Berkonomics

AUGUST 10, 2023

From the moment such an investor looks seriously at your company, the investor or VC partner is thinking of the end game, the ultimate sale of the company or even of an eventual initial public offering. There is no middle ground. The newest investor has the power.

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Venture Capital Sales Invest Class 292

Berkonomics

MAY 8, 2014

I am chairman of a company that, as I write this, is twelve years old and has not yet taken a dollar of outside investment. The company has been funded entirely by grants from the National Institute of Health, amounting to millions of non-dilutive dollars in all. How refreshing!

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Company Companies Writing Education 166

Both Sides of the Table

SEPTEMBER 28, 2011

I’ve taken to saying, “Email is our personal to-do list that anybody adds to – whether they know us or not.” about their marathon 4-hour sessions to get to zero inbox or somebody else claiming email bankruptcy ( definition if you don’t know it already ). I have taken to limiting my outbound email.

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Email Product Startup Writing 314

Both Sides of the Table

SEPTEMBER 17, 2013

In my last post I pointed out that many of the media commentators who have criticized the YouTube video network companies as not having strong businesses were mistaken. The next part of the margin mix online video companies must get control of is talent margins. The best companies look at data to know what time to post.

Company 339

Company Companies Technical Review Content 339

socalTECH

OCTOBER 31, 2013

Los Angeles-based J2 Global announced this morning that it has acquired another company, this time a UK-based email services provider called EPA Cloud. EPA Cloud provides email security and management. j2global merger acquisition email security software managed services international' READ MORE>>.

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Email Acquisition Los Angeles Services 138

Berkonomics

JANUARY 12, 2023

Some types of businesses generate more and more recurring revenues over time, often growing to a size where recurring revenues pay all of the overhead of the company – an enviable position. There is a phenomenon I have observed time after time with mature companies receiving over 75% of their revenues from recurring sources.

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Sales Customer Custom SaaS 296

Both Sides of the Table

JUNE 23, 2013

Every sales organization with more than a handful of reps or that is across multiple offices or time zones would benefit from having a sales methodology. I’ve been writing a series on a simple methodology that we used at my first enterprise software company. You can’t quantify the value of email yet everybody needs it!”.

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Sales Customer Custom Examples 328

Berkonomics

MARCH 28, 2024

They write in their investment documents that they will occupy a seat on the board for as long as they are invested in the company, thinking of this as a protection for their investment and tool for them to influence growth. Even venture capitalists who sit on boards where they have significant investments often forget this point.

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Class Coach Invest Sales 282

Eric Greenspan

APRIL 25, 2013

Apple is a remarkable company. Apple was a remarkable company. Mac sales will eventually slow as people switch to tablets. Something has to happen to keep this company going and growing. If Apple were my company, here’s what I would do: 1. If it were my company apple iOS iPad iPhone macbook OSX Steve jobs'

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Company Companies Netflix Email 126

Berkonomics

FEBRUARY 8, 2024

After friends and family… Once a company founder has tapped the funds available from his or her resources and from friends and family, if the company needs more cash for growth, the most obvious next step is to look for money from angel investors and venture capitalists, typically in the $300,000 TO $3,000,000 range.

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Sales Resource Email Pricing 156

Both Sides of the Table

MARCH 22, 2012

Your entrée to sales meetings. And in most cases I would heed Fred Wilson’s advice about the “double opt-in” email for intros – where you ask for permission before green-lighting an unsolicited introductions. Helping with a Sales Lead. Usually it’s on behalf of a portfolio company.

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Email Venture Capital Startup Technical Review 359

TechCrunch LA

JANUARY 26, 2022

Glossier, the popular beauty brand led by former blogger Emily Weiss, let go of 80 of its corporate employees today, according to an internal email obtained by Modern Retail. The cuts, which amount to around one-third of Glossier’s corporate workforce, will primarily impact the company’s technology team. “[W]e

CTO Hire 197

CTO Hire Layoffs Commerce Email 197

Berkonomics

AUGUST 17, 2023

Preparing for the game… If you have been following our recent insights, you’ll be up to speed knowing that professional investors negotiate tough terms, from provisions of control over asset acquisition, eventual sale of the company, future investments, forced co-sale when others attempt to sell their shares and more.

