Podcasts about Total addressable market

Your ideal customer profile (ICP) is the north star for your entire company: it determines who you're building for and selling to. Though most growth-stage founders think they know who their ICP is, very few know how to update and refine it to keep the company focused as they grow—which can lead to a lot of headaches down the road.In this debut episode of a16z Growth's new company scaling podcast, the a16z Guide to Growth, a16z's Joe Morrissey (General Partner, a16z Growth), Michael King (Partner, Go-to-Market Network), and Mark Regan (Partner, a16z Growth) break down why ICP misalignment is often the hidden cause of common problems across the entire company, from pipeline gaps and bloated marketing spend to stalled product roadmaps—and dive deep on how to fix it.They offer tactical advice for defining (and refining!) your ICP as you scale, explain why getting it right requires company-wide alignment, and how to navigate the “precision paradox” when implementing it. Plus, why ICPs matter even more in the AI era, and how a well-executed ICP shows up across the business when it's working. Resources: Read more on sales and go-to-market on our Growth Content CompendiumFind Joe on LinkedIn: https://www.linkedin.com/in/morrisseyjoe/Find Mark on LinkedIn: https://www.linkedin.com/in/mregan178/Find Michael on LinkedIn: https://www.linkedin.com/in/michael-king-62258/Find Emma on LinkedIn: https://www.linkedin.com/in/emmajanaskie/ Stay Updated: Let us know what you think: https://ratethispodcast.com/a16zFind a16z on Twitter: https://twitter.com/a16zFind a16z on LinkedIn: https://www.linkedin.com/company/a16zSubscribe on your favorite podcast app: https://a16z.simplecast.com/Follow our host: https://twitter.com/stephsmithioPlease note that the content here is for informational purposes only; should NOT be taken as legal, business, tax, or investment advice or be used to evaluate any investment or security; and is not directed at any investors or potential investors in any a16z fund. a16z and its affiliates may maintain investments in the companies discussed. For more details please see a16z.com/disclosures.

Kevin Cotch, Sr. SEO Strategy Director at Terakeet, delves into taking an audience-first approach to SEO. In the realm of SEO strategy, the total addressable market (TAM) plays a critical role. By incorporating TAM into SEO strategy, businesses can understand the breadth of opportunities available and pinpoint where the most value lies, laying a solid foundation for informed decision-making and effective execution. Today, Kevin discusses how the total addressable market creates business value.Connect With: Kevin Cotch: Website // LinkedInThe Voices of Search Podcast: Email // LinkedIn // TwitterBenjamin Shapiro: Website // LinkedIn // TwitterSee Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Topline is excited to introduce our newest segment – Topline Spotlight. In this series, our hosts sit down with top B2B tech leaders to explore the biggest challenges they've faced and how they conquered them.   In this episode of Topline Spotlight, our hosts sit down with Tom McCarty, CEO of Org Chart, to discuss a pivotal challenge he faced: narrowing the total addressable market (TAM) to drive better growth. As a first-time CEO of a private equity-backed company, Tom shares his strategic approach to refining market focus, which led to more effective growth strategies. He also provides insights for aspiring CEOs, highlighting the value of selecting the right partners and viewing challenges as avenues for personal and professional development.   Want more from Topline?   Subscribe to Topline Newsletter written and edited by Asad Zaman.   Join the free public Topline Slack channel to engage with hosts, guests, and other listeners.   Listen to The Revenue Leadership Podcast with Kyle Norton every Wednesday.  

Kevin Tighe is the Founder & CEO of San Diego based Beachly Brands (acquired) which is the leading subscription retailer of beach apparel and accessories. Under Kevin's leadership, Beachly has been twice selected to the INC 500 – INC Magazine's annual list of the fastest growing private companies in America. Kevin recently joined Retention Brands where he serves as COO of the portfolio which includes Birchbox, Beachly and Alltrue. Kevin is a passionate entrepreneur, startup mentor and non-profit volunteer. Born in Washington DC, Kevin migrated to the West Coast to attend the University of Southern California. While at USC, he started his first business and has been a serial entrepreneur ever since. He has over 20 years of experience in digital marketing, eCommerce, subscription commerce, and entrepreneurship. Kevin is among the select few who qualify as both a visionary and integrator. This quality gives him the unique ability to dream big and then distill his vision into an actionable and achievable plan.Kevin serves on the Board of Directors of Sustainable Surf, a non-profit focused on promoting and restoring ocean ecosystems. He also serves on the Board of Directors of San Diego Sports Innovators. During his free time, you will likely find Kevin at the beach with his family or in the ocean; surfing, paddle boarding or racing outrigger canoes.In This Conversation We Discuss:[00:42] Intro[01:35] Building on past ventures and learning[02:16] Finding business inspiration back from the ocean[03:44] Testing concepts with real-world validation[04:52] Assessing margins for sustainable ventures[06:00] The allure of recurring revenue in business[08:31] Leveraging Facebook ads to grow audience[10:28] Pivoting to women's market after strong demand[11:57] Referrals from women's online engagement[13:10] Episode sponsors: StoreTester and Intelligems[16:23] testing market feedback before acquisition[18:09] Stepping into a new role post-acquisition[19:47] Handling distressed acquisitions[21:35] Building repeatable processes across brands[22:45] Focusing on key growth channels for maximum impact[24:25] Embracing the itch to constantly build and innovate[26:07] Learning and growing in new market opportunities[27:04]  BUBS Naturals for supplements and wellnessResources:Subscribe to Honest Ecommerce on YoutubeBeach lifestyle subscription boxes beachly.com/A customizable box of premium beauty products birchbox.com/Curated collection of ethical and eco-friendly products alltrue.com/A capital partner that understands your business retentionbrands.com/Supplements for overall wellness bubsnaturals.com/Follow Kevin Tighe linkedin.com/in/kevinptighe/Book a demo today at intelligems.io/Done-for-you conversion rate optimization service storetester.com/If you're enjoying the show, we'd love it if you left Honest Ecommerce a review on Apple Podcasts. It makes a huge impact on the success of the podcast, and we love reading every one of your reviews!

In this episode, Mippo, Michael, and Vance discuss sentiment at Token2049 and Solana Breakpoint, the total addressable market of memecoins, and bullish shifts in the market. They also discuss what impact the US election will have on the crypto markets, and the industry as a whole. Finally, they closed the episode by diving into the impact AI is having on the B2B SaaS business model. Thanks for tuning in! -- L2s and L3s are history. Supra Containers give you dedicated, customizable AppSpace on Supra's Layer-1 to rescue you from the costs, complexities, and fragmentation of L2s and L3s.  Containers help you build with better customization and control than appchains at a fraction of the cost. Use your own token as the gas token, create local fee markets with custom gas amounts or just go gasless, and scale on demand whenever you need to. Supra Containers are secured by Supra's L1 nodes and get access to Supra's 500k TPS throughput, sub-second consensus latency, and all their built-in services like oracle price feeds and onchain randomness without any overhead. Supra is also MultiVM compatible so you can easily deploy your EVM, Move, and SVM smart contracts here. Get all the freedom, control, and tools you need to build super dApps and bring the world onchain. To learn more, visit www.supra.com/blockworks -- Join us at Permissionless III. Use code BELL10 for a 10% discount: https://blockworks.co/event/permissionless-iii -- Follow Mike: https://twitter.com/MikeIppolito_ Follow Michael: https://twitter.com/im_manderson Follow Vance: https://twitter.com/pythianism Subscribe on YouTube: https://bit.ly/3R1D1D9 Subscribe on Apple: https://apple.co/3pQTfmD Subscribe on Spotify: https://spoti.fi/3cpKZXH Get top market insights and the latest in crypto news. Subscribe to Blockworks Daily Newsletter: https://blockworks.co/newsletter/ -- Timestamps: (0:00) Introduction (3:06) Sentiment at Token2049 & Solana Breakpoint (12:56) Exchanges Launching Their Own L2s (18:26) The Total Addressable Market of Memecoins (23:40) Supra Ad (24:37) Shifts in Market Sentiment (38:08) The Election's Impact on Markets (57:46) AI's Effect on the B2B SaaS Business Model (1:05:39) Eric Adams Indicted -- Disclaimer: Nothing said on Bell Curve is a recommendation to buy or sell securities or tokens. This podcast is for informational purposes only, and any views expressed by anyone on the show are solely our opinions, not financial advice. Mike, Jason, Michael, Vance and our guests may hold positions in the companies, funds, or projects discussed.tt and our guests may hold positions in the companies, funds, or projects discussed.

In this episode, CJ interviews Chuck Fisher, CFO of Turo, the world's largest peer-to-peer car rental marketplace, doing more than $800 million in revenue per year. Chuck breaks down the company's business model, what separates it from traditional car rental companies, and how it differs from marketplaces like Airbnb and Uber. He explains how Turo helps people build micro businesses and sheds light on the company's total addressable market and why it shouldn't be compared to its offline analog. He also talks about the company's take rate, what substantiates it, and the benefits you may reap from keeping the take rate as low as possible, including the story about Turo's own success in 2021. Chuck describes Turo's Risk Score system, the data used in this, and how they use this information to market back to the best prospective customer. He also shares his firsthand account of the fall of Lehman Brothers and what he took away from it.If you're looking for an ERP head to NetSuite: https://netsuite.com/metrics and get a customized KPI checklist.—SPONSORS:Maxio is the only billing and financial operations platform that was purpose built for B2B SaaS. They're helping SaaS finance teams automate billing and revenue recognition, manage collections and payments, and put together investor grade reporting packages.

Check out this episode where Eric Siu revisits his conversation with Mark Moss, packed with insights on YouTube retention, lead gen, business growth, and Mark's forecasted inflationary crash.  Watch the full interview here: https://youtu.be/Eqo-V_vMuKA  TIME-STAMPED SHOW NOTES: (00:00) The Future of Marketing: Earning and Buying Attention (03:29) The Rise of Personal Brands and Personal Interactions (06:20) The Power of Long-Form Content for Building Trust (26:02) The Value of High-Quality Views and Engagement (28:13) Short-Form vs. Long-Form Content: Depth and Context (57:29) The Consequences of Excessive Money Printing and Inflation (57:59) The Role of the Federal Reserve and Government Spending (58:56) Bond Auctions and the Downgrading of US Credit (59:49) Preparing for an Inflationary Crash (01:02:11) Learning Strategies for Continuous Growth (01:03:35) Investing in Scarce Assets to Protect Against Inflation (01:19:23) Understanding the Total Addressable Market for Bitcoin Don't forget to help us grow by subscribing and liking on YouTube! https://www.youtube.com/channel/UC3owDdLk7HL1dyQnkoBuRew  — What should I talk about next? Who should I interview? Please let me know on X or in the comments below. Did you enjoy this episode? If so, please leave a short review here Subscribe to Leveling Up on iTunes Get the non-iTunes RSS Feed   Connect with Eric Siu:    Growth Everywhere Single Grain Leveling Up Eric Siu on X Eric Siu on Instagram Learn more about your ad choices. Visit megaphone.fm/adchoices

Here is my chat with Rob Walling, author of the SaaS Playbook. We delved into product pricing, focusing on value alignment rather than greed, and discussed strategic price increases to reduce churn and bolster marketing. Rob also shared when to start paid ads and how to create impactful content. He offered advice on assembling a team within budgetary limits and revealed that smart business structuring can lead to profit with less work. Our conversation ended on the importance of joy in entrepreneurship, emphasizing freedom, purpose, and relationships.These shownotes were created with PodsqueezeLinks and MentionsSAS Playbook: 01:31:58Startups for the Rest of Us Podcast: 01:31:58MicroConf YouTube Channel: 01:31:58The Zen Founder Guide to Founder Retreats: 01:30:39Twitter Thread for Book Recommendations: 01:32:37TimetsampsRob Walling's Book (00:01:16)Writing the Book (00:02:13)Pricing Strategies (00:06:36)OpenAI's Pricing Strategy (00:11:54)Competitive Pricing Strategy (00:13:50)Greed and Motivation (00:16:40)Reasons for Raising Prices (00:17:50)Impact of Pricing on Marketing (00:19:24)Paid Advertising Considerations (00:20:59)Using Ads for SEO Strategy (00:24:57)Marketing Approaches for SaaS (00:29:50)Creating Compelling Content for Reddit (00:32:38)Navigating Reddit and Other Forums (00:34:17)Understanding Marketing and Content Strategies (00:35:20)Challenges of Early-Stage Product Development (00:38:03)Defining Product-Market Fit (00:44:48)Size of the Market (00:48:24)Total Reachable Market (00:49:01)Reaching 100% of the Paying Market (00:50:42)Total Addressable Market (00:51:00)Escape Velocity (00:54:20)Business Plateau (00:55:39)Hiring and Team Growth (00:57:24)Managing People (01:03:09)Owner and Founder Level Thinkers (01:04:35)Challenges of Hiring and Paying Employees (01:05:33)Remote Work and Cost-Effective Hiring (01:07:18)Working On vs. In the Business (01:10:33)Achieving Work-Life Balance and Financial Success (01:14:51)Earning Wealth and the Challenges of Autopilot Income (01:19:44)Investing and Selling Assets (01:20:21)Tax Treatment and Selling SaaS Companies (01:21:14)Wealth and Freedom (01:22:09)Finding Happiness as an Entrepreneur (01:23:04)Retreats and Self-Reflection (01:30:10)Recommendations and Conclusion (01:31:58)

