Health	September 12
Systematizing Go-To-Market Hiring	September 8
Web3 Users Are Just Like Web2 Users	September 6
200% NDR: What Does it Take to Achieve this Stellar Milestone?	September 2
Why We'll See More New Types of Web3 Apps in the Next Year	August 30
Don't Look Now But Web3 Companies are Beginning to Trade Like their Web2 Counterparts	August 30
Fundraising in 2022: Where We Are & Where We're Going	August 19
Pipeline Analysis Playbook	August 18
Omni - A Big Step Forward in the Decade of Data	August 16
How to Structure a Startup Sales Team for Optimal Land & Expand	August 15
The Trillion Dollar Empire that Started with a Coupon	August 12
Growth is No Longer the Best Predictor of a Software Company's Value	August 10
Do PE Acquisitions of Public Startups Imply We've Hit a Pricing Bottom?	August 8
Messaging: the Bottleneck for Web3	August 4
The Math Behind Starting a Successful Software Startup	August 2
How Much Should You Expect Your Startup to Slow in 2022? About 21%.	July 29
Office Hours with Bill Binch: Structuring Sales Teams for Success	July 28
The Health of Cloud Spending in Mid-2022	July 26
How to Structure Your Sales Compensation Plan to Deliberately Undersell	July 25
How Important is Your Software to Your Customer? It's Time to Find Out.	July 22
Spot the Difference	July 20
PE in VC in 22	July 19
The Bid/Ask Spread in Venture Capital	July 18
A Masterclass in Sales Development from Lars Nilsson at Snowflake	July 14
The Missing Letter from the English Alphabet	July 13
Deliberately Underselling as Sales Strategy	July 11
The End of Web3	July 8
Office Hours with Lars Nilsson, VP of Global Sales Development at Snowflake	July 6
When AI Becomes Table Stakes	July 5
Asking Users to Complete Tough Mudders to Use Your Product	June 28
Coinbase & Uniswap: How 7 Key Benchmarks Stack Up	June 27
The Web3 Marketing Stack: The Next Big Wave in Crypto	June 23
Defending a Startups Greatest Asset through Recession & Recovery	June 22
How VCs Value Rainbow Foals in 2022	June 21
Bezos' Shareholder Letter in 2000	June 20
The Most Popular Financing Round in 2022	June 17
What's Better than a Cookie? A Wallet - How Crypto Will Revolutionize Marketing	June 16
Office Hours with Lee Kirkpatrick, former Twilio CFO on Managing through Turbulence	June 14
The New Key Competitive Advantage for Web3 Startups	June 13
Is a 10% Reduction in Staff a Layoff?	June 8
Top 10 Insights from the 2022 Startup Sentiment Survey	June 6
The Macroeconomic Signal to Watch for Software & Infrastructure Startups	June 1
Office Hours for 2022 Market Conditions Market Survey Results	May 31
The Largest Software Acquisition in History	May 26
2022 Startup Market Conditions Survey	May 25
Lessons from Watching a Great CEO Operate	May 24
So You Want to Improve Your Sales Efficiency	May 18
The 4 Startup States During a Recession	May 16
Five Mid-Year Predictions for Web3	May 11
How Much Further Can We Fall?	May 9
Cash Flow Shockwaves	May 5
5 Key Data Points about the Early Venture Market in Q1 2022	May 4
Product-Market Fit in Different Capital Environments	May 3
The Critical Question Facing Web3 Infrastructure Startups	April 29
The Three Eras of Startup Valuations	April 28
Imagine You're a Venture Capitalist...	April 25
The Rhyming Protocol Wars of 2022	April 20
Revenue, Revenue Everywhere. Not a Dollar to Count	April 19
Four Fundamental Innovations of Web3 that Will Upend Web2 Incumbents	April 7
$112m of Market Cap per Engineer	March 31
Inflation and Deflation in Web2 and Web3 Startups	March 27
Startup Self-Repricing as a Recruiting Tool	March 25
The Spicy Future for Data	March 22
The App Store Model Comes to Web3	March 21
Usage Based Pricing: 3 Questions to Ask Before Leaping	March 17
Guess the Startup Answers	March 14
Guess the Startup	March 11
The Three Types of Customer Success Teams	March 10
The People Roadmap for Startups	March 9
The Future of Money	March 3
1/9/90 in Crypto	February 28
The Next Key Innovation in the Shift-Left Movement	February 25
Why Early Valuations Might Surge in 2022	February 23
The Sales Sandwich	February 18
10 Lessons Learned after $5B of M&A	February 17
Will Your Startup Borrow More in 2022?	February 14
The New Discipline Web3 Software Companies Must Develop	February 9
If You Had $10k to Invest, Which Stock Would You Buy?	February 7
Intensity Oozes from these Pages	February 3
How Much Money is Flowing into Crypto?	February 1
Why You Should Expect Your VP Product to Sign Up for a Lead Quota	January 28
Dremio - A Foundational Component of the Modern Data Stack	January 25
How Will the 52% Correction in the Stock Market Impact the Startup Fundraising Market?	January 19
Is Compensation Stagnation to Blame for the Great Resignation?	January 18
How Correlated are the Web 2 and Web 3 Software Markets?	January 13
Do Data Startups Command a Premium in the Fundraising Market?	January 11
The Top Sectors of Web3 in 2022 by Revenue	January 4

2021

My Favorite Books of 2021	December 30
Five Predictions for 2022	December 29
Mark-to-Market Rounds - What Will Your Startup's Strategy Be?	December 28
Tokens as CAC - Are Crypto Companies More or Less Efficient in Acquiring Customers?	December 17
The Fifth SaaS Correction	December 13
Partnering with Mysten Labs to Build Foundational Infrastructure for Web3	December 7
How Stripe Scaled - Notes from Office Hours with Claire Hughes Johnson	December 1
Samsara S-1: How 7 Key Benchmarks Stack Up	November 19
Words Like Loaded Pistols	November 17
Justifying Token Equity Multiples using GDP Data	November 16
The Need for Two Types of Payback Period Calculations	November 7
The 100x ARR Multiple	November 4
Using the Reversal Mental Model to Invest Better	October 19
Hex - The Best Product for the Technical Analyst	October 19
Spot.ai - The Future of Video Intelligence	October 15
The Two Cap Tables of Crypto Companies: What They Are and How They Relate to Each Other	October 11
Passive Investing in Venture Capital and the Parallels to Public Equities	October 8
Redpoint Office Hours with Claire Hughes Johnson, former COO at Stripe	October 7
Why You Should Repeat Yourself, A Lot	October 5
Crypto Companies Insider Ownership is Approaching that of Classic Startups	October 3
Height - The Project Management Tool for the Modern Worker	September 29
The IMPACT Conference on the Modern Data Stack	September 27
GitLab S-1 Analysis: How 7 Key Metrics Stack Up	September 20
Scaling and Measuring an Effective Developer Relations Organization	September 15
What is the Product the Customer Buys Before They Buy Yours?	September 14
How Will We Value a Crypto Token?	September 6
Benchmarking Amplitude's S-1: How 7 Key Metrics Stack Up	September 2
Per Seat or Per Use Pricing: A Framework for Evaluating the Right Strategy for Your Startup	August 29
You'll Never Login the Same Way Again	August 23
Preset Cloud - The Visualization Layer for the Modern Data Stack	August 18
The Secret to Recruiting Quickly and Retaining Your People	August 16
The Optimal Pricing Strategy for Your Startup - Office Hours with Madhavan Ramanujam	August 9
The Velocity of Money in Startupland	July 30
Can You Guess This Business's Name?	July 27
The Decline of Venture Debt at the Early Stage	July 24
Data Meshes, Apache Iceberg & Project Nessie - Novel Ideas in the Data World	July 20
The Journey From Fortune 100 Executive to Startup Entrepreneur	July 15
The Next Step Forward for Conversational Intelligence - Chorus & ZoomInfo	July 13
My Mental Model for the World of Crypto	July 9
Innovation in the Financial Markets: Seventy Years of Hedge Funds	July 1
The Great Game of Risk Played in Category Creation, and Why the Winning Strategy is Aggression	June 16
The Productivity Implications of Working from Home Across 150,000 Employees	June 10
The Figures that Will Move the Venture Capital Market in the Next 3-5 Years	June 6
Executive Recruiting as Competitive Advantage - The 3 Knock-On Effects of Failed Executive Hires	June 1
The Inflationary Forces in Startupland	May 24
The One Force that Will Govern How We Return to Work	May 3
Never Raising, Always Raising	April 22
How to Cut a Path through the Jungle of Regulatory Compliance	April 19
Covid's Impact on Software Sales Efficiency	April 8
Would You Work for This Person?	April 4
The Identity Crisis Facing Open Source Companies in the Cloud	April 2
UIPath S-1 Analysis: How 7 Key Metrics Stack Up	March 29
The Importance of Building & Maintaining Great Developer Documentation	March 22
How Selling Has Changed Post-COVID, and How it Will Change Again Afterwards	March 14
This is the Most Ridiculous Use of Money Management I've Ever Heard. What is Wrong with You?	March 7
How Much is 20% More NDR Worth to Your SaaS Startup?	March 5
The Feedback Loops in Data that Will Change SaaS Architecture	March 2
The Four Types of Startup COOs	February 23
The Most Popular Startup Domain Suffixes - .com, .co, .gg - Which is Best for Your Business?	February 21
The Most Effective Tools and Techniques for Selling Today - Office Hours with Jim Benton	February 18
How Much Should You Bet To Maximize Your Investments, or Your Company's Odds of Success?	February 16
Eliminating Data Downtime with Data Observability - Why We Partnered with Monte Carlo Data	February 9
How to Be a Great COO: Lessons Learned Leading a Unicorn to Success	February 3
A Common and Critical Mistake When Forecasting Next Year's Bookings	February 1
The Five Flavors of ARR - New Definition, Same Great Multiple	January 27
The Secret to Keeping Your Software Running and Keeping Customers Happy	January 26
Information as Surprise - Harness Claude Shannon's Key Idea	January 25
Internal Communication - Why it Matters More than Ever & How to Succeed	January 21
Cloud Data Lakes - The Keystone to the Decade of Data	January 20
The Fastest Growing Sectors of Startup Fundraising in 2020	January 18
The Art of Doing Science & Engineering	January 12
The Missing Insight Around Software Multiples for Valuing Companies	January 11
Information Cascades - How Many Rational People Can Make Logical Decisions and Yet Still Create a Bubble	January 8
The Next Chapter for StackRox	January 7
Why Remote Work Changes the Nature of Leadership, and the Kinds of Leaders to Recruit in Startups	January 4

