Since the startup (and founder) journey doesn't go neatly linear from technical to product to sales, tightening one knob (whether engineering or marketing or pricing & packaging) creates slack in one of the other knobs, which demands turning to yet another knob. So how do you know what knob to focus on and when? How do you build the right team for the right play and at the right time?

What happens when the bottoms up, organic growth usually associated with consumer companies starts to go…. enterprise? Part of our continuing podcast series (you can listen to part one on user acquisition and part ...

For B2B2C business models, Rampell and Casado discuss growth lessons, the significance of sales expansion in enterprise contexts, and the when and how of building more than one product.

The purpose of category creation, argue the guests in this episode of the podcast, isn’t just about making a dent in the way companies work and changing what people do every day… it’s about setting the ...

Here’s what we know about open source: Developers are the new buyers. Community matters. And there will never be another Red Hat (i.e., a successful “open core” business model … nor do we necessarily thin...

Now that we know to price and plan early, price high — especially for category-creating or “pre-chasm” businesses — how do we handle freemium models?

I’ve always been interested in investing in companies and founders who take an old, staid technology category and turn it on its head, often reinventing an entirely new category (and inventing new behaviors) in the pro...

I spend hours and hours in my inbox every single day. When I was CEO of OpenDNS, I would triage constantly to not block some critical path for my team. In particular I dreaded the “death spiral” of threads that led t...

In this conversation, which you can also find on the a16z YouTube channel, a16z Enterprise Deal Partner Jad Naous talks with Operating Partner Frank Chen about how decision-making is changing across organizations of all ...

0/ Mastering bottoms up adoption *and* enterprise sales is really hard. Yet many of the fastest growing enterprise companies do. This thread explores some of the considerations and why juggling both motions is a lot more...

0/ Traditional enterprise GTM strategies are being eaten from the bottom by bottom-up adoption (SaaS, open source, dev tooling) and from the top by services.