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Charles LaCalle

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#DreamitLive

#DreamitLive

Charles LaCalle

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Watch founders, operators, venture investors, and others discuss issues around scaling startups, fundraising, marketing, and selling to enterprise customers.

Latest Episodes

Steve Case: The Future of Work and Entrepreneurial Ecosystems Post-Pandemic

Startup Challenges and the Future of Work Steve Case is one of America’s best-known and most accomplished entrepreneurs and a pioneer in making the Internet part of everyday life. In 1985 he co-founded America Online (AOL), which became the world’s largest and most valuable Internet company, helping to drive the worldwide adoption of a medium that has transformed business and society. For the past 15 years, Steve’s focus has been on starting and scaling Revolution (https://www.revolution.com/) , the Washington DC-based investment firm that backs entrepreneurs at every stage of their development through Revolution Growth, Revolution Ventures, and Revolution’s Rise of the Rest Seed Fund, which has invested in more than 140 startups in over 70 U.S. cities. During this #DreamitLive interview, we discuss advice Steve gives startups, where startups should be focusing their time, and what distractions founders should be tuning out. With the COVID-19 pandemic in mind, we talk with Steve about his thoughts on how this changes startups’ top priorities, creates new opportunities, and which business models might be at risk. We also take a deep look at a favorite topic of Steve’s: the growth of innovation ecosystems outside of the major tech hubs, what he calls “the Rise of the Rest.” For decades, most high tech investors have focused on three prominent geographies - the Bay Area, Boston, and New York City. How will COVID-19 accelerate or decelerate the growth of startup communities in these rising cities across the U.S.? In this interview with Steve Case: New opportunities emerging in a post-COVID business environment and what businesses are most at risk How the current business environment might affect trends outlined in Steve’s book The Third Wave (http://www.thirdwavebook.com/) How COVID-19 might affect the future of work and the locations where founders choose to launch and operate businesses The potential long-term impacts and second-order effects of shorter commutes, lower costs of living, and higher quality of life that some workers are experiencing during this pandemic and how large tech companies may adjust policies as a result New entrepreneurial ecosystems that may blossom and how venture capital paradigms might shift as a result How startups can capitalize and thrive on trends like distributed work and adjust to business development activities moving online

61 MINJUN 22
Comments
Steve Case: The Future of Work and Entrepreneurial Ecosystems Post-Pandemic

Annie Duke: Decision-Making Tactics, Embracing Uncertainty, & Cognitive Bias in Startups

In this #DreamitLive @AnnieDuke (https://twitter.com/AnnieDuke) ) explains how mental models, decision-making tactics, and behavioral science can help founders make better decisions as they build and scale their companies. Particularly during these challenging times, founders and startup employees face uncertainty every day. And the best founders, like the best poker players, have a process for embracing uncertainty in decision-making, learning from successes and mistakes, and recognizing (and removing) inherent biases. With her background in high-stakes poker coupled with her research and writing on psychology, economics, game theory, and neuroscience, Annie and Steve will discuss tactical ideas for founders to improve their decision-making skills. In this episode with Annie Duke, we cover: How to identify cognitive biases that hurt decision-making The difference between confirmatory and exploratory thought How to embrace uncertainty The importance of building a diverse set of advisors How to distinguish between signal and noise when assessing outcomes About Annie Duke: Annie is an author, corporate speaker, and consultant in the decision-making space. In 2018 Annie’s first book for general audiences, (https://www.amazon.com/Thinking-Bets-Making-Smarter-Decisions/dp/0735216355) , quickly became a national bestseller. As a former professional poker player, she has won more than $4 million in tournament poker. During her career, Annie won a World Series of Poker bracelet and is the only woman to have won the World Series of Poker Tournament of Champions and the NBC National Poker Heads-Up Championship. She retired from the game in 2012. Prior to becoming a professional poker player, Annie was awarded a National Science Foundation Fellowship to study Cognitive Psychology at the University of Pennsylvania. Annie is the co-founder of The Alliance for Decision Education, a non-profit whose mission is to improve lives by empowering students through decision skills education. She is also a member of the National Board of After-School All-Stars and the Board of Directors of the Franklin Institute. In 2020, Annie joined the board of the Renew Democracy Initiative.