2020

Why Fast Learning Curves are So Important to Startups	December 21
5 Predictions for 2021	December 17
Do You Lose Sales Opportunities Because of Sales Execution or Product Insufficiency?	December 16
The Three Questions to Ask When Hiring Your Startup's Head of Sales	December 15
Where to Start if You're Curious about Macroeconomics Today	December 14
Top 10 Learnings from Startups to a $100M+ ARR General Manager, Linda Tong	December 10
Rediscovering the Power of the Command Line	December 9
Building a Product-Led Growth Machine: Office Hours with GC Lionetti	December 7
It's Supposed to Be Hard. You're Changing the World.	November 30
Voodoo, Obsidian & Zettlekasten - A Modern Way of Taking Notes	November 27
How a Merger of Salesforce and Slack Would Change the SaaS Landscape	November 26
The Supercharger Boosting Startupland Fundraising and Exits	November 20
From Hyper Growth to Hyperscale: What I Learned Managing Small and Massive Teams	November 17
More Activity Means More Business. Don't Overthink It.	November 16
How Developer Marketing Parallels Consumer Marketing	November 9
The Parallels in the Culture Between the Two Category Defining Companies	November 1
How Many Technologies Can a Company Adopt at Once?	October 29
Your Startup is a Series of Cycles	October 26
Why IPOs, Direct Listings, and SPACs Will Flourish in Startupland	October 19
Just How Inaccurate are Quarterly Venture Capital Activity Reports?	October 11
The Mispricing of Software Companies	October 5
The 4 States of an Engineering Team	October 1
Notes from Office Hours with Kimbre Lancaster on How to Run Successful Virtual Events	September 29
Redpoint Office Hours with Medha Agarwal & Shopify’s Kaz Nejatian	September 24
How to Predict the Forward Multiple of a Software Company	September 22
Why Burnout Should be a Topic at Your Next Board Meeting, and What to Do About It	September 21
How to Maximize the Impact of Your Website When Targeting Two Personas	September 14
Can You Still Make Money Starting a SaaS Company?	September 13
Your Responsibility as a Manager is to Hire 7 People	September 8
Redpoint Office Hours with Kimbre Lancaster on Hosting Successful Virtual Events	September 1
A Quick Diagnostic to Determine if Your Sales & Marketing Teams are Aligned	August 31
Asana S-1 Analysis - Comparing One Productivity Powerhouse to Another	August 27
Why Startups Should Establish Qualifying Signals for Sales Teams Early On	August 24
Month Zero Cash-on-Cash Payback - A Metric for Judging Sales Team Growth	August 21
Redpoint Office Hours with Tyler McNally from Gainsight	August 17
Conflicting Data on the State of the US Early Stage Market	August 10
The Secret to Productive Group Meetings over Video	August 6
Inside Rounds Have Become a Sign of Strength at the Series B	August 2
The Five Important Trends in Data, and the One Megatrend Powering Them All	July 31
How to Recruit a Marketing Team with Great Product Marketing and Demand Generation Abilities	July 26
The Best Economic History Books According to Readers	July 21
The Unforeseen Benefits of Online Events	July 19
An Economic History of the US in Five Stock Market Crashes	July 17
What I've Learned about Modern Monetary Theory	July 13
Cloud Data Lakes - The Future of Large Scale Data Analysis	July 9
The Fundraising Market Two Quarters into COVID	July 5
Office Hours with Adam FitzGerald, Hashicorp, on Developer Evangelism	July 1
Two Charts that I've Been Wondering About	June 30
Top 10 Learnings from the Redpoint 2020 GTM Survey	June 25
What is the Structure of the Typical SaaS Company as it Scales?	June 21
How Should You Structure Sales Teams for Optimal Performance?	June 18
How Predictive is SDR/BDR Quota Attainment of AE Quota Attainment?	June 17
SaaS Office Hours Go to Market Survey Edition & Which Metric Should Your SDR/BDR Team Use?	June 16
How to Transform Your Board Meeting with Written Narratives	June 15
Notes from Office Hours with Hollie Wegman	June 12
Where are Most Unicorns Headquartered?	May 28
California Dreaming - Is Silicon Valley Still the Best Place to Start a Company?	May 25
Office Hours with Hollie Wegman	May 19
Three Little Puzzles about Infinity	May 18
How Would You Manage Your Business Differently if Shelter-in-Place Lasted 18 Months or More?	May 13
Why is the Stock Market Only Down 15%?	May 11
The Fundraising Market Has Changed, But Not in the Way I Thought	May 6
Redpoint 8 - Our Eighth Early Stage Fund	May 5
Benchmarking Sales Prospecting Volumes, Deal Terms, and Meetings in the Coronavirus Era	April 29
Bullwhip and Base Rates - The Two Major Forces Impacting Startups in Q2	April 26
Narrative Economics and the Power of Stories	April 22
What Customer Demand and Your Startup Balance Sheets Imply about Your Startup's Strategy	April 17
Surveying Sales Leaders - How Coronavirus is Impacting Quotas, Bookings, and Budgets	April 15
Why Margin Matters Now in Startupland	April 12
Questions about Returning to Work	April 7
The Startup Sectors Most Impacted by the Coronavirus	April 6
The Next 30 Years of Geopolitics - What Could They Look Like	April 3
Observations about Silicon Valley Two Weeks into Quarantine	April 2
What do Google Search Query Trends Reveal about the Changes in How We Work?	March 29
Data Lake Engines - The Essential Layer of the Next Generation Data Architecture	March 26
What Will this Crisis Accelerate in Your Ecosystem?	March 25
Six Startup Disciplines for Challenging Times	March 20
Estimating the Impact of the Coronavirus on Growth	March 16
What Could the Venture Market Look Like in the Coronavirus Era	March 12
Notes from Office Hours with Lisa Lawson	March 9
What I Expect in the Next Few Months in Startupland	March 6
The SaaS Marketing Scorecard - How Does Your Marketing Operation Rank?	March 4
The Impact of the Coronavirus on Software Valuation Multiples	March 2
The Great CEO Within	February 27
Why Your Startup's Org Chart is Limiting Your Growth	February 25
The Strategic Importance of Competition	February 23
One of the Most Frequent Errors in Sales Planning and Forecasting	February 17
When You Have an Advantage, Speed Up the Game	February 13
Office Hours with Lisa Lawson	February 12
How Our Journey with Snowflake Began	February 10
Mental Models for Hiring Salespeople at Startups	February 4
Simpson's Paradox in Measuring Net Dollar Retention Rate	February 3
Cloud Prem Architecture - The New Way of Serving the Enterprise with a Hub and Spoke Data Model	January 29
Has VC Become So Big It Must Be Disrupted?	January 27
Trust is at the Core of Software Marketing	January 24
What is a Best in Class Payback Period for a Software Company in 2020?	January 20
Growing Product and Engineering Orgs from Zero to IPO	January 16
The Redpoint 2020 Go To Market Survey	January 13
The Health of the US Venture Market in 2020	January 7
B2B vs B2C: How Should Your Sales Team Be Allocated to Maximize Success?	January 5

2019

5 Predictions for 2020	December 19
The Top 10 Posts of 2019	December 15
How Much Turnover in Your Sales Team Should Your Startup Expect?	December 12
Product Launches Become the Operating Cadence of a Startup	December 2
Benchmarking Your Sales and Customer Success Teams	November 21
The 13 Critical Questions to Answer about Your Startup's Product Marketing	November 18
The Most Frequent Mishire in Startups	November 10
Notes from Office Hours with Nick Mehta	November 7
Office Hours with Anthony Kennada on Category Creation on Nov 14	November 4
The Rise of the Founder-CEO	October 28
A Decade Long Mac User Tries Out Windows for the First Time in 15 Years	October 28
Welcoming Travis Bryant, Again!	October 22
What I've learned about IPOs and Direct Listings	October 21
On Humility and Making Better Decisions	October 17
Design and Open Source: A Potentially Powerful Combination	October 14
The Radically Different Early Stage Fundraising Market	October 7
The Early Discipline of Remote Startups	October 4
The State of the Startup IPO Market	September 30
Office Hours with Nick Mehta of Gainsight Oct 9	September 23
Little Known Facts about the VC Industry	September 19
That Will Never Work	September 17
The SaaS Correction of Late 2019	September 16
The Siren Song of ROI Based Pricing	September 11
A Mental Model for Prioritizing Your Startup's Energies	September 5
If You Have Great NDR Retention, Should You Increase Your Marketing Spend?	September 2
Benchmarking DataDog's S-1: How 7 Key Metrics Stack up	August 26
Which Categories of Seed Startups are Thriving? Which Aren't?	August 8
The 37% Rule: How to Decide When to Stop Wondering and Start Deciding	August 5
One Call to Make Before Picking Your Startup's Headquarters	August 2
A Clever Hack to Reading More Books	July 29
Notes from Office Hours with Guillaume Cabane	July 22
The Strategic Question at Seed Today	July 19
Observations from the Enterprise Tech 30 List	July 15
Why Churn Rates Can Spike When Your SaaS Startup Experiences Hypergrowth	July 12
Adding Engineering Metrics to the Redpoint SaaS Metrics Template	July 8
100k+ ACV SaaS Companies: Do Their Metrics Differ from Other SaaS Companies?	June 24
The SaaS Valuation Environment in Mid-2019	June 20
Mattermost's $50M Series B	June 19
Theory SaaS Startup Key Metrics Template	June 18
Office Hours with Guillaume Cabane on June 27	June 17
Setting the Salesforce/Tableau Acquisition in Context	June 11
Why Product Innovation Slows After the Series A	June 10
Looker Joins Google Cloud	June 6
As Your Sales Team Scales, Focus on Your Middle	May 30
The Benefits of and Questions Facing Remote and Distributed Startups	May 28
Before You Raise a Round of Funding, Ask Yourself This Question	May 24
Define the What But Delegate the How	May 20
The Fundraising Environment in 2019 - Three Major Shifts	May 13
How to Develop Best in Class Sales Efficiency	May 10
What a Valuation Implies About a Business	May 6
Benchmarking Slack's S-1: How 7 Key Metrics Stack Up	April 29
A Random Walk Down Sand Hill Road	April 25
Office Hours with Travis Bryant	April 22
The Four Strategic Questions Facing AI Agencies	April 14
Hustle As Strategy	April 8
Viewing Valuation as a Discount of Future Value	April 4
Do SaaS Startups Still Require Less Capital than 10 Years Ago?	April 2
Five Reasons to Sell End-to-End Products in Early Markets	March 26
Benchmarking Zoom's S-1: How 7 Key Metrics Stack Up	March 24
Puzzles, Not Problems	March 21
Benchmarking PagerDuty's S-1: How 7 Key Metrics Stack Up	March 18
Where Have All the Angels Gone?	March 11
Should Your Startup Employ Both Assisted and Unassisted Trials to Acquire Customers?	February 28
The Free Trial Survey on the Saastr Podcast and Hitting a Blogging Milestone	February 26
AI Superpowers - A History of Chinese Startups and the Implications for the Future of Startupland	February 25
A Lasting and Enduring Gift	February 25
Should Your Startup Differentiate On Pricing?	February 19
In Defense of Troublemakers	February 12
Answering Readers' Questions about the Free Trial Survey	February 11
A Common Mistake in Hiring Plans	February 8
1.01^365 = 37.7	February 7
Top 10 Learnings from the Redpoint Free Trial Survey	February 6
A New Architecture for Next-Generation Software Companies: Announcing Mattermost	February 5
The Two Things You Need From Early Customers that Matter More than Cash	February 4
Sharing the Learnings from the Redpoint Free Trial Survey	February 1
What Makes a Great Leader?	January 31
Infinity Wells and Deep Work	January 30
How Many Managers Will You Need This Year?	January 28
How Much ARR Can a CSM Manage?	January 25
Serving the People First Enterprise	January 24
Eugene Wei's Novel Mental Models for Technology	January 23
Welcome, Travis Bryant!	January 21
The AI Agency - A Novel GTM for Machine Learning SaaS Startups	January 17
Your Company is a Product Used By Your Employees	January 9
Why Share Repurchases Create Large Opportunity Costs for Early Stage Startups	January 7
Series A SaaS Startup Benchmarks for 2018	January 4

