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Every so often, we meet founders with unusually strong conviction about solving systems problems. They’ve often lived through the pain of bad software, diagnosed the cause of their suffering, and made it their mission ...
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Annealing: A process that changes the properties of a material to make it more workable. It is a best practice to anneal metals before they are joined together. That way the pieces will stay aligned during the solderin...
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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 ...
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One of the toughest challenges for founders — and especially technical founders who are used to focusing so much on product features over sales — is striking “product-market fit”. The concept can...
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What makes a good sales person, how to actually close that deal, and how to build a company that incentivizes your sales reps.
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For consumer companies, often when the holy grail of product-market fit is achieved, the company takes off: magic happens, growth unlocks. Enterprise B2B companies face a different challenge. Sometimes, despite achievin...
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“Crossing the chasm” is a popular concept for almost all new products/startups, and is a useful lens for entrepreneurs to view the theory of innovation. The concept was first coined in the popular book title of the ...
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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...
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Perhaps the single greatest early challenge faced by founders in early markets is going from product to sales — specifically, a repeatable sales process. Occasionally, a product draws the market with such force tha...