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Berkonomics

NOVEMBER 1, 2018

So, you are close to selling your company, and counting the profits a bit early. Some companies, especially those financed by angel or VC investors, have good, formal stock option plans with properly priced options set to reward all employees and managers in the event of a corporate sale. Well, that’s human nature.

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Sales Venture Capital Writing Email 480

Both Sides of the Table

APRIL 17, 2010

Thursday night was the unveiling of the newest batch of Launchpad LA companies. The VC’s & executives were then asked to make “commitments&# (in writing) to 3-5 of the companies that they felt they could make some sort of contribution to. Have a look at the companies below.

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Company Companies Startup Southern California 276

Technology Council

JANUARY 1, 2014

I have the opportunity to work with a large number of sales teams and to see what makes for highly successful ones and ones that struggle. In my experience the #1 determining factor in sales team success is whether the company has the right sales people on board or not. to create opportunities.

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Sales Training Software Email 113

socalTECH

JULY 24, 2014

Southern California has a growing number of companies in the customer relationship management area, including a fairly new company in the area, Pipeliner CRM (www.pipelinersales.com). We spoke with Nikolaus Kimla , the CEO of Pipeliner CRM, to learn more about the company, its move here, and its software. Who are your customers?

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Sales Startup Software Customer 229

Berkonomics

SEPTEMBER 13, 2011

Next, return to the list on the board and have the group do its best to divine what it is about your company that would most attract the buyer if it had perfect knowledge of your business and its resources. Next, have the group focus upon column three, ignoring the obvious gain our company would make in liquidity to shareholders.

Company 168

Company Companies Resource Email 168

socalTECH

JANUARY 4, 2013

Thousand Oaks-based Xirrus , the developer of high performance wireless networking equipment, is tapping into Relayware , a provider of collaboration and communicaitons software as part of its sales efforts, the firms said Thursday. According to the two, Xirrus has deployed Relayware to manage and optimize its global indirect sales channels.

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Sales Thousand Oaks Software Social Media 138

socalTECH

MAY 2, 2017

He was just trying to collect more data for his startup on what was happening on real estate deals that the company had been referring to brokers. However, he quickly discovered the deal data the company was collecting was not just data--but a guide to the best practices on helping brokers close more deals, quickly. It worked well.

Sales 145

Sales Startup Email Tool 145

Technology Council

JANUARY 1, 2014

I have the opportunity to work with a large number of sales teams and to see what makes for highly successful ones and ones that struggle. In my experience the #1 determining factor in sales team success is whether the company has the right sales people on board or not. to create opportunities.

Sales 100

Sales Training Software Email 100

Berkonomics

OCTOBER 5, 2023

Fixed overhead for salaries, rent, equipment leases and more make up the majority of the “burn rate” (monthly expenses) for most companies. Since this number is budgeted and pre-authorized, managers tend to focus upon other things such as sales, marketing and product development issues. How about young or pre-revenue companies?

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Venture Capital Product Marketing Resource 296

Both Sides of the Table

OCTOBER 4, 2009

Many entrepreneurs who start technology companies are product people, technologists or savvy business people who worked previously for a larger company. Most start-up entrepreneurs have little or no sales experience. But through nearly a decade of startups I learned that sales comes down to three essential elements: 1.

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Sales Startup Platform Tips 319

Berkonomics

JANUARY 5, 2023

Public companies looking to acquire your growing enterprise usually have a few financial measures that help them weed out those candidates that will be too expensive in terms of effort or of too little financial attractiveness. Email readers, continue here…] Here are some of the checklist items your acquirer will consider.

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.Net Acquisition Sales Email 156

Berkonomics

NOVEMBER 17, 2016

Everyone who manages a company or its sales force wants to write as many new deals as possible, and is usually warry about doing anything that might threaten the positive outcome of a pending sale. Deadlines are an important sales tool. The most powerful tool you have in a sales environment is a deadline.