2018

Just Where Are SaaS Companies Priced After the 2018 Correction?	December 26
Predictions for 2019	December 18
5 Most Popular Posts of 2018	December 17
My 10 Favorite Books of 2018	December 14
Reducing Page Load Times by 90%	December 12
Which is More Important: New Account Growth or Account Expansion?	December 11
Creative Selection - An Inside Look at Some Key Moments at Apple	December 4
Selling Your Product While You Build It	December 3
A New Way to Calculate a SaaS Company's Efficiency	December 1
The Four Stages of Sales Compensation Structures in Early Stage Startups	November 25
SAP Buys Qualtrics; 2018 Catapulted to $65B in $1B+ M&A Volume	November 11
Red Hat's Acquisition - A Triumph of Open Source	October 28
SaaS Freemium/Free Trial Survey is Here	October 14
Normalization of Valuations in the Public and Private Software Markets	October 9
What Does AirBnB's 'Shares for Hosts' Idea Imply for Blockchain?	October 4
In Early Markets, Services Can Be a Competitive Advantage	October 1
Our Investment in Gremlin - Leveraging Chaos to Create Resilient Systems	September 26
Three Observations About the Adobe/Marketo Acquisition	September 24
How the Economics of Professional Services Have Changed in Software	September 16
Elastic S-1 Analysis - Another Open Source Monster	September 10
Access is the Scarcest Commodity in Startupland	September 3
How SaaS Companies are Valued	August 30
1% of Salesforce's Revenue Makes a Unicorn	August 26
How Long Should Your SaaS Software Trial Period Be?	August 12
Jacob's Ladder in the Startup Fundraising Market - How Startups Today Skip a Round of Fundraising	July 23
Why Your Startup Doesn't Invest Sufficiently in its Differentiators	July 20
The Startup Founder's Almanac	July 19
Timing Cashflows of Your Sales Commissions and Your Customers	July 15
Lessons Learned from 20 Years at the Leading Edge of SaaS	July 10
Does Winner Take Most in SaaS?	July 8
A Deeper Dive into the Dynamics of the Seed Market	June 27
Why Series As are Much Easier to Raise in 2018 than the Past 5 Years	June 24
What I'm Grateful For	June 21
The Three Layers of Management	June 18
Our Investment in Kustomer	June 14
The Blockbuster Software M&A Market of 2018	June 12
Seven Strategic Rationales for the Microsoft/Github Acquisition	June 10
When You Hire an Executive, You're Hiring a Network	June 7
The 5 Forces Driving Startup Valuations Today	June 3
The Most Important Book You'll Read All Year	May 29
When Will the Next Wave of UI Advances Happen?	May 20
An Ode to the OKR - How to Motivate Greater Ambition in Teams	May 9
A Crypto-Trading Uber Driver and a Billionaire's Spat over Candy - On The Importance of Sticking to Your Strategy	May 6
The Challenge of Uncertainty	May 4
Separating The Quality of the Outcome and the Quality of the Decision	May 2
The Effect of Flush Private Markets on Software IPOs	April 30
Why I Overestimate My Contribution to My Team	April 22
The Disappearance of the Fundraising Demo	April 14
How to Reach More People with Content Marketing by Changing How You Write	April 8
The Importance of Time Value of Money for Startups	April 1
An Often Forgotten Characteristic About Your Startup's Ideal Customer Profile The Ideal Customer Profile. The perfect customer. Can you describe it for your startup? The more precisely you can describe it, the better. That will simplify disqualification. But articulating the ICP well isn't enough.	March 25
The Salesforce/Mulesoft Acquisition is a Bellwether for the 2018 M&A Market	March 20
Where are We in the SaaS Valuation Cycle?	March 18
Is Geographic Dispersion of Seed Dollars Really Happening?	March 8
Why Does Your Sales Team Lose Deals?	March 4
The Clearest Articulation of a Marketing Roadmap	March 2
Private Equity as an Exit Option for SaaS Startups	February 27
Dropbox S-1 Analysis - The King of Freemium	February 24
The ROI of Cash Burn for SaaS Startups	February 20
Startup Best Practices 27 - How to Use Options to Retain Key Employees in Your Startup	February 16
Things to Consider When Designing Your Startup's Logo	February 15
The Impact of Blockchain on SaaS	February 11
Clarity of Purpose - The Competitive Advantage of Focus	February 11
Expanding Your Time Horizon To Scale Your Startup	February 8
The Best Bit of Advice on Writing I've Received	February 2
Reorganizing Your SaaS Startup’s Organizational Structure to Optimize the Customer Lifecycle	January 31
How to Identify a SaaS Market that Machine Learning Will Disrupt	January 26
Yearning for the Vast and Endless Sea	January 19
Ten Year's Worth of Learnings About Pricing	January 17
An Era of Fundamental and Massive Change - The Capital Markets Innovation of the ICO	January 11
7 Predictions for SaaS in 2018	January 4
Jettisoning the Assumptions of Last Year	January 1

