Tomasz Tunguz

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The Fundraising Market Two Quarters into COVID

It’s been two quarters since the coronavirus has hit Startupland. And you can see the impact of the shutdown in the numbers. We reviewed the data in May and compared it to the effects of the financial crisis in 2008 on startup fundraising. As a reminder, 2008 saw a 40% reduction in venture dollars invested in startups. It took about six to eight quarters...

Office Hours with Adam FitzGerald, Hashicorp, on Developer Evangelism

On Wednesday, July 15th at 10 AM PT, Redpoint Office Hours will welcome Adam FitzGerald, the VP of Developer Relations at HashiCorp. Prior to HashiCorp Adam was the Head of Worldwide Developer Marketing at AWS and held senior positions at Pivotal, VMware, and SpringSource. With two decades of experience, Adam is well-versed in developer evangelism....

Two Charts that I've Been Wondering About

Lately, I’ve been reading a lot about the stock market, the economy, and geopolitics, always a dangerous combination. I’ve come across two charts that I have been wondering about. The first comes from Bloomberg via the BEA. It shows consumer savings rates have catapulted to the highest level ever measured. Meanwhile, consumer spending has fallen...

Top 10 Learnings from the Redpoint 2020 GTM Survey

Yesterday, we shared the Top 10 Learnings from the 2020 Redpoint GTM Survey at SaaS Office Hours. The presentation is embedded below. It contains data on go to market team structure, performance by sales function, marketing spend benchmarks, and customer success priorities. I want to thank Nick Giometti who parsed and processed the data and taught...

What is the Structure of the Typical SaaS Company as it Scales?

This post is part of a series leading up to SaaS Office GTM Edition on June 24 in which we’re reviewing the results of the 2020 Redpoint GTM survey. Today, we’re answering the question: how do teams grow as a startup scales? We can derive the table above if we look over the entire respondent base and bucket headcount by ARR. The median startup with...

How Should You Structure Sales Teams for Optimal Performance?

This post is part of a series leading up to SaaS Office GTM Edition on June 24 in which we’re reviewing the results of the 2020 Redpoint GTM survey. Today, we’re answering the question: how should you structure your sales teams for maximum performance? First, let’s introduce a concept called span of control. A span of control of 7 means, on average,...

How Predictive is SDR/BDR Quota Attainment of AE Quota Attainment?

Leading up to the SaaS Office Hours GTM Edition, every day until then, we are reviewing key insights from the Redpoint GTM survey. Yesterday’s post revealed the most common metric for measuring SDRs and BDRs, and the impact on AE quota attainment. If you’d like to attend the office hours session on these analyses, please register by June 19 here Today,...

SaaS Office Hours Go to Market Survey Edition & Which Metric Should Your SDR/BDR Team Use?

On June 24 at 10am Pacific, SaaS Office Hours will hosting be a virtual session. This time, we will be reviewing some of the insights from Redpoint’s 2020 Go To Market Survey. Nick Giometti and I have been working to prepare the survey results over many weeks. Last week, we published highlights at Saastock. If you’d like to register to attend and submit...

How to Transform Your Board Meeting with Written Narratives

Written materials transform board meetings. With most of us working remotely, many startups have thrown out Google slides and replaced them with Google docs. It’s a fundamental change, and one I hope persists after work returns to the new normal. Amazon is famous for its narrative process and contempt of slides. The email in which Bezos banishes decks...

Notes from Office Hours with Hollie Wegman

Recently, we welcomed Hollie Wegman to SaaS Office Hours to talk about marketing to developers. It was our first virtual event, and we had hundreds of people attend. Given the success of the format, we are going to continue it. During our chat, Hollie shared some valuable wisdom from her experience as a marketing leader at Segment, Envoy, Mulesoft,...

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