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. The software sells for $50,000 to $400,000 per instance.

Sales 113

Sales Training Software Email 113

Berkonomics

JUNE 15, 2017

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. Taking in angel or venture money requires a setting of an entrepreneur’s expectations that may come as a shock at least at first.

Venture Capital 243

Venture Capital Sales Invest Class 243

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. The software sells for $50,000 to $400,000 per instance.

Sales 100

Sales Training Software Email 100

Berkonomics

MARCH 25, 2012

Email readers, continue here.] Because the Internet has such a long memory and documents from the distant past can be found with ease, a search the “The Berkus Method” today will yield a number of conflicting valuations culled from the many subsequent publications of the method over the ensuing years.

Invest 321

Invest Startup Email Competition 321

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.

Email 250

Email Writing Conference Mobile 250

Berkonomics

OCTOBER 3, 2013

All corporate governance documents, from incorporation articles to minutes of all meetings of the board are maintained in the deal room. Up-to-date insurance policies, leases, financial documents and schedules such as fixed assets are copied here. Email readers, continue here.]

Software Review 191

Software Review Patents Startup Email 191

SoCal CTO

JANUARY 5, 2011

Vivek Wadwha - Campus Entrepreneurship , November 19, 2010 Best Practices for Introduction Emails - Israel Venture Capital 2.0 , March 25, 2010 Weekend Reading - The Mogul Mom , October 1, 2010 Make informal advisors part of the team. Berkonomics , November 29, 2010 Rice Alliance IT/Web 2.0

Startup 378

Startup Venture Capital Blogging CTO Coach 378

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. Do so within the offer document and with a personal comment with delivery of the offer.

Sales 120

Sales Tool Writing Custom 120

socalTECH

NOVEMBER 20, 2017

Irvine-based Cirrus Insight , which develops software for helping aid in sales followups, email marketing, and customer relationship management, has acquired Attach.io , a developer of real time document tracking software. Financial terms of the buy were not announced. was based in Knoxville, Tennessee. READ MORE>>.

Email 113

Email Sales Software Custom 113

Both Sides of the Table

MAY 14, 2018

Here’s Why You Should Just Send the Deck I know you have your document sending tool to send your fund-raising deck to VCs and track who read your deck, which pages they read and how much time they spend on each page. What should not be in your deck? I would likely open up your deck, read it again and begin contemplating your company again.

Funding 239

Funding Venture Capital IP Email 239

Berkonomics

SEPTEMBER 5, 2024

Rules about non-compete agreements So, what are the rules about those pesky non-compete agreements signed upon your discharge, or upon the sale of your previous company? Further, there is no expiration date on these poisoned documents. And some are former selling shareholders of just those businesses. Digital or analog!

Design 156

Design Writing News Email 156

Both Sides of the Table

FEBRUARY 7, 2010

I’ll publish the final post in this series this week and then move on to my next series – sales & marketing. I’ll be covering my PUCCKA sales methodology. My first company launched in 1999 and we were offering a SaaS document management in the cloud (we were called ASPs back then).

Entrepreneur 267

Entrepreneur Startup SaaS San Diego 267

Both Sides of the Table

MARCH 10, 2015

I write about sales often both because it’s the lifeblood of any organization and because in my experience it is the area in which more startups are least experienced or inclined. I also write and talk about it frequently because raising capital is a part of sales and this is important for entrepreneurs to understand.

Sales 150

Sales Startup Venture Capital Funding 150

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. All other board functions are secondary.

Class 282

Class Coach Invest Sales 282

Berkonomics

SEPTEMBER 28, 2017

To protect against this, there must be some document in place from the beginning that clearly states the expectation of each founder as to contribution of time and resources to the enterprise.

Equity 256

Equity Class Pricing Sales 256

socalTECH

JUNE 24, 2010

For our Insights and Opinions section today, we have a contribution from Jason Nazar, co-founder and CEO of Santa Monica-based Docstoc , an online site for sharing and finding professional documents. Ive spent most of my career in sales (or some sales like function), and here are my thoughts on how to be better with your BD.

Development 154

Development Develop Santa Monica Tips 154

Berkonomics

FEBRUARY 8, 2024

The investor organization is granted the seat if the investment remains, and the documents often name the first representative assigned by the investor group to the position. A seat on your board? Why these restrictions? In later insights, we will explore the legal and ethical responsibilities of board members.

Sales 156

Sales Resource Email Pricing 156

Berkonomics

JANUARY 27, 2010

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. Taking in angel or venture money requires a setting of an entrepreneur’s expectations that may come as a shock at least at first.

Venture Capital 168

Venture Capital Sales Invest Class 168

Berkonomics

AUGUST 27, 2020

All corporate governance documents, from incorporation articles to minutes of all meetings of the board are maintained in the deal room. Up-to-date insurance policies, leases, financial documents and schedules such as fixed assets are copied here. Who will use it and when? When to start a data room? The payoff.

Software Review 156

Software Review Startup Patents Email 156

Berkonomics

JANUARY 27, 2012

Certainly the buyer’s asset purchase documents included a non-compete clause, usually valid for two years from the date of the closing. Email readers, continue here.] What if you are the seller of a previous business or shares amounting to more than an insignificant percentage of a previous business?