2017

Premoney vs Postmoney - Which is a Better Technique for Negotiating?	December 10
Meetings Shouldn't Be Boring	December 3
Managers Must be Insane to Brainstorm in Groups	November 30
How Quickly Does Headcount Scale in the Fastest Growing Software Businesses?	November 29
The Parallel Between Cryptocurrency and Continentals	November 26
An Antifragile Thanksgiving	November 22
False Competition - Why Defining Axes of Competition Matters	November 19
Disagree and Commit - A Management Principle for Highly Functioning Teams	November 11
The False Confidence of the LTV/CAC Ratio for Early Stage SaaS Startups	November 9
The Latent Purchasing Power in the SaaS Acquisition Market	November 8
Just How Disruptive Are ICOs to the Classic VC Model?	November 5
The Implication of Secular Increases in SaaS CAC	November 1
Important Changes in Revenue and Profitability Definitions for SaaS Companies	October 29
The Rising Stakes in SaaS	October 22
How to Decide With Speed and Conviction	October 15
Monte Carlo Simulations of Inside and Outside Sales Teams in a SaaS Startup	October 9
Shopify S-1 Analysis - Smiling All the Way to $10B	October 1
Decision-Making Auditing	September 24
How Much Should A SaaS Startup Invest in Sales & Marketing?	September 17
Ownership - A Defining Trait of a Leader	September 13
Should You Consider Emotional Intelligence When Hiring Your Startup's Team?	September 10
The Challenges of the Platform Go To Market	September 6
The Theory and Data Underpinning Sales Commission Plans	September 4
Hiring for a Discipline You Know Little About	August 31
Maximizing Productivity on My Commute	August 27
Has SaaS Become Commodified?	August 23
The Volatility of Multiples in the Public SaaS Market	August 21
The Limiting Factor of Voice and Dictation Adoption	August 18
Why Cash Conversion Cycle Matters for Your Startup	August 15
When, If Ever, Should Profitable Bootstrapped Startups Raise Capital?	August 13
Three Big Ideas on Technology Innovation Cycles	August 11
How to Decide When To Move Upmarket	August 8
Labor Arbitrage Comes to Silicon Valley	July 25
How Developed is Global Venture Capital Market?	July 23
The Quickest Way to Estimate How Much Your Startup Needs to Raise	July 20
Self Service Data	July 19
The Decline of Investment in San Francisco Startups	July 16
The Best Book on the Fundamentals of Selling	July 9
Patterns in Startup M&A Processes	July 7
The Five Questions You Need to Answer About Your Startup's Strategy	July 4
Gratitude	June 30
Prioritizing Your Startup's Roadmap	June 29
Adoption Chain Risk - The Importance of Selling to Everyone in Your Startup's Supply Chain	June 26
What the Online Advertising World Can Teach Us about the Evolution of Machine Learning in SaaS	June 20
Why Amazon's Acquisition of Whole Foods Matters for Startupland	June 19
How to Tell If You're a Great Manager	June 16
The Intense Power of a Strong Company Culture	June 14
SaaS Fundraising in 2017	June 12
Apprenticeship	June 7
Plant Trees You'll Never See	June 4
The "Hiring The Buyer's Role to Sell" Fallacy	June 1
Ethics in Machine Learning - An Opportunity for Startups to Lead	May 30
Startup Best Practices 26 - Choosing Your Startup's Competitive Strategy	May 26
The Unbundling of Excel	May 24
Bias Against Creativity	May 22
Data Middleware - The SaaS Ecosystem's Response to Fragmentation	May 19
Hiring for Bookings Capacity in Sales	May 16
The Challenges of Raising Your Series B	May 14
The Price Anchoring Effect of Distribution Platforms	May 11
The Challenge of Performance Pricing for SaaS Companies	May 9
The Bustling IPO Market of 2017	May 5
When Statistics Will Mislead You	May 3
A Spike of Venture Debt in Startups	April 30
My Algorithm is Better than Yours	April 26
A Tale of Two Go To Market Strategies	April 24
Is There a No Man's Land in SaaS ACVs?	April 21
When Machine Learning Just Isn't Enough	April 19
The Four Dimensions of a Demand Generation Portfolio	April 17
SMB or Enterprise - Which is the Better Go To Market in SaaS?	April 13
The Asset Allocator in Chief	April 9
Startup Best Practices 25 - Bounding the Unknown Unknowns	April 7
Managing a User's Trust with Machine Learning SaaS Software	April 5
Benchmarking Cloudera's S-1 - How 7 Key SaaS Metrics Stack Up	April 3
The Most Important Thing I've Learned about Writing	March 31
Customer Operations - An Idea for Maximizing Efficient Growth in SaaS Companies	March 29
Creating Tension in Your Startup's Marketing Positioning	March 27
When Should You Sell Your Startup?	March 23
Lies Managers Tell Themselves to Avoid Firing Someone	March 22
5 Charts on the State of the Seed Market in 2017	March 20
The Three Types of SaaS Value Propositions	March 17
The Best Content Marketers in the World	March 15
When to Innovate With Your Sales Process	March 12
A Product Manager's Guide to Moving Up Market	March 7
Startup Best Practices 24 - Marketing Your Product with Novel Framing to Maximize Sales Success	March 6
We are Lent into Each Other's Keeping	March 3
The Narrowing of SaaS Valuations	March 1
Psychology for SaaS Startups	February 28
Startup Best Practices 23 - Leveraging The Illusion of Explanatory Depth in Interviews	February 26
Three Strategies for Engendering Negative Net Churn in Your SaaS Startup	February 23
Benchmarking Mulesoft S-1 - How 7 Key SaaS Metrics Stack Up	February 21
How to Improve Your Decision Making by Learning from Computers	February 15
How Machine Learning Can Benefit Your SaaS Startup	February 13
One of the Hardest Things to Do in Sales	February 10
Announcing our Investment in Chorus	February 7
Against All Odds in Startupland	February 5
Modesty, First Principles and Opportunities for Startups	February 3
Which to Prioritize - Churn or Growth?	February 1
How Much Money Should I Raise for My Startup?	January 29
The Software Startup Sectors Raising the Most Capital in 2017	January 27
The Biggest M&A Multiple in Software History	January 24
Is Machine Learning Overhyped?	January 22
One of the Greatest Entrepreneurial Stories Ever Told	January 20
Using Chat in Content Marketing - Observations Several Months In	January 18
The $100M ARR Customer	January 17
What I Learned from Complete Burnout at Work	January 11
How Does Your Startup's Management Spend its Time?	January 9
Which Round Will Be the Hardest to Raise in 2017?	January 5
Benchmarking AppDynamics S-1 - How 7 Key SaaS Metrics Stack Up	January 2

2016

The Top 6 Posts of 2016	December 21
Just How Global is the SaaS Startup Phenomenon?	December 18
When to Increase Your SaaS Startup's Burn	December 16
When is the Right Time for Your SaaS Startup to Train its Sales People?	December 12
What is Your SaaS Startup Worth in an Acquisition?	December 7
Implications of Monoclouds for as-a-Service Startups - Why Differentiation Matters More than Ever	December 5
Winning with Data Available on Audible	December 1
The Important SaaS Accounting Changes Coming in 2017	November 30
How Much to Compensate SaaS Sales Teams for New Sales, Renewals and Expansions	November 28
How Should You Allocate Your Startup's OpEx between Sales and Engineering?	November 17
How to Create Competitive Advantage for Your Startup with Proxy Metrics	November 16
What Percentage of Revenue Should SaaS Startups Spend on Payroll?	November 14
The Customer Support Experience of the Future	November 10
How to Build Auction Pressure in Acquisitions and Financings	November 9
Trends in Early Stage SaaS Fundraising Market of 2016	November 7
The Limitations of Data and Benchmarks	November 5
Task List Zero - When Inbox Zero Isn't Enough	November 2
Are We Seeing the Beginning of SaaS Consolidation?	October 31
Why Demand Generation Can Be So Challenging For Startups	October 26
Your Startup's Competitive Advantage	October 23
What is the Optimal Contract Length for Your SaaS Startup?	October 20
The Challenge Facing Deep-Learning Powered Startups	October 19
How Big is a Typical Software Company Acquisition?	October 17
What Can You Remove from Your Product?	October 12
The Characteristics of the Most Attractive SMB SaaS Companies	October 10
Are SMB SaaS Companies Valued Differently than Mid-Market SaaS Businesses?	September 21
What's the Maximum Rate of Growth for Your SaaS Startup with Paid Customer Acquisition?	September 19
The Pressure to Move Up Market Facing SMB SaaS Startups	September 14
Startups as a Second Language	September 12
How Should I Think About My SaaS Startup's Burn Rate	September 9
Startup Best Practices 22 - Explicit Risk Bundles and Mitigations	September 7
Designing a Sales Quota Structure at the Earliest Stages of a SaaS Startup	September 2
How Much is Your SaaS Startup Worth?	August 31
3 Marketing Insights from a World Class SaaS Marketer	August 29
A Breakthrough in Human Computer Interaction	August 25
Success Has 1000 Fathers and Failure is an Orphan	August 24
Why Understanding Startup History is a Competitive Advantage	August 22
The Resurgence in Public Market SaaS Valuations	August 19
Event Driven SaaS - The Workflow of the Future	August 17
The Biggest Areas of Underinvestment in SaaS Sales Teams	August 15
The Clandestine Statisticians Who Changed the Course of the War	August 10
Median Startup Valuations and Down Rounds in 2016	August 8
Fighting and Leveraging Inertia in Sales	August 4
The Most Successful SMB SaaS Acquisition Channel Ever Built	August 3
A Structural Pricing Competitive Advantage in SaaS - The Three Part Tariff	August 1
The Quirky M&A Environment for SaaS Companies in 2016	July 29
How Fast Does a SaaS Startup Have to Grow to Survive?	July 27
Which of the Three Software Budgets Does Your SaaS Startup Target?	July 24
The Smallest ACV to Justify an Inside Sales Team at a SaaS Startup	July 21
Flux in the Fundraising Market	July 19
Learning to Code in a Whole New Way	July 15
Dream Teams: The Characteristics of Billion-Dollar Startup Founders	July 14
The Increasing Costs of Real Estate for Startups in San Francisco	July 13
The Next Big Shift in SaaS	July 11
How Healthy is the SaaS IPO Market?	July 1
You're in the Business of Selling Promotions	June 28
The Two Ingredients of Mastery	June 27
How Many Inboxes Do You Have?	June 23
The Decline of New SaaS Company Formation	June 21
The Four Factors to Consider When Developing Your Startup's Pricing Strategy	June 20
Mitigating Myopia in SaaS Marketing	June 16
The Impact to Startups of the LinkedIn Acquisition	June 13
The Key Ingredient to Disrupting with Machine Learning	June 10
Subverting Systems of Record with Chat Bots	June 8
When to Scale Sales for Your SaaS Startup	June 7
The Beginning of Consolidation in SaaS	June 2
Comparing Two Ways to Build a SaaS Sales Team	June 2
Start with the Premise that Everything is Noise	May 31
The 3 Types of Channel Strategies for SaaS Startups	May 26
What Average Contract Value is Best for a SaaS Company	May 24
The Decentralization of Venture Capital	May 23
Is A/B Testing A Good Idea for SaaS Startups?	May 16
The Leading Predictor of Series A Valuation for SaaS Companies	May 12
Are You Spending Enough Time on Your Startup's Go To Market?	May 10
SaaS Companies Are Changing their Growth Strategies	May 9
The Rising Importance of Reseller Channels in SaaS	May 5
A Key Moment in Time for Vertical SaaS Startups	May 4
Is the 2016 Economy a Risk to SaaS Companies?	May 2
Land, Expand, Retain	April 29
Five Charts on the State of the Early Stage SaaS Market in 2016	April 26
The Secret of Exceptional Teams	April 25
There are Only 3 Pricing Strategies for Your Startup	April 22
Just How Far Along Are We In SaaS?	April 21
Have VCs Changed Their Seed Investment Strategies?	April 19
Party Rounds in Seeds - Just Getting Started or Has the Clock Struck Midnight?	April 18
Five Questions About The Future of Chatbots	April 14
All New Ideas are Combinations of Old Ideas	April 10
Inside-Outside-Bias in Startups	April 8
The Optimal Seed Round Strategy - Timing and Size	April 7
The Future of Machine Intelligence	April 5
Inflation and Deflation in the Startup Fundraising Market	April 4
Q1 2016 Startup Investment Trends	April 1
Winning with Data	March 31
The Craft of Management	March 29
The Equation that Governs Your Sales Team's Effectiveness	March 27
Seizing the User's Point of Maximum Intent	March 24
Startup Best Practices 22 - Using Scenario Planning for Strategic Decisions	March 22
Your Customer's Top 3 Priorities	March 21
Disruptive Innovation in SaaS by Competing with Non-Consumption	March 18
The Future of Collaboration - Instant Data	March 17
In Every Great Product There's a Bit of Magic	March 15
From Modest Roots to $10.7T in Market Cap	March 13
A Technology Innovation Leading to a Go-To-Market Advantage	March 11
Authenticity in Leadership	March 10
The Strategic Shift in Revenue for SaaS Startups as They Scale	March 9
What's Really Happening in the US Venture Fundraising Market in Early 2016	March 7
Resilience and Telos in Entrepreneurs	March 4
The Startup Office of the Future	March 2
What Pricing Implies About Product Market Fit for Startups	March 1
Not All Revenue Dollars Are Created Equal	February 28
Benchmarking Exceptional Series A SaaS Companies	February 25
Hacking Your To Do List with Your Calendar	February 23
The Impact of a Changing Venture Environment on Startup Fundraising Terms	February 22
SaaS Office Hours in New York - A Q&A on the State of the SaaS Market	February 18
The Power of Open Source to Solve the Data Fragmentation Challenge	February 17
Venture Debt for SaaS Startups	February 15
The Other Payback Period that Matters in SaaS	February 12
How to Become Profitable Faster in SaaS	February 11
Mr. Market and the SaaS World	February 9
The 57% Drop in SaaS Valuations	February 7
The Nature of Leverage in Fundraising Conversations Has Changed	February 5
With Smart Software, Sell Ironman Not Robocop	February 3
The 12 Things I Know About You	February 1
Chained Probabilities in Startup Business Models	January 29
The Question to Ask Before Starting a Company in 2016	January 26
The New UI for SaaS - The Question	January 24
3 Questions for Startups to Answer for Themselves in a Volatile Fundraising Environment	January 21
When Data Confounds Our Intuition	January 19
The Metric that Matters for Startups in 2016	January 15
The Downward Pressure of Public Markets on Startup Valuations	January 13
The State of the Startup Fundraising Market in 2016	January 11
How Your Startup's Org Chart Changes Your Product	January 8
How Many Funnels Does Your Startup's Product Have?	January 7
When Startup Compensation Isn't About the Money	January 5
The Hottest Startup Sectors in 2016	January 3

