Customer management is like dating

In this video, hear from general partner of Kleiner Perkins, Bing Gordon, as he uses the metaphor of dating to discuss customer management from prospecting to long-term retention. Learn about the algorithm for dating a cat to tactics used on eHarmony and OKCupid. Read More


The enterprise sales learning curve

“It always takes longer and costs more,” laments Don Valentine of Sequoia Capital, one of the most successful and respected venture capitalists today. This is consistent with our own extensive involvement in entrepreneurial companies over the past twenty-five years where it is the truly rare company that meets or exceeds its initial plans. The large majority miss the timing of their revenue ramp and require more capital than originally planned to achieve cash flow breakeven operations. When established companies release their first product in a new category (for them), they often face the same challenges. Read More