99 MINJUN 18
Comments
Annie Duke: Decision-Making Tactics, Embracing Uncertainty, & Cognitive Bias in Startups

Motivating and Managing Startup Teams During a Pandemic

Sarah Pillmore is the former VP of human resources and talent acquisition at two of Expedia Group’s premier brands, Hotwire and CarRentals.com. In her role, she also led the global diversity & inclusion strategies. Now, Sarah is the Chief People Officer at Osler Diagnostics, a health technology company developing innovative biosensor technology as well as being an active angel investor. During this global pandemic, founders are facing unprecedented levels of stress and pressure as they navigate their companies through a severe economic contraction. How can founders and startup leaders best manage their teams, provide support, and encourage employee wellbeing through this crisis? In this episode: 5:55:00- Focusing on well being 15:45:00- Keeping teams motivated and focused 22:20:00- What's imposter syndrome? 27:05:00- Different types of "imposters" 28:50:00- What can I do to overcome imposter syndrome? 33:50:00- What are your thoughts on remotely hiring employees? 37:40:00 Are we bringing bad interviewing habits to remotely hiring? 43:40:00- Remotely laying off employees 49:00:00- Default alive or default dead? 52:40:00- How do we best get HR advice like yours if we're a small startup? 55:40:00- Do you think teams will now expect to have more "work from home" days? 58:30:00- What should do now to get ready for the fall if there is another outbreak? 1:01:30- If letting people go, how do we best help others cope with survivor guilt? 1:04:30- For hiring, what are your thoughts on how to do reference checking well?

66 MINMAY 12
Comments
Motivating and Managing Startup Teams During a Pandemic

Bullpen Capital VC Paul Martino: Fundraising, Venture Activity, and Deal Terms in an Economic Crisis

During our recent Dreamit Kickoff week, Bullpen Capital Founder and General Partner Paul Martino spoke with our Spring 2020 cohort about the state of the VC ecosystem in the current economic crisis. Martino founded Bullpen in 2010 with a focus on post-seed, pre-Series A startups, and he led the fund’s investments in companies like FanDuel, Namely, Ipsy, SpotHero, Classy, and Airmap. Throughout his career, he’s witnessed a number of economic crises, and he explained the two types of crisis we might be facing over the coming months, as well as the ways that VC deal terms and investment activity might change as a result. Learn more: https://www.dreamit.com/ (https://www.dreamit.com/)

55 MINAPR 9
Comments
Bullpen Capital VC Paul Martino: Fundraising, Venture Activity, and Deal Terms in an Economic Crisis

Jason Calacanis: Fundraising During the COVID-19 Economic Crisis

Jason Calacanis (@jason) is a technology entrepreneur, angel investor, and the host of the popular podcasts This Week in Startups and Angel. As a “scout” for top Silicon Valley venture capital firm Sequoia Capital and later as an angel investor, Jason has invested in 200+ early-stage startups including 7 "unicorns" (billion-dollar valuations), including Uber, Thumbtack, Wealthfront, Robinhood, and Calm. In this episode of #DreamitLive, Jason shares his insights on raising capital in an economic downturn, the qualities that founders need to excel at during a crisis, how he makes investment decisions, his predictions for how COVID-19 will change venture investing in the short and long terms, and more, including: What are the top 3 things startups must focus on right now? What sectors will heat up? What’s going to cool off? Should startups pivot early? How might valuations and deal terms change? Will VC’s slow their investing pace and what should startups do about it? What worked i...

