business plan

Your Initial Business Plan is a Huge List of Assumptions

While in the coffee shop with your co-founder and blank sheets of paper for brainstorming you are in what I refer to as the “hope, vision, promise and potential” phase. …

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Extreme Value-Based Pricing

Many of us that sell products have learned about value-based pricing and the benefits from pricing our product based on the value the customer actually receives.  But I’m still amazed...

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trade show hacks

Favorite Trade Show Hacks

Imagine this scenario.  You decide to pay $2,500 for the cheapest exhibit option at your industry’s big annual trade show.  You know you’ll spend another $2,500 on cheap travel, lodging…

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A.I. Will Revolutionize the Marketing Function

The field of marketing has dramatically changed over the past 15 years due to the advent and dramatic proliferation of the Internet.  Roles like social media marketing, activities like search…

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Negotiating Valuation with Investors

I know, you just want me to show you the scorecard and associated secret formula investors use to decide a supposedly “fair” valuation for your company.  Unfortunately, you are only…

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You’re Not As Good at Sales As You Think

A company founder has no choice but to secure the first sales of their newly-created product and the first strategic partnership.  That’s because they can’t afford to hire a sales…

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I’ve been advising startups for more than 18 years.  During that time I’ve seen more than 1,500 startup pitches, given personal advice to more than 500 entrepreneurs and been involved with raising over $45M in private and venture capital. Combining that with a diverse and successful 28 year career in tech, I now share what I’ve learned in the articles, videos and other resources you’ll find on this site. I truly hope they serve as a success multiplier for your startup or high-growth venture.