After struggling to record them , we (or I should say the Thomas part of “we” who did all the work) succeeded on our most recent episode , which features a dazzling interview with entrepreneur, former Salesforce executive, and now venture capitalist (VC) Scott Beechuk of Norwest Venture Partners.
Or, for your convenience, I’ve embedded the episode with Scott below.
See you Thursdays at 8:00 am Pacific for our future episodes. Block your calendar, please. And tell a friend!
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 Clubhouse, like Snapchat, is built around a philosophy of ephemerality so recording is deliberately not a feature and the app seems to disable the iPhone’s recording ability as well. (The app also has other quirks, like refusing to connect to and play over my Bluetooth speaker.) That said, some people record rooms on Clubhouse and the protocol, which we follow, is to both put a red ball in the room title and announce that the room is being recorded.
 Ask Thomas about the gear he had to buy and how he’s now setup as a world-class podcaster. He’s got a pretty cool setup.
Just a quick post to plug my upcoming appearance on a podcast / live interview hosted by PMM Hive, a product marketing community that was recently launched by my old friend and colleague Crispin Read, and that’s already loaded with some superb product marketing content. Check it out.
I’m excited about this session both because it’s one of my favorite topics and because Crispin is one of my favorite marketers. The topic is critical because too many marketers (and CEOs) hit rewind/play on their last successful experience without considering their situation and the marketing strategy that should support it. Crispin’s great because he’s world-class at messaging and positioning, sharp as a tack, enjoys what we’ll call “spirited debate,” and has a dry English sense of humor that keeps things not only interesting, but fun.
The session is on July 8, 2020 at 9:00 California time. You can register here if interested. Playback should be available after the event if you’re interested and can’t make it.
Why SaaS companies should make “the leaky bucket” the first four lines of their financial presentation.
Why I think it’s a win/win when a SaaS company gives a multi-year prepaid discount that’s less than its churn rate.
Why I view non-prepaid, multi-year deals as basically equivalent to renewals (just collected by finance/legal instead of customer success.)
Why it’s OK to “double compensate” sales and customer success on renewals and incidental upsells, and why it’s OK to pay sales on non-incidental upsells to existing customers (don’t put your farmer against someone else’s hunter).
I’m Dave Kellogg, advisor, director, consultant, angel investor, and blogger focused on enterprise software startups.
I bring a unique perspective to startup challenges having 10 years’ experience at each of the CEO, CMO, and independent director levels across 10+ companies ranging in size from zero to over $1B in revenues.
From 2012 to 2018, I was CEO of cloud EPM vendor Host Analytics, where we quintupled ARR while halving customer acquisition costs in a competitive market, ultimately selling the company in a private equity transaction.
Previously, I was SVP/GM of the $500M Service Cloud business at Salesforce; CEO of NoSQL database provider MarkLogic, which we grew from zero to $80M over 6 years; and CMO at Business Objects for nearly a decade as we grew from $30M to over $1B in revenues. I started my career in technical and product marketing positions at Ingres and Versant.
I love disruption, startups, and Silicon Valley and have had the pleasure of working in varied capacities with companies including Bluecore, Cyral, FloQast, GainSight, MongoDB, Recorded Future, and Tableau.
I previously sat on the boards of Granular (agtech, acquired by DuPont for $300M), Aster Data (big data, acquired by Teradata for $325M), and Nuxeo (content services, acquired by Hyland / Thoma Bravo).
I periodically speak to strategy and entrepreneurship classes at the Haas School of Business (UC Berkeley) and Hautes Études Commerciales de Paris (HEC).