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

How to make sure your sales forecast has been properly validated so it will stand up to test of time (and investor scrutiny). This blog post looks at the process that I would use as a board member or investor to validate a bookings forecast, checking to see if the key elements that are needed to support that forecast...

Almost every sales and marketing funnel has blockage points where the conversion rates are lower than hoped, or the process cannot be scaled. This blog post talks about how to solve those blockage points using an intense study of the customer's concerns, and brainstorming to see what motivations can be used to over...

Great companies are almost always run by great management teams. And great management teams know that the only way to improve a process is to start by measuring it. Good metrics should also be actionable, and drive successful behavior. In this post I hope to help show how to figure out which metrics matter the most,...

In the many thousands of articles advising entrepreneurs on what they have to focus on to build successful startups, much has been written about three key factors: team, product and market, with particular focus on the importance of product/market fit. Failure to get product/market fit right is very likely the number...

A short study of this web site reveals that a hugely important factor for success in startup companies is finding ways to acquire customers at a low cost. In the Business Models section, we looked at the perfect business model: Viral customer acquisition with good monetization. However viral growth turns out to be an...

As a serial entrepreneur, I learned a lot of lessons from things that didn’t work. These lessons later on shaped my ideas on what would be needed to build a successful startup company. When I became a VC, I realized that these same lessons could be applied to helping evaluate the many businesses that I was getting to...

This post is part of my series An Analysis of 5 Business Models. Many businesses talk about Viral marketing, but in reality, only a few are actually able to pull off true viral marketing. The effect of viral marketing is that a company can acquire their customers without spending any marketing dollars. The internet is...