Running a marathon requires two feet: you can hop on one foot temporarily, but both feet must move to finish the race. Winning a category is similar: founders must build an exceptional product and invest in designing the go-to-market (GTM) strategy. Too often, I see founders hopping on one foot…

GitHub Copilot has captured the imagination of developers everywhere, and justifiably so. With a 35% code acceptance rate, the productivity gains are meaningful. At the same time, AI pair programmers like Copilot can’t take you entirely from zero to one. Software is both written and assembled, as most applications depend…

The relationship between a venture capitalist (VC) and a founder is one of the most unique relationships in capital markets. Most institutional investors will never see the faces of those working diligently to produce the returns they’re seeking. Stock market investors might only ever hear the voices of CEOs and…

The term “edge” in software infrastructure has become bloated. Does edge computing describe IoT? Or is it Lambda Functions? What about serverless? Perhaps web3 enthusiasts have also smuggled this term into their vocabulary. To clarify a definition of edge infrastructure, my partner Megan and I assembled some of the smartest…

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. This customer is 82 out of…

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? Because these companies do…

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. What happens after a sale determines whether a customer…

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…