While a forecast reviews and a pipeline review have a lot in common, they are not the same thing. If you aren’t doing both, there is a good chance that you are setting yourself and your reps up for failure.
Read Full Article about Pipeline Review vs. Forecast Review: Are You Doing Both?Navigating the waters of selling software to big corporations can be daunting. Big companies — “Whales” — can be unpredictable and dangerous to smaller ones, even ones with whom they are doing business. But this doesn’t have to stop you from trying, especially if you stick to these helpful tips.
Read Full Article about Whale Hunting: How to Sell Software to Big CompaniesSmart companies are using technology not only to forecast for them, but also as a tool to manage the forecasting process and improve accuracy.
Read Full Article about Leveraging Technology to Improve Your Sales ForecastThis is the first post in a series about one process that will help expansion stage companies create massive long-term impact. To read the intro to the series, click here. Last week, I shared a funnel that I recently drafted while thinking about the things growing companies can do to turn new ideas into massive…
Read Full Article about Turning Ideas Into Impact: Why Ideas Don’t Need to be Earth Shattering to be ImpactfulIn my previous post I explained that the conditions in many technology markets are highly competitive. Today’s software companies must be able to determine and execute on a go-to-market strategy that is effective in those conditions. Last year, there were three strategic components that helped some of our portfolio companies succeed in highly competitive markets: Sell…
Read Full Article about Building an Effective Go-to-Market Strategy in a Highly Competitive Market – Part 2 of 4 – Selling ValueThis is the final post in a series about the things venture capitalists look for when they perform due diligence of an expansion stage company’s sales organization. To read the intro to the series, click here. To read the previous posts, click here, here, and here. Over the last month, we’ve covered three very important…
Read Full Article about VC Due Diligence: Are Your Forecast and Pipeline Reviews Accurate and Honest?Looking back over the last 5 years Around the turn of the new year, I am in a retrospective mood. Having recently written a few blog posts about how OpenView Labs consult with our portfolio companies, I was interested in seeing how our projects have changed over time, since we began working as a value-add…
Read Full Article about OpenView Labs Projects: A RetrospectiveIn a great blog post entitled “Scaling is Hard,” Jeff Bussgang of Flybridge Capital gave four challenges that companies face after they’ve achieved the elusive product-market fit and started to gain traction with paying customers. As Jeff points out, scaling your company requires a very different skill set than does building one from scratch, and…
Read Full Article about Scaling Your Business Model: 3 Necessary AdjustmentsStick To and Use Correct Sales Metrics Success must be measurable. A successful team of any sort needs a way to plan and track their process. A successful Inside Sales Team will have revenue goals burning in their blood as soon as they hit the floor selling. Revenue targets must be based on reality and…
Read Full Article about Why Sales Metrics are Critical to SuccessI was just touching base with each of my CEOs as we wrap up the year asking them to send an update to the board with their projected close for the quarter. In my discussion with one CEO he gave me the update on where they would finish against the budget in bookings and revenue.…
Read Full Article about One CEO’s New Years Resolution: Win/Loss ReviewsWe've built our team around the idea that we will provide meaningful value to each portfolio company.
We devote every person, every skill, every advantage, and most waking hours into making sure that each and every one of our portfolio companies succeed.
We invest around the world and offer significant global expansion assistance to companies worldwide.
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