Just because you’re selling, it doesn’t mean they’re buying. One way to ensure you never get the order is failing to address all of the relevant stakeholders — executives, economic buyers, technical buyers, primary user personas (PUPs), etc. — with the right message at the right time. …

Growth is the common cure for many startups’ ails, and hiring salespeople is the most frequent antidote founders prescribe. The problem is most founders fail to explore the entire medicine cabinet for other remedies and, frankly, hiring salespeople is hard. Let’s explore the levers beyond hiring that accelerate growth.

Your…

Congratulations! It’s time to hire your first salesperson. All salespeople are the same, right? Wrong. In the same way that a dermatologist wouldn’t do orthopedic surgery or a criminal prosecutor wouldn’t draft your Series A legal docs, salespeople have varying skill sets that are applicable depending on the product you’re…

For founders, the pitch deck is still the canonical way to introduce your startup to investors. As an early-stage investor, I see hundreds of pitch decks each year. Pitch decks are useful because they concisely demonstrate not just what you’re building but why. …

With a touch of open-source

Despite being commonplace in the startup vernacular, the freemium business model is a relatively new phenomenon. This is thanks to the expansion of buyer personas (end users, developers, line of business managers, etc.) and the transition to SaaS from self-hosted software. According to our friends at Investopedia:

A combination of…

A Comprehensive Guide to Startup Channel Sales

I’m increasingly meeting founders who are organizing their sales strategy around channel sales, and for good reason. So what is the “the channel” and why should founders care?

Take Microsoft for example. With 7,500+ new partners joining their ecosystem every month, Microsoft earns…

Chase Roberts

Investor at Vertex Ventures.

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