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. …

The days of “one-stop shops” are behind us as companies build, buy, and partner to bring more integrated solutions to the market. Sure, companies like Microsoft build their own “walled gardens,” but the reality is that teams partner with hundreds if not thousands of companies to enable their products to…

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…

Remote work increasingly looks like the new normal as not only the place we work continues to change, but also the technologies, company cultural norms, and modes of interaction. Let’s just call “remote work,” well, work.

One of the most obvious changes is how we communicate: It’s all digital. Whether…

I’m working remotely for the second time in my career. I spent ~18 months during my 5-year tenure at Box as a remote employee “islanded” from Silicon Valley in Dallas. Due to the Coronavirus pandemic, I’m a remote worker once again (as are many). …

Whether you’re a founder needing a mental break from the rigor of building a startup or, frankly, anyone in search of something other than COVID-19 news, a podcast is a useful form of mental distraction. For me, the best kind of distraction is that which takes me on a journey…

Chase Roberts

Investor at Vertex Ventures.

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