White Hat / Black Hat

Perspectives on tech entrepreneurship and venture capital

Categories for Sales & Marketing

In the early stages of scaling a business, it’s perfectly natural to cheer for each new sale with the same enthusiasm as the last. After all, new deals drive growth. Not to mention they put cash in the bank. A strong focus on top-line growth is critical, but it can be all too easy to fall… Read More

boulder up hill

It’s easy to be a cynic when it comes to industry trade shows and conferences, as the formula at most of them is pretty tired and familiar. You can waste both your time and your marketing budget at these events (and I have ended up doing both). But a conference also offers a rare opportunity… Read More


As you might imagine, we see a lot of hockey stick financial models and fluffy sales pipelines in the course of evaluating potential investments.  I was certainly guilty of producing some pretty optimistic projections myself during my time on the other side of the table (I still chuckle when I look back at some of… Read More

Sales pipeline2