The Twenty Minute VC (20VC): Venture Capital | Startup Funding | The Pitch

Jordan Van Horn, a Revenue Leader at Monte Carlo with impressive stints at Segment and Dropbox, shares his journey from the wine industry to tech sales. He emphasizes that success in sales isn't just about pricing or revenue in the early days but optimizing for long-term relationships. Jordan discusses the importance of a well-defined sales playbook and when to hire sales leaders versus representatives. He also highlights insights on effective onboarding and the necessity of learning from past sales experiences to foster a high-performing team.

Sheel Mohnot, Co-founder and General Partner at Better Tomorrow Ventures, shares his unique journey from fintech founder to venture capitalist. He discusses key lessons from his investments in companies like Flexport and Mercury, and reflects on the dangers of oversized GP commitments. Sheel explains the power law in venture capital and its implications for portfolio construction, emphasizing the importance of selective investments in emerging markets. The conversation also touches on the evolving dynamics of collaboration in the VC landscape, blending ambition with strategic partnerships.

Marcelo Claure is an entrepreneur and investor who has founded and led some of the world's most iconic businesses. He is currently the Chairman & CEO of Claure Capital, a newly founded multi-billion-dollar global investment firm. Before this, Marcelo was COO @ Softbank Group, the world's largest technology investment company. Bill Gurley is a General Partner @ Benchmark, one of the most successful funds of the last decade with a portfolio including Uber, Twitter, Dropbox, Modern Treasury, Snapchat, StitchFix, and many more. Michael Eisenberg spent 15 years as a General Partner @ Benchmark working alongside Bill and the Benchmark partnership. Following Benchmark, Michael co-founded Aleph, one of the leading Israeli venture funds of the last decade. David Tisch is the Founder and Managing Partner @ Box Group, one of the leading seed focused firms of the last decade with a portfolio including Airtable, Glossier, PillPack, Plaid and many more. Cyan Banister is one of the most successful and renowned early-stage investors in the last decade. Her portfolio includes the likes of SpaceX, Uber, Affirm, Opendoor Postmates, Niantic and Thumbtack to name a few. Zach Weinberg is a Co-Founder of Operator Partners, operators funding operators, with no outside LPs, just their own capital. Luciana Lixandru is a Partner @ Sequoia, one of the world's most renowned and successful venture firms with Sequoia-backed companies accounting for more than 20% of NASDAQ's total value. Jeff Lieberman is the Managing Director @ Insight Partners, one of the leading investing franchises of the last 25 years with their most recent flagship fund announced earlier this year being a staggering $20BN. Nick Shalek is a General Partner @ Ribbit Capital, specializing in fintech they are one of the most successful venture firms of the last decade with a portfolio including Robinhood, Coinbase, Revolut, Nubank and more. Frank Rotman is a founding partner of QED Investors, one of the leading fintech-focused venture firms investing today with a portfolio including the likes of Klarna, Kavak, Quinto Andar, Credit Karma and more. Geoff Lewis is the Founder and Managing Partner @ Bedrock, now with over $1BN in AUM, Bedrock invests in breakout technology companies that are incongruent with popular narratives. Justin Fishner-Wolfson is founder and the managing partner of 137 Ventures. Their portfolio includes SpaceX, Wish, Anduril, Flexport, and WorkRise (formerly Rigup) to name a few. David Sze is a General Partner @ Greylock where he has led some of the firms most notable investments including Facebook, LinkedIn and Pandora. In Today's Episode We Discuss Price Sensitivity: 1.) How do you assess your relationship to price and price sensitivity? 2.) When is the time to pay up and have less price discipline? 3.) When should we remain disciplined and not pay up for a deal and walk away because of price? 4.) Of the deals you have paid up for, did their growth rate justify the high entry price? 5.) Knowing all you know now on price, how do you advise younger investors today?

Kieran Flanagan, SVP of Marketing at HubSpot, shares his insights on growth strategies for startups. He explains why hiring growth teams before achieving product-market fit is crucial, highlighting common mistakes founders make. Kieran believes every tech brand must evolve into media companies, tapping into the power of content. He also discusses the nuances of building meaningful communities in marketing and the critical balance needed for genuine engagement. His experience at HubSpot provides a fascinating backdrop to his advice on navigating growth in today's landscape.

In this engaging conversation, Mo Koyfman, Founder and General Partner at Shine Capital, shares his extensive journey from IAC to venture capital. He discusses the advantages of smaller funds, emphasizing their ability to make informed decisions and outperform larger counterparts. Mo also dives into the intricacies of pro-rata investment strategies and the importance of mentorship in a competitive landscape. With a blend of insightful lessons and personal anecdotes, he highlights the need for strong relationships between investors and founders.

Sameer Shariff, Co-founder and CEO of Cambly, shares insights from his journey in language learning and tech. He explains how fundraising challenges fueled key decisions that led to Cambly becoming cash flow positive. Sameer discusses the importance of retaining user engagement through personalized interactions, and the first things to break in a scaling company. He also delves into leadership during crises, emphasizing transparency and strong team dynamics, while reflecting on the critical balance between growth and profitability in startup culture.

Shreyas Doshi, a seasoned product leader with a rich history at Stripe, Twitter, and Google, shares his insights on product management. He defines the three types of product leaders—operators, craftsmen, and visionaries—and discusses how each plays a vital role as companies scale. Shreyas emphasizes the importance of selecting the right North Star metric and balancing customer feedback with strategic priorities. He also highlights common hiring mistakes and the essential metrics every product leader should know for success.

Kirsten Green, Founder and Managing Partner at Forerunner Ventures, shares her journey into venture capital at age 40, highlighting her unique perspective on high-performance in fund management. She discusses the interplay between personal relationships and professional success, emphasizing the transformative power of parenting. Kirsten also delves into the complexities of team dynamics and the importance of vulnerability and strength in a high-pressure environment, offering insights into resilience and the future of venture capital.

Jim Lanzone, the CEO of Yahoo with a rich background at Tinder and CBS Interactive, shares insights on leadership in this fascinating discussion. He reflects on his journey from law school to tech CEO, emphasizing lessons learned through past failures and financial crashes. Lanzone outlines what defines high performance in teams, highlighting four key traits he seeks when hiring. He candidly discusses navigating layoffs and maintaining team morale during tough times while providing invaluable advice on adapting leadership strategies for lasting success.

Dive into the critical debate on whether founders should craft a sales playbook. Insights from top sales leaders reveal the evolving nature of these playbooks and their importance for scaling. Discussions highlight the strategic choice between hiring a sales leader versus representatives as the first sales team. Flexibility and adaptability in sales strategies emerge as key themes, along with the role of storytelling and customer feedback in shaping successful sales processes. Team dynamics and the impact of early hires on startup growth are also explored.