How to pick co-founders: Imagine you’re getting married

Picking the right co-founders is a mix of fit and skills, not clones.  Like a married couple, founders should complement each other. Minimize the number of co-founders. Too many founders creates a messy and confusing relationship. Founders set the tone:  they define the culture and the work ethic. Take the Founder Oath: Separate mission from ego. Founder drama kills startups.   …

How to test your founding idea for a startup.

Founding Ideas and teams must create gravity to attract people and capital. Start with a problem or a disruption, rather than a technology. Enterprise customers don’t buy technology for technology’s sake. Do the homework to validate The Founding Idea with customers. It always starts with an idea. Some founders see a new product or business opportunity. Others see a major …

Introducing the S2T Blog: B2B entrepreneurs, this is for you

What do we wish that we could tell ourselves—15 years ago as a newbie entrepreneur and investor?  A simple question that unleashed a tidal wave of reflection and conversations.  If you are an entrepreneur, an employee, or an investor anywhere on the enterprise startup journey, this upcoming series of blogs are for you. We are all in this together.   This …

The 1st GTM Fit Summit – SF CA May 2018

We hosted our first Go-To-Market Fit (GTM Fit) Summit last week.  Huge turnout and it was a blast! Feedback from attendees could be summed up as “rather than usual event blah-de-blah, this was super useful—with candid stories, live workshop examples, and unfiltered GTM Fit advice from real entrepreneurs in the trenches.”  Special thanks to entrepreneurs Clara Shih, Dominique Levin, Jon …

Survival to Thrival: Finding Go To Market Fit

If you spend time in the incubators, accelerators, or coffee shops in innovation centers, you will hear entrepreneurs and investors alike talking about finding Product Market Fit (PMF). Finding PMF is the critical “A Ha!” moment that fills the origin stories of great entrepreneurs handed down from founder to founder. It is the essential and elusive allure of finding PMF …

The Story Behind the Survival to Thrival Books

This isn’t a hero’s journey. Far from it. It’s a mind meld of a 15-year entrepreneur-investor team and dozens of enterprise entrepreneurs who all struggled through the journey to build enterprise startups. Over 15-years together with help from many others, we built two successful enterprise startups; the first was bought by Cisco for $450 million, and the second went public …