77 MINAPR 9
Comments
Jason Calacanis: Fundraising During the COVID-19 Economic Crisis

The CARES Act, PPP Loans, & Startups: Important Updates For Founders

Friday, April 3 was supposed to be the orderly launch of the CARES Act Paycheck Protection Program (PPP) providing $349B of urgently needed funding to struggling startups and small businesses. Last Friday was anything but orderly. Our three special guests, a leading banker, attorney, and investor, are all on the front lines helping startups to secure emergency funding. Jim Marshall from Silicon Valley Bank (SVB), Kathryn Hickey from PilieroMazza, and Duncan Davidson from Bullpen Capital share the most up-to-date information and what founders need to know and do to get the assistance outlined in the CARES Act. In this episode, guests discuss… Biggest mistakes on applications for the PPP What if you have a different deposit bank and lender bank? What are the timelines on loans to be processed? Will banks run out of funds? What triggers the SBA “affiliation” rules for venture-backed companies? How to amend by-laws in shareholder agreements? Should founders expect the affiliation rules to be amended this week? Are VCs collaborating to resolve issues related to specific startups? Will the SBA increase the forgiven amount beyond 2.5 x Average Payroll (and other qualified expenses) if the company guarantees the additional amount will go towards new hires and agrees to be audited on that? Final thoughts on the idea of necessity and the purpose of the CARES Act Read more on the topic: https://www.dreamit.com/journal/cares-act-updates (https://www.dreamit.com/journal/cares-act-updates)

59 MINAPR 8
Comments
The CARES Act, PPP Loans, & Startups: Important Updates For Founders

Bullpen Capital VC Duncan Davidson: What Startups Need to Know About the CARES Act

The $2 trillion CARES Act set aside $377 billion for small businesses. While startups are doing everything they can to extend their runway, there is confusion on if and how the CARES Act applies to startups and what startups need to do to access this funding as quickly as possible. In this #DreamitLive, we discuss: 5:00 - Defining small businesses and who qualifies for CARES Act loans 6:00 - Do you need to rush to your bank to get this money? 7:00 - Who is entitled to these funds? 9:00 - What is the process of getting the loan? How does the loan get forgiven or turn into a grant? 11:00 - How does your business stay alive while waiting for this loan or crossing the “Covid Chasm”? What if you downsize? Will this affect your forgiveness of the loan? 13:30 - How do banks estimate what size loans you will get? 17:00 - Why employee headcount is so important when using CARES Act loans 23:00 - When will the money show up and get processed? 25:00 - Furlough vs. laying off employees? Provid...

58 MINAPR 2
Comments
Bullpen Capital VC Duncan Davidson: What Startups Need to Know About the CARES Act

Geoffrey Moore: Sales Strategies That Work In An Economic Downturn, Provocation-Based Selling

Acclaimed author and thought leader, Geoffrey Moore (“Crossing the Chasm,” “Inside the Tornado,” “In a Downturn, Provoke Your Customers,” and more) will join us to discuss what companies must do to “provoke” sales during difficult times. During an economic downturn, it’s critical to persuade your customers that your product is not just nice-to-have but an essential tool for their businesses to survive. Provocation-based selling goes far beyond consultative or solution-selling and differs from product-based selling, which pushes features, functionality, and benefits. Provocation-based selling helps customers see their competitive challenges in a new light that makes addressing specific painful problems unmistakably urgent. In this episode, Steve and Geoffrey will discuss how companies and startups can put provocation-based sales strategies to use, including: How to identify critical issues faced by customers How to formulate a unique point of view, or your “provocation,” a...

49 MINAPR 2
Comments
Geoffrey Moore: Sales Strategies That Work In An Economic Downturn, Provocation-Based Selling

Marketing & Sales Strategies for Real Estate Tech Startups with Michael Beckerman

Urbantech Managing Director Andrew Ackerman speaks with CREtech CEO Michael Beckerman about the latest trends in innovation in the commercial real estate industry. Michael Beckerman runs CREtech, the largest event, data and content platform in the commercial real estate tech sector. This position gives him an unparalleled vantage point on emerging tech trends, which technologies are having the biggest impact, and how leading organizations are adapting their companies to integrate technology. In this episode: 7:50 How are corporates finding startups and how should founders get in touch with corporates to pitch their products14:50 How to find the right person in the organization to pitch to19:20 What are some of the biggest marketing mistakes that startups make? 25:30 The first thing you should do when pitching a new customer31:00 Should you pay to speak at events and conferences?31:00 Michael's thoughts on content marketing35:00 Understanding an organization's pain points and inefficiencies 46:30 How to convince VCs to invest in your startup? 50:00 What are some tactics for making the most of conferences?