Patents 159

Patents Sales Email Product 159

Berkonomics

AUGUST 29, 2013

Sometimes the end game or sale of the company is not a happy event. Especially when outside investors, venture capitalists, or angels, have put in substantial money and the sales price is less than the value of their investment. There are a number of questions a distressed sale brings to mind.

Sales 166

Sales Venture Capital Invest Guide 166

Berkonomics

MAY 12, 2010

To protect against this, there must be some document in place from the beginning that clearly states the expectation of each founder as to contribution of time and resources to the enterprise. Email readers continue here.] Let me try to advance a few rules of thumb to help guide you here.

Equity 213

Equity Class Pricing Startup 213

Both Sides of the Table

OCTOBER 31, 2011

Historically you are your email address. Think about your local news anchor saying, “if you want to get in touch email me at xxxx.” Nearly every day now I see public figures telling people their Twitter identity in stead of Facebook, email or other forms of identity. Who are you on the web? ” Sure.

News 324

News Web Email Startup 324

Berkonomics

JANUARY 24, 2019

So, what are the rules about those pesky non-compete agreements signed upon your discharge, or upon the sale of your previous company? Further, there is no expiration date on these poisoned documents. You cannot complain that the document or information in question is more than five years or two employers old. Digital or analog!

Companies 120

Companies Company News Startup 120

Berkonomics

JANUARY 24, 2019

So, what are the rules about those pesky non-compete agreements signed upon your discharge, or upon the sale of your previous company? Further, there is no expiration date on these poisoned documents. You cannot complain that the document or information in question is more than five years or two employers old. Digital or analog!

Companies 120

Companies Company News Startup 120

Berkonomics

JULY 19, 2010

The investor organization is granted the seat as long as the investment remains, and the documents often name the first representative assigned by the investor group to the position. Email readers continue here.] In subsequent insights, we will explore the legal and ethical responsibilities of board members.

Pricing 120

Pricing Invest Startup Sales 120

Both Sides of the Table

NOVEMBER 20, 2012

Do you find yourself too much in email mode? I regularly shut down my email so that I don’t get pop-up alerts when I’m working. This can be your star Chief Architect who loves to code but hates having to handle the admin like testing, documentation, recruiting, etc. How can I play to my strengths?

Venture Capital 400

Venture Capital Conference Ideas Entrepreneur 400

Both Sides of the Table

NOVEMBER 1, 2009

Our sales guys were on the front line and heard what they needed to win deals. He decided that our largest customers would be involved in the setting of our priority lists (we did some of this internally in the early years but we saw it mostly as a sales process). The Outside In organization had a one-way flow.

Organization 280

Organization Customer Custom Tips 280

Berkonomics

JULY 23, 2020

Sometimes the end game or sale of the company is not a happy event. Especially when outside investors, venture capitalists, or angels, have put in substantial money and the sales price is less than the value of their investment. There are some questions a distressed sale brings to mind. How about outside investors?

Companies 156

Companies Company Sales Venture Capital 156

Berkonomics

SEPTEMBER 12, 2024

Certainly, the buyer’s asset purchase documents included a non-compete clause, usually valid for two years from the date of the closing. And because there was consideration paid to you in the sale, that clause is binding upon you and is effective almost everywhere.

Patents 156

Patents Sales Product Email 156

Berkonomics

APRIL 14, 2012

Email readers, continue here.] Summarizing income statements with a line for revenues, cost of revenue, general and administrative expenses, sales and other direct costs – all leading to net income, would satisfy the legal requirement for statement of income and expense.

Class 202

Class Report Competition .Net 202

socalTECH

JULY 8, 2010

DocStoc, based in Santa Monica, is headed by Jason Nazar , and offers a way for people to share and purchase professional documents. HauteLook, one of the first firms to capitalize on the sample/private sales market, is already profitable and is growing rapidly. Let us know in comments or email!). DocStoc vs. Scribd.

Southern California 124

Southern California Rustic Canyon SoCal Startup 124

Berkonomics

MAY 23, 2024

Otherwise, you might picture an event in which the sale of a company to be consummated a few months before full vesting could cause a board member to find ways to vote for delays or even against a sale of the company, awaiting full vesting of his or her options. How about companies without intent to sell or IPO in future?

Venture Capital 156

Venture Capital Pricing Equity Invest 156

Berkonomics

SEPTEMBER 6, 2010

They write into 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. Email readers continue here.] All other board functions are secondary.

Class 179

Class Coach Invest Sales 179

Berkonomics

JANUARY 16, 2014

Email readers, continue here.] Create roles and guidelines in the potential partnership: What role and responsibility will each of the partners have including operation, financial, sales, marketing, etc.? Perform preliminary due diligence: Review the business plan including marketing, sales strategies and financial needs.

Technical Review 204

Technical Review Startup Examples Metrics 204

Berkonomics

JULY 25, 2024

Planning, the second “P” [Email readers, continue here…] This one starts at the top of the organization (perhaps you!) Sales would create metrics to track each salesperson’s progress and success. with the goal or objective set by senior management, strategies to achieve the goal, and tactics needed to achieve each strategy.

Metrics 156

Metrics Blogging Email Tool 156

Startup Professionals Musings

APRIL 17, 2020

Being very visible in the startup community, I still get an amazing number of badly written emails, rambling executive summaries, and business plans with one paragraph per chapter. That context needs to be set before your sales pitch or background story makes any sense. Before you start, make sure you understand your own objective.

Writing 125

Writing Entrepreneur Summary Email 125