2015

A Rich Library of User Onboarding Analysis	December 16
Is Now a Good Time to Start a Company?	December 14
Building the Machine - Organizational Design in Startups	December 10
Are You Present?	December 10
Steady and Persistent Growth to $5.5B in Market Cap - The Ultimate Software Company	December 8
Pricing for SaaS Enabled Marketplaces - When to Go Free	December 7
A Framework to Maximize Your Startup's Hiring Success	December 4
Startup Best Practices 21 - Your Startup's Recruiting Scorecard	December 3
The Tech Press Cycle and Unicorns	December 1
The Biggest Buyers of Software Companies in 2016	November 30
Startup Best Practices 20 - Managing Oneself	November 24
SaaS Office Hours with Maia Josebachvilli on Strategic and Tactical Recruiting Metrics	November 23
4 Lessons For SaaS Startups From Optimizely's Early Days	November 19
The Right Kind of Mania	November 15
How Much Cash Should Your SaaS Startup Burn?	November 12
Benchmarking Atlassian's S-1 - How 7 Key SaaS Metrics Stack Up	November 10
2015 Software Startup IPOs and M&A - What Does the Data Imply for 2016?	November 9
SaaS Office Hours at Redpoint with Pete Koomen	November 6
3 Go-to-Market Insights from Kenny van Zant at SaaS Office Hours	November 5
What is the Optimal Quick Ratio for Your SaaS Startup?	November 3
The Next Major Technology to Shape SaaS	November 2
What Quota Attainment Reveals About Your SaaS Startup's Go to Market	October 28
The Most Transformational Force in US Society	October 27
Startup Best Practices 19 - Recognizing the Breaking Points of Your Startup's Management Structure	October 25
SaaS Office Hours with Kenny van Zant	October 23
Five Words of Wisdom from SaaS Office Hours with Bill Macaitis	October 22
How Much Should You Pay Your SaaS Startup's Sales People?	October 21
Using Vaporware to Validate a Product Idea and Generate Demand for Your Startup	October 19
5 Mistakes SaaS Startups Often Make with Pricing	October 15
The Turbulence in Startupland	October 13
Startup Best Practices 18 - Collaborating with Your Customer During Your Sales Process	October 11
8 Customer Discovery Questions to Validate Product Market Fit for Your Startup	October 8
SaaS Office Hours at Redpoint with Bill Macaitis	October 7
The Essential Go To Market Math for Beating Your SaaS Startup's Growth Targets	October 5
The Indicators of True, Strong Customer Demand for a SaaS Product	October 2
Startup Best Practices 17 - Strategic Planning Using Your Startup's Fundamental Equation	October 1
What 10x More Seed Capital Means for Founders	September 27
Data Network Effects in SaaS Enabled Marketplaces	September 24
Data Design Patterns - The Building Blocks of a Data Driven Culture	September 22
The Importance of Payback Period for SaaS Startups	September 21
Do Vertical SaaS Companies Benefit from Higher Sales Efficiency?	September 17
Vertical SaaS Startups Require Different Go To Market than Horizontal SaaS Companies	September 14
Why Skillful Fundraising is a Huge Competitive Advantage	August 30
Why Bottoms Up Selling is a Fundamental Shift in SaaS	August 28
Four Important Data Points about Purchasing Behavior in SaaS	August 26
What SaaS Startups Miss in User Onboarding	August 25
The Impact of the Stock Market on SaaS Valuations in 2015	August 24
Startup Trends from YCombinator's Demo Day	August 20
The Number One Objection in the Sales Funnel	August 18
The 3 Ways Culture Enables Startups to Scale	August 17
Lessons from the 8 Great CEOs	August 14
Startup Best Practices 16 - Option Pool Planning	August 13
The Magic of Email Snooze	August 11
The Implications of Raising a High-Priced Round	August 9
Why Startups Are Growing Faster Today than Ever Before	August 7
How the Changes in UX Assumptions Create Opportunities for Startups	August 6
When Do SaaS Startups Hire Their First VP of Sales	August 5
Benchmarking Netsuite's S-1 - How 7 Key SaaS Metrics Stack Up	July 30
What's Really Happening in the World of Bitcoin Investment	July 29
If You Chase Two Rabbits...	July 28
Why Consumer Startups Dominate the Megaround Market	July 26
We Must Strive to be Ourselves	July 23
The Best Goal Setting Frameworks	July 21
Take Your Startup to the Limit	July 20
How Similar is the Fundraising Environment Today to 2000?	July 16
At Some Point, You Have to Move Out of Your Parent's Basement	July 15
The Fastest Growing Areas of Startup Investment in 2015	July 14
Startup Best Practices 15 - Start With the Why	July 12
Startup Investment Trends in 2015	July 9
The Most Successful SaaS Sectors	July 8
The Increasing Fragmentation of SaaS	July 7
Five Charts on the Second Seed Market	July 6
Trends In Startup Acquisition Market in 2015	June 30
Three Data Points on Email List Unsubscribe Patterns	June 29
Startup Best Practices 14 - Slash and Burn Your Calendar	June 24
The Beauty of Bottoms Up SaaS Businesses	June 23
The Impact of Interest Rates on Startup Fundraising	June 22
Which Open Source License Should Your Project Use if You Want to Raise Venture Capital?	June 19
The Early Winners in the Consumer Hardware Wave	June 18
The Disruptive Effect of Open Source Startups	June 16
Startup Best Practices 13 - Patience with Unit Economics	June 14
Startup Best Practices 12 - Customer Success Compensation	June 11
How an $11B SaaS Company Measures Churn	June 10
Benchmarking ServiceNow's S-1 - How 7 Key SaaS Metrics Stack Up	June 9
The Expanding Role of Marketing in SaaS Companies	June 8
Why We're Only Just at the Beginning of SaaS	June 5
Welcome, Mina!	June 4
Unpacking the Deep Diagnostic Value of LTV/CAC for SaaS Startups	June 3
Startup Best Practices 11 - The 9 Box Matrix Talent Model	June 2
When Should Your SaaS Startup Offer Professional Services	May 31
The Health of the SaaS IPO Market	May 28
Should You Take Cash or Stock to Sell Your Startup?	May 27
The Risk Sales Discounts Impose to Startup Burn Rates	May 26
Free SaaS Enabled Marketplaces - A Novel Go-To-Market for Software Startups	May 21
A Very Unusual Book about Startup Culture	May 20
The First Generation of the Talent Software Wars	May 19
The 4 Teams Within Customer Success Organizations	May 15
From $800k to $274M in 4 Years - The Story of Ariba	May 14
The Decreasing Follow On Financing Success of Startups	May 11
The First Mobile-Only SaaS Company	May 8
How Great Unit Economics Enables Startups to Weather the Storm - The Story of WebEx	May 7
Startup Best Practices 11 - Practice Negotiations Before the Meeting	May 5
Which is a More Efficient Way to Build a SaaS Startup - Bottoms Up or Top Down?	May 3
What an Acquisition of Salesforce Means for Startups	April 30
How to Make Pretty Charts	April 30
A SaaS History Lesson – The First SaaS Company's Exceptional Journey	April 28
How Important Is It For a SaaS Startup to be Profitable?	April 27
Measuring Bookings, MRR, Revenue and Cash for Your SaaS Startup	April 23
Why the Bubble Question Doesn't Matter	April 21
The Innovator's Solution for SaaS Startups - The Flywheel SaaS Company	April 19
How Faster Sales Cycles Become a Competitive Advantage	April 16
How Many Unicorns Sell Each Year?	April 14
Hacking the Performance Evaluation	April 13
The Gamble of the Private IPO	April 10
The Innovator's Dilemma for SaaS Startups	April 9
Are SaaS Startups Today Worth More than Ten Years Ago?	April 5
Startup Best Practices 10 - Building Your Startup's Institutional Memory	April 2
The Runaway Train of Late Stage Fundraising	April 1
3 Key Ingredients of a Sales Compensation Plan	March 30
The 5 Key People in a SaaS Sales Process	March 26
The Best Book on Building a SaaS Sales Team	March 24
The SaaS Company that Grew from 0 to 4M Subscribers in 2.5 Years	March 22
The Forces in Tension in the SaaS Fundraising Market	March 18
The 5 Marketing Channels of Great SaaS Companies	March 18
Why Your Startup's Churn Rate Affects Your Company's Ability to Plan Its Future	March 16
The State of the SaaS Fundraising Market	March 13
The Most Important Thing Has Never Been the Numbers	March 11
Sales Funnel Optimization for SaaS Startups	March 10
The Sudden Growth in Series A Round Sizes	March 6
Trends in the Startup Acquihire Market	March 5
The Compounding Returns of Content Marketing	March 3
The Seed Investment Market in 2015	March 2
Modeling Your SaaS Startup's Revenue Growth Effectively	February 25
Creating the Strangely Familiar	February 24
The Three Dimensions of Content Marketing Strategy for Startups	February 17
Challenging Your Customers During Your SaaS Startup's Sales Process	February 13
The Data Behind the Rule of 40%	February 11
The Rising Costs of Scaling a Startup	February 10
A Single Report to Measure the Health of Your Startup's Sales Team	February 9
Why Managing For Progress is So Important	February 6
The Employee Productivity Patterns of Billion Dollar SaaS Companies	February 5
The 4 Types of Customer Success Organizations	February 4
A Simple Tool to Organize, Remember and Deliver Your Important Presentations	February 3
Benchmarks for Employee Stock Based Compensation in SaaS Startups	February 2
Five Things I've Learned about Content Marketing Strategy	January 30
Five Bits of Management Wisdom from Pixar	January 29
Benchmarking Salesforce's S-1 - How 7 Key SaaS Metrics Stack Up	January 27
The Compression in SaaS Valuations	January 23
The Fundraising Patterns of Unicorn SaaS Companies	January 22
The Characteristics of the Most Successful Teams	January 20
The Increasing Growth Rates of SaaS Companies	January 19
Are SaaS Startups Less Profitable than they Used to Be?	January 16
Benchmarking Xero's S-1 - How 7 Key SaaS Metrics Stack Up	January 15
The Rising Table Stakes in SaaS	January 14
My 2 Favorite Gadgets from 2014	January 13
The Sales Motions of B2C2B Companies	January 12
Benchmarking LinkedIn's S-1 - How 7 Key SaaS Metrics Stack Up	January 8
B2C2B Startups - Why Selling with Internal Influencers is so Powerful	January 7
3 Questions about Founders as CEOs in SaaS Companies	January 6
The Sudden Shift in SaaS Product Pricing	January 5

