379. 85% Graduation from Seed to Series A, SaaS Metric Mastery, The Right Time to Stop Founder-Led Sales, and Advice for Emerging Managers (Jim Andelman)
The Full Ratchet (TFR): Venture Capital and Startup Investing Demystified
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How to Justify the Cost of a Sales Force When Targeting Smaller Customers
When you look at ACV's annual contract values and sales cycles, particularly when you're targeting smaller customers than enterprise, this has been a challenge. When ACVs are exceptionally small, you have to do marketing and they have to be at a certain level in order to justify the cost of a sales force. There is real comfort in those businesses that have a high enough ACV that you can control your own destiny,. The bad news is super, super complicated; the good news is it's just math and rules.
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