Feb
2024
15
The magic of expectation
Many years ago, Peter Wolken, one of the fathers of venture capital…
Sep
2023
01
Why knowing the “Market Truth” is so critical?
A few years ago, my great partner, John Orcutt, told me something that stuck with me. The story goes that John heard a priceless …
Dec
2022
12
Growing revenue is like drinking: it must be done responsibly!
I believe that over the past few years, some in the venture capital industry, particularly here in Silicon Valley, have been doing a disservice …
Sep
2022
01
Want to know why most B2B companies are not making their numbers?
The tension in the Boardroom is high. It is yet another quarter where the CEO has the uncomfortable discussion with the Board about missing the quarter again…
Mar
2022
31
Why MQLs (marketing qualified leads) are worse than meaningless
Trash MQLs! They are not helpful. There is a much better way…
Aug
2021
01
There is ONE clear way to grow your revenue and value…
Reducing churn is the most effective way to generate revenue growth and increased profitability. It’s a much better path than selling…