Dalton Caldwell is Managing Director and Group Partner at Y Combinator. Prior to YC, he was the co-founder and CEO of imeem (acquired by MySpace in 2009) and the co-founder and CEO of App.net. During his time at YC, he's advised more than 35 YC unicorns, including DoorDash, Amplitude, Webflow, and Retool, and has worked across 21 different YC batches. He's also racked up more than 6,500 office hours with founders. In our conversation, we discuss:• Why founders need to adopt the mindset “Just don't die”• The most common reason startups fail• When to pivot, and characteristics of a good pivot• The concept of “tar pit ideas” and examples of bad startup ideas• Why investors say no to startups• The importance of market size in investment decisions• The pitfalls of founders over-delegating• Effective ways to talk to customers• 20 ideas Dalton is looking to fund—Brought to you by:• Eppo—Run reliable, impactful experiments• Vanta—Automate compliance. Simplify security• Coda—The all-in-one collaborative workspace—Find the transcript at: https://www.lennysnewsletter.com/p/lessons-from-1000-yc-startups—Where to find Dalton Caldwell:• X: https://twitter.com/daltonc• LinkedIn: https://www.linkedin.com/in/daltoncaldwell/—Where to find Lenny:• Newsletter: https://www.lennysnewsletter.com• X: https://twitter.com/lennysan• LinkedIn: https://www.linkedin.com/in/lennyrachitsky/—In this episode, we cover:(00:00) Dalton's background(04:41) The value of simple advice(07:04) Dalton's advice: “Just don't die”(08:39) Knowing when to stop(11:45) Deciding to pivot(14:26) Characteristics of a good pivot(17:53) Knowing when to pivot(19:03) Zip's journey and finding a market(21:22) Why Dalton says to “Move towards the mountains and the desert”(23:45) Tar pit ideas(26:49) Understanding why investors say no(29:14) The importance of market size(32:16) Avoiding over-delegation and hiring senior people too early(36:43) Why startups fail(40:30) Effectively talking to customers(45:17) Examples of startups hustling to talk to customers(48:01) Patterns of successful startups(52:05) YC's Request for Startups(55:37) Early days of Silicon Valley(01:05:33) Contrarian corner: growth hacking for early startups(01:09:28) Failure corner(01:11:15) Closing thoughts(01:12:22) Lightning round—Referenced:• Y Combinator: https://www.ycombinator.com/• Tiger Woods's website: https://tigerwoods.com/• Co-Founder Mistakes That Kill Companies & How to Avoid Them: https://www.youtube.com/watch?v=dlfjs_eEEzs• Daniel Alberson's LinkedIn post about Y Combinator: https://www.linkedin.com/posts/alberson_i-left-my-dream-job-as-a-product-manager-activity-7089677882431533056-jJ9H• Companies in Y Combinator W17 Batch: https://www.ycdb.co/batch/w17• Brex: https://www.brex.com/• Retool: https://retool.com/• Segment: https://segment.com/• Mixpanel: https://mixpanel.com/• Whatnot: https://www.whatnot.com/• Andreessen Horowitz: https://a16z.com/• Airbnb's CEO says a $40 cereal box changed the course of the multibillion-dollar company: https://fortune.com/2023/04/19/airbnb-ceo-cereal-box-investors-changed-everything-billion-dollar-company/• Rujul Zaparde on LinkedIn: https://www.linkedin.com/in/rujulz/• Zip: https://ziphq.com/• Lu Cheng on LinkedIn: https://www.linkedin.com/in/lu-cheng-973b7830/• Avoid these tempting startup tar pit ideas: https://www.ycombinator.com/library/Ij-avoid-these-tempting-startup-tarpit-ideas• Airbnb acquires Localmind to create crowdsourced advice about neighborhoods: https://skift.com/2012/12/13/airbnb-acquires-localmind-to-create-crowdsourced-advice-about-neighborhoods/• Foursquare: https://foursquare.com/• Razorpay: https://razorpay.com/• Total Addressable Market: https://www.productplan.com/glossary/total-addressable-market/• Lenny Bogdonoff on LinkedIn: https://www.linkedin.com/in/rememberlenny/• Milk Video: https://milkvideo.com/• Lessons from working with 600+ YC startups | Gustaf Alströmer (Y Combinator, Airbnb): https://www.lennyspodcast.com/lessons-from-working-with-600-yc-startups-gustaf-alstromer-y-combinator-airbnb/• How the most successful B2B startups came up with their original idea: https://www.lennysnewsletter.com/p/how-the-most-successful-b2b-startups• Collison installation: https://news.ycombinator.com/item?id=18400504• Stripe: https://stripe.com/• Patrick Collison on LinkedIn: https://www.linkedin.com/in/patrickcollison/• John Collison on LinkedIn: https://www.linkedin.com/in/johnbcollison/• Tony Xu on LinkedIn: https://www.linkedin.com/in/xutony/• Grant LaFontaine on LinkedIn: https://www.linkedin.com/in/grantlafontaine/• Ryan Petersen on LinkedIn: https://www.linkedin.com/in/rpetersen/• Lessons on building product sense, navigating AI, optimizing the first mile, and making it through the messy middle | Scott Belsky (Adobe, Behance): https://www.lennyspodcast.com/lessons-on-building-product-sense-navigating-ai-optimizing-the-first-mile-and-making-it-through-t/• YC's latest Request for Startups: https://www.ycombinator.com/blog/ycs-latest-request-for-startups• ERPs: https://www.ycombinator.com/rfs#new-enterprise-resource-planning-software• Commercial open source companies: https://www.ycombinator.com/rfs#commercial-open-source-companies• New space companies: https://www.ycombinator.com/rfs#new-space-companies• A way to end cancer: https://www.ycombinator.com/rfs#a-way-to-end-cancer• Spatial computing: https://www.ycombinator.com/rfs#spatial-computing• New defense technology: https://www.ycombinator.com/rfs#new-defense-technology• Bringing manufacturing back to America: https://www.ycombinator.com/rfs#bring-manufacturing-back-to-america• Better enterprise glue: https://www.ycombinator.com/rfs#better-enterprise-glue• Small fine-tuned models, as an alternative to giant generic ones: https://www.ycombinator.com/rfs#small-finetuned-models-as-an-alternative-to-giant-generic-ones• Reid Hoffman on LinkedIn: https://www.linkedin.com/in/reidhoffman/• Sam Altman on X: https://twitter.com/sama• Sean Parker on LinkedIn: https://www.linkedin.com/in/parkersean/• Owen Van Natta on LinkedIn: https://www.linkedin.com/in/owen-van-natta-444a7/• iMeme: https://apps.apple.com/us/app/imeme-generator/id1560021364• Marc Andreessen on X: https://twitter.com/pmarca• Picplz 1, Instagram 0 as VC firm Andreessen Horowitz chooses photo app rival: https://www.reuters.com/article/idUS2587232395/• Gustaf Alstromer—How to Get Users and Grow: https://www.youtube.com/watch?v=T9ikpoF2GH0• Getting to Yes: Negotiating Agreement Without Giving In: https://www.amazon.com/Getting-Yes-Negotiating-Agreement-Without/dp/0143118757• Founding Sales: The Early Stage Go-to-Market Handbook: https://www.amazon.com/Founding-Sales-Go-Market-Handbook-ebook/dp/B08PMK17Z1• Founder-led sales | Pete Kazanjy (Founding Sales, Atrium): https://www.lennyspodcast.com/founder-led-sales-pete-kazanjy-founding-sales-atrium/• The Sopranos on HBO: https://www.hbo.com/the-sopranos• The Wire on HBO: https://www.hbo.com/the-wire• Columbo on Prime Video: https://www.amazon.com/Columbo-Season-1/dp/B008SA89HA• Oura ring: https://ouraring.com/• Apple watch: https://www.apple.com/watch/• SiPhox: https://siphoxhealth.com/• Dalton & Michael on YouTube: https://www.youtube.com/playlist?list=PLQ-uHSnFig5Nd98Sc9I-kkc0ZWe8peRMC• How Future Billionaires Get Sh*t Done: https://www.youtube.com/watch?v=ephzgxgOjR0• The Student's Guide to Becoming a Successful Startup Founder: https://www.youtube.com/watch?v=O5KCB2p6SB8—Production and marketing by https://penname.co/. For inquiries about sponsoring the podcast, email podcast@lennyrachitsky.com.—Lenny may be an investor in the companies discussed. Get full access to Lenny's Newsletter at www.lennysnewsletter.com/subscribe

Kevin Cotch, Sr. SEO Strategy Director at Terakeet, delves into taking an audience-first approach to SEO. In the realm of SEO strategy, the total addressable market (TAM) plays a critical role. By incorporating TAM into SEO strategy, businesses can understand the breadth of opportunities available and pinpoint where the most value lies, laying a solid foundation for informed decision-making and effective execution. Today, Kevin discusses how the total addressable market creates business value.Connect With: Kevin Cotch: Website // LinkedInThe Voices of Search Podcast: Email // LinkedIn // TwitterBenjamin Shapiro: Website // LinkedIn // TwitterSee Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

heavy-duty⭐ My guest today is Tim Boeltken, Founder and Managing Director of INERATEC. INERATEC is an e-Fuel company based in Germany that recently raised $129M to transform 1 GW of renewable energy into 125 million gallons of sustainable e-Fuel by 2030. Tim brings a PhD in chemical engineering and nine years of dedication to building INERATEC. Hope you enjoy it! ---

Our guest today is Paul Ganev, Vice President of Strategy, Business Development & Analytics at Surfline.On the podcast we talk with Paul about the strategic pitfalls in modeling Total Addressable Market, how freemium should work, and why Surfline's current success was actually 38 years in the making.Top Takeaways:

Sebastian Duesterhoeft, partner at Lightspeed Ventures, joins CJ to talk about anything and everything start-up operators need to know about your Total Addressable Market (TAM). If you're looking for an ERP platform, check out our sponsor, NetSuite: https://netsuite.com/metrics  --- SPONSORS: NetSuite provides financial software for all your business needs. More than thirty-six thousand companies have already upgraded to NetSuite, gaining visibility and control over their financials, inventory, HR, eCommerce, and more. If you're looking for an ERP platform ✅ NetSuite: https://netsuite.com/metrics and defer payments of a FULL NetSuite implementation for six months. Tropic is the next-generation Procurement Platform that's helping modern CFOs take control of their budgets and bottom line. By combining approval workflows, supplier management, and pricing benchmarks all in one place, Tropic makes savings opportunities easy to find and act on.

Your 2024 real estate success will ultimately depend on the strategies you implement, the actions you take, and the habits you maintain. And for those, it's always best to turn to a coach.   One of my favorite ways to close out the year is by having my brother, coach Patrick Ferry on the podcast to share his action steps for success. On this episode, Patrick and I are talking about creating mental toughness, listing attraction at scale, discovering your Total Addressable Market, and just about everything else required for your 2024 real estate success.   There's a long waitlist to get on Patrick's schedule (the guy is in hot demand) but consider this a free coaching session with both of us. Watch or listen now and lock in your 2024 real estate success.  

Total Addressable Market, or TAM, is an important validation metric that is often misunderstood and misused, so how do you navigate TAM without getting lost in the numbers, and how relevant is TAM to bootstrapping founders?To unpack this, we're joined by Alex Urquhart - a growth and product marketing specialist and the founder of Market Science, helping businesses understand, prioritise & action the next steps in growing their business.The Bootstrap is your twice-weekly source of news and discussion for the wider startup community, focusing on building startups from scratch.Each week we look at startup news and discussion that goes beyond the latest fund raises by taking a more analytical look at the world of startups, and discussed practical, actionable strategies that any founder and startup can use to start or further their founder journey. The Bootstrap is a production of Swivol Media and The Product Bus. It was developed by Scotty Allen, and Declan Magee. This episode was produced and written by Declan Magee and edited by Sammy Perryman. Sound design and mix by Rob ClarkeIf you're an early stage founder looking for resources and practical help, check out theproductbus.com and get in touch Hosted on Acast. See acast.com/privacy for more information.

Ryan introduces a formula for business scaling in 2024: Strategy * Skill * Scale = Production...Create your business to grow your revenue, scale your organization, and make an impact with help from Wealthy Business! Apply here https://wealthyway.co/50d---Are you living The Wealthy Way? Take the quiz and get FREE access to the “Wealth Builder Academy” where I go over all the fundamentals of building wealth. https://www.wealthyway.com/Want to be coached by me on real estate investing? Join our Wealthy Investor program today at https://wealthyinvestor.com/podcastWould you like my team to help build your personal brand? Apply to join Pineda Media at https://pinedamedia.com/podcastLooking to grow in your faith and business? Join Wealthy Kingdom today https://wealthyway.co/dyyWant to partner with me to supercharge your business? Apply at https://www.pinedapartners.com/You can invest in my real estate deals! Go to https://pinedacapital.com ---Ryan emphasizes the art of subsidizing personal endeavors through strategic sponsorship, diverting the burden from personal finances. He advocates creativity in funding and believes not all expenses must be personally covered.Ryan introduces a formula for business scaling in 2024: Strategy * Skill * Scale = Production. He notes that many beginners struggle due to weak strategy, inconsistent skill development, and limited scaling.For solopreneurs, the formula might be 5(strategy) * 5(skill) * 1(scale) = 25(production). While commendable, scaling remains at 1. Expert solopreneurs may have 10(strategy) * 10(skill) * 1(scale) = 100(production), but the limitation of solo efforts persists.A business owner's equation, 1(skill) * 1(strategy) * 3(scale) = 3(production), introduces scale. The goal is mastery in all three aspects for optimal results.To enhance strategy, Ryan advises selecting a focused industry, understanding its potential market size (Total Addressable Market), and adapting strategies to evolving trends.For skill improvement, seeking a mentor is crucial to avoid mistakes and expedite the learning process. Daily dedication to learning, practicing, and executing is vital, with the end goal of becoming proficient enough to teach others.Scaling involves mentorship in building operations, utilizing systems, processes, technology, and human capital. Establishing relationships and creating awareness are keys to scaling effectively to a broader audience. Ryan underscores the importance of mastering all three components for business success.

This week, we are bringing you another special bonus episode. This week, we are sharing a podcast that our host, Paul Barnhurst, recommends. The Run the Numbers podcast is hosted by CJ Gustafson. The podcast is designed to talk about things he wishes he knew during the early days of his career that no amount of Googling would answer. This week's Show Notes: Sebastian Duesterhoeft, partner at Lightspeed Ventures, joins CJ to talk about anything and everything start-up operators need to know about your Total Addressable Market. Request from you, the audience: We are constantly working to improve Financial Modeler's Corner, and this week, I would like to ask for your help completing the survey about the podcast. This will help us make future episodes better for you, the listener. The survey will only take a few minutes to complete, and your response is invaluable to the team at Financial Modeler's Corner. Link to survey: https://forms.office.com/r/K2fHfSUvFp TIMESTAMPS: (00:00) Episode Preview (00:55) SEGMENT: CJ's opening “Off the Books” monologue - the Billion Dollar outcome (02:59) Start of interview (04:38) Why is TAM so important to investors? (09:19) Is a $2B TAM not good enough? (12:06) How big is enough TAM? (13:23) Sponsor: NetSuite (14:44) Frameworks to calculate TAM (19:19) Second and third growth engines (25:18) On "maturity of the market" (28:36) On extensibility (32:27) Why your initial insertion point is crucial to your business (36:22) ServiceNow and Datadog: why these companies are shining examples of expanding their TAM (45:03) SEGMENT: Long-ass Lightning Round (48:43) SEGMENT: Rep Yo Stack - Sponsored by Tropic

Sebastian Duesterhoeft, partner at Lightspeed Ventures, joins CJ to talk about anything and everything start-up operators need to know about your Total Addressable Market (TAM). If you're looking for an ERP platform, check out our sponsor, NetSuite: https://netsuite.com/metrics  --- SPONSORS: NetSuite provides financial software for all your business needs. More than thirty-six thousand companies have already upgraded to NetSuite, gaining visibility and control over their financials, inventory, HR, eCommerce, and more. If you're looking for an ERP platform ✅ NetSuite: https://netsuite.com/metrics and defer payments of a FULL NetSuite implementation for six months. Tropic is the next-generation Procurement Platform that's helping modern CFOs take control of their budgets and bottom line. By combining approval workflows, supplier management, and pricing benchmarks all in one place, Tropic makes savings opportunities easy to find and act on.