53 MINMAR 21
Comments
Marketing & Sales Strategies for Real Estate Tech Startups with Michael Beckerman

Selling A Cybersecurity Product, Pitch Deck Strategies, & More With Ron Gula

Ron Gula, president of Gula Tech Ventures, joins Steve Barsh to talk about the 5 most common mistakes cyber entrepreneurs make and how to avoid them. Ron was co-founder and CEO of Tenable where he grew revenue to $100m, customers to 20k, and raised $300m in venture capital. He has invested in dozens of cyber start-ups and supported multiple cyber funds. In this podcast, they discuss the top mistakes Ron and many other prominent cyber investors see cyber startups making and what these startups need to focus on to not only get investment but to build a market-dominating company. Here's what they cover in this episode: What are some investments you’ve made or exits you’ve had? About how many cyber startups reach out to you each week or month? What does you Gula Five Slide Pitch Deck look like? Does the best tech always win? How do you want to hear a cyber startup talk about competition (or lack thereof)? How important do you feel it is that a startup addressed a “top 10” CISO/CSO problem? Let’s talk about honesty and credibility of a startup or founder. What are some examples that have caused you to back away from a deal? How important is exceptional sales & marketing talent in a cyber startup? What do you look for? Are most of the companies that are pitching to you B2B? Final 2 things cyber entrepreneurs must not do wrong Learn more about Dreamit Securetech, a growth-focused program for cybersecurity, physical security, compliance, and anti-fraud startups: www.dreamit.com/securetech

58 MINMAR 10
Comments
Selling A Cybersecurity Product, Pitch Deck Strategies, & More With Ron Gula

Latest Episodes

Steve Case: The Future of Work and Entrepreneurial Ecosystems Post-Pandemic

Startup Challenges and the Future of Work Steve Case is one of America’s best-known and most accomplished entrepreneurs and a pioneer in making the Internet part of everyday life. In 1985 he co-founded America Online (AOL), which became the world’s largest and most valuable Internet company, helping to drive the worldwide adoption of a medium that has transformed business and society. For the past 15 years, Steve’s focus has been on starting and scaling Revolution (https://www.revolution.com/) , the Washington DC-based investment firm that backs entrepreneurs at every stage of their development through Revolution Growth, Revolution Ventures, and Revolution’s Rise of the Rest Seed Fund, which has invested in more than 140 startups in over 70 U.S. cities. During this #DreamitLive interview, we discuss advice Steve gives startups, where startups should be focusing their time, and what distractions founders should be tuning out. With the COVID-19 pandemic in mind, we talk with Steve about his thoughts on how this changes startups’ top priorities, creates new opportunities, and which business models might be at risk. We also take a deep look at a favorite topic of Steve’s: the growth of innovation ecosystems outside of the major tech hubs, what he calls “the Rise of the Rest.” For decades, most high tech investors have focused on three prominent geographies - the Bay Area, Boston, and New York City. How will COVID-19 accelerate or decelerate the growth of startup communities in these rising cities across the U.S.? In this interview with Steve Case: New opportunities emerging in a post-COVID business environment and what businesses are most at risk How the current business environment might affect trends outlined in Steve’s book The Third Wave (http://www.thirdwavebook.com/) How COVID-19 might affect the future of work and the locations where founders choose to launch and operate businesses The potential long-term impacts and second-order effects of shorter commutes, lower costs of living, and higher quality of life that some workers are experiencing during this pandemic and how large tech companies may adjust policies as a result New entrepreneurial ecosystems that may blossom and how venture capital paradigms might shift as a result How startups can capitalize and thrive on trends like distributed work and adjust to business development activities moving online

