Both Sides of the Table

JUNE 17, 2013

In my first enterprise software company we developed a methodology for sales that we called PUCCKA. Having a methodology instead of just going on random sales visits helped force a bit of rigor and honesty amongst team members about how well or not we thought we were doing. The best sales meetings are discussions.

Sales 367

Sales Slides Startup Customer 367

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. But the number one reason sales stall when customers see the value in what you do is because they often don’t have a reason to buy NOW. The USP solves the, “Why Buy Me?”

Sales 328

Sales Customer Custom Examples 328

Both Sides of the Table

JUNE 30, 2013

This is part of a series that describes a sales methodology for technology companies or frankly many other types of companies, too. ” We developed this at our first company and called it PUCCKA – the overall methodology is described here. Of course you have to develop and nurture champions.

Sales 322

Sales Help Organization Product 322

TechCrunch LA

FEBRUARY 11, 2020

Hyundai Motor Group said it will jointly develop an electric vehicle platform with Los Angeles-based startup Canoo, the latest startup tapped by the automaker as part of an $87 billion push to invest in electrification and other future technologies. Canoo said it will provide engineering services to develop the electric platform.

Startup 310

Startup Development Develop Platform 310

TechEmpower

DECEMBER 11, 2023

million software developers worldwide. Given this diversity, it's important to be selective in the development services company with whom you choose to partner. You'll discover firms that are prolific in design/interface and light on development, and vice versa. How do they verify the ongoing progress of development?

Software Development 297

Software Development Software Review Development Develop 297

Both Sides of the Table

JULY 4, 2013

This is part of a series that describes a sales methodology for technology companies or frankly many other types of companies, too. We developed this at our first company and called it PUCCKA – the overall methodology is described here. Legal – The other big roadblock in sales is the legal department. Compelling Event.

Sales 321

Sales Organization Startup Resource 321

Both Sides of the Table

JULY 6, 2015

Many people are too cautious in sales processes and as a result when they present their solutions they end up sounding milquetoast and undifferentiated from anybody else in the market. I recently wrote about the three rules of sales. In sales we often call these USPs (I wrote about them here: Unique Selling Propositions ).

Sales 315

Sales SaaS Startup Venture Capital 315

socalTECH

NOVEMBER 13, 2019

Los Angeles-based ringDNA , which develops artificial intelligence software for the sales market, has added a new sales coaching product that uses artificial intelligence to help improve sales teams. Pricing on the new product was not announced. READ MORE>>.

Coach 187

Coach Artificial Inteligence Sales Equity 187

socalTECH

FEBRUARY 27, 2020

Los Angeles-based ringDNA , the venture-backed startup which is developing artificial intelligence tools to help sales teams, says it has acquired a popular podcast focused on sales. According to the company, it has acquired the sales podcast "Accelerate!", Financial details of the deal were not announced.

Artificial Inteligence 140

Artificial Inteligence Sales Tips Los Angeles 140

Tech.Co

JUNE 30, 2021

Shopify has announced a new scheme for all of its App Store developers. Developers will not pay any commission on the first $1 million that they make in a given year. In theory, this could make developers an extra $200,000 per year if the app is selling optimally. on every sale, on top of the overall Shopify charge.

Development 141

Development Develop Sales Platform 141

Both Sides of the Table

MARCH 19, 2013

The era of VCs investing in successful consumer Internet startups such as eBay led to a belief system that seemed to permeate many enterprise software startups that hiring sales or implementation people was a bad thing. But the “no sales people” mantra isn’t what I’m here to take on. I believe it’s flawed.

Startup 403

Startup Sales Software Review Technical Review 403

socalTECH

APRIL 23, 2021

Carpinteria-based construction management software unicorn Procore has named a new sales VP, saying this week that it has appointed Bill Crawford as the company's Senior Vice President of U.S. Crawford had previously served as Chief Value Officer at Ceridian, and Senior Vice President of Sales at ADP.

Sales 113

Sales Southern California Software Startup 113

Both Sides of the Table

NOVEMBER 16, 2014

Eventually you need a VP of Product to handle your product roadmap, a CTO for engineering leadership and VPs of sales, marketing & biz dev. Of if your VP Sales isn’t complaining about marketing she’s trying to get the function reporting to her. Do you hire more sales people? More developers? Engineering?

