Remote teams are all the rage these days, especially in the tech industry. You get to hire the best people everywhere, and maybe even realize cost savings through salary arbitrage. However, as this trend is still relatively new, there is a lot you need to know if you'd like to leverage it for your business. In this episode of #AskAVC channel, I talk to Anshu Sharma, a founder of Skyflow, who also has many years of experience in managing and acquiring remote teams in companies like Oracle and Salesforce. What's the difference between remote and fully distributed teams? How to manage employees across various time zones? What are the cultural and technical challenges presented by having a remote workforce? Watch the video to get answers to all these questions - and more!
Did you know that the average tenure of a VP of sales across businesses is 18 months? Imagine all the time and money spent on finding this person, investing in them building a team - only to have it all go out of the window a couple of months later. In the latest episode of #AskAVC channel, I share 3 ingredients critical for successful VP of sales hiring. Do you have to be good at sales yourself as a founder? How good your product needs to be before you can really scale sales? What do you need to know about your customers before you hire your first VP of sales? Watch the video to get answers to all these questions - and more!
Finding an investor and securing their commitment is just the beginning of the journey. If you are a first-time founder, negotiating a term sheet can be a daunting task. In this video, I will walk you through the key terms and techniques to make sure that the deal will be closed successfully. Why knowing the basic difference between pre-money and post-money valuation is not enough? What to do if you are being asked to pay your investor's expenses? What does your company's governance structure have to do with your future? Watch the video to get answers to all these questions - and more!
In the latest episode of the #AskAVC channel, I give entrepreneurs advice on researching potential investors in their business. Due diligence is the mutual process! How to get to know your future partners? How to "test drive" an investor with thoughtful questions? How to look for clues in an investor's past? Watch the video to get answers to all these questions - and more!
In the latest episode of #AskAVC channel, I and Dominique Levin, co-CEO of Winning by Design that helps B2B companies grow by turning sales into a science, talk about common pitfalls and the successful strategies for customer onboarding. Turns out, onboarding customers is not just a technical challenge! What role customer expectations play in the successful onboarding process? How to make sure that the kick-off meeting will go well? Why it's important to share your best practices with customers? Watch the video to get answers to all these questions - plus an extra proven technique to increase your customer retention rate!
In the previous episode of #AskAVC channel, I and Dominique Levine, co-CEO of Winning by Design that helps B2B companies grow by turning sales into a science, did a deep dive on how to generate more B2B sales leads. As we learned, however, not all leads are created equal - and you must optimize your lead generation strategy to ensure good conversion rates at each stage of the sales funnel. What is the difference between good and bad customers? How to build an ideal customer profile? How to prioritize between different leads? How to keep selling even after you closed a deal? Watch this video to get answers to all these questions - and much more!
Welcome to the latest episode of the #AskAVC channel - and the first in the series of interviews with Dominique Levine, co-CEO of Winning by Design that helps B2B companies grow by turning sales into a science. What are leads and how they are different from opportunities? What is the role of marketing in generating leads? How the type of market you are in and the stage of your business impact your lead-generation strategy? What tools should you use for attacking an existing market versus creating demand in a brand new one? What is the difference between inbound & outbound strategies? Watch the video to get answers to all these questions - and much more! Here are the links that were mentioned in the discussion: Glengarry Glen Ross - https://www.imdb.com/title/tt0104348/ How to start a movement - https://www.youtube.com/watch?v=V74AxCqOTvg
In the latest episode of the #AskAVC channel, I go back to basics and dive deeper into some of the core concepts behind software as a service (or SaaS). Why this term should not be confused with "subscriptions"? What do you need to know about the market size for SaaS businesses? What are some of the technical challenges you might run into when building a SaaS company? What business models might work for you? Watch the video to get answers to all these questions - and much more!