61 MINJUN 22
Comments
Steve Case: The Future of Work and Entrepreneurial Ecosystems Post-Pandemic

Annie Duke: Decision-Making Tactics, Embracing Uncertainty, & Cognitive Bias in Startups

In this #DreamitLive @AnnieDuke (https://twitter.com/AnnieDuke) ) explains how mental models, decision-making tactics, and behavioral science can help founders make better decisions as they build and scale their companies. Particularly during these challenging times, founders and startup employees face uncertainty every day. And the best founders, like the best poker players, have a process for embracing uncertainty in decision-making, learning from successes and mistakes, and recognizing (and removing) inherent biases. With her background in high-stakes poker coupled with her research and writing on psychology, economics, game theory, and neuroscience, Annie and Steve will discuss tactical ideas for founders to improve their decision-making skills. In this episode with Annie Duke, we cover: How to identify cognitive biases that hurt decision-making The difference between confirmatory and exploratory thought How to embrace uncertainty The importance of building a diverse set of advisors How to distinguish between signal and noise when assessing outcomes About Annie Duke: Annie is an author, corporate speaker, and consultant in the decision-making space. In 2018 Annie’s first book for general audiences, (https://www.amazon.com/Thinking-Bets-Making-Smarter-Decisions/dp/0735216355) , quickly became a national bestseller. As a former professional poker player, she has won more than $4 million in tournament poker. During her career, Annie won a World Series of Poker bracelet and is the only woman to have won the World Series of Poker Tournament of Champions and the NBC National Poker Heads-Up Championship. She retired from the game in 2012. Prior to becoming a professional poker player, Annie was awarded a National Science Foundation Fellowship to study Cognitive Psychology at the University of Pennsylvania. Annie is the co-founder of The Alliance for Decision Education, a non-profit whose mission is to improve lives by empowering students through decision skills education. She is also a member of the National Board of After-School All-Stars and the Board of Directors of the Franklin Institute. In 2020, Annie joined the board of the Renew Democracy Initiative.

99 MINJUN 18
Comments
Annie Duke: Decision-Making Tactics, Embracing Uncertainty, & Cognitive Bias in Startups

Motivating and Managing Startup Teams During a Pandemic

Sarah Pillmore is the former VP of human resources and talent acquisition at two of Expedia Group’s premier brands, Hotwire and CarRentals.com. In her role, she also led the global diversity & inclusion strategies. Now, Sarah is the Chief People Officer at Osler Diagnostics, a health technology company developing innovative biosensor technology as well as being an active angel investor. During this global pandemic, founders are facing unprecedented levels of stress and pressure as they navigate their companies through a severe economic contraction. How can founders and startup leaders best manage their teams, provide support, and encourage employee wellbeing through this crisis? In this episode: 5:55:00- Focusing on well being 15:45:00- Keeping teams motivated and focused 22:20:00- What's imposter syndrome? 27:05:00- Different types of "imposters" 28:50:00- What can I do to overcome imposter syndrome? 33:50:00- What are your thoughts on remotely hiring employees? 37:40:00 Are we bringing bad interviewing habits to remotely hiring? 43:40:00- Remotely laying off employees 49:00:00- Default alive or default dead? 52:40:00- How do we best get HR advice like yours if we're a small startup? 55:40:00- Do you think teams will now expect to have more "work from home" days? 58:30:00- What should do now to get ready for the fall if there is another outbreak? 1:01:30- If letting people go, how do we best help others cope with survivor guilt? 1:04:30- For hiring, what are your thoughts on how to do reference checking well?