2014

A Surprising Source of Traffic for Breakout Content Marketing	December 19
How Customer Success Meaningfully Reduces Cost of Customer Acquisition	December 18
Why the Time to $1B in Valuation for Startups is Decreasing	December 16
The Importance of Segmentation for Your SaaS Startup	December 15
The Concur Acquisition in Context: A SaaS MegaExit	December 14
The Importance of Mindfulness When Managing a Startup	December 12
Benchmarking Box's Updated S-1 - How 7 Key SaaS Metrics Stack Up	December 11
The Acquisition Environment for Startups in 2015	December 10
The Technology Sectors that Create the Most Value	December 8
When Will the Tech Bull Market End?	December 5
The 2014 Class of SaaS IPOs	December 4
Brutal Intellectual Honesty	December 2
Nailing Your Startup's Value Proposition	December 1
The Fundamental Unit of SaaS Growth	November 25
How Much Should Your Startup Spend on Customer Account Expansion?	November 24
Why 2015 Will be a Great Year for Startups	November 21
How Important are Professional Services to Your Startup?	November 20
Why Negative Churn is Such a Powerful Growth Mechanism	November 18
Benchmarking New Relic's S-1 - How 7 Key SaaS Metrics Stack Up	November 17
A Unique Chronicle Of A Billion Dollar Company	November 14
Why Your SaaS Startup Needs a VP of Customer Success Sooner Than You Might Think	November 12
The Most Effective Questions to Use When Interviewing Candidates	November 10
Why It's a Great Time to Raise a Seed Round	November 6
The 7 Factors to Consider When Pricing Your Startup's Product	November 5
Why Series A Startup Founder CEO Equity Stakes Have Grown 40% in Five Years	November 4
The Meteoric Acceleration in Series A Valuations	November 3
The Stability of the Current Tech Market	October 31
One of the Best Business Opportunities in the Next Decade	October 30
Four Important Data Points on Measuring Your Startup's Customer Happiness	October 29
The Impact of Investor Geography on Your Seed, Series A and B Check Size	October 26
Using Statements of Work to Accelerate Sales Cycle and Align Sales, Customer Success and Marketing	October 24
The Obscure Economic Idea Behind SaaS Pricing Challenges	October 23
The 9 Marketing Disciplines of Great SaaS Companies	October 22
Why Revenue Isn't the Most Important Financial Metric for Startups	October 20
The Fastest User Interface	October 17
Benchmarking SaaS Startup Efficiency with Revenue per Employee Metrics	October 16
The Four Key Trends of the Startup Acquisition Market	October 14
Benchmarking WorkDay's S-1 - How 7 Key SaaS Metrics Stack Up	October 13
The Key Financing Attributes of Startups in the Billion Dollar Club	October 10
Why Personas Are Critical Product Development and Go To Market Tools for Startups	October 9
The Unexpected and Uneven Evolution of the Startup Fundraising Market	October 8
Second Seed Rounds: How They Impact a Startup's Ability to Raise a Series A	October 6
Come Work on the Redpoint Software Team!	October 2
The Valuable Startup Equity That's Not Captured in Your Cap Table	October 1
Benchmarking MobileIron's S-1 - How 7 Key SaaS Metrics Stack Up	September 30
How Much Cash Should Your Startup Burn?	September 29
Startup Best Practices 9 - Structuring One on Ones to Maximize Your Team's Success	September 26
The Three Frameworks You Need to Create Powerful Presentations and Tell Compelling Stories	September 24
Benchmarking Tableau's S-1 - How 7 Key SaaS Metrics Stack Up	September 22
What You’re Making Is In A Perpetual State Of Almost Right Up Until The End	September 18
Startup Best Practices 8 -Getting the Most from Your Team By Preventing Burnout	September 17
Benchmarking Veeva's S-1 - How 7 Key SaaS Metrics Stack Up	September 15
The Innovations Free Compute and Storage Unleash	September 12
A Collection of Uncommon Points of View on Startups	September 11
The Optimal Price to Maximize Sales Efficiency for a SaaS Startup	September 9
Benchmarking Zendesk's S-1 - How 7 Key SaaS Metrics Stack Up	September 3
The Best Way to Benchmark a SaaS Startup	August 28
Benchmarking Hubspot's S-1 - How 7 Key SaaS Metrics Stack Up	August 27
The Impact of a Startup's Location on its Acquisition Potential	August 25
Not A Conventional Company	August 21
The Four Kinds of Social Capital that Matter When Building Products	August 20
Benchmarking Consumer and SaaS Companies' Path to IPO	August 19
The Three Most Important Trends in the Seed Fund Raising Market	August 18
Are Tech IPOs Dying?	August 15
The Most Important Investment a Startup Can Make	August 14
Why Customer Success? Why Now?	August 12
4 Major Competitive Trends in Mobile App Stores	August 11
The B Corporation - A Novel Structure for Mission Driven Startups	August 7
The Challenge Facing Mobile-First SaaS Companies	August 5
What the Public Markets Trends Say About the Fundraising and M&A Environment Startups	August 4
The Secret Ingredient to the Best Startup Fundraising Pitches	August 1
Building a Performant Customer Success Organization	July 31
How to Retain Your Startup's Best Employees	July 29
What Q2 Tech Earnings Reports Say About the State of the Technology Market	July 28
The Best Advice I've Ever Received	July 25
How Much is Your Business Worth?	July 24
The Coming Wave of Venture Capital and What It Means for Your Startup	July 23
Lessons from Interviews of Pre-Eminent VCs in 2000	July 21
How to Maximize Your Organic Twitter Content Marketing Efforts	July 15
The Next Era in SaaS	July 14
One of the Greatest Opportunities to Learn	July 11
Trends in the Startup Acquisition Market	July 10
How Vibrant is the Hardware Startup World?	July 8
An Exceptional Story with Exceptional Data	July 2
The Importance of Hometown Investors for Startups	July 1
The Marketing Math Behind Scaling a SaaS Salesforce	June 30
The Insularity of Silicon Valley	June 27
Why Smart Watches Could be a Huge Trend in Mobile	June 26
The Five Forces Shaping the Fundraising Market	June 25
The Hottest Startup Sectors	June 24
The Disruption Debate is Focused on the Wrong Ideas	June 23
The 3 Minute Technique for Brainstorming Your Startup's Product Roadmap	June 17
The Great Unbundling of Email	June 16
How Much Should Your Startup Spend to Grow?	June 13
The Optimal Seed Round Construction to Maximize Series A Success	June 12
The Impact of VCs in Seed Rounds in Seven Charts	June 9
The Riskiest Investment a Startup Can Make	June 6
The Hidden Costs of the Switching Products in the Consumer Web	June 4
Salesforce's Marketing Secret - The Fourth Marketing P	June 2
The Common Characteristics of Successful Freemium Companies	May 30
The Impact of Varying Sales Hiring Strategies on SaaS Startups	May 28
The Common Language of Great Teams	May 27
The Five Letters that Will Change the Data World: BYOBI	May 23
Confessions of a Perpetual Freeloader: When to Jettison the Freemium Tier	May 22
A Surprisingly Powerful Mechanism for Growing a SaaS Startup	May 21
What's Wrong with the Internet of Things	May 20
How the Fund Raising Market Will Evolve in 2014	May 19
The Workplace of the Future	May 16
The 4 Challenges Facing Customer Success Teams in SaaS Startups	May 15
Ruthlessness and Grit in Startups	May 13
Startup Best Practices 7 - How to Use Andy Grove's Stagger Chart to Build Predictability into a Startup	May 12
The Worst Time of Year to Raise A Seed Round	May 9
9 Books Every Entrepreneur Should Read	May 8
The Current State of the Consumer Internet Market	May 6
A Framework for Maximizing Startup Marketing Effectiveness	May 5
Surprising Trends in Startup Founder Equity Stakes	May 2
What's Happening to the SaaS Market?	May 1
The Surprising Compensation Trends of Startup Executives	April 29
Quantifying the Cost of a Bad Hire	April 28
Quantifying a SaaS Startup's Revenue at Risk	April 23
How to Determine Which Price is Best for Your SaaS Startup's Product	April 21
The Challenges SaaS Businesses Face Communicating their Financial Health	April 17
The Power of a Coach	April 16
The Investment Patterns of SaaS Companies in Sales and Engineering Over Time	April 15
The Correction in SaaS Company Valuations	April 9
The Great Keyboard Layout Debate	April 8
Do Startups Require Less Capital to Succeed than 10 Years Ago?	April 4
The Financing Trends of Billion Dollar SaaS Companies	April 3
Subscriber Cannibalization and Other Mysteries in Content Marketing	April 1
My Surreal UberX Experience	March 31
Reflections on YCombinator Demo Day: How the Seed Market Has Changed	March 27
Startup Best Practices 6 - Avoiding the Bike Rack Effect	March 24
Benchmarking Box's S-1 - How 7 Key SaaS Metrics Stack Up	March 24
The Hardest Round to Raise for Startups	March 21
The Machinery of Blogging	March 20
Are VC Mega-Rounds the New Normal?	March 19
How Fast Must a SaaS Startup Grow to Raise a Series A?	March 17
SaaS Startup Balance Sheets: How Much Cash & How Much Debt to Raise	March 14
How Quickly Does a SaaS Startup Have to Grow to Go Public?	March 13
Why There's Never Been a Better Time to Found a SaaS Startup	March 11
The New Market Places	March 10
A Moore's Law for Data	March 6
Great SaaS Companies Focus on Behavior Change	March 5
Do More Competitors in a Sector Decrease Fundraising Success?	March 3
The Four Key Steps in Startup Fund Raising Processes	February 28
The Things You Do Often Create the Things You Believe	February 27
Which Acquirer Pays the Most for Startups?	February 26
Why the WhatsApp Acquisition Changes Everything	February 23
What to Look for When Hiring a Head of Marketing for Your Startup	February 20
The Impact of a Startup's Location on Its Ability to Raise Capital	February 18
How to Combat Inaccurate Data and Faulty Statistics When Making Decisions	February 13
Why Startups Face Increasing Competition in Raising Series As and Bs	February 12
How Your Startup's Sector Affects Your Ability to Raise a Series A	February 9
Using Data to Pick the Optimal Name for Your Startup	February 7
The Minimum Size Seed Round to Maximize Series A Follow On Investment	February 6
Do Larger Seed Rounds Lead to Bigger Series As?	February 4
The Optimal Average Customer Value for SaaS Startups	February 3
Military Strategy Applied to Startups	January 31
The Technology that's Taking Data Science by Storm	January 30
The Maximum Viable Churn Rate for a Startup	January 29
The Best Times of Year to Raise Capital for Your Startup	January 28
The Go-To-Market Challenges of B2D Companies	January 27
Using Data to Demystify Data Science	January 22
How One Startup's Engineering Team Cut their Engineering Release Times in Half	January 22
What the Nest Acquisition Means for the Internet of Things	January 21
Three Important Trends in the Startup Exit Market	January 20
The Average Value of a Tech Company is Decreasing	January 16
Why Everything I Thought I Knew About Churn Is Wrong	January 15
The Two Key Skill Sets Startups Must Develop To Grow	January 14
Why Quotas Aren't the Most Important Number for Startup Sales Teams	January 13
The Importance of Seasonality in SaaS Startups	January 9
My Thoughts on CES - The Six Trends on the Show Floor	January 8
The Three Doors to SaaS Success	January 7
How Healthy is the Public Technology Market?	January 6
Should Your Startup Adopt a New Management Style?	January 3
Startup Best Practices 5 - Effectiveness, not Productivity	January 2
Frequently Asked Questions	January 1

