Growth Investor with GrowthCap‘s RJ Lumba Navy SEALs of Company Scaling: Turn/River’s Joanne Yuan
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Oct 11, 2023 Joanne Yuan is a Partner at Turn/River Capital, a firm notorious for its innovative approach to scaling tech companies. She shares insights from her childhood experiences in her father's computer shop, highlighting the grit required for bootstrapped companies. Joanne discusses Turn/River's unique, data-driven venture capital strategies tailored for B2B software, and the collaborative culture that fuels growth. She also emphasizes the importance of empowering women in investing and nurturing supportive communities in private equity.
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Operator-Heavy Firm Built Like A Startup
- TurnRiver structures its team like a software company with equal parts operators and investors.
- This enables granular, tactical support across marketing, sales, and customer success to drive capital-efficient growth.
Growth Engineering Versus Cost Engineering
- TurnRiver calls its approach 'growth engineering' distinct from cost engineering or leverage plays.
- They focus on tactical go-to-market changes to increase growth certainty and valuation.
Plan Subscription Transitions With Data And Scripts
- Use granular playbooks for transitions like perpetual-to-subscription, including data segmentation and price trade-offs.
- Coordinate pricing, marketing messaging, and customer success scripts to minimize churn during increases.