66 MINMAY 12
Comments
Motivating and Managing Startup Teams During a Pandemic

Bullpen Capital VC Paul Martino: Fundraising, Venture Activity, and Deal Terms in an Economic Crisis

During our recent Dreamit Kickoff week, Bullpen Capital Founder and General Partner Paul Martino spoke with our Spring 2020 cohort about the state of the VC ecosystem in the current economic crisis. Martino founded Bullpen in 2010 with a focus on post-seed, pre-Series A startups, and he led the fund’s investments in companies like FanDuel, Namely, Ipsy, SpotHero, Classy, and Airmap. Throughout his career, he’s witnessed a number of economic crises, and he explained the two types of crisis we might be facing over the coming months, as well as the ways that VC deal terms and investment activity might change as a result. Learn more: https://www.dreamit.com/ (https://www.dreamit.com/)

55 MINAPR 9
Comments
Bullpen Capital VC Paul Martino: Fundraising, Venture Activity, and Deal Terms in an Economic Crisis

Jason Calacanis: Fundraising During the COVID-19 Economic Crisis

Jason Calacanis (@jason) is a technology entrepreneur, angel investor, and the host of the popular podcasts This Week in Startups and Angel. As a “scout” for top Silicon Valley venture capital firm Sequoia Capital and later as an angel investor, Jason has invested in 200+ early-stage startups including 7 "unicorns" (billion-dollar valuations), including Uber, Thumbtack, Wealthfront, Robinhood, and Calm. In this episode of #DreamitLive, Jason shares his insights on raising capital in an economic downturn, the qualities that founders need to excel at during a crisis, how he makes investment decisions, his predictions for how COVID-19 will change venture investing in the short and long terms, and more, including: What are the top 3 things startups must focus on right now? What sectors will heat up? What’s going to cool off? Should startups pivot early? How might valuations and deal terms change? Will VC’s slow their investing pace and what should startups do about it? What worked i...

77 MINAPR 9
Comments
Jason Calacanis: Fundraising During the COVID-19 Economic Crisis

The CARES Act, PPP Loans, & Startups: Important Updates For Founders

Friday, April 3 was supposed to be the orderly launch of the CARES Act Paycheck Protection Program (PPP) providing $349B of urgently needed funding to struggling startups and small businesses. Last Friday was anything but orderly. Our three special guests, a leading banker, attorney, and investor, are all on the front lines helping startups to secure emergency funding. Jim Marshall from Silicon Valley Bank (SVB), Kathryn Hickey from PilieroMazza, and Duncan Davidson from Bullpen Capital share the most up-to-date information and what founders need to know and do to get the assistance outlined in the CARES Act. In this episode, guests discuss… Biggest mistakes on applications for the PPP What if you have a different deposit bank and lender bank? What are the timelines on loans to be processed? Will banks run out of funds? What triggers the SBA “affiliation” rules for venture-backed companies? How to amend by-laws in shareholder agreements? Should founders expect the affiliation rules to be amended this week? Are VCs collaborating to resolve issues related to specific startups? Will the SBA increase the forgiven amount beyond 2.5 x Average Payroll (and other qualified expenses) if the company guarantees the additional amount will go towards new hires and agrees to be audited on that? Final thoughts on the idea of necessity and the purpose of the CARES Act Read more on the topic: https://www.dreamit.com/journal/cares-act-updates (https://www.dreamit.com/journal/cares-act-updates)

59 MINAPR 8
Comments
The CARES Act, PPP Loans, & Startups: Important Updates For Founders

Bullpen Capital VC Duncan Davidson: What Startups Need to Know About the CARES Act

The $2 trillion CARES Act set aside $377 billion for small businesses. While startups are doing everything they can to extend their runway, there is confusion on if and how the CARES Act applies to startups and what startups need to do to access this funding as quickly as possible. In this #DreamitLive, we discuss: 5:00 - Defining small businesses and who qualifies for CARES Act loans 6:00 - Do you need to rush to your bank to get this money? 7:00 - Who is entitled to these funds? 9:00 - What is the process of getting the loan? How does the loan get forgiven or turn into a grant? 11:00 - How does your business stay alive while waiting for this loan or crossing the “Covid Chasm”? What if you downsize? Will this affect your forgiveness of the loan? 13:30 - How do banks estimate what size loans you will get? 17:00 - Why employee headcount is so important when using CARES Act loans 23:00 - When will the money show up and get processed? 25:00 - Furlough vs. laying off employees? Provid...

