Tomasz Tunguz

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How to Maximize the Impact of Your Website When Targeting Two Personas

Many companies today pursue a pincer GTM. First, target the individual user and then convince the economic buyer, typically a manager, director, or VP depending on the scale. Two constituents in the sales motion, but only one website raises a conundrum. Who do you serve on the home page? Technical products often face this two persona quandary. And...

Can You Still Make Money Starting a SaaS Company?

Where is the SaaS world relative to how far it can go? With valuations of as-a-service companies and all-time highs or close to it, and more and more startups leveraging this model to serve an ever-larger number of consumers, I wondered how much more business is there to capture? Let’s try to estimate. We do have enough data to get a sense of total...

Your Responsibility as a Manager is to Hire 7 People

When a new leader joins a startup, their impact hinges on their ability to build their teams. Whether you manage a team of engineers, a team of regional sales managers, or the company, your first responsibility is to hire and successfully manage the seven people who will form your leadership team. Managers who hire those seven people - either from...

Redpoint Office Hours with Kimbre Lancaster on Hosting Successful Virtual Events

On Tuesday, September 15th at 10 AM PT, Redpoint will welcome Kimbre Lancaster as the next co-host of Office Hours. Kimbre is the former Director of Global Events and Field Marketing at Gremlin where she managed the industry sponsorships program, Gremlin’s produced conferences (Chaos Conf, Failover Conf) and the new remote field program. Prior, she...

A Quick Diagnostic to Determine if Your Sales & Marketing Teams are Aligned

How do you tell if your sales team and marketing team are working well together? There’s a simple diagnostic that I’ve come to use. Compare the slopes of marketing’s lead generation efforts to sales’ bookings trajectory. The marketing pipeline trend should be the pipeline for this quarter, pipeline that’s available to close (ATC). ATC is a concept...

Asana S-1 Analysis - Comparing One Productivity Powerhouse to Another

Asana filed their S-1 this week. Asana builds productivity and task management solutions. When they launched, their vision of eliminating email through task management made big waves in the market. Today, the company is a massively successful SaaS business and another example of the flywheel business model that creates demand at the individual user...

Why Startups Should Establish Qualifying Signals for Sales Teams Early On

Demand generation limits growth. To scale, a company must find customers in ever larger numbers. The ideal scenario is one where purely external signals confer a prospect’s propensity to buy. A prospect experiences hypergrowth is perfect example. Massive headcount growth presages large software purchases and expansion. A company anoints a new department...

Month Zero Cash-on-Cash Payback - A Metric for Judging Sales Team Growth

Rippling published their fundraising deck. Within it, Adil Syed, (a former Redpoint VC!), introduced a gem of a new metric: month zero cash-on-cash payback. It’s not a metric one sees very often in pitch decks. But it’s another metric to add to the toolkit. Month Zero Cash-on-Cash Payback is a mouthful. Let’s dub it ZCP for Zero Cash Payback to save...

Redpoint Office Hours with Tyler McNally from Gainsight

On Wednesday, August 26th at 9 AM Pacific, Redpoint Office Hours will welcome Tyler McNally, the VP of Customer Experience at Gainsight. My partner, Jamin Ball, will be leading the discussion. He provides weekly data driven analysis of SaaS companies on his blog Clouded Judgement. During the presentation, we will cover customer success trends and how...

Conflicting Data on the State of the US Early Stage Market

After I wrote a post on the health of the seed market during COVID, the AngelList Venture emailed me saying they observed different patterns in their early-stage data and offered to collaborate. This data set is unique because it records transacted deals on the AngelList platform. The first post highlighted a 40% reduction in seed investment in Q2...

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