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I started working on internet and technology companies starting in 2006. (This doesn’t include my building websites, prototypes, etc… since childhood). My high interest in the SaaS business model started in 2009 in a mixed Undergrad/MBA class at the University of Wisconsin School of Business called Entrepreneurial Finance, where my final project was to do the work of an Investment Banking team preparing a client for their IPO roadshow. That client was pre-IPO OpenTable.  Afte

This post was originally posted on my LinkedIn profile blog in 2014 with the title: If I Were 22: Think Smaller. I thought about it recently, re-read it, and decided the message is still great for Founders working on their GTM Strategy. Whether you're working on your first Minimal Viable Product (MVP), working toward Product-Market Fit, or scaling B2B startups I recommend the quick read. ---   A close entrepreneur friend of mine once told me his advice for getting started in.

For the past few years, I’ve spent time each day using the popular LLMs to better understand their potential. Given that I’m doing Go-to-Market consulting, I thought it would be fun to upload my resume and seek its hopefully objective assessment. I’ve decided to share the results below.  Prompt: “Can you make a summary of my skills and how you think I compare to the market for talent in those skills?” Response: Executive Summary of Your Skill Set 1) Go-to-Market & Revenue Lea

In the world of B2B SaaS, there has been THE  legendary - and to some in Tech sales and marketing, annoying  - "holy grail": growing a company to a multibillion-dollar valuation without a traditional, high-pressure outbound sales force. For over a decade, Atlassian has been the poster child for this model. While competitors were pouring 50% of their revenue into outbound sales teams, Atlassian was reinvesting that capital into R&D, creating a product-led growth (PLG) engine

I’ve benefited substantially from the entrepreneurs and venture capitalists sharing their experiences and knowledge as I developed as an entrepreneur. I intend to write another blog post giving more detailed credit to those who I believe have had the most impact on me. Until then, I did some research to see how Gen AI would determine the best ones for entrepreneurs at this point in time. Note: this is not a ranking. Below is an analysis of the top 20 VC blogs and newsletters,

*Find the original slide deck for this live in-person conversation here . If you aren't obsessed with value, you aren't ready to go to market. Here is how to segment your audience, identify what they truly care about, and position your solution as an absolute necessity. The 4 Buckets of B2B Value Creation Before you can sell, you must understand what "value" actually means to a business. In the B2B sector, almost every successful product or service creates value through one o

In 2013 and 2014, I was a Fellow and Advisor in Startup Leadership Program 's Chicago Chapter classes. After many compliments from other Fellows and the Chapter Mentors and Advisors about my business acumen and insights, I was asked to consolidate and synthesize my knowledge to teach Go To Market strategy for the curriculum on that topic that year. The attached presentation is my original presentation. I've had compliments from currently successful startup founders (multiple