Posts by: David Skok

About David Skok

David is a serial entrepreneur who founded a total of four companies, and did one turn-around. In 2001, he joined Matrix Partners, who had backed his last two startups, as a VC investor. Successful exits as a VC include: HubSpot, JBoss, AppIQ, Tabblo, Netezza, Diligent Technologies, CloudSwitch, TribeHR, GrabCAD, OpenSpan and Enservio. David currently serves on the boards of Atomist, CloudBees, Digium, Meteor, Namely HR, Salsify, and Zaius.

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Here are my most recent posts

This post is part of my series An Analysis of 5 Business Models. Recurring revenue is the business models that I prefer. It has the benefits of being highly predictable over time, and reducing the stress of having no revenue at the beginning of a quarter unless you go out and make new bookings. The major disadvantage...

In the past most startups occurred because a new technology had come along that would provide solution to a problem that could not be solved previously. (As an example, an unmet need was the pain of creating and editing documents. The solution was word processing, and the technological trigger that made this possible...

Reason 1: Market Problems A major reason why companies fail, is that they run into the problem of their being little or no market for the product that they have built. Here are some common symptoms: There is not a compelling enough value proposition, or compelling event, to cause the buyer to actually commit to...

This is part of my series on Building a Sales and Marketing Machine. In this post I provide advice for building your own Inbound Marketing machine- a requirement for most businesses today. The web has forever changed people’s buying habits. Instead of needing to rely on sales people to send them information, buyers now...

This is part of my series on Building a Sales and Marketing Machine. In this post I offer one approach to help you continuously refine and evolve your sales and marketing machine. It would be a mistake to think that once the process has been designed and implemented that it will not need further attention: As soon as...

This is part of my series on Building a Sales and Marketing Machine. In this post I talk about identifying your blockage points and how to solve them. Since writing this post, I have added a blog post that explores this topic in far more detail. Please click here to read “Optimizing your Customer Acquisition...

This is part of my series on Building a Sales and Marketing Machine. In this post I describe the metrics you will need to get the most out of your sales and marketing machine. In the same way that we need instruments to understand how our car is running, we also need instrumentation to understand how well our Sales...

This is part of my series on Building a Sales and Marketing Machine. In this post I provide advice for focusing on your top customer segment. Focus: Segment your Market, and pick the Low Hanging Fruit At the start of your marketing process, you will be dealing with the issue of who to target – people that you suspect...

This is part of my series on Building a Sales and Marketing Machine. In this post I describe how I applied a one day sales cycle in one of my own companies. The concept of building a sales and marketing machine first came to me in 1983 in my first startup. I found myself faced with a 9 month sales cycle, selling CAD...

This is part of my series on Building a Sales and Marketing Machine. In this post I break down the steps involved in building your sales and marketing machine. The sequence of steps Building the machine involves the following steps: Identify your buyers Diagram their buying processes Add to this diagram the steps you...

Building a Sales and Marketing Machine is a structured methodology for designing and reviewing your customer acquisition process. It stresses the idea that the only right way to build a sales and marketing process is to design it around your customers (customer-centric). Although this is obvious, it turns out to be...