Know the right incentives for sales

Jason Lemkin: A Basic Structure for a VP, Sales Comp Plan: 50/50/25+ (saastr.com link)

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Flexible sales compensation structure

Sales Hacker: How to Build Effective Sales Compensation Plans for Any Customer Facing Role (saleshacker.com link)

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Know what type of sales you need for your stage

Jason Lemkin: The 48 Types of VP Sales. Make Deadly Sure You Hire the Right One (saastr.com link)

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How to find a cofounder

One of many ways to meet a cofounder in a more structured environment is through a company building programmes. For example, Entrepreneur First, who are “Talent Investors” – willing to invest in individuals before they have a company, or even an idea, often facilitating team building process. (medium.com link) “Entrepreneur First is the best place in the world to meet a co-founder and build a startup from scratch. If you’re talented, ambitious, and looking to found a company – EF is for you.” (joinef.com link)

First Round Review: The Founder Dating Playbook – Here’s the Process I Used to Find My Co-Founder (firstround.com link)

Appbot: The Perfect Co-founder Checklist (appbot.co link)

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Structure of VC investing

Jason Lemkin: Here’s How Much Your VCs Make (saastr.com link)

Cover art by: https://www.salesforce.com/ca/blog/2016/07/steps-to-raise-venture-capital-funds.html


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Why low burn rate is important

Burn rate is the amount of money you spend in your startup at a given period (usually, a month). It includes total expenses: the cost of goods sold, R&D, sales and marketing, and general and administrative (saasholic.com link)

Investopedia: How Burn Rate Is a Key Factor in a Company’s Sustainability (investopedia.com link)

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Startup fundraising napkin

Point Nine Capital: What does it take to raise capital, in SaaS, in 2020? (medium.com link)

Point Nine Capital: What does it take to raise capital, in SaaS, in 2019? (medium.com link)

Point Nine Capital: The AI-first SaaS Funding Napkin (medium.com link)

Point Nine Capital: The Marketplace Funding Napkin 2018 (medium.com link)

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Customer profitability

Customer profitability is the profit the firm makes from serving a customer or customer group over a specified period of time, specifically the difference between the revenues earned from and the costs associated with the customer relationship in a specified period. According to Philip Kotler,”a profitable customer is a person, household or a company that overtime, yields a revenue stream that exceeds by an acceptable amount the company’s cost stream of attracting, selling and servicing the customer”. The purpose of the metric is to identify the profitability of individual customers (as opposed to total company revenue or average profit per customer) as some customers can indeed be unprofitable to maintain (wikipedia.org link)

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Race to a category leader

Geoffrey Moore, Technology Speaker, The Chasm Has Evolved on why early category leadership is important (hint: majority of the market copies their peers)

David Sacks: The One Who Defines the Category Wins the Category (medium.com link)

Harvard Business Review: The Difference Between a First Mover and a Category Creator (hbr.org link)

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Why product and brand framing matters

Strategy Peak: How to Get People to Pay 77% More By Changing Just One Thing (strategypeak.com link)

April Dunford: How product framing can help grow your startup (or kill it) (medium.com link)

Niklas Persson: An exploratory investigation of the elements of B2B brand image and its relationshipto price premium (researchgate.net link)

First Round Review: Positioning Your Startup is Vital — Here’s How to Nail It (firstround.com link)

How to Position Your Product by April Dunford at Lean Product Meetup

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