Entrepreneur 385

Entrepreneur CTO Hire Startup Sales 385

socalTECH

JULY 14, 2021

Los Angeles-based Endgame, a developer of software that links user behavior with sales opportunities, has raised $17M in funding, according to the company. The funding was split between a $12.25M, Series A funding round led by Menlo Ventures, and an earlier $5M Series Seed funding which was led by Upfront Ventures.

Sales 124

Sales Software Seed Funding Los Angeles 124

socalTECH

JANUARY 3, 2022

Los Angeles-based EcoFlow, the developer of portable power stations, says it reached $200M in annual revenues in 2021, up 275% from the year before. The company said it more than tripled its sales in 2021, the second consecutive year for the growth.

Sales 113

Sales Los Angeles Invest Funding 113

Both Sides of the Table

JUNE 20, 2013

In my first enterprise software company we developed a methodology for sales that we called PUCCKA , which I wrote about previously. Having a good sales methodology can help you ensure your company runs more disciplined campaigns and focuses scarce resources on your best opportunities. But how would I use it?”.

Sales 336

Sales Startup Competition Customer 336

Both Sides of the Table

MARCH 21, 2013

So when I meet with GRP portfolio companies that do enterprise sales I try to emphasize the following: 1. Often your sales engineers can do the customizations without bugging the core eng team. Integrate PS Work Into Sales & Marketing Processes. Referenceability is the lifeblood of sales.

Software Review 322

Software Review Software Services Company 322

socalTECH

JULY 6, 2021

Clean energy developer Arevon Asset Management has installed what it says is one of the largest energy storage sites in the United States in Saticoy, California. The company says the energy from the battery storage site is being provided to Southern California Edison (SCE) under the terms of a 20-year purchase and sale agreement.

Ventura 127

Ventura Southern California Develop Development 127

Both Sides of the Table

DECEMBER 27, 2011

The most obvious way to explain this is with sales people. If you hire 6 sales reps in January at $120,000 / year salary then you’ve taken on an extra $60,000 per month in costs yet these sales people might not close new business for 4-6 months. “COGS” represents the amount that each sale costs you.

Startup 419

Startup Venture Capital Sales Technical Review 419

L.A. Business Journal

SEPTEMBER 20, 2021

Playa Vista-based point-of-sale software developer Appetize Technologies Inc. has been acquired by SpotOn Transact Inc. for $415 million.

Software Development 246

Software Development Sales Software Technology 246

TechCrunch LA

DECEMBER 8, 2020

He did note that in the four markets where the company has gone live since launching its business in January 2019 — San Diego, Los Angeles, the Inland Empire , and Sacramento — has yielded an annualized revenue run rate of over $400 million in gross merchandise value (the total value of home sales transacted on its platform).

Sales 282

Sales Demand San Diego Funding 282

Both Sides of the Table

FEBRUARY 6, 2013

Early-stage companies shouldn’t: outsource core product development, have consulting firms build it for them to speed up time-to-market, shouldn’t hire too many business people until product is complete and early product/market fit tested. Your first sales people should be consultative sellers who can fuel evangelical sales.

Startup 389

Startup Slides Outsource Development Sales 389

TechEmpower

MARCH 4, 2024

Key Functions with High Impact Generative AI is revolutionizing sales by enabling dynamic pricing and personalized customer interactions, boosting conversion rates and customer satisfaction. Post-sale, AI analyzes customer data to improve service and loyalty, making it a cornerstone of modern sales methodologies.

Generative AI 297

Generative AI TechEmpower CTO Hire Outsource Development 297

TechCrunch LA

OCTOBER 27, 2020

The Los Angeles-based operations and security management software service, Replicated has raised $25 million to ramp up its staffing and scale its sales and marketing efforts. As developers embrace Kubernetes, Replicated launches tools to manage its deployments. “Once we started building on that success. .”

Software 224

Software Tool SaaS Los Angeles 224

socalTECH

NOVEMBER 10, 2020

Los Angeles-based Signal Automotive , a startup which develops software for managing buying, selling, and inventory allocation for automobile dealers, has raised $20M in a funding round. The funding was led by Kayne Partners Fund, the growth private equity arm of Kayne Anderson Capital Advisors LP.

