You’ve just received your account list, and it is time to start hunting. Well, it’s almost time to start hunting. First, you must prioritize which customers are buying what you’re selling. The arbitrary account scores invented by the data science team don’t reveal much. …

I recently co-hosted a webinar with Martin Casado of a16z and the founders of three software companies driving the adoption of server-side WebAssembly (Wasm): Matt Butcher of Fermyon, Connor Hicks of Suborbital, and Liam Randall of Cosmonic. The ideas that follow are products of our discussion and belong to them…

Imagine a world where advertisers invested trillions of dollars in online advertising, yet they couldn’t easily measure the performance of those dollars. Companies like Google and Facebook wouldn’t have grown into the juggernauts they are today. Why do advertisers flock to Google, Facebook, and increasingly Amazon? …

In sales, closing a deal is a celebratory moment with gong-ringing galore. To a salesperson, this is a pinnacle moment of the customer relationship. From an organizational point of view, a newly minted customer means the work is just getting started. …

Kubernetes is complicated so applications can be less so. Kubernetes (a.k.a. K8s) takes care of distributed systems and scaling configurations so that applications builders can focus on the applications they’re building instead of the systems on which they run. Borrowing an analogy from Kubernetes: The Documentary (yes, you should watch…

Since entering the world of unicorns and entrepreneurship 2.5 years ago, I’ve met with more than 700 companies, led a handful of investments (some | of which | are public), and attempted to invest in many more (spoiler alert: VCs compete). Venture capital is one of those fields where feedback…

Look closely. This line doesn’t represent the price of Bitcoin since yesterday morning, but rather the portion of employees who quit their job each month (Data: FRED; Chart: Axios Visuals). The New York Times reported that nearly 4.3 million workers quit their jobs in August 2021 — up from 4…

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…