Head of marketing for T-Ads, the advertising solutions division of T-Mobile, Cherian Thomas describes the evolution of his rideshare entertainment platform, Octopus, to creating brand love across all digital out of home screens. In this upbeat but informative conversation with the high-energy "Doctor Thomas," Insider Interviews host E.B. Moss also gets the download on DOOH from DPAA CEO, Barry Frey, to offer listeners and viewers a complete picture of the state of screens today. QUOTES AND TIMESTAMPS 00:02:23 - "By the digitization of out-of-home, we mean a modern-day digital advertising business." 00:03:10 - "DOOH is becoming very powerful especially with its ability to target audiences, that heretofore was not available." 00:04:20 - " I've seen these crazy billboards where it almost looks like things are flying off of the screen. It's really amazing what can happen now with digital billboards." 00:11:49 - "While trying to market our app to consumers, we had to identify who is the ideal target audience. And then you look and you're like, wow, that's the Uber and Lyft rider!" 00:13:56 - "If we can delight riders in their Uber and Lyft journey, well, what's the next phase?" "The numbers don't lie: actual consumer spending is four times larger in store than it is online." 00:16:56 - "The numbers don't lie: actual consumer spending is four times larger in store than it is online." 00:18:52 - "Well, it turns out advertisers and brands also have similar pain points when it comes to them spending dollars and getting their brand out there or hitting performance metrics." Watch the full episode with Cherian Thomas, Head of Marketing for T-Ad on YouTube, too! [00:23:42] Enthusiasm, energy and skateboarding to work. 00:24:14 - "It starts from the top. So everything we do in my world is always ‘How is that good for our customers?' And I think that's something really important." T-Mobile Chief Creative Officer, Peter DeLuca with DPAA CEO, Barry Frey at Cannes 00:25:59 - "I think Peter DeLuca is a legend. And if you think about T-Mobile's brand, this is the best our brand has ever been. And you don't get there overnight. You have to be consistent. You have to be honest. You have to deliver. Like we say, dream big and deliver." 00:28:24 - "We leverage our brand to get our customers amazing deals and delight them." 00:33:45 - "My favorite product is the T-Mobile SyncUp Kids Watch, which is kind of a smart watch, but all you can do on it are basic things. As a parent, that was a pain point that T-Mobile had solved...This is kind of in our ethos: solving pain points I think is a common theme that's carried forward in everything that we do." 00:35:08 -  Brand purpose and trust. "One of our promises is “Nada, yada, yada.” Like, that's our actual Metro by T-Mobile brand campaign right now, because everyone else makes a bunch of promises and the fine print is like “yada, yada, yada, yada.” If that doesn't say we don't have any BS here and you can trust us....” 00:37:41 - "If you have a low cost of screen and you have connectivity, why can't there be a screen at the top of the Vail ski resort to show you information and speed times and fastest slope, the slope is closed, etc. So these are things I'm really excited about. [00:38:30] The growth of Digital Out-of-Home. 00:38:39 - As an industry, I'm excited because the TAM -- the Total Addressable Market -- for Digital Out-of-Home, is much larger. And that's always been the challenge with Digital Out-of-Home. ...You've got a $10 billion industry, but it's getting bigger and bigger as these macro trends continue." 00:40:11 - "What does the E.B. stand for?!” Don't miss the 10/10/23 DPAA Global Summit in New York City's Chelsea Piers, with speakers from McDonalds, Mastercard, Pepsi and more!  You can help sustain this podcast with a little donation to Insider Interviews at https://buymeacoffee.com/mossappeal

Here are the biggest TTRPG news stories from the past week. The future of D&D and TTRPGs estimated TAM from Chris Cox. D&D Beyond launches it's first 3rd party product, Baldur's Gate draws new interests into D&D and makes more money for Hasbro then their films. If you'd like to support the podcast head over to our Patreon - https://www.patreon.com/totalpartychill -------- For more actual plays, reviews, giveaways, and recommendations check out https://totalpartychill.com​​​​​ ​​​​​ Tweet us: https://twitter.com/ttlprtychll​​​​​ Buy TPC merch: https://totalpartychill.com/​

Brought To You By CLICKFUNNELS (SPONSOR)Hey Fellow Direct Marketer, It's Zachary J. Radford, coming to you with a fresh issue of our Direct Response Secrets newsletter. Have you ever dreamed of truly grasping the pulse of your audience, to understand them so intimately that your marketing messages resonate like a perfectly tuned instrument?This week, we're peeling back the layers of a crucial marketing strategy that can mean the difference between spinning your wheels and truly accelerating your success. We're diving deep into the art of identifying and connecting with your perfect audience.Not all customers are created equal, and depending on who we choose to serve will have a massive impact on you and your business!In this issue, we are gonna dive deep into finding that perfect audience for your target! Let's get it…. A Word From Our Sponsor CLICKFUNNELSRev Up Your Revenue with ClickFunnels 2.0!

In this podcast, Michael Cardamone, founder of Forum Ventures, shares his valuable insights on the startup world and his journey in founding and running a leading seed-stage SaaS venture VC firm. He talks about the importance of building relationships and being transparent about your track record when raising funds. He also provides insights on investing in startups, moving upmarket into enterprise, and building channel partnerships. Additionally, he discusses the topic of diversity in venture capital and the future of the venture capital landscape, and much more!TimestampsHow Michael got into startups [00:00:22] Michael talks about his transition from working for a family business to getting into tech and venture startups.Partnerships and KPIs at Box [00:02:01] Michael discusses the partnership goals and KPIs at Box, including building credibility in certain industries and driving more sales.Founding Forum Ventures [00:04:59] Michael talks about founding Forum Ventures, including his idea for a differentiated accelerator and how he raised his first $1 million.Fundraising Challenges [00:08:15] Michael talks about the challenges of fundraising for his accelerator and seed funds, including finding early believers and building top of funnel.Founder Characteristics [00:11:23] Michael discusses the qualities and characteristics he looks for in founders and companies, including founder-market fit, ability to recruit, and obsession with the business.Investment Strategies [00:14:05] Michael explains the three different ways Forum Ventures engages with founders, including the accelerator, studio, and seed fund, and the ticket sizes and follow-up strategies for each.Investing in SaaS Startups [00:16:43] Michael talks about investing in a SaaS startup and the importance of building relationships with founders.Moving Upmarket into Enterprise [00:17:37] Michael discusses when it's the right time for a startup to move upmarket into enterprise and how to navigate the transition.Building Channel Partnerships [00:19:20] Michael shares his experience with building channel partnerships and advises startups to be thoughtful and build real relationships with partners.Analyzing Competition [00:25:17] Michael discusses the mistakes investors make when analyzing competition, including overindexing on competition and not considering market dynamics.Total Addressable Market [00:27:13] Michael talks about the mistakes founders make when presenting the total addressable market, including taking a generic approach instead of a nuanced, bottoms-up approach.Venture Capital Landscape [00:31:11] Michael discusses the changes he sees coming in the venture capital landscape in the next 5 to 10 years, including a decline in the number of small funds and a potential shift towards more emerging manager funds.Building a brand [00:34:43] Michael talks about how he underinvested in building a brand for Forum Ventures and how he focused on founder experience instead. He shares how he rebranded and invested more in building the brand over the last couple of years.Favorite online tools [00:35:49] Michael shares his favorite online tools, including Gmail, Slack, and a product from a company he invested in called Hyper. Key LinksForum Ventures - https://www.forumvc.com/LinkedIn – https://www.linkedin.com/in/michaelcardamone/ Twitter - https://twitter.com/MGCardamone

How did Geoff Charles, VP of Product at Ramp, go from a background in consulting and finance to revolutionizing the world of product management in tech? In this fascinating conversation, we discuss the evolution of product roles, the importance of collaboration, and prioritizing value creation. We dive deep into Geoff's role at Ramp, the critical aspects of product management in tech startups, and his approach to making decisions that drive the company forward. Geoff also shares insights on building a successful company, including understanding the Total Addressable Market, tailoring the product playbook to the specific business, and designing a product that leverages top engineering talent. Finally, we explore the world of AI in product management, the importance of data privacy, and how technology can be used as a tool to empower people. Timestamps: Geoff Charles' Background and Transition to Product Management [00:02:45] The Role of Product Management [00:13:36] Prioritizing Relationships with Engineers [00:15:25] Challenging TAM [00:21:08] User Experience at Ramp [00:28:29] Ramp's Target Market and Differentiation [00:34:02] Biggest Mistake at Ramp [00:40:30] Fear Mongering and AI [00:46:42] Cultivating Happiness [00:49:37] Lightning Round [00:51:34]

Joe Burnett is joined by John of Encrypted Energy to discuss automated Bitcoin lightning nodes. Sign up for the marketplace here: https://marketplace.blockwaresolutions.com/ Encrypted Energy is a service for collecting, processing, storing, and routing data from your Lightning Node. It regularly polls your node and your peers, monitors for state changes, and emits events to outside services when changes occur. Email paul@encryptedenergy.com and mention us for personalized onboarding. Passport is the Bitcoin hardware wallet you already know how to use. With a gorgeous design and familiar interface, Passport makes it easier than ever to self-custody your Bitcoin. No more sitting at your computer or squinting at tiny screens. Passport seamlessly connects to your phone, empowering you to quickly view your balance and move Bitcoin in and out of cold storage. Get yours today at: https://foundationdevices.com/?mtm_campaign=Blockware Use code: BLOCKWARE for $10 off! Follow us on Twitter: Joe: https://twitter.com/IIICapital John: https://twitter.com/jmarbach Blockware: https://twitter.com/BlockwareTeam Timestamps: 00:00 John's Background 03:25 What is the Lightning Network? 07:47 Total Addressable Market for Lightning 14:21 Why should an individual or company run a Bitcoin Lightning node? 18:00 How to easily run a Lightning node 21:47 What is involved with operating a lightning node? 25:49 Encrypted Energy 27:53 Earning yield with Lightning 34:24 Bitcoin & Lightning in 20 years

How Outbound Can 22x Your Total Addressable Market>> Get the newest LFG episodes delivered to your inbox when you Sign Up for our Newsletter.Resource Links:Fast track your marketing efforts while avoiding common marketing mistakes in our new trainingEstate planning attorney? Stop guessing how to get results from online ads and grow your firm with our client-generating Seminar 3.0 Hosted on Acast. See acast.com/privacy for more information.

Total Addressable Market Hello, this is Hall T. Martin with the Startup Funding Espresso -- your daily shot of startup funding and investing. The total addressable market is the size of the market that represents the total potential revenue for a product.   This is the market that could ever buy the startup's product. In the startup world, there's truly no limit to how big a company can grow. Investors look for business opportunities with large upside potential. Startups focus on large markets as it provides the most potential and the best chances for success. Large markets provide many opportunities for entering the market and positioning within the market relative to competitors. The larger the market the better chance of the startup finding product/market fit. Within the total addressable market, there is the serviceable market which is the size of the market you can reach. This does not mean the startup must actually reach the full market to be successful but rather it shows the opportunity. Within the serviceable market, there is the beachhead market which is the first set of customers to pursue. This gives the startup an area to focus on in entering the market. The total addressable market is a mental model startups and investors use to assess business opportunities. In raising funding, it's important to know the size of the market and the segments before pursuing it.   Thank you for joining us for the Startup Funding Espresso where we help startups and investors connect for funding.Let's go startup something today. _______________________________________________________ For more episodes from Investor Connect, please visit the site at:   Check out our other podcasts here:   For Investors check out:   For Startups check out:   For eGuides check out:   For upcoming Events, check out    For Feedback please contact info@tencapital.group    Please , share, and leave a review. Music courtesy of .

This week Oliver interviews Horace about the talk he did at Micromobility America on the Total Addressable Market for micromobility, and the opportunity of the space. This should really be listened to in context of the 5 Billion Riders talk that Horace gave at the conference, which is now on Youtube. Here, we dig into Horace's thought pattern and the significance of mapping out addressable markets in informing the debate and opportunity for the space. Specifically, they dig into: The backstory for Total Addressable Markets and why these matter What has changed since Horace's early work in this space The potential impact of 5 billion riders Why this matters for companies raising In the meantime, if you haven't already, check out our latest effort, the Rider Choice Awards. It is our industry's version of the Oscars, the Baftas, the Top Gear Speed Week, and the Webby's all tied into one. You can select the best firms and vehicles in more than 30 categories and get them selected for consideration ahead of judging for Micromobility World, which is happening on January 19th online. We have many of the top brands in the world currently battling it out for top spot in the bike, scooter, pod, subscription business, shared operator, and more from around the world. We've been blown away by the level of excitement from the community and are super excited to share the preliminary results with you. The first round of cutoff is coming this month, and then again next month so get your votes in quickly! Catch us on Twitter @MicromobilityCo. Horace and Oliver are also active on their personal accounts and would love to hear from you. Our newsletter is completely free, and you can subscribe to have it in your inbox every Tuesday morning here! And for those who want more, we offer our Micromobility membership (mmm — “Triple M”) which includes exclusive content, swag, and conference discounts, as well as live calls with Horace and team! We're also on LinkedIn and Instagram.