Software 124

Software Sales Southern California Equity 124

Berkonomics

MAY 25, 2017

Assign our development manager to localize design and oversee the needed enhancements to our product and support materials for each new territory. Assign one of our corporate employees to support sales and installation efforts by all distributors. Each distributor should be capable of generating $1 million in business by year two.

Resource 243

Resource Training Sales Demand 243

Both Sides of the Table

JUNE 19, 2015

Sales people (and website customer acquisition folks) all think in terms of funnels and yet non-sales professionals seldom do. It doesn’t matter if it’s recruiting, business development, shipping product, writing blog posts, networking … it’s all the same. Lots of people start, very few finish.

Startup 420

Startup Framework Sales Venture Capital 420

Berkonomics

NOVEMBER 12, 2015

If it becomes a part of your long term sales message, there is risk that you will set expectations you cannot achieve. Offer “fast” when it works for you to close a sale that would not have been likely otherwise. Red Adair said, “…pick any two.” He describes his choice as “cost, quality or scope. Pick two. “.

Resource 279

Resource Sales Pricing Demand 279

socalTECH

JUNE 1, 2021

Playa Vista-based iLife, a startup which is developing tools to help life insurance agents set up their own, branded "digital insurance agency", has raised $4M in a seed funding round, according to the company. iLife said the funding was led by Foundation Capital, and also include AME Cloud Ventures and Cherubic Ventures.

Sales 113

Sales Seed Funding Startup Tool 113

socalTECH

MAY 25, 2018

Greycroft Ventures , which has a big presence in Los Angeles, has backed Silicon Valley-based BlueCart , a developer of machine learning software and other tools for the hospitality industry, to the tune of $5M. BlueCart said this week that it raised $5M in its Series B-1 funding, bringing its total raised to $22M.

Artificial Inteligence 189

Artificial Inteligence Funding Sales Los Angeles 189

Both Sides of the Table

JUNE 4, 2013

Since Arrested Development is back I thought I’d resurrect Gob Bluth’s answer when he was told he needed a “business model” – he quickly figured out that he was missing one so he asked Starla, the Bluth company secretary, if she would be his business model. You need product / market fit. The money quote.

Startup 402

Startup Customer Custom Technical Review 402

Both Sides of the Table

SEPTEMBER 20, 2014

It is the bane of every startups existence because it takes up so much time, it is so competitive to sign people and it feels like unproductive time because it’s not moving the ball forward on product, engineering, sales, marketing, biz dev, fund raising. It consumes time and energy and the payoff doesn’t come for a long time.

Press 341

Press Startup Email Sales 341

TechCrunch LA

AUGUST 11, 2021

Snipfeed is free to set up, but if you make sales, the company takes 15% — this percentage is inclusive of any transaction fees. Through Snipfeed’s referral program, creators can make 5% of sales from anyone they onboard to the platform (this comes out of Snipfeed’s commission). “We Image Credits: Snipfeed.

Platform 286

Platform Commerce Startup Tool 286

InfoChachkie

APRIL 13, 2015

Because I am cheap and I know that car dealers are incentivized by the manufacturer to hit quarterly and annual sales goals. Thus, the value of a sale at the end of a quarter can be significant, if the sale contributes to obtaining a manufacturer''s incentive. Avoid The End-Of-The-Quarter Trou Drop.

Pricing 244

Pricing Startup Sales SaaS 244

Both Sides of the Table

MAY 13, 2018

The most important advice I could give you before you set out in fund raising mode is to understand that fund-raising a sales & marketing process and needs to be managed. Somehow many first-time founders equate “sales” with something that is beneath them. In sales there are also three rules: Qualify, qualify, qualify.

Venture Capital 332

Venture Capital Funding Startup Sales 332

TechCrunch LA

MARCH 3, 2019

Tesla said that to achieve this lower price it will shift all sales globally to online only, meaning the company will be closing many of its stores over the next few months. Tesla also has two other models that are waiting in the wings — the Roadster and the Tesla Semi, which are both under development.

Design 272

Design Layoffs Pricing Los Angeles 272

Berkonomics

AUGUST 8, 2024

To some it is financial security, building a base of wealth created from the increased value of the enterprise at the end point of sale or at an IPO. To others, it is simply a way to express a talent for art, cooking, consulting, management, development or more. Vision, risk and capital, oh my!

Startup 317

Startup Entrepreneur Course Capital 317