58 MINAPR 2
Comments
Bullpen Capital VC Duncan Davidson: What Startups Need to Know About the CARES Act

Geoffrey Moore: Sales Strategies That Work In An Economic Downturn, Provocation-Based Selling

Acclaimed author and thought leader, Geoffrey Moore (“Crossing the Chasm,” “Inside the Tornado,” “In a Downturn, Provoke Your Customers,” and more) will join us to discuss what companies must do to “provoke” sales during difficult times. During an economic downturn, it’s critical to persuade your customers that your product is not just nice-to-have but an essential tool for their businesses to survive. Provocation-based selling goes far beyond consultative or solution-selling and differs from product-based selling, which pushes features, functionality, and benefits. Provocation-based selling helps customers see their competitive challenges in a new light that makes addressing specific painful problems unmistakably urgent. In this episode, Steve and Geoffrey will discuss how companies and startups can put provocation-based sales strategies to use, including: How to identify critical issues faced by customers How to formulate a unique point of view, or your “provocation,” a...

49 MINAPR 2
Comments
Geoffrey Moore: Sales Strategies That Work In An Economic Downturn, Provocation-Based Selling

Marketing & Sales Strategies for Real Estate Tech Startups with Michael Beckerman

Urbantech Managing Director Andrew Ackerman speaks with CREtech CEO Michael Beckerman about the latest trends in innovation in the commercial real estate industry. Michael Beckerman runs CREtech, the largest event, data and content platform in the commercial real estate tech sector. This position gives him an unparalleled vantage point on emerging tech trends, which technologies are having the biggest impact, and how leading organizations are adapting their companies to integrate technology. In this episode: 7:50 How are corporates finding startups and how should founders get in touch with corporates to pitch their products14:50 How to find the right person in the organization to pitch to19:20 What are some of the biggest marketing mistakes that startups make? 25:30 The first thing you should do when pitching a new customer31:00 Should you pay to speak at events and conferences?31:00 Michael's thoughts on content marketing35:00 Understanding an organization's pain points and inefficiencies 46:30 How to convince VCs to invest in your startup? 50:00 What are some tactics for making the most of conferences?

53 MINMAR 21
Comments
Marketing & Sales Strategies for Real Estate Tech Startups with Michael Beckerman

Selling A Cybersecurity Product, Pitch Deck Strategies, & More With Ron Gula

Ron Gula, president of Gula Tech Ventures, joins Steve Barsh to talk about the 5 most common mistakes cyber entrepreneurs make and how to avoid them. Ron was co-founder and CEO of Tenable where he grew revenue to $100m, customers to 20k, and raised $300m in venture capital. He has invested in dozens of cyber start-ups and supported multiple cyber funds. In this podcast, they discuss the top mistakes Ron and many other prominent cyber investors see cyber startups making and what these startups need to focus on to not only get investment but to build a market-dominating company. Here's what they cover in this episode: What are some investments you’ve made or exits you’ve had? About how many cyber startups reach out to you each week or month? What does you Gula Five Slide Pitch Deck look like? Does the best tech always win? How do you want to hear a cyber startup talk about competition (or lack thereof)? How important do you feel it is that a startup addressed a “top 10” CISO/CSO problem? Let’s talk about honesty and credibility of a startup or founder. What are some examples that have caused you to back away from a deal? How important is exceptional sales & marketing talent in a cyber startup? What do you look for? Are most of the companies that are pitching to you B2B? Final 2 things cyber entrepreneurs must not do wrong Learn more about Dreamit Securetech, a growth-focused program for cybersecurity, physical security, compliance, and anti-fraud startups: www.dreamit.com/securetech

58 MINMAR 10
Comments
Selling A Cybersecurity Product, Pitch Deck Strategies, & More With Ron Gula
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