Disclosure: Bueno is a sponsor of Overpriced JPEGs, but that is not why we had them on. We simply think they're a cool product doing cool work! ✨ SUBSCRIBE TO THE OVERPRICED JPEGS CHANNEL ✨ https://bankless.cc/jpegs  ------

Disclosure: Bueno is a sponsor of Overpriced JPEGs, but that is not why we had them on. We simply think they're a cool product doing cool work! ✨ SUBSCRIBE TO THE OVERPRICED JPEGS CHANNEL ✨ https://bankless.cc/jpegs  ------

This week we do a deep dive into the Total Addressable Market of Cloud and discuss the rise of Cloudflare. Plus, details an the SDT Meetup in Austin on August 27th (https://www.eventbrite.com/e/software-defined-talk-meetup-in-austin-tx-tickets-396650401027). Runner-up Titles “Have a good time at least once” is in my vacation OKRs The podcast of the Slack Analog Clocks Digital Clock Native Pretending to have a sidekick The First Business Case for the Metaverse I was a liberal arts major The TAM Episode Rundown Cloud Earnings Clouded Judgement 7.29.22 (https://cloudedjudgement.substack.com/p/clouded-judgement-72922?utm_source=substack&utm_medium=email) Amazon says cloud-computing revenue rose 33%, topping Wall Street estimates (https://www.cnbc.com/2022/07/28/aws-earnings-q2-2022.html) 60% of Amazon's net revenue growth YoY was AWS. (https://twitter.com/conorsen/status/1552749857500286976?s=21&t=4J4ob4S-4vxl-60DOSKkUw) AWS continues to show strength, but there are a few things to watch out for (https://seekingalpha.com/news/3863264-amazon-web-services-continues-to-show-strength-but-there-are-a-few-things-to-watch-out-for) Gartner Forecasts Worldwide IT Spending to Grow 3% in 2022 (https://www.gartner.com/en/newsroom/press-releases/2022-06-14-gartner-forecasts-worldwide-it-spending-to-grow-3-percent-in-2022) How Cloudflare emerged to take on AWS, Azure, and GCP (https://www.infoworld.com/article/3668197/how-cloudflare-emerged-to-take-on-aws-azure-and-gcp.html?utm_content=content&utm_source=twitter&utm_medium=social&utm_campaign=organic) Relevant to your Interests Apple beats on revenue and profit, expects growth to accelerate despite 'pockets of softness' (https://www.cnbc.com/2022/07/28/apple-aapl-earnings-q3-2022.html) Instagram walks back its changes (https://www.platformer.news/p/-instagram-walks-back-its-changes?utm_source=substack&utm_medium=email) Meta posts its first-ever quarterly revenue decline (https://www.axios.com/2022/07/27/meta-quarterly-revenue-decline-earnings?utm_source[%E2%80%A6]utm_medium=email&utm_campaign=newsletter_axioslogin&stream=tophttps://www.axios.com/2022/07/27/meta-quarterly-revenue-decline-earnings?utm_source[%E2%80%A6]utm_medium=email&utm_campaign=newsletter_axioslogin&stream=top) Why Kylie is mad at Instagram? (https://om.co/2022/07/26/why-kylie-is-mad-at-instagram-explained/) There is a path to replace TCP in the datacenter (https://www.theregister.com/2022/07/27/replace_tcp_datacenter/) CHIPS for America Act (https://twitter.com/SBIndyNews/status/1552445739736989697)e JetBlue agrees to buy Spirit for $3.8B. It would create the 5th largest U.S. airline (https://www.npr.org/2022/07/28/1114226031/jetblue-spirit-deal-merger) The pandemic impulse purchases we grew to hate (https://www.vox.com/the-goods/23279350/pandemic-consumer-buys-peloton-bike-games-dog-covid?utm_source=nextdraft&utm_medium=email) AMD and Nvidia leaks show we are drunk on power, and the hangover is going to be brutal (https://www.techradar.com/news/amd-and-nvidia-leaks-show-we-are-drunk-on-power-and-the-hangover-is-going-to-be-brutal) Intel To Wind Down Optane Memory Business - 3D XPoint Storage Tech Reaches Its (https://www.anandtech.com/show/17515/intel-to-wind-down-optane-memory-business) On the huge importance of non-tech roles in Open Source: Empirical study on NPM - Livable Software (https://livablesoftware.com/importance-of-non-tech-contributor-roles-open-source/) VMware Fusion beta joins Parallels in supporting Windows VMs on Apple Silicon (https://arstechnica.com/gadgets/2022/07/newest-vmware-fusion-beta-supports-windows-11-on-apple-silicon-macs/) Apple Arcade finally got the boost it needed (https://www.theverge.com/2021/4/7/22370217/apple-arcade-fantasian-nba2k-wonderbox-classics-netflix) Apple Nabs Key Lamborghini Executive to Work on Its Electric Car (https://www.bloomberg.com/news/articles/2022-07-27/apple-nabs-key-lamborghini-executive-to-work-on-its-electric-car?utm_campaign=etb&utm_medium=newsletter&utm_source=morning_brew) IBM board of directors investigates sales fraud claims (https://www.theregister.com/2022/08/01/exclusive_ibm_board_of_directors/) Apparently Linus Torvalds is using an M2 Mac? (https://softwaredefinedtalk.slack.com/archives/C5GPMBXQT/p1659428218962219) Oracle Cuts Workers in US Customer Experience Unit (https://www.bloomberg.com/news/articles/2022-08-01/oracle-cuts-workers-in-us-customer-analytics-division) Gmail gets a new look and tighter intergration to celebrate 18 years of service (https://www.xda-developers.com/gmail-new-look-tighter-intergration-18-years/) Uber reports positive cash flow for first time (https://www.ft.com/content/a454447f-c0b9-44fc-a24a-2781f1b7717e) Pinterest shares surge after Elliott discloses it is the largest shareholder (https://www.reuters.com/technology/elliott-says-it-is-largest-sharesholder-pinterest-2022-08-01/) How Kubernetes Reinvented Virtual Machines (in a good sense) (https://iximiuz.com/en/posts/kubernetes-vs-virtual-machines/) Former VMware Star Sanjay Poonen Becomes CEO Of Cohesity (https://twitter.com/datachick/status/1554482007438237698) Thoma Bravo picks up Ping Identity for $2.8B in an all-cash deal (https://techcrunch.com/2022/08/03/thoma-bravo-picks-up-ping-identity-for-2-8b-in-an-all-cash-deal/?guccounter=1&guce_referrer=aHR0cHM6Ly93d3cuZ29vZ2xlLmNvbS8&guce_referrer_sig=AQAAAJnqIsV7eSB4aeKNW7V9HidMxohTjY2dtNtainWRjHXiv7ApDViwdsq6K_9LBJIVnI3ylbHjASvuAqEijvmNUyuW8DaHp0rSZ7uten5Sz6_DUKqUxifms2H-6Yk6TW5i8i9UXqTNsT_vhnMMFzJUp7OTTzNaXAfmzM0PqPtmoFdH) Software Is No Longer Eating The World (https://webtwoboomer.com/software-is-no-longer-eating-the-world-109785eb9d4f) GitLab plans to delete dormant projects from free accounts (https://www.theregister.com/2022/08/04/gitlab_data_retention_policy/) Raspberry Pi Zero vs MangoPi MQ Pro Benchmarks (https://bret.dk/raspberry-pi-zero-vs-mangopi-mq-pro-benchmarks/) Highest. Close. Ever. - All Star Charts (https://allstarcharts.com/highest-close-ever/) Should I Stay or Should I Go (https://www.platformonomics.com/2022/07/should-i-stay-or-should-i-go/) Nonsense Murder Hornets get new name (https://softwaredefinedtalk.slack.com/archives/C04EK1VBK/p1659024319485459) An Australian Artist Pulled a Pickle from a McDonald's Cheeseburger and Slapped It on a Gallery's Ceiling. Now It Costs $6,200 (https://news.artnet.com/art-world/pickle-artist-2152731) MAKRO | Microsoft Excel Stream Highlights 3/19 (https://www.youtube.com/watch?v=xubbVvKbUfY) British Airways suspends the sale of short-haul flight tickets from Heathrow (https://www.cnbc.com/2022/08/02/british-airways-suspends-short-haul-flight-tickets-from-heathrow.html) Sponsors Teleport — The easiest, most secure way to access infrastructure. (https://goteleport.com/?utm_campaign=eg&utm_medium=partner&utm_source=sdt) Listener Feedback Slack is increasing prices, changing how its free plan works (https://techcrunch.com/2022/07/18/slack-is-increasing-prices-and-changing-the-way-its-free-plan-works/) What is DevRel? (https://www.whatisdevrel.com/) — Cloudcast Podcast Good discussion on changing jobs in SDT Slack (https://softwaredefinedtalk.slack.com/archives/CEJ12RBJA/p1659459039423009) Conferences Register for the SDT Austin Meetup August 27th at 6:30 PM (https://www.eventbrite.com/e/software-defined-talk-meetup-in-austin-tx-tickets-396650401027) **** DevOpsDays DFW (https://devopsdays.org/events/2022-dallas/welcome/), August 24-25, 2022 - Coté speaking, along with John Willis, Andrew Shafer, and friends VMware Explore 2022, August 29 – September 1, 2022 (https://www.vmware.com/explore/us.html?srccode=na_pxkba4ap4tgmb&cid=7012H000001KawVQAS) - Coté's pitch (https://twitter.com/cote/status/1551895600270016512). SpringOne Platform (https://springone.io/?utm_source=cote&utm_medium=podcast&utm_content=sdt), SF, December 6–8, 2022 THAT Conference Texas Call For Counselors (https://that.us/call-for-counselors/tx/2023/) Jan 16-19, 2023 SDT news & hype Join us in Slack (http://www.softwaredefinedtalk.com/slack). Get a SDT Sticker! Send your postal address to stickers@softwaredefinedtalk.com (mailto:stickers@softwaredefinedtalk.com) and we will send you free laptop stickers! Follow us on Twitch (https://www.twitch.tv/sdtpodcast), Twitter (https://twitter.com/softwaredeftalk), Instagram (https://www.instagram.com/softwaredefinedtalk/), LinkedIn (https://www.linkedin.com/company/software-defined-talk/) and YouTube (https://www.youtube.com/channel/UCi3OJPV6h9tp-hbsGBLGsDQ/featured). Use the code SDT to get $20 off Coté's book, (https://leanpub.com/digitalwtf/c/sdt) Digital WTF (https://leanpub.com/digitalwtf/c/sdt), so $5 total. Become a sponsor of Software Defined Talk (https://www.softwaredefinedtalk.com/ads)! Recommendations Brandon: Ambulance (https://www.ambulance.movie) and The Terminal List (https://www.imdb.com/title/tt11743610/) Ringer Podcast: ‘The Gray Man' and the Top 10 Trash Special Ops Movies (https://www.theringer.com/2022/7/29/23283211/the-gray-man-and-the-top-10-trash-special-ops-movies) Matt: (https://www.amazon.com/GE-Profile-Countertop-Nugget-Maker/dp/B07YF9SGBW)Jabulani Challenge (https://jabulanichallenge.com.au/) City2Surf (https://www.city2surf.com.au/) Coté: Vienna. Specifically: 12 Bruegels (https://www.khm.at/en/visit/collections/picture-gallery/the-best-of-bruegel-only-in-vienna/), old movies at old cinemas, Miznon (https://www.miznonvienna.com/). Photo Credits Banner (https://unsplash.com/photos/4W8LN0FgKNI) CoverArt (https://unsplash.com/photos/aX_ljOOyWJY)

Geoff Cottrill is the Chief Marketing Officer at Topgolf. We talk about the company's growth from zero venues to more than seventy today, what has changed since their $2 billion merger with Callaway last year, and how they are contributing to the surge of interest in golf globally. Enjoy!

Skyler Reeves is the Founder and CEO of Ardent Growth out of Murray, Kentucky. They are a company that helps B2B SaaS companies get more value from their content by blending qualitative customer insights with their proprietary content prioritization algorithm. Skyler is on a mission to blend data and creativity to make the web a better place. He holds degrees in both computer science and philosophy (MSU) and is an Iraq War veteran.In this episode, we talk about Skyler's journey from war veteran to going to college to study computer science and philosophy to founding an agency focused on SEO and marketing and helping B2B SaaS companies scale their organic traffic with their internal software.  He also shares why he's investing in a coach, in building out a sales operation for Ardent Growth, and his insights on his experiences of hiring the right people for your agency.This Cast Covers:How Skyler's love for creating solutions to unsolvable problems and philosophy got him into the world of SEO and marketing (02:27)His reasons for joining the military right out of high school and what his experience returning to civilian life was like (05:31)The genesis of Ardent Growth and his transition from working in logistics to building his own digital firm (09:44)The value of investing in a coach, having someone speak into your life and your business, and how to go about finding a good coach (11:43)Why his coach told him about bringing the internal technology Ardent had built out to B2B SaaS companies, private equity, VCs, and agencies (15:58)The core problem this internal tool has helped solve for a lot of companies looking to invest in content and SEO (17:32)  How they realized the value of their technology would be a great help for digital marketing agencies (19:25)Did Skyler ever desire to go to market with their tech and make it customer-facing or was the motivation always to serve them internally as they serve other people? (20:21)How having this internal tool helps their profit margins as an agency (21:40)Goals and priorities for the agency as Skyler looks to the future of Ardent aside from investing in building out a sales operation (26:54)Skyler's decision to push working into the VC and private equity industry as well (31:06)Why SEO is a challenging endeavor for agencies specifically to get right (33:06)Skyler recommends where SDA as an agency should focus when it comes to SEO-related efforts (35:45)Areas where Skyler might still be struggling with in the agency and what he's doing to work on them (37:20)One of the largest mistakes Skyler's done growthwise for the agency is not thinking about people (41:01)A pretty interesting rule Joey made up when it comes to hiring the best talent for his agency called the 95-5-90 (42:45)Why Skyler likes looking for coachable people (45:48)What Joey looks for in people related to mindset (46:45)Additional Resources:The Sales Driven AgencyThe Best Damn Agency MastermindSkyler Reeves | LinkedInArdent Growth

