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a16z Podcast: Getting Sales Right - with Peter Levine and Dan Shapero
It may seem like good apps or services sell themselves. That’s what the whole viral thing is all about, right? Wrong, says Daniel Shapero, who helped build LinkedIn’s enterprise sales team from a...
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a16z Podcast: Embracing Sales and Selling to Developers - with Peter Levine...
Companies founded by a group of engineers often have a deep-seated mistrust of sales — or more precisely, salespeople. That was the case at GitHub, says CEO and co-founder Chris Wanstrath: It wasn’t...
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Go-to-Market Best Practices for Startups - from Jaimie Buss, Tom Butta, Mark...
Looking to scale something up? Depending on how you’re going after your market/ acquiring users, you may need to build a sales organization that’s optimized for a top-down or bottom-up sales process...
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SignalFx: The Past and Future of Systems Management - by Ben Horowitz
Ten years ago I had a big problem. I was CEO of Opsware, a systems management software company, and we were losing a lot of deals to our major competitor, BladeLogic. We were losing, because they had a...
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The Sad Truth about Developing Executives - by Ben Horowitz
My greatest disappointment as CEO was the day I realized that helping my executives develop their skill sets was a bad idea. Up to that point in my career, I prided myself on my ability to develop...
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a16z Podcast: Building a Better Board - with Shellye Archambeau, Gerri...
Of the 371 board seats that opened up last year (within Fortune 500 companies that is), 39% ended up going to first-time board members. So how did they pull it off? What are some strategies for...
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Breaking into the Boardroom - by Scott Kupor
Finding, nurturing, and matchmaking great talent is central to what we do at a16z. We’re always on the lookout for the best people in technology, from engineers and product geniuses to executives of...
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a16z Podcast: The Truth about Serving on Boards - with Marc Andreessen and...
Diane Greene — who is on the boards of Google and Intuit — has some golden rules when it comes to serving on boards. No 1: “You don’t want to tell them how to do strategy, whether it’s a big company...
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a16z Podcast: Public or Private? Finding the Right Board Seat - WITH Amy...
Getting a board seat isn’t just about adding value, but also about what value you take from it for your career. But why do it? When? How? And should you focus on a public or private company? To...
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Little Things - By Ben Horowitz
“I have seen far too many people who upon recognizing today’s gap try very hard to determine what decision has to be made to close it. But today’s gap represents a failure of planning some time in the...
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Leaving It All on the Field
[caption id="attachment_7119" align="alignnone" width="625"] Photo: SumofMarc[/caption] Many folks make the observation that it’s challenging to run a fast-growing technology start-up. I personally...
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What Corporate Boards Can Learn from Delaware - by Scott Kupor
[caption id="attachment_7138" align="alignnone" width="625"] Photo: Clagnut[/caption] Here's a catch-22: While someone starting a cosmetics company, for example, would prefer to surround themselves...
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Do You Feel Pressure or Do You Apply Pressure? - BY BEN HOROWITZ
"To whoever think their words affect me is too stupid And if you can do it better than me, then you do it" —Kanye West, "Cold" [protected-iframe id="6f04122eb6b07e458b15bcdd4b540ae1-14215595-55825708"...
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How One Silicon Valley Exec Landed Her First Fortune 500 Board Seat - by...
[caption id="attachment_8329" align="alignleft" width="200"] Gerri Elliott[/caption] If you look at the Fortune 500, roughly 200 to 300 board seats open up each year. Now consider the thousands of...
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The Prophets of Rage - by Ben Horowitz
A while back I wrote a post called "When Smart People are Bad Employees." In that post, I wrote about employees that you think will be incredible, but turn out to be destructive. The other day, my...
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Managing a VP of Sales: It’s Not Supposed to be Easy - by Scott Weiss
As it is it’s not easy for technical founders or engineering-centric startups to take on business management too. So how can they manage a difficult VP of sales? MORE
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Where Do Leaders Come From? - by Ben Horowitz
Through this journey, we learn new secrets about ourselves. For me, I found the answer to an old and important question: Are great leaders born or made? Because I invest in and advise CEOs, it’s a...
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A Leader’s Guide To Deciding: What, When, and How To Decide - by Steven Sinofsky
Decision-making is one of the most difficult skills to master as a manager and especially as a startup CEO. As the company grows to 10–20 people (usually mostly engineering), the bonds and shared...
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The Man Who Built Silicon Valley: A Tribute to Andy Grove - with Ben Horowitz
[vimeo 140751391 w=720 h=281]
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The ‘Oh, Shit!’ Moment When Growth Stops - by Jeff Jordan
Investors tend to value growth over everything else because a business can’t get big enough to break out if it isn’t growing. Of course, there are a number of key performance indicators for managing a...
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