Early-stage Start-up CEO: Can a Strategic Partner give you an “unfair advantage” vs. relying on pure organic growth?

Many young technology companies dream about establishing partnerships with larger companies as a way to help them increase their market coverage, increase sales volume and lower sales costs. For example, most early stage companies want strategic partnerships with the large cloud players: how do I get Amazon, Microsoft or Google to partner with me and promote…

How to Successfully Scale Sales Past $20M

Congratulations are in order when you reach this stage. As a CEO, you have closed your initial set of paying customers, you have identified and successfully sold the repeatable sale and you are probably somewhere around $20M in ARR. Now you are ready to raise the “market scale” round of financing and grow out your sales,…

CEO: How to Scale Over $10M ARR: Sales Repeatability

Congratulations! You’re now approaching $10m in Annual Recurring Revenue (ARR). You most likely have at least 25 customers and are expecting some add-on sales or renewals this quarter. As mentioned in the last post, a critical indication of the future success of a Stage 1 company is the ability to move beyond beta customers to…

7 Tactics to Hiring Your First Sales Team

Who Should I Hire First? Many technical founders struggle to build out their initial sales team. Some of the questions they wrestle with during this initial growth stage were introduced in our last post,  Why Don't I Have 100 Customers Already. They  include: When should I start hiring salespeople? What does a "good" salesperson look like? How…