CEO of Blueprint, Jordan Crawford explains the importance of researching your customers' pain to determine your Total Addressable Market. Simply relying on tools like ZoomInfo to find potential customers may not be enough. Companies need to look deeper into how their solutions and services can meet the specific needs of their potential customers. Today, Jordan takes us through how Blueprint uses this approach to help their clients and to also identify the right customers for their own business. Show NotesConnect With:Jordan Crawford: Website // LinkedInThe Rev Gen Podcast: Email // LinkedIn // TwitterI Hear Everything: IHearEverything.com // LinkedIn // TwitterSee Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Jeff Tweedy, newly appointed CEO of Plant health Care #PHC discusses the significance of their new distribution agreement with Nutrien, the world's largest provider of crop inputs and services, for its Saori® soybean seed treatment, the first product to be launched from their PREtec platform. Highlights ·   PHC and Nutrien have now signed a five-year commercial agreement under which Plant Health Care will supply Saori for Nutrien's use on soybeans in Brazil. ·     Saori was launched by Nutrien in September 2021; grower response has been very positive. ·   PHC's revenue from sales of Saori to Nutrien is expected to exceed US$750k in the first half of 2022, growing to more than US$5m by 2025. ·   Nutrien expects to treat approximately 150,000 hectares of soybeans in 2022, expanding to more than one million hectares by 2025. ·    The Total Addressable Market for Saori in Brazil in 2022 is estimated at 40 million hectares of soybean fields. ·   Saori-treated fields were healthier and more robust, with lower incidence of disease compared to untreated fields.  ·   In PHC's own trials, the average yield increase was almost 10%. Background Plant Health Care has invested more than $25 million in its PREtec peptide technology platform ("Vaccines for Plants").  PREtec is a novel class of technology which stimulates the plant to defend itself.  Derived from natural proteins, PREtec is an environmentally friendly approach to protecting crops and is compatible with mainstream agricultural practices.  The Company plans major launches of PREtec products every year.  Saori was the first product to be launched from the PREtec platform and is based on Plant Health Care's PHC279, a novel technology that makes soy plants healthier, improves resistance to multiple diseases and increases yield. Ongoing field trials in Brazil with more than 200 soybean farmers in the 2021/22 season confirmed the benefits of Saori.  Initial reports indicated Saori-treated fields were healthier and more robust, with lower incidence of disease compared to untreated fields.  In PHC's own trials, the average yield increase was almost 10% and more than 90% of the Saori-treated fields showed a positive response. With 40 million hectares (99 million acres) of soybeans planted in Brazil, this is a very large opportunity.  Brazilian soybean farmers spent US$2.85 billion on disease control in the 2019/20 season. Saori offers a highly cost-effective tool to farmers to reduce spend on disease control and to increase yield.

TAM is out - TRM is in.In this episode of Author's Cut, co-authors of the MOVE book Bryan Brown and Sangram Vajre talk about the “M” in the MOVE framework - Market. Bryan and Sangram explain why they think “Total Addressable Market” may not be the best baseline for your marketing strategy...it's actually “Total Relevant Market”. Here's how you find your TRM, segments, and cohorts–and use them to determine who you should market to. Next week, they talk about the "O" - This is a #MOVE podcast. Check us out on Apple Podcasts, Spotify, or here. Check out themovebook.com and you will find all the templates and scorecards to download for free and even an assessment that will help you find your next MOVE, faster.Listening on a desktop & can't see the links? Just search for MOVE in your favorite podcast player.Additional Resources:MOVE: The 4-Question Go-To-Market FrameworkKey Takeaways:Total relevant market is who you should actually be focusing your marketing energy onThe way you market should change as your go-to-market strategy shifts and growsGo and ask your organization what stage of the business you're in. Don't rush into the next one, until you nail this one!

If you're like most of the guests we've interviewed on this podcast, then you are constantly trying to improve your agency. Whether that's figuring out your pricing, building out your sales operation, or getting your agency to the next level, it can be tough. Luckily, in this Sales on the Rocks episode, we're gonna walk you through how you can do all that by setting better realistic and specific goals, learning how to charge more, and providing crazy value during a simple sales conversation. Tune in to learn the 80-20 rule of pricing, advice for reaching higher annual revenue targets, and a simple mentality that can help you win bigger in business and in life.This Cast Covers:The case of Joey's missing truck (01:09)Joey and JJ recap the recent BDAM anti-retreat and share their takeaways (08:15)The words you speak over yourself and your loved ones are powerful (09:41)What got JJ dreaming about the massively growth-minded goals (12:33)How does defining what you want for your business inform what your sales operation looks like? (17:31)Why Joey is also a fan of the “and, not or” mentality and how this mentality helps in setting realistic goals (20:56)A lot of people set goals in a very safe manner  (24:47)Can two partners who are totally misaligned coexist in a business together? (27:31)What most agency owners and CEOs forget to factor in when it comes to projecting sales targets in the future (30:03)When you play big boy games, you make the right decisions and come up with big boy goals (31:11)How people are limited by their total addressable market (32:00)Three options to scale: provide new services, serve new industries, or charge more (32:38)The 80-20 rule of pricing (44:06)Being in a hyper niche might be what's preventing you from getting to the next level of growth (36:45)Advice for badass agency owners who crushed their revenue goals but want to expand to that next level (38:13)As you exhaust your TAM, do you become incredibly unattractive to potential buyers? (38:55)Joey's thoughts on advertising your price versus having that be a part of your sales conversation (41:11)Pricing the client versus pricing the work: why it's always better to get into a consultative sales conversation with your prospects (45:02)Why Joey hates it when agencies do hourly or flat pricing (46:16)First time on the show: JJ and Joey appreciate their wives (51:01)Additional Resources:The Sales Driven AgencyThe Best Damn Agency Mastermind

CEO of Blueprint, Jordan Crawford explains the importance of researching your customers' pain to determine your Total Addressable Market. Simply relying on tools like ZoomInfo to find potential customers may not be enough. Companies need to look deeper into how their solutions and services can meet the specific needs of their potential customers. Today, Jordan takes us through how Blueprint uses this approach to help their clients and to also identify the right customers for their own business. Show NotesConnect With:Jordan Crawford: Website // LinkedInThe Rev Gen Podcast: Email // LinkedIn // TwitterI Hear Everything: IHearEverything.com // LinkedIn // TwitterSee Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

March 21, 2022.In our latest episode, we look at :Crowdstrike's recent performanceWhat does Crowdstrike do?Crowdstrike's competitive advantage.PIF comfort level with Crowdstrike from a halal perspective.Size of Crowdstrike's Total Addressable Market.Crowdstrike's valuation (Buy, Hold and Sell).#halalinvesting #halalstocksTo view our portfolio or become a member please visit https://practicalislamicfinance.comPIF Offerings:► Follow my investing journey: https://www.buymeacoffee.com/practicalif► Request stock or crypto review: https://www.buymeacoffee.com/practicalif/e/51253► Join the Practical Islamic Finance Discord Community: https://discord.gg/fURkzn9RRM► Sign up for our newsletter at: https://practicalislamicfinance.com► List of PIF reviewed stocks: https://practicalislamicfinance.com/pif-reviewed-stock-list-2/► List of PIF reviewed cryptos: https://practicalislamicfinance.com/pif-reviewed-crypto-list-2/ Affiliates & Promotions:► Follow your crypto investments and file taxes with Cointracker: https://www.cointracker.io/a/rakaan► Track your income, expenses and budget using Truebill: https://truebill.i679.net/c/2193816/616684/10034► Looking for a place to buy stocks in the U.S.? Try M1 Finance for Free using: https://m1finance.8bxp97.net/c/2193816/704943/10646Follow Us on Social Media:►Twitter: https://twitter.com/PracticalIF►Instagram: https://www.instagram.com/practicalislamicfinance►Facebook: https://www.facebook.com/practicalislamicfinance►Email: rakaan@practicalislamicfinance.comDisclaimer: Anything you hear in this podcast is an opinion. It is not to be considered personalized financial advice. Make sure you do your own due diligence before making any investment decisions.

In this episode of The Marketer's Journey, I interview Andy Jolls, CMO at FastSpring. During the episode, we discuss selecting the right CMO role for your career journey, how to know if the company you've joined has potential, and why it's important to expand your view of the competition. Check out this and other episodes of The Marketer's Journey on Apple Podcasts, Spotify, Stitcher, and Google Play!Key takeaways from this episode:Consider the growth stage of the company. When on the hunt for a new company to join, Andy emphasized the importance of identifying the company's growth stage and determining which stage is right for you and your career goals. He recommended finding the sweet spot by experimenting with companies at various growth stages and identifying where your strengths lie.Don't forget about the “C” in CMO. Andy mentioned that he's had some great mentors throughout his career who have reminded him that anyone at the CMO level needs to take a holistic view of the company to consider the full picture of the business. Instead of focusing solely on marketing, CMOs should always be thinking about what's best for the entire company overall.Identify the right persona. One of the biggest challenges for marketers today is understanding and targeting the right customers in their category. Andy said it's important for marketers to dig down deep into the information that's available and invest in analytics in order to make the most educated decisions possible. It's also important to broaden your view of the competition to keep the bigger picture in mind.Learn more about FastSpring here: https://fastspring.com/ Learn more about Andy here: https://www.linkedin.com/in/ajolls/

If there's one area of business that most founders are great at, it's saying what they want. But the reality is that most agencies are dumbfounded because they can't fill their pipeline with new leads and deals. They may say they have a sales operation, but their people, processes, and systems are all over the place. In this podcast, Joey and JJ discuss having a solid sales knowledge base, commission structures for referral partners, the slicing pie business model, and the evolution of a sales operation.What's in Joey's glass: Elmer T Lee Single Barrel MashThis Cast Covers:How to respond to the objection “This just doesn't fit our timeline/Now is not the right time to invest”: Should you let it slide or dig in deeper? (07:49)What's a sales knowledge base, what's in it, and why it's essential to build one for your agency (13:00)The protocol when it comes to updating your sales knowledge base (17:30)Is hiring nine new salespeople in a year too aggressive? (19:29)What commission structures look like for referral partners (25:13)Why Joey would pay a referral partner more than he pays his salesperson (26:39) Is there a way you can impact churn positively throughout the sales process?  (30:31)What to do when a company is founded by a handful of people who collectively shared all of the responsibilities (35:21)The slicing pie model is an extremely fair way of identifying what your slice of pie is worth (37:54)Should co-founders stick around in a sales leadership or biz dev role or have them all removed from day-to-day leadership positions? (48:05)The difference between seller discretionary earnings and EBITA-based businesses (48:48)The evolution of a sales operation (21:02)What to do when you miss a sales call appointment – can you still salvage a deal like that? (54:33)Additional Resources:The Sales Driven AgencyThe Best Damn Agency MastermindSlicing Pie: Funding Your Company Without Funds by Mike Moyer

In this Sales on the Rocks episode, we discuss SDR comp models, how to handle the ‘not enough case studies and experience' objection, pros and cons of building a personal brand versus a company brand, when to get out of sales, and the one question to ask yourself if you've been thinking about scaling your business. What's in Joey's glass: Redbreast 12-Year Old Single Pot Still Irish whiskeyWhat's in JJ's glass: E.H. Taylor, Jr. Single Barrel Straight Kentucky Bourbon WhiskeyThis Cast Covers:Pulling the trigger on buying a firearm: Joey weighs in on gun safety (05:27)JJ dips his toes into self-defense and home defense (11:00)Objection handling 101 – How to handle an objection when prospects say you don't have enough case studies, experience, or time in the space? (12:49)Selling to friends: is it a terrific or horrible idea? (18:05)When should you start thinking about getting out of sales? (22:43)Joey and JJ give a sneak peek of the offer that's in the works for founder-based sellers (26:07)SDR compensation models (30:30)Weighing in on Alex Hormozi's concept of minimum viable unit price per project - does this make sense for outbound sales (36:10)What you should be pricing your services per engagement (38:09)Should agency owners or founders focus on building a personal brand or their company brand? (42:41)Guess who's joining us on the Sales on the Rocks podcast next week (48:14)Whatever your foot in the door offer is, it should be focused on solving your prospects' “bleeding neck” problems (50:02) Why having a gateway or foot in the door offer is important (52:06)Joey reflects on whether to keep his agency as a lifestyle business or grow it into an enterprise (54:12)Additional Resources:The Sales Driven AgencyThe Best Damn Agency Mastermind

Jesse Shrader is the co-founder of Amboss, a Lightning Network explorer and data analytics tool. Jesse and I spoke about Amboss role in helping node operators make better routing decisions, the ways Amboss can build a competitive moat when Lightning data is publicly available, the future of node operations on Lightning, as well as a discussion on Lightning messaging and other applications Jesse finds exciting. → Amboss: https://amboss.space/ The Lightning Round is sponsored by Voltage, where you can ask me questions over the Lightning Network. → Voltage: https://voltage.cloud?utm_source=kevinrooke&utm_medium=Youtube&utm_campaign=1mo → Use code KEVINROOKE to get 50% off your first month's Lightning node At the end of every show I answer any questions listeners send in over the Lightning Network. To ask a question, send a message, or to support the show, download Fountain from the iOS or Google Play App Store and load your wallet with a few sats. → Fountain: https://www.fountain.fm/ → Listen to More Episodes: https://play.fountain.fm/show/P6XXuSPg6f2rj4ECB0fT → Follow Kevin Rooke on Twitter: https://twitter.com/kerooke Timestamps: 00:00 - Intro 00:59 - Jesse Shrader Intro 03:10 - Building Amboss 06:33 - The Amboss Vision 09:28 - Data Analytics with Limited Information 11:24 - How Do Node Operators Make Decisions? 15:34 - Can You Earn a Full Time Income From Your Node? 22:50 - Will Lightning Fees Change Over Time? 31:56 - Lightning Growth Surprises 34:39 - Amboss's Competitive Advantage 39:55 - Will Amboss Be a Lightning-Native Business? 42:27 - Features to Improve Node Operations 44:48 - Is Lightning a Social Network? 47:26 - What is Keysend? 53:06 - Will The Lightning Network Get Congested? 58:36 - Growth of Capacity, Nodes, and Channels 01:03:29 - Total Addressable Market for Lightning 01:07:39 - The Lightning Round

In this episode, Todd Olson and Tatyana Mamut of Pendo will share insights into building product-led organizations and their work at Pendo, as well as their thoughts on experimentation and the Total Addressable Market. TIPM is produced by Feedback Loop, the research platform designed for products teams. Want to sign up for a free Feedback Loop account? Click this link and start testing today: https://go.feedbackloop.com/start-free-now-tipm