2013

Startup Best Practices 4 - Managing Monkeys	December 20
Revenue per Employee Benchmarks of Billion Dollar Companies	December 17
The 10 Most Important Metrics in a Startup's Financial Statements	December 16
A 47 Year Old Prediction Comes True	December 13
Using Price & Demand Curves to Inform Startup Product Roadmaps	December 11
How Much Does It Cost to Take Your Startup Public?	December 10
The Typical Billion Dollar Startup Acquisition	December 9
What Bitcoin and Internet of Things Startups Have in Common	December 6
The 10 Most Important Metrics in a Startup’s Financial Statements	December 6
How to Hire a Head of Customer Success for Your Startup	December 5
How to Grow Huge: Proprietary Distribution Channels	December 4
Startup Best Practices 3 - How to Structure a Sales and Marketing Team	December 3
The Tablet-First Retail Startup	December 2
The Most Effective Way of Visualizing Funnels	November 22
The Next Big Opportunity in Mobile Advertising	November 21
Startup Best Practices 2 - Startup Team Sizes	November 20
The Language of the Web	November 19
How Much Cash Does Your Startup Need To Go Public?	November 18
This Message Will Self-Destruct in 48 Seconds	November 17
Startup Best Practices 1 - Situational Management	November 15
The Missing Startup Design Pattern Is Management	November 14
The Missing Startup Design Pattern	November 14
The Secrets Behind Content Sharing Widgets	November 13
Why the Petal Diagram Isn't the Best Competition Diagram for Startup's Pitch	November 12
The Ratio of Engineers to Sales People in Billion Dollar SaaS Startups	November 11
How I Built a Performant and Measurable Content Marketing Engine	November 8
The First Form of Communication that Changes Depending on Who is Using It	November 7
The Future of Journalism in the Touch Era	November 6
The Single Biggest Determinant of Startup Valuations at IPO	November 5
How Mobile is Disrupting Even the Most Successful Internet Products	November 4
The Most Important Feature In KitKat No One is Talking About	November 1
The Three Churn Mitigation Strategies of SaaS Startups	October 31
Quick and Dirty Product/Market Fit Validation: Can You Hit Your Quota?	October 30
The Unexpected Compensation Trends of Post-Series A Startup Founder/CEOs	October 29
Dream Teams: The Characteristics Of Billion-Dollar Startup Founders	October 29
The Internet Subscription Startup is Winning	October 25
Anticipatory Commerce: the Evolution of Intent on the Web	October 24
A Startup's Rosetta Stone - How to Succinctly Communicate the Details of a Business	October 23
The SaaS Valuation Bubble	October 22
What a Dog and a Monkey Taught Me About Management at Google	October 21
Silicon Valley's Library	October 18
Using Gaming Product Hacks to Maximize Freemium SaaS Growth	October 17
How Much Should Your Startup Spend on Managing Churn?	October 16
The Two Characteristics of Seamless Mobile Payment Experiences	October 15
The Optimal Blog Post Length to Maximize Viewership	October 14
Why Customer Success Is An Essential Part of Every SaaS Startup	October 11
Sales Efficiency Benchmarks for SaaS Startups	October 10
The Simplest Brand Health Question For Your Startup	October 9
How APIs Will Evolve	October 8
Using Twitter Recirculation to Maximize Content Marketing Effectiveness	October 7
Deserve is a Toxic Word	October 3
Which of the Five Types of Data Science Does Your Startup Need?	October 2
The 3 Competitive Defenses of Enduring SaaS Companies	October 1
The Single Best Content Marketing Channel for Your Startup	September 30
What Your Startup’s MRR Figure Is Hiding	September 27
The Developer Economy: Power to the Coders	September 26
A Five Year Android User Switches To iOS	September 25
Using The Friend Paradox to Maximize Your Effectiveness at Startup Networking Events	September 24
Sexism, Statistics and Space s How Disruptive Startup Ideas Are Discovered	September 23
Which Half of Your Startup’s Emails Are Wasted?	September 20
How To Take Exceptional Notes and Be Productive with Paper	September 18
Interpreting Cohort Data - The 3 Key Analyses for Measuring Your Startup’s Product Performance	September 17
How Wordpress Used VideoConferencing and IRC to Change the World	September 16
Google F1 and The Cascade of Innovation New Databases Create	September 13
Crossing the People Management Chasm - A Necessity of Startup Growth	September 12
Six Key Benchmarks for Your SaaS Startup	September 11
The VC Firm of the Future	September 10
The One Best Metric for Your Startup to Maximize	September 9
The Best Content Marketing Campaign in the Last Year - Do VC Blogs Actually Lead to Investments?	September 7
You’re Not Finished Selling Until You Change Your Customers Habits	September 6
Not Sharing the Opportunity to Learn is a Cardinal Sin	September 5
How Web Development Techniques Are Infiltrating Mobile Apps	September 4
The Part They Don’t Tell You About Startup Team Building	August 30
Mobile Social Networks: The New Customer Acquisition Powerhouse	August 30
The Series A Is Overloaded	August 29
The Sales and Marketing Spend Strategies of Billion Dollar SaaS Companies	August 26
Analyzing Twitter Ad Performance for the Last 9 Months	August 26
Marketing’s Technical Liberation	August 22
The Fundamental Challenge of Your Startup’s First Hire: Leading and Learning at the Same Time	August 21
A team of founders who had just made their first their first hire asked me about culture and on boarding. How do they go about managing people? How do they maintain the values of the business?	August 21
Choosing a Content Marketing Strategy for Your Startup	August 19
Your Startup’s Three Horizons	August 16
The Seed Investment Patterns of Billion Dollar Startups,w	August 15
The Seed Investment Patterns of Billion Dollar Startups	August 15
The Founder’s Null Hypothesis	August 14
Announcing Redpoint’s $16M Series A Investment in Looker	August 13
Cohort Analysis for Startups - Six Summary Reports to Understand Your Customer Base (With Code)	August 12
Anticipatory Computing - The Next Big Thing Is Enabling Laziness	August 7
Great Startup Product Design Is Telepathic	August 5
The 3 Different Strategies of Venture Funds	August 2
Community Marketing: Starting A Movement For Your Product	July 31
Maximizing the Value of Investor Referrals	July 29
How CrowdFunding Embodies Amazon’s Product Management Process	July 29
Why Support Software Is the Future of Work Email	July 26
Framing Your Startup’s Sales Pitch: Focus on Value, Not on Cost	July 25
Framing Your Startup’s Sales Pitch: Focus on Value, Not on Cost	July 24
Product Market Engagement: The Missing Step in Lean Startup Methodology	July 23
Product Market Engagement: The Missing Step in Lean Startup Methodology	July 22
Your Startup’s Office Is Missing a Room	July 18
The Three Phases of Startup Sales	July 17
The Five Characteristics of An Ideal SaaS Company	July 15
Your Startup’s Office Is Missing a Room	July 13
Data, Data Everywhere, Not a Second to Think	July 12
Why Starting a Company Is Completely Irrational	July 11
Peak Smart Phone - What Happens to the App Economy When Smartphone Penetration Reaches 100%?	July 6
A Formula for Innovation	July 6
The Compounding Returns of Content Marketing - The Data Behind Why Persistence Pays Off in Blogging	July 2
Throwing in the Towel on Google’s Go: What Programming Taught Me About Sales	June 28
The Startup Sector That’s Quietly Booming	June 27
The First Rails App I Built at Google	June 26
How to Analyze Your Startup Like A VC in 15 Minutes Or Less	June 24
Debunking the Myths of Social, Viral and Community	June 21
Debunking the Myths of Social, Viral and Community	June 21
It’s Time to Start Worrying About the Next Round for Your Startup	June 19
A Formula For Innovation	June 17
Piecing Together A Quilted Social Network: Does M&A Work for Social Nets?	June 14
The Return of Venture Backed Hardware	June 13
The Library in Building 42	June 12
Why Starting a Company Is Completely Irrational	June 11
The Most Effective Price Discovery Question for Your Startup	June 11
Why PRISM May Herald a New Golden Age for P2P	June 10
The Bewildered User at the Center of the Legal Firestorm	June 7
The Most Under-Appreciated Startup Team Member	June 6
The Dawn of the Voice-to-Text Era	June 5
Why You Should Be Measuring Time To Utility For Your Product	June 4
The Data Behind Why Google’s Play Is So Much Harder For Startups To Crack Than the iOS App Store	June 1
Elon Musk’s Genius: Understanding the Cost of a Screw and the Value of a Photo	May 30
Block and Tackle Product Marketing	May 29
Startup Pricing - How to Manage Channel Conflict	May 28
A Startup’s Guide to Maximizing Last Mover Advantage	May 24
Antagonism is the Heart of the Consumerization of IT Movement	May 23
Investing in the Consumer Web is Dead	May 22
You Shouldn’t Start an Ad Tech Company, But If You Do…	May 20
The Future of Human Data Interaction	May 17
Coding and Cooking: The Connection between Jacques Pepin and Database Migrations	May 16
Social Network Alchemy: The Five Ways of Turning Users Into Gold	May 15
Your Startup’s API Could be Its Disruptor	May 14
Redpoint is Hiring a Consumer Analyst	May 13
How Will I Enable Greatness Today?	May 10
The Greatest Challenge to Facebook, LinkedIn and Twitter is Unbundling	May 9
Reverse Engineering Your Startup’s Success	May 7
Three Counterintuitive Points about SMB SaaS	May 6
Hiring Your Startup’s First Salesperson	May 3
The Secret to Growth Hacking	May 2
What Today’s Revolution in Publishing is Missing	May 1
The Antidote to Burnout is Progress	April 30
Building Content Strategy by Segmenting and Analyzing Twitter Followers	April 29
Design’s New Frontier: The IRL Era	April 26
Out of My Depth	April 25
The Twitter Game, Google’s Bin and Other Force Multipliers	April 24
Activity Based Pricing - When Is It The Right Choice for Your Startup?	April 23
The Android-First Social Network	April 22
Mastering Feedback Loops in Startups	April 18
The Defining Characteristics of Successful SMB SaaS Startups	April 17
The Two Key Ingredients in Great Connected Consumer Products	April 16
Founders, Equip Your Champions	April 15
Here’s to the Grinders	April 12
How To Price and Sell Your Startup’s Product	April 11
Startup Judo - The Secret You Should Know Before Starting a Company	April 10
A Startup’s Three Visions	April 9
The Power of Team Work in Startups	April 7
Anatomy of a Reference Check	April 4
What I’ve Learned about Blogging in 3 Years	April 3
Breaking Down a Typical VC/Startup Diligence Process	April 2
Your Startup’s Top 3 Priorities	April 1
The 7 Questions A Startup Should Answer in their Fund Raising Pitch	March 29
The 11 Risks VCs Evaluate	March 28
How to Align Founder and VC Incentives - Why Fund Size Matters	March 27
Your Startup’s 10 Most Important Metrics	March 26
Why Freemium Negates The Leaky Bucket Myth	March 25
Mobile Productivity for Normal People	March 22
Why the File System Wars Will Trigger a Wave of Consumer M&A	March 21
The Future Is Here, It’s Just Not Evenly Distributed	March 20
Which Data Biases Challenge Your Startup?	March 19
Measuring Dark Social Using Google Analytics	March 18
A Startup’s Guide to Outsourcing	March 15
Social Proof - The Most Formidable Force Driving Content	March 14
Why Branding Is the Next Essential Startup Competency	March 13
Machine Learning in Consumer Products	March 12
Strikes and Gutters	March 11
How To Measure the Success of a Blog	March 8
Crafting a Pricing Plan to Maximize Freemium Growth	March 6
Crawling - The Most Underrated Hack	March 5
Searching for Eric Schmidt	March 4
A Letter to the Editor	February 28
Boiling a Billion Frogs	February 27
The Relationship Between Margins and Acquisition Prices	February 26
Every Damn Day	February 25
Matching Marketing Tactics to The Sales Funnel	February 22
The Five Key Dynamics of the Seed Market in 2013	February 21
What SaaS Businesses Can Learn from the News Industry	February 20
How Competition Strengthens Startups	February 19
Building A Money Machine	February 15
Salesforce’s Disruptor Won’t Be A CRM Company	February 14
Incremental Innovation is Just As Powerful as Disruption	February 13
There’s A 10x Hidden In That Tweet	February 12
The Voice of the People is Data	February 11
Why Humility is Essential for Every New Startup Hire	February 8
Freemium Businesses Switch the Hunter and Farmer Sales Roles	February 7
The Religious Debate About Data	February 6
Valuations in the Series A and Series B Market are Booming	February 5
How to Optimize Every Decision in Your Life and Accomplish Nothing	February 3
The Most Important Principle of Start Up Fund Raising	February 1
The Power of Market Places	January 31
What I Learned From a Two-Year Fund Raising Process	January 30
The Cost of Bad Data is the Illusion of Knowledge	January 29
The Failure Fetish Fallacy: Learning is at the Core of Startup Land	January 28
A Startup’s Step-by-Step Guide to Working with Recruiters	January 25
Data is Useless Unless You Can Act on It	January 24
Discovering, Honing and Exploiting Your Startup’s Strengths	January 23
The biggest professional challenge of my career: communication	January 22
How to nail your product market fit and sales pitch with a value proposition diagram	January 17
Why To Do Lists Are Failing Us	January 16
The product qualified lead (PQL)	January 15
What my high school chemistry class taught me about startups	January 14
How to succeed despite your every effort to fail	January 11
The startup hardware M&A market will be vibrant in 2013	January 10
A CEO’s epitaph	January 9
Observations of the LinkedIn Influencer program	January 8
The new marketers	January 7
To Sell is Human	January 4
We should be living in the future already	January 3
Fundamentals of communication	January 2