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Sales Tool Writing Customer 120

Berkonomics

OCTOBER 20, 2022

Far too often, I come across companies with commission structures that take into account “all” the possible permutations of profit on a sale, causing everyone to wait for an accounting person to complete a cost analysis in order to find the magic number, or for a manager to rule on percentage splits for territories or products.

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Sales SaaS Pricing Course 177

Both Sides of the Table

FEBRUARY 3, 2010

I’d like to talk about Crocodile Salesmen in 3 scenarios: 1) when YOU are selling (or someone on your team), 2) when you are trying to recruit a sales person. But how to apply “listening&# in a sales meeting? Let’s assume you run a Customer Support software company. I still do this sometimes, too.

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Sales Startup Venture Capital Customer 314

Berkonomics

FEBRUARY 2, 2023

Celebrating that strategic partnership Many of us make it a priority to find and partner with companies that can add to our offering or extend our reach. It takes real effort and planning on both sides of a partnership between companies to make it work. Why would this partnership – one that benefits both companies – fail to succeed?

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Press Sales Training Resource 156

Berkonomics

APRIL 21, 2022

Owned media comes from the databases you own, such as your company’s web site, email newsletters, profiles in social media, or apps you have created requiring registration or download. One of “my” companies learned and grew to spectacular size. What resources do you already own? And here’s the most powerful new media model.

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Advertising Media Social Media Newsletter 156

Berkonomics

JUNE 4, 2020

Let’s say that your company is exactly at breakeven. There is amazing leverage in high gross profit margins once a company is past breakeven. A ten percent increase in revenues for a company with 50% gross margin and 5% net profit before the increase would double net profit for the period with that ten percent increase in revenue.

.Net 156

.Net Sales Tool Email 156

socalTECH

SEPTEMBER 25, 2018

Irvine-based Cirrus Insight , a developer of software used to help sales people with managing their email inbox and calendar, has received what it says is a "significant" growth equity investment. Cirrus Insight's CEO and co-founder is Ryan Huff; the company's COO and co-founder is Brandon Bruce. READ MORE>>.

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Funding Email Equity Sales 113

Berkonomics

FEBRUARY 9, 2023

The most striking example was the one hundred million–dollar purchase of one of my companies by a New York private equity investor using only five million of its cash. If there are enough of these, the CEO or founder can announce a valuation as high as double the actual negotiated enterprise value of the company.

Pricing 156

Pricing Sales Examples Tool 156

socalTECH

FEBRUARY 12, 2020

Santa Monica-based Nimble , the developer of a contact activity tracking tool for Office 365 and G Suite which is led by Jon Ferrara, says it has enhanced its browser extension for helping teams with their sales prospecting efforts. The company did not say which browsers the extension works for, but said that Nimble Prospector 2.0

Template 113

Template Santa Monica Activity Email 113

Berkonomics

JUNE 10, 2021

How about early-stage companies with unique problems? In an early-stage company, the key issue is most often finding the way to start the revenue flowing from services and sales. With enough revenues, the young company can more easily raise equity funds, borrow money, hire top talent, and gain valuable publicity.

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Examples Sales Demand Equity 156

InfoChachkie

OCTOBER 1, 2010

Although the plot was obviously devised for comic effect, it serves to illustrate that non-conventional methods of infiltrating Big Dumb Companies (BDCs) are often effective. Entrepreneurs constantly have to capture the attention of larger companies. Eventually, you will reach someone at the target company.

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Company Companies Email Press 124

Berkonomics

FEBRUARY 3, 2022

It is perfectly OK for you to want to grow your company and plan to keep control for you and your offspring, with no intention to sell. The advantage of creating an evergreen company. I was able to negotiate a “put” of my shares back to the company at 5x my investment. What if you later decide to just keep control?

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Equity Course Sales Invest 156

Both Sides of the Table

FEBRUARY 17, 2019

Having read his latest op-ed on email I know why I erred towards the side of of not loving his book as much as some did. Apparently he’s an “organizational psychologist professor and thinks that it’s rude not to answer email. I also surmise that perhaps organizational psychologists don’t get as much unsolicited emails as some of us do.

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