Category

Management

The Power of Being Human in Business Development

I’ve had some really crummy experiences with business and corporate development people in the past year. There’s been a strange change in ethos, where suddenly people have forgotten that when they do deals, they are doing deals with other people, not with a company. I learned this in 1993 when my first company was acquired…

How Does A Small Company Make A Big Company Successful?

Every single day I have multiple conversations and emails from CEOs and people at companies I work with about how to work with Big Tech Companies. You know – Google, Apple, Microsoft, Oracle, IBM, Amazon, Facebook, Twitter, Salesforce, SAP, LinkedIn, Cisco, Yahoo, HP, AT&T, Verizon, Icouldkeepgoingforalongtime. But this conversation is not limited to just the…

Take Responsibility For Your Company’s Actions

Recently I had  a full day of meetings with chaotic juxtapositions of people. In one meeting, the person I interacted with was awesome. He owned everything that was going on in his company – good and bad. He was clear minded. He knew what was working, what wasn’t working, and what he needed to change. And…

The Right Way To Do A Software ROI Analysis

On Monday we had a Foundry Group portfolio company sales summit. We are fortunate in that we’ve got a bunch of amazing sales execs in our portfolio, including several CEOs like Howard Diamond of MobileDay and Matthew Bellows of Yesware who have long histories selling and building sales organizations. The “enterprise sales software ROI analysis”…

I Will Instead of We Should

While driving down Highway 36 from Boulder to Denver for a FullContact board meeting, TA McCann told me a wonderful phrase that I’ve been carrying around with me for the past month or so. “At RivalIQ, we’ve implemented ‘I Will’ instead of ‘We Should.’” I’ve worked with TA since we invested in Gist in 2009….