Startup Help

Startup Help is the category for all posts relating to general help for startups and entrepreneurs, that does not specifically fall into the category of Building a Sales and Marketing Machine, or Business Models

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forEntrepreneurs is focused on writing about pressing topics founders are encountering and sharing the best resources and advice we can find to help you build your company. Based on readers’ feedback, we’re sharing the top articles from forEntrepreneurs in the hopes that you gain some new insights as well. Please enjoy...

We look at how to compute the right discount rate to use in a Discounted Cash Flow (DCF) analysis. This post is a supplement to a blog post titled “What’s your TRUE customer lifetime value (LTV)?  – DCF provides the answer“. My thanks to my partner Stan Reiss, who co-authored this piece with me, providing all the...

Overview The old formula that everyone uses for customer lifetime value (LTV)) –average gross profit per customer divided by churn – ceases to work properly when you have very long customer lifetimes and negative churn. LTV can become infinite, which clearly doesn’t reflect reality. This post offers a new way to...

Last week I posted the results from Part 1 of our survey in which 300+ SaaS companies shared data on their growth and go-to-market strategies. This week I’m sharing the results from Part 2 of the survey where we compare application delivery methods, operational costs and gross margins, contract terms, churn rates,...

For the fourth year in a row, we worked together with Pacific Crest Securities, an investment banking firm with a specific focus on SaaS, to survey 305 SaaS companies. This survey represents deep benchmarking data and insights on the growth and operations of the companies in this space. I want to extend my personal...

We’re excited to share the forEntrepreneurs SaaS Survey Infographic, which highlights major parts of this year’s SaaS Survey results. With all the data in the survey to help SaaS companies benchmark their growth, we thought it would be useful to show the major insights in a more graphical form. For the full results and...

This article was originally published as part of a series of posts on GigaOm. In my two previous blog posts, I’ve discussed the first two of three key phases in a startup life cycle: finding a product/market fit, then determining a repeatable and scalable sales model. Once you’ve determined that the sales funnel...

This article was originally published as part of a series of posts on GigaOm. Different phases of a startup’s lifecycle require different approaches to spending. In my previous post, I talked about the first phase: finding product/market fit. I described how entrepreneurs should have a laser-like focus on finding it,...

An Interview with Andrew Quinn of HubSpot Having a high performing team means: Hiring the right people Creating a structure and culture for them to do great work Equipping them with the knowledge and skills to work effectively These first two topics have received a lot of attention in the startup community. In fact,...

Consumer VCs like to make light of the Founders Fund mantra ‘We wanted flying cars, instead we got 140 characters.’ For those of us working in the enterprise, it’s actually the reverse, “They promised us 140 characters, instead we got Workday.” Since 2010, SaaS applications were supposed to “consumerize”, but...

The Science behind Viral Marketing is a look at the key factors that drive growth in viral marketing. (Hint, the most important factor is not the one everyone expects.) It also looks at what is needed to get virality to work, and how to create and optimize viral marketing campaigns or viral products. This was a slide...

If you are a serial entrepreneur starting to look for an idea for your next startup, you are likely to want a way to stimulate your brain to come up with as many good ideas as possible. This blog post outlines a framework that is designed to fire up your best creative thinking modes, triggering the creation of new...

Introduction This post aims to help startup CEOs optimize their funding strategy by examining how investors value startups, and explaining how to avoid the common cash management pitfalls. (Note: The concepts in this post will likely be obvious to experienced CEOs and entrepreneurs. Despite that, our experience...

Here is the slide deck that I presented last night at the Boston Lean Startup Circle. The slide deck describes how to build a Sales & Marketing Machine that is predictable, scalable, automated, well instrumented, and cost efficient. Building a sales & marketing machine Building a sales & marketing machine from...

Many entrepreneurs have a strong suspicion that there is an opportunity in a particular market, but lack the detailed understanding of customer pain needed to design an appropriate solution. The  following guest post by John Raguin, ex-CEO, and co-founder of Guidewire Software, describes how he and his co-founders...