2012

Year in review: Best of 2012	December 21
Tablets: the third platform	December 20
The myth of the generalist	December 19
Changes in the rules of the [startup] game	December 18
Email and meetings aren’t work	December 17
End of the year startup checklist	December 14
Great startup management teams are built with interlocking parts	December 13
The software customers don’t see	December 12
Performance marketing for startups with R	December 11
It all starts as a hobby	December 10
The one ideal characteristic of your startup’s first customers	December 7
Willing to be misunderstood	December 6
The dumbest guy in the room	December 5
Education sales vs execution sales	December 4
Startup playbook - Reverse-engineering Clay Christens’s market disruptions	December 3
Data on the “seedpocalypse”	November 30
VC consumer investment trends by sector and stage	November 28
VC investment trends in the consumer web	November 27
The cognitive burden of unbundling	November 27
A Startup’s Two Financial Plans - the Board Plan and the Stretch Plan	November 26
Financial planning for startups	November 21
Segmenting customer pipelines	November 20
Great products are like ducks	November 19
The stewards of vision and culture	November 15
Partnerships for startups - Key deal terms	November 14
Distribution partnerships for startups	November 13
Honest cultures in startups	November 12
The trinity of product design	November 9
The culture of data science	November 8
Radio Ga Ga	November 7
The idea factory	November 6
Mobile OS trends in five charts	November 5
A great entrepreneur can come from anywhere	November 2
The challenges facing startups serving K-12 education	November 1
Systems Thinking for Startups	October 31
The future of search	October 30
What to look for when hiring a data scientist	October 29
You want to start a company. Now what?	October 26
Gigabytes under management	October 25
Demo to term sheet in 3 hours	October 24
Great products turn motivation into capability	October 23
No startup is an island - The three ecosystems startups should develop	October 22
Culture is the biggest growth driver for social services	October 18
The consumer forces shaping enterprise innovation	October 17
Data science in freemium businesses	October 16
The value of a patent to a startup	October 11
Faking it + grit + inspiration = ?	October 10
Learning from Amazon’s Startup Judo	October 9
Four lessons for optimizing Twitter	October 8
Entrepreneurship growth: perception vs reality	October 5
Founders, teach your employees statistics	October 4
My approach to building a hiring pipeline	October 3
Sushi, passion, and entrepreneurship	October 2
A six-step framework to make strategic decisions	September 30
Should founders join incubators?	September 26
The startup love affair	September 24
The Heyday of SaaS - quick observations from Dreamforce	September 21
A startup’s transition from product development to growth	September 20
Data isn’t a business model - it’s much more important	September 19
The Secret to SMB SaaS Distribution	September 18
Must startup founders be charismatic?	September 17
Mechanizing business development with social media	September 14
Choosing market segments on customer profitability	September 13
Social network design and urban design	September 11
Profitability and the IPO Market	September 10
Using metrics to build communities	September 7
How the NYTimes avoided disruption	September 4
Building auction pressure in financings	September 3
Death by a thousand small features	August 31
The tension between predictability and creativity	August 30
Consumer investment fatigue	August 29
Simplicity. Quality. Inspiration.	August 27
Radio Ga Ga	August 26
On negotiation	August 24
How much is a social media click worth?	August 23
The most important question a startup can ask	August 22
The Freemium Game Plan	August 21
Segmenting the SaaS Market for Sales	August 20
Segmenting the SaaS Market for Sales	August 20
All Great Managers are Alike	August 19
The Path to Exponential Growth	August 14
Loyalty with a tinge of betrayal	July 14
The 3 Kinds of Startup Metrics	June 20
Facebook’s new feature: your top 7 friends	June 19
Why did Apple’s unwillingness to compromise finally succeed?	June 11
Stories, not sentences	June 2
Are We Investing Enough in Our Managers?	May 30
Defining a Personal API	May 27
Successful SMB SaaS Companies Have a 2 Step Value Proposition	April 26

2010

How Do VCs Analyze Companies?

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