Erik Voorhees joins me to explore the nature of decentralization.Be sure to check out NYDIG, one of the most important companies in Bitcoin: https://nydig.com/GUESTErik's Twitter: https://twitter.com/ErikVoorheesErik's Company: https://shapeshift.com/PODCASTPodcast Website: https://whatismoneypodcast.com/Apple Podcast: https://podcasts.apple.com/us/podcast/the-what-is-money-show/id1541404400Spotify: https://open.spotify.com/show/25LPvm8EewBGyfQQ1abIsE?si=wgVuY16XR0io4NLNo0A11A&nd=1RSS Feed: https://feeds.simplecast.com/MLdpYXYITranscript:OUTLINE00:00:00 “What is Money?” Intro00:00:08 How Do We Determine Decentralization?00:06:09 Decentralization is Solely for Censorship-Resistance?00:09:24 Does Ethereum's Pre-mine Prohibit its Decentralization?00:13:08 The Ethereum Post-DAO Hack Fork00:17:57 “Code Is Law”00:22:07 Ethereum Is Not Money; It Is Liquid Venture Capital00:26:50 Is Ethereum Market-Proven?00:28:33 Is Decentralized Exchange a Valid Use Case?00:35:43 The Indivisibility of the Bitcoin Social Layer00:37:57 What is the Total Addressable Market for Ethereum?00:41:00 The “Ultra-Sound Money” Narrative00:46:33 The Store of Value Marketplace Dynamics00:51:30 Is Lightning Network Decentralized?00:56:53 NYDIG00:58:00 What is Shapeshift?01:04:22 Where is Shapeshift on the Path to Decentralization?01:10:14 What are Decentralized Autonomous Organizations (DAOs)?01:15:45 Current Law Does Not Contemplate the Existence of DAOs01:19:10 Are Other Organizations Pursuing the Path of Decentralization?01:23:09 The Governance Model of Shapeshift DAO01:27:21 Why Not Build All DAOs on Bitcoin?01:30:55 The Non-Coercive Politics of Decentralized Protocols01:38:40 ICOs and Self-Regulation01:43:19 Can Self-Regulation Work in Practice?01:52:30 What is the Utility Value of Ethereum?01:59:23 What is the Endgame of Bitcoin and Decentralization?SOCIALBreedlove Twitter: https://twitter.com/Breedlove22WiM? Twitter: https://twitter.com/WhatisMoneyShowLinkedIn: https://www.linkedin.com/in/breedlove22/Instagram: https://www.instagram.com/breedlove_22/TikTok: https://www.tiktok.com/@breedlove22?lang=enAll My Current Work: https://linktr.ee/breedlove22​WRITTEN WORKMedium: https://breedlove22.medium.com/Substack: https://breedlove22.substack.com/WAYS TO CONTRIBUTEBitcoin: 3D1gfxKZKMtfWaD1bkwiR6JsDzu6e9bZQ7Sats via Strike: https://strike.me/breedlove22Sats via Tippin.me: https://tippin.me/@Breedlove22Dollars via Paypal: https://www.paypal.com/paypalme/RBreedloveDollars via Venmo: https://venmo.com/code?user_id=1784359925317632528The "What is Money?" Show Patreon Page: https://www.patreon.com/user?u=32843101&fan_landing=trueRECOMMENDED BUSINESSESWorldclass Bitcoin Financial Services: https://nydig.com/Join Me At Bitcoin 2022 (10% off if paying with fiat, or discount code BREEDLOVE for Bitcoin): https://www.tixr.com/groups/bitcoinconference/events/bitcoin-2022-26217Put your Bitcoin to work. Earn up to 6% interest back on Bitcoin with Tantra: https://bit.ly/3CFcOmgAutomatic Recurring Bitcoin Buying: https://www.swanbitcoin.com/breedlove/Buy Bitcoin in a Tax-Advantaged Account: https://www.daim.io/robert-breedlove/Home Delivered Organic Grass-Fed Beef (Spend $159+ for 4 lbs. free): https://truorganicbeef.com/discount/BREEDLOVE22

Why do we need to know target audience before we work on building thought leadership? Thought leadership content is free, so anyone can access it, then why bother with identifying the right audience? Building thought leadership is not like pitching product or services and yet knowing who we are addressing is very important. Identifying the exact audience helps to shape the thought leadership not vice versa. Tune in to this crisp episode to know essential steps to identify, clarify and magnify target audience. You can learn more about buyer persona here -> https://www.linkedin.com/pulse/have-you-looked-your-buyers-persona-serve-them-better-surbhi-dedhia/and here -> https://www.daretoscale.com/Articles/Scaling-up-with-Buyer-Personas/Download free template of Digital Genie's free buyer persona template  - https://buyerpersona.digitalgenie.co/ Thank you for listening!You can connect with the host - Surbhi Dedhia - on LinkedIn to share ideas and thoughts on building your #thoughtleadershipThe Making of a Thought Leader podcast is brought to you by Jot My Bio.comJot My Bio helps executives and entrepreneurs to narrate their professional experience through personal bios. Personal bios are essential to position one's work experience and skill sets to attract more interactions, be it on the About us section of the website, Linkedin or on presentation slides. To get a professionally handcrafted bio, get in touch with https://www.JotMybio.com

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In this podcast, we will discuss Total Addressable Market And Its Importance for Businesses. Listen Now! The post Total Addressable Market And Its Importance for Businesses appeared first on Blue Mail Media Podcast.

On what it’s like becoming the CEO of a startup and gradually having more and more employees taking over some of the day-to-day responsibilities, guest Ron Tarro says the following: “It’s almost better to view what you’re building as a machine; it’s a machine where, if you actually step back from it, the machine keeps running.” Tarro is the former CEO of a telecommunications software and management services company founded in Boca Raton, Florida. His own experience of developing a startup led him to becoming the Vice President of the Board of Directors at New World Angels, a group of 78 accredited, private investors, operators and entrepreneurs dedicated to providing equity capital and guidance to early-stage entrepreneurial companies with a strong presence in Florida. In this episode, Tarro sits down with host Richard Miles to talk about his own trials of creating a startup, as well as discussing the importance of intellectualizing business as one forges their own path within the marketplace. TRANSCRIPT: Intro (00:01): Starting and running your own company. It’s not for everyone, but for those who have done it, it can be exhilarating, exhausting, and easily the hardest thing they’ve ever done. So we decided to go on and talk to some of those people and find out what they’ve learned, what they’d repeat and what they’ll never do again. We’ll hear stories from their first year, then from the period when they realized they’re going to survive and how they intend to position their companies for the future. We’ll find out what a CEO’s normal day is like, how they build and manage their teams, what it’s done to their personal lives. And finally, when is it time to move on? Join us for CEO 101, a limited series of deep looks at people who are their own boss, for better or for worse. Richard Miles (00:38): Welcome to another episode of CEO 101, a series of special episodes in which we talk to, and about, CEOs of startup companies. I’m your host Richard Miles today. My guest is Ron Tarro, CEO of a number of companies, as well as an advisor and investor in many more. Welcome to the show, Ron. Ron Tarro (00:55): It’s very nice to be here. Thanks for having me. Richard Miles (00:57): So why don’t we start with an overview of your career. You’ve done a lot of things. We just were talking about your role in a number of companies at various stages and levels. So why don’t you give a brief summary of where you started and what you’re doing now? Ron Tarro (01:09): Yeah, so I started as a nerd, software engineer, and I really came through a technical track. My background was in mathematics and the sciences. I ended up getting hired by IBM in IBM labs and so was on product teams, software engineering teams. Went through product marketing and product management jobs there, where I began to focus, not just on making the product, but deciding what should be in the product. I jumped out like a crazy person, one day went I into consulting and joined the industry young, ended up in a leadership position in the management consulting group, which focused on technology companies. So it was basically back to, what should we make? Why should we make it? Who should we sell it to? Those types of things. Did that for a bunch of years. In the meantime, a couple of my pals had started a software company here in Florida, and I was based in Minnesota at the time. I did work at IBM in Boca Raton, if you’re into Florida-centered conversation, and then started a company, I started advising it. I married one of them. My wife was one of the founders of this company and that company is telecommunication software platform. And we took that company, bootstrapping it, with no investment actually, and ended up putting it out into, I think 30, 40 countries. By the time we left, its largest market segment was in hotels and resorts, so we had a pretty big market share. We ultimately sold that company to what is now part of Cisco WebEx actually. And it’s gone through usual chopping up, getting acquired by a public company, where I was a public company, vice president for several years, as part of the arrangement, they went along with the desks and the pencils and that. So since the exiting, all of that, I’ve been an advisor in the incubators here in the state with the university system, in the leadership of a longest standing angel syndicate for investment in startups, so I do a lot of that. And that’s about it. Now, I’ve been a personal angel investor along with my wife, Dana, around the state. So that’s basically it, I mean, nerd turned business person, but still likes to do macros on spreadsheets or something. Richard Miles (03:00): Right, yeah. Nerd turned management consultant turned investor. Ron Tarro (03:03): Yeah, something like that. *laughter*. Richard Miles (03:05): You’re perfect for our show, Ron, perfect. You’ve a great experience in that you are able to both be an outsider and an insider and watching this process unfold of companies starting and then growing and then getting sold from a number of different angles. Why don’t we start with, what’s the biggest difference between watching it from the outside, like as an advisor or something, and actually doing it yourself? When you actually did that yourself with your wife, that company, were there things that you thought like, wow, I thought I knew what this process is like, but this is something nobody told me about? Ron Tarro (03:35): I guess I would look at it this way: in running an early stage company, in whatever form, you are absolutely single-minded. And I would say that what I know today that I didn’t know then is probably, I have more context in seeing some of the moves that we made. So we may have turned left, we should have turned right. And seeing lots of companies making left and right turns, you begin to look at it and say, “hmm, we could have thought about that problem very differently.” Now I would say this, that in our case, I think we made most of the fundamentally right decisions. And we can kind of walk through the life cycle of a company: when to get out of the company and sell it, all that stuff was being driven by stuff. But when you run a company, the thing that you need to be particularly careful, especially as an early one, is you are single-minded in your vision. And as a practical matter, what you don’t know can kill you. And so, I think once you’ve been through this a couple of times, you step back, you begin to see all of those other dangerous–there’s a counter argument, by the way, which would be your ignorance and optimism is the reason you’ll succeed. But I guess I’m a little bit more hardened by some of that. Richard Miles (04:36): Let’s get granular here and talk about the very, very beginning, but from your own experience in companies that you’ve helped start or advise. The first, maybe 30 to 60 days, where you’ve got a founder or a couple of founders, they’re very excited, they’ve got a lot of energy. Why don’t we start with the mistakes? The mistakes are always fun to talk about, right? What are some common mistakes that people make in the first few weeks, did they really come to regret later on? And maybe they don’t even know that they’re mistakes when they’re making them in that first 30 or 60 days? What have you seen? Ron Tarro (05:02): Yeah, no, I’ll start with the very basic one. Should you even bother? Is this a good idea? Because I think one of the things, when you see a founder, is they’re going to walk into this and they believe what they believe. And I’ll actually use the test with New World Angels, which is the angel group that I’m part of and leadership of, is this idea you have is derivative. It’s not better enough from anything else out there. It’s not enough to dislodge the current state. The way to look at that would be: I have a new idea for electronic banking, but can I get everybody to take everything out of this bank, including electronic banking, and move it to that bank? There’s a speed bump. There’s something here: you’re 10% better, but it’s 20% too much hassle to do it. And so one of the big challenges is you see a lot of folks coming into incubators and applying or coming to me for advisory. It is, I don’t know, has this been done before? And if it has, you better have some sort of transformative argument. It was Clayton Christiansen; he’s one of the Harvard guys that wrote a book. Is this sustaining innovation, meaning it’s incrementally improving stuff up, or is it disruptive? It restructures how something’s done fundamentally. Obviously you want a big success, it has to be fundamentally different, not just a flavor. It’s sort of like, there’s Uber and then there’s Uber for pizzas. It’s like, okay, you can make a living at that, and by the way, don’t want to discourage you, but it may not be an investible company, and it may be a company that’s only going to get to be this big because just by the nature of how you defined it in the first place. So part one is, is it even an idea that’s going to be able to, in effect, dislodge what’s already there? And if there is something there or is it clear sailing? And the other is, is it disruptive? Is it just incrementally improving something that already exists? I mean, obviously we want to be disruptive and there’s another great book out there, The Blue Ocean Strategies book that I always talk about, which is as a startup, this whole idea of derivative ideas will repeat. So it’s like, well, if Uber gets into pizzas, you’re dead. You’re, you’re not sailing in open ocean. You’re sailing in the shipping lanes. And so you better have a pretty good argument for why you think you’re gonna be able to stay afloat, new captains, smaller boat, limited gas (meaning financing). So you end up being in a little bit of a challenging spot. So really before you imagine a company, you have to sort of hack your insight, if you will, and say, yeah, I really believe that there’s insight here. There’s an engineer’s disease, and I can make fun of engineers because I used to be one, which is: because I can build it, I should. And that’s not the case. When you look at a lot of products, you see a lot of technology is built by a technical person that is logically and intellectually interesting, and economically kind of is around. For me, it’s like very first thing. Are you onto something here, something transformative? Can we go back a little bit about how you might evaluate that? That’s definitely the very first thing I look at. Yeah. Richard Miles (07:34): So you’ve been, I’m sure pitched a bunch of times. You’ve been to a lot of these pitch competitions, so on. You’ve seen probably thousands of presentations by typically a young-ish or very excited team and probably a bunch of engineers and they’re onto something, they’ve proved it somewhat, and it’s withstood a few proofs of concept. Have you developed, sixth sense is not really what I’m getting at here, but do you have like rules of thumb, five or six things that for you either, you’ll say like, nope, I’m done next? You see right away, apart from what you just talked about, say, is it a derivative idea? And then the other side, when a same team that if they say something, you go, okay, I’m going to go get that guy’s business card or I’m going to call them back because there’s something about their structure. Do you have like a mental checklist or is every presentation sui generis? You just figure it out after you’ve heard the presentation? Ron Tarro (08:22): So actually not only do I have opinions here, actually I’ve written a blog post. If you go to the newworldangels.com blog, there’s a post up there called Back-Testing, why we said no, essentially. So you just layered it right into a whole set of things that could take an hour. So clearly it’s the idea, you haven’t differentiated the idea in the marketplace and that’s a big deal. But at the other one that I look very quickly towards is the structure of the team. Again, I should put some context here. I’m a tech guy, right? So if we’re talking about opening a restaurant and marketing shoelaces, boy, am I the wrong person, right? It’s all a mystery to me, I’m a straight up core software person. But when I look at a team that’s bringing a technology product, if not out of the university, maybe even just an open market, I’m going to go, who are the founders? My favorite founders are one business person that knows the market space, where they think it’s going to apply, and one technology person who can make stuff. Period. If you have a business person who’s hiring out disinterested parties to make stuff, it’s a risk. It doesn’t mean no, but I’m going to worry that if the money runs out, all the cash is running out the door to the consulting firm or wherever it’s going to be. So very much, I look at what that team looks like and what their direct to main knowledge happens to be inside of it. So you have a team that seems logical. I begin to look at the market size, it’s called TAM, people talk about Total Addressable Market or serviceable market. And I always do this in dollars. It’s like, all right, this is great. This is really cool, and there’s 27 people in the world who would use this. So in order for it to be exciting, they each need to pay a hundred million dollars, right? (I’m making numbers up by the way). But it’s this idea that you have a market size that’s way too narrow, and so I’m going to worry about that as an investor. Now, again, you may look at this and you may say, yeah, this is a good product. And it deserves to be in the world. But from an investor standpoint, you’re going to have a ton of uphill battle with what’s being examined. Forming a company is a team sport. I’ll use Florida analogy here, but if the founder gets eaten by an alligator, what happens? And the answer should be well, there’s three more to carry on the journey, right? Richard Miles (10:18): Pre morph the alligator to snack. Ron Tarro (10:20): *Laughter* That’s right, so this whole idea of that is a big deal. And so all of this is back to the design of your company, right? What are you trying to do? Where are you focused? Does it matter? Is it big? Those sorts of things? And by the way, this is the theme you’ll see over and over again with investors, especially. But there’s a reason it’s not just because investors want to make a lot of money. It’s actually very rational. If I go back to running our company, we had lessons learned, but we had a total addressable market for our company, in that we dominated this total addressable market pretty successfully. We made a choice to not change industries, but to go global across one industry, those types of decisions. So in essence, when you look at our company, you would have said, okay, it’s a nichey product except globally, it’s a big niche, right? That kind of idea. And so those are the kind of decisions that you’re forced to make with left and right turns. We think we made the right one because it made us a pure play to be acquired one day. Richard Miles (11:14): I want to follow up on something you said in your ideal team is that you’ve got an inventor and a business person, but I’m sure you’ve seen–we’ve seen it in the Cade Prize competition–particularly coming out of research universities, you have the professor, right? Or you have the scientist or whatever. And they’ve got some grad students with them or whatnot. They love their idea. They’re smart people. and they figure how hard can it be to start and run a company, right? And your heart kind of aches for them because you want to say, you need to stay in the lab. Who has that tough conversation? Is that your job when they bring you along as an advisor or as an investor, for instance? Is one of the first conversations you have and say, look, professor, you need to stick to the, and the development of the idea and the product, and you need somebody who knows how to do this. I’m guessing the successful ones listened to you, and the ones that don’t listen to you, what happens to them? Ron Tarro (12:02): I’ll give you the losing argument, which is, “Hey professor, do you want a hundred percent of zero? Or do you want 50% of a lot?” There’s a question here. It’s hard to succeed in most of these companies; never say never, but aspirationally, there’s always this idea that being the CEO might be cool. However, if you look at the pain in the neck that that job can be, even as a college professor, I’ve been on both sides of the technology versus business fence. Some days I really missed the corny technology story. The reality is that you’re not going to get momentum unaccompanied very easily by being a part-timer, especially a professor. And you see it again and again, where they don’t get funded. The best thing you could do as a college professor would be back to my one maker, one business person that can carry and coordinate. And if you’re a member of the academy of arts and sciences or whatever the case might be, why would you check out of that? Where’s your next idea? What’s your next core research? It’d be better as a professor to have a portfolio of companies that you have a significant interest in that, where you were the founding insight, right? The technology, whatever the case might be. And you let those things grow and nurture because the attention required, you have to choose, you can’t be both. And there are a lot of PhDs who jumped out of academia to run companies, but that’s the choice you must make, I think at the end of the day. So you can rationalize it for a little while, but I know personally a number of folks that just have not been funded because they insist on being CEO as a professor or as a doctor or something like that. And so the funding dries up because nobody wants to fund a hobby, right? Or a side hustle. My money’s at risk and you’re part-timing me, not going to happen. Now maybe again, if you can make it all work without any money up from outside or whatever. But basically go find your best friend’s CEO and found it together, and then you can be chief science officer and you can contribute intellectual property into the business in really interesting ways. You get all the benefit, none of the work, you stay to your passions. And so I think you have to be honest with yourself too. Do you want to be a professor? If that’s where you want, you want the intellectual rigor to an effect, break down new territory. If that’s what energizes you, great. If you have that one idea, you think it’s it, then you got to go all the way in. Richard Miles (14:03): The counter-argument you hear from these researchers is they say, yeah, I recognize I need somebody with a business background, but these people really need to understand the core idea and a core principle here. And sometimes the core principles are fairly sophisticated, like, particularly in the healthcare field or in tech field. So if a business person doesn’t really get the technology, you understand it, right? They’re probably of limited use because they may have trouble visualizing or imagining the applications of that technology, if they don’t really understand how the technology works. Ron Tarro (14:33): Okay, I would argue a little bit differently. All you described was your requirements in recruiting for a CEO. You’re not going to get a CEO who did real estate management, no offense to real estate managers. That’s an entire industry that has a focus. If indeed, and we’ve done a series of investments in med tech, so basically what you need is somebody who understands the marketplace for these technologies. Here’s the problem with investing in research. Science is not the thing that adds value, it’s the application of the science in the marketplace. So you need somebody who knows the marketplace. So you have to go to a professor and you have to say, “Hey, you know the science, now you need somebody who needs to know the application space for the science.” And that’s different. They don’t have to be you, but they have to be somebody who is in effect, creating value through the application of the technology. That’s a different thought process. That’s a quite different thought process, because at some point it has to be commercialized. Now, if you’re just busy selling patents, if you will, you can do that. But then hire a patent troll, they’ll know how to do all that stuff too. So you still have somebody who’s going to spend all their time thinking about that. So there’s an intellectual foundation for a business and there’s an application foundation, if you want to think of it that way, maybe. So you still really haven’t defeated the argument. My two-person model is still the best model and that’s what should be pursued to create value. You know, I’ve been in the consulting world, which is sort of the intellectualization of business, right, which is all about strategies and frameworks and methods. And I worked at a think tank, for a number of years, doing this kind of published work. I get the academic-business divide. The reality is, is putting something in the marketplace takes balls. Period. Yeah. Richard Miles (16:05): So it sounds like important advice. Number one is it’s not enough to get somebody with a generic business background or business skills. You really need to have somebody who understands that particular market in which you’re trying to enter with your technology. Ron Tarro (16:17): And came out of networks, and networks and telecommunication. And there’s some young motivated types that can come up those learning curves, and that’s all great. But listen, if you want a CEO, you probably want somebody who knows how telecom works. All the better, right? We’re going to get back to, what you don’t know can kill you, right? So they bring actually wisdom that an academic probably wouldn’t bring to the business. Richard Miles (16:36): So let’s talk about the strategy and the frameworks. Now let’s imagine a company and I’m sure you’ve got real-world examples of, let’s say they’ve gone through their first year. They’ve launched, they’re getting revenue. They’re doing pretty well. They’re starting to grow, but then they face some serious choices, right? Do we grow in this direction or that direction? You start having to make significant trade-offs in terms of hires or just start hiring like crazy. What are some of the pitfalls, let’s say after a successful year one, that companies make in terms of a strategic direction after that first 365 days? Ron Tarro (17:05): So I’ll change your 365 days, cause I’ll let that flex, and I’m going to look for certain milestones. So I carve up a company lifestyle this way, is somebody is in the phase of hacking value. It’s the idea that I have a technology and I am busy refining potential uses for it and testing that. A good program in that startup type of stuff, iCore, I think most of the academic world has seen the iCore program. If you want NSF funding, et cetera, there’s iCore, is certainly a help to that process. But this is the idea of, before I build it, should I, right? Or, and what should it do? So this is the idea of hacking your insight, right? Getting that really polished, such a way that you have an insight and you know how it’s going to be applied, then build a prototype. So I’m gonna look at a company first and say, where are you at with that, and have you established that as a phase? Second thing I’m gonna look at is, okay, let’s hack product market fit. Product market fit is this idea that somehow it’s the right set of features and it’s the right price, and you’ve demonstrated that by a bunch of things like, maybe selling it to a few people. And so hacking product market fit to me is you’re done with that based on basically a quick check. Are you having to force customers to take this product or are they excited to take it? And we can talk about how to do that. And you’re going to test your different ways to sell it and your messages and stuff like that. And then third, you’re going to hack growth, and hack growth is another way of saying, you’re going to hire more salespeople and you’re going to begin to accelerate because things start to get repeatable, right? Here’s the problem, if you haven’t properly hacked your product market fit, and now you start hiring salespeople, guess what happens? They work really, really hard and they don’t sell a lot. Or worse yet, they do sell something, customer doesn’t like it and is always yelling at you, and maybe they stop using it. So what’s going on? The ones who went through and did this in steps. It’s not a calendar step. It’s sort of like a testing thing almost to say, I have insight. I have fit. Now I’m going to chase growth. And then you start hiring salespeople and evolving your messages, and you decide whether you’re going to use in-house people or whatever, and that lots of different things can go on. But that’s how I look at it. And you can see more often than not, that’s how companies get stuck, is they actually didn’t do the first two steps. The other interesting thing that you see with companies is you can look at the marketplace, crossing the chasm, that guy, this idea that you’ve got innovators and early adopters. And when you’re a new company, brand new product, and this idea that you have, these innovators and early adopters, and when you’re first starting a company, you have a brand new product. The tendency is to take the product out there and convince everybody how great it is. And if you did your insight right, what you really want to do is just look for all the people who are desperate to have it. Ron Tarro (19:40): There are certain people that a narrow range of people who will be fast adopters to this; it could be people with a huge problem and they don’t care about the wrong or risk it takes on a new company, somebody who’s the perfect fit for the product. So you’re looking for people with perfect fit, not trying to convince the rest of the world that you have the next big thing. You’ll see a lot of folks doing a lot of presenting, and what they haven’t done is they haven’t narrowed everything down into a nice tight message to a very tight group of people. And so they burn weeks and months, even a year or two, break their picking because they’re tackling the wrong folks. The other side of that is you want the risk takers, the people who have such a big problem that take a risk on you, right? And what you’re going to have is the big corporates. Everyone says, I want to sell this. I want so-and-so to buy it, big NASDAQ, New York stock exchange company. The reality is is those folks more often than not are managing risk of technology acquisition, along with innovation. You need somebody who needs the innovation because they’re desperate for it. So, I watch where people are on the cycle of early stage, and what you find is that some people rush it and fail late, after they’ve collected a lot of money by the way, from investors or worse yet, from their mom. So now you’re sitting there going, well, what happened here? Well, you weren’t quite defined in what your product was. It’s interesting, the story of our company really was similar to this, which was, we built a piece of software that was essentially a middleware, to use software terms. And we put that software into very select companies that were very innovative and had very sophisticated requirements that only we could do. And so we’ve found that one and then this one and picked our way individually through the group until we said, okay, this is a story that’s turning out to be repeatable with everybody else, and we refined it. So it happens that way in real life. If you try to circumvent that, you lose. Richard Miles (21:26): Let’s talk some about CEO’s as managers. You referred earlier to the life cycle of an early stage company, and you start out say with four or five people on your team, and it’s more like a family or a basketball team than it is a company, right? Because everyone knows each other. It’s very close. And then you get a little bit bigger. Maybe now you’re 25 or 30 employees. And then one day you’re 150 to 200 employees, and that obviously requires a different management structure, a different management style as you start growing the company in size and scope. How many CEOs are able to successfully make that transition from five people working for them to 200 people working for them? And how often is the case where somebody says, you know, “All I ever want to do is manage startups, I don’t want to manage a big company. It’s not fun. It’s too bureaucratic. Blah, blah, blah.” What is the range of outcomes that you’ve seen? Ron Tarro (22:13): Well, actually you described it. Let me just put it this way, maybe. Let’s just talk about growth of a CEO. So I started a company, it’s getting bigger. How do I have to change personally, right? Now I came into a small company from a large, so I had some visibility on what it’s like to manage a more complex environment, I suppose. You go as a founder and a CEO to, in effect, managing a product and customers, right, and building a product, if you will, to, in effect, building an organization. So it’s almost better to view what you’re building as a machine. It’s a machine where, if you actually step back from it, the machine keeps running, right? So you see a lot of CEOs who, and they’re right in the short term, they could probably do everybody’s job better than the person they hired. This becomes untrue as time goes on or less true, anyway. It’s probably even untrue. And so, they hold on to stuff too long. If you show me an overwhelmed manager, the first thing I look for is a delegation problem where they’re not viewing your organization as an organism that care and feeding, if you will, and they haven’t spread things out. And the real telling thing happens when you become a manager of managers, that’s the break point where it forces you down this road. So if you’re reaching into your managers or over your managers, then you’re just in the wrong head space. So to me, the growth thing is you have to then begin to say, okay, “how do I set up structures and communication so that everybody knows what I know believes, what I believe is seeking what I seek, KPIs to use fancy terms, Key Performance Indicators, to design the organization a little bit, so everybody’s a believer?” Ron Tarro (23:38): Listen, Elon Musk is great. He knows how to do this intuitively, which is our mission is to get to the moon, right? Who believes that we should be on the moon? So he’s got a whole organization, absolutely energized to this big idea and lining everything up to it. Here’s all the steps. And that’s the big thing is that basic transition away from being the best at everything and the person who’s best at moving the chess pieces around, if you want to think of it that way or best at designing ways that everybody can get stuff done faster. You don’t give up everything, you know, you choose. So for me, an example of how we sold early on; I sold, because we’re not venture backed, so I was selling the product, if you will. Ended up then having a sales group. In the sales group, they would in effect do some selling, but I would focus on various strategic things like this customer right over here has to be the one that we get next, Marriott or something. And so, I’m actively involved in that, because it had a material impact. But once we got Marriott corporate on board, getting every Marriott hotel to in effect use our product, an entire team that could drive that. So you begin to move yourself into something and then back out. You look at the messaging, all your positioning. So in our case, it was strategic impact sales, and then also the product roadmap. What are we making and why? One of the most telling things, cause I obsess on Musk probably too much is he’s not the CEO he was. But if you look at where he spent his time, he spent it as chief product officer, chief engineers. He’s very focused, because the product is what makes the business as a foundation and then its application and alignment to the marketplace the second. Those are the two things. If you have a CFO, the CFO makes sure that the mine is not running out the door wrong or something, but those are not the core things for a CEO. The CEO is what do we make and who are we making it for and why does it matter, et cetera. And that’s until you go public. And even then, still that. Richard Miles (25:24): Do you see that often where a founder, the idea person says, I just want to stick with product, developing products because that’s what I love? Is that fairly common? Ron Tarro (25:33): One of the reasons I came into our company was our CTO and COO were like, “we really don’t want to run this,” our CTO just really wanted to stay on the product side, it’s all he wanted to do. And by the way, that’s a very honest self-assessment, just to say this is not something I want to do. You can still own a huge percentage equity of a company and do profoundly well, but you just don’t want to go through the brain damage to that other job over there. And by the way, since you are a founder, is you get to pick your job. So why shouldn’t you? I actually have a lot of respect for that. The idea that, especially with technical co-founders is I say, “I want to be on the technical track. I don’t want to be a CEO. I don’t want to be dealing with every HR issue and financial and market, this and blah, blah, blah. I want to design and make products.” That’s hugely valid and maybe even desirable if I were to go back. Richard Miles (26:17): Ron, why don’t we conclude with something you said at the very beginning. You mentioned, if you could give yourself advice, young Ron Tarro advice from the older Ron Tarro, what would it be in terms of lessons learned? Let’s say you’ve got the young idealistic tech guy at 22, 23, or tech woman, and they’re going to go conquer the world, start the next Facebook, whatever. What do you think their older selves would be telling them in 20 years? Ron Tarro (26:40): At the end of the day, I end up getting rather tactical. I’ve been asked this before and I end up getting, “I would’ve made this decision differently,” but in general, if I were looking at all of it, I would have much more peripheral vision than I did. In some sense, we were pretty good at this, but not good enough. So the idea that we could have gone into other verticals faster, that we could have accelerated faster, that we were a little bit too conservative in what we were up to. Now, the reality is it turned out okay. But I would say that there’s an element of luck to that, that is significantly large, so we beat the odds. In some sense it was our success, but it was also probably a limiting factor of the company. So in a lot of ways, there’s a tendency to try to make what you’re doing today better, more efficient, more whatever. And sometimes there’s a breakout idea that you should be focused on to really grow the company. You could reasonably argue that we didn’t have enough peripheral vision to make a bunch of decisions or even see the decisions to be made. And so the advice to myself would be to get wider faster on what’s going on with mega trends, et cetera. I’m like 75% convinced of what I just told you. Now we pivoted different products in different markets. And the other was a strictly technical one and maybe more tactical too. It was really fundamental. There’s this thing called technical debt in software, and technical debt is this idea that you designed a product that has an architecture, but as you grow, your architecture is not so cool. It doesn’t support the growth or better yet, it sort of turns into a hair ball and you’d be adding this and adding that. Customer A wants this and customer B, and you lose control of the core product, and I would say that you suffered from a technical debt issue, because as an early company in our segment, we said yes to everybody. Sure, we’ll do that. Sure, we’ll do that. And we did not take a step back and abstract, what we’re doing, get back to peripheral vision, why are we doing this, right? What’s the larger context. And so we literally had to take a year pause on our product to say, it’s time to remodel the house. We should have been remodeling the hallway and then also abstracting. And so this is very much a software technology CEO problem, very specific to my world, but this idea that you sort of lost control of your code base. And so now every time you wanted to do an update, it took you 47 horses and a mule to get a new release out, when it should’ve just been a horse. You end up with a slower and slower product cycle. And so, one of the big lessons on the technical side was to really approach, I think, the software engineering story differently, but we survived. Richard Miles (28:58): I actually have one final question, both from your personal experience and what you’ve seen. What does being a CEO do to somebody’s personal life? Because everyone thinks like I want to be my own boss, that’s the best thing in the world. But then once you are, you realize that you’ve exchanged some freedom for responsibility, right? Part of being your own boss is you have to worry literally for a time, at least, about just about everything. You don’t really get to go home at 5:00 PM or 6:00 PM and check out and then show up at work the next day. You are the person. What was that like for you? And what has it been like for others that you’ve seen in that position? Ron Tarro (29:28): Well, I thought about my business every day of the week and pretty much all day. So let me give you the motivation. There’s a moral case for a CEO, especially startups, with deep respect to startups. What you have is you’re changing the world in a positive way. You’re creating something that will improve something for somebody somewhere. And so, if you have a passion for that, that’s pretty cool. And that is a motivation. I find that CEOs that care about money, it’s a crappy and soul-deadening way to approach life. Money’s a by-product of changing the world in a cool way. And so if you’re chasing money, then you’re just chasing money, and there’s no excitement. Then work is work, a slave to a dollar rather than a slave to change. I think one of the things I heard, I always sort of kept in the back of my mind is if you’re a CEO in these companies, what you’re trying to do is, it’s not about you making a product. It’s about you solving a problem in the world for somebody. And so, stay focused on the product or the problem. And with that focus, everything else takes care of itself. It’s its own joy. You made this industry better. You made this customer better. You made the world better. Something to that effect. That’s a huge personal motivation and something worth chasing. Back to, are you in the business of making profitable rockets or are we trying to get to Mars? And what’s the big calling here? And so I think as a CEO, if you have that, then everything else kind of gets easy, and you start blending work, play, and purpose all together in one thing. And that’s much better than being a slave to a dollar. Richard Miles (30:47): Ron, thank you very much for joining me today on CEO 101. Lots of good advice. I hope all of your clients and your companies are doing well and do well, and look forward to having you back on the show at some point. Ron Tarro (30:58): Cool. Hey, it was very nice meeting you. Outro (31:01): Radio Cade is produced by the Cade Museum for Creativity and Invention located in Gainesville, Florida. Richard Miles is the podcast host and Ellie Thom coordinates inventor interviews. Podcasts are recorded at Heartwood, Soundstage, and edited and mixed by Bob McPeak. The Radio Cade theme song was produced and performed by Tracy Collins and features violinist Jacob Lawson.

In this special episode of Bankless, we bring on some of the best minds in the space to discuss where DeFi is and where we're headed. ------

#Bitcoin #BlackHoleEffect #Hyperbitcoinization #GlobalDebt #CentralBanks #Governments #Contango #BondMarket #Quadrillions In this episode, Joe Burnett- Bitcoin Researcher at Mimesis Capital - & William Clemente III - Student of Finance Major & author at Bitcoin Magazine- join me to talk about: -Key macro driving factors for a gradual, then sudden Hyperbitcoinization? -Total Addressable Market for Bitcoin -Tango with Contango?:) -Bond Market to implode or be sucked into Bitcoin? -UBI, Stimulus Checks, and other factors for Hyperinflation? -Yuppie Elite' s Dismissal of Bitcoin -How Bitcoin will compress Monetary Energy in Quadrillions? -21 Million Bitcoin divided by Infinity & Fraction of one bitcoin per person? and much more. Links of Joe Burnett & William Clemente III: twitter: @IIICapital / @WClementeIII Website: https://www.mimesiscapital.com/ Bitcoin Magazine: https://bitcoinmagazine.com/authors/william-clemente Subscribe to my youtube-channel & Podcast-Show, like, follow, share, re-tweet, and - if you loved any of my episode -consider writing a 5-star-review on i-tunes or Apple Pocast. twitter: @keyvandavani Thanks to all my listeners, followers, & subscribers. If you wish to support my work with Fiat-Money or Satoshis. paypal.me/keyvandavani PayNym-ID (Samourai Wallet): +summerhall1f2 I would appreciate a positive rating & review on anchor.fm/keyvandavani or any other platform, if you have enjoyed my show. Subscribe to my Podcast-Show on: Apple Podcast: https://apple.co/2IA2dhV Google Podcast: https://bit.ly/31rSymq Spotify: https://spoti.fi/2wOfq1k Breaker: https://bit.ly/2IzhiQO Overcast: https://bit.ly/2R4nnbJ Castbox: https://bit.ly/34DbM97 Pocket-Casts: https://bit.ly/2XElbKv Radio Public: https://bit.ly/2I86iuH twitter: @keyvandavani Website: keyvandavani.com/podcast YouTube: youtube.com/keyvandavani Bitcoin-sponsors are welcome! kd@keyvandavani.com Thank you for listening and your support! Keyvan Davani --- Send in a voice message: https://anchor.fm/keyvandavani/message

Total Addressable Market is a key metric that VCs use to determine whether an idea is investable and one that some tech founders use to determine whether they're solving a large enough problem.  This begs the questions “how can you accurately assess the magnitude of a problem without having actually experienced the problem yourself?”.  This gap in problem awareness has created an incredible opportunity for underrepresented founders to build solutions that speak to the unique needs and build valuable solutions that improve the lives of overlooked populations.    In this episode, we sit with Maria Burns Ortiz, Co-Founder and CEO of 7 Generation Games.  Her team is building video games that close the math skills gap found in underrepresented communities.   Founder Bio: Maria Burns Ortiz is co-founder and CEO of 7 Generation Games, a video game studio making immersive educational games and interactive apps with a mission of breaking down barriers to success, one math problem at a time. Previously, Maria was a multimedia journalist and NY Times best-selling author. For her work at 7 Generation Games, she was an invited speaker at the 2016 White House: State of Women Summit, received the National Latina Business Women Association-Los Angeles' Rising Star in 2017 and named one of Minneapolis/St. Paul Business Journal's 40 Under 40 in 2021.   1:15  The many interesting facts about Maria Burns Ortiz's life 4:011  An atypical path to tech entrepreneurship |A career as an ESPN reporter 6:02  Reinventing your career| From reporter to video game developer 10:02  Operating as a cofounding team in the early days 11:29  What is 7 Generation Games and what problem it is solving? 14:22  The extraordinary value in serving underserved communities 15:45  The process of video game development 20:02  The importance of engagement UI/UX vs the tech itself 24:02  Building the first version of a gaming product 28:32  Testing your product with real world customers and getting traction 31:02  Finding the ideal customer for the product and communicating ROI to schools 35:02  How solving a problem in a niche creates a reputation of success 36:10  The promise of AI in EdTech | The personalization of the learning experience 40:13  Continue following 7GG at 7generationgames.com

Covid has accelerated the shift from local retail to e-commerce at an incredible pace. So how can retailers that depend on tourism, foot traffic, and main-street or down-town selling experiences - pivot to e-commerce as their primary channel? In this episode we'll discuss that vital topic.

Covid has accelerated the shift from local retail to e-commerce at an incredible pace. So how can retailers that depend on tourism, foot traffic, and main-street or down-town selling experiences - pivot to e-commerce as their primary channel? In this episode we'll discuss that vital topic.

Today we're going to discuss thinking about SEO strategy from a general marketing strategy perspective. Joining us is Garrett Mehrguth, the CEO of Directive Consulting, which is a B2B and enterprise search marketing agency that companies trust to scale their business. In part 1 of our conversation, we are going to talk about determining your total addressable market for SEO. Show NotesConnect With:Garrett Mehrguth: Website // LinkedInThe Voices of Search Podcast: Email // LinkedIn // TwitterBenjamin Shapiro: Website // LinkedIn // Twitter

Today, I want to talk to you about how to find out your total addressable market or TAM for short. There are few ways to go about doing this. I recently had to do this, so I thought it would be a great time to put together a quick tutorial or how-to on how you…

Today, I want to talk to you about how to find out your total addressable market or TAM for short. There are few ways to go about doing this. I recently had to do this, so I thought it would be a great time to put together a quick tutorial or how-to on how you…

Francisco Irao has been involved in selling IT solutions for over 20 years, with 17 of them being at Google. Newly minted as Head of Channel and Direct Sales of Americas for Google Geo Enterprise and Google Maps Platform, Irao joins CnC to discuss how Google differentiates itself from an engineering and product standpoint, within a growing sea of Maps providers in order to support the narrative of better serving customers. Irao dives into the ‘existential flexibility’ of Maps, the changes we’ve seen over the years, and the increasing Total Addressable Market for the Maps Platform. He also gives us a glimpse into what the future has in store for Google Maps and how it is continuously changing business models. Host: Tony Safoian Guest: Francisco Irao Connect on Twitter: https://www.twitter.com/cloudnclear https://www.twitter.com/SADA https://www.twitter.com/Safoian Connect on LinkedIn: https://www.linkedin.com/company/sada/ https://www.linkedin.com/in/safoian/ https://www.linkedin.com/in/francisco-irao-0a02/ To learn more, visit SADA.com.

Today we're going to discuss thinking about SEO strategy from a general marketing strategy perspective. Joining us is Garrett Mehrguth, the CEO of Directive Consulting, which is a B2B and enterprise search marketing agency that companies trust to scale their business. In part 1 of our conversation, we are going to talk about determining your total addressable market for SEO. Show NotesConnect With: Garrett Mehrguth: Website // LinkedInThe Voices of Search Podcast: Email // LinkedIn // TwitterBenjamin Shapiro: Website // LinkedIn // Twitter

Arguably, the thing that has changed the most in the past five years in the SEO world is keyword research. If you aren't doing it correctly, your process is likely wildly inefficient if possibly not working at all. The go-to voice on keyword research in the SEO space is Nick Eubanks. Nick, founder of From the Future and co-founder of Traffic Think Tank, continually brings great insights on that side of things. That's why it made perfect sense to have him on Content and Conversation to talk the state of things, share a lot of great tools, and also dig into domain acquisition strategy, too. Enjoy the talk! Subscribe to C&CListen on iTunes Show Agenda & Timestamps: 1:00: What are you doing differently today with keyword research that you didn't do a few years ago? 5:30: What did you notice around sentiment on keyword types in recent analysis? 7:42: How can people use "Total Addressable Market" (TAM) for keyword research? 10:19: What's your process for buying domains? 13:30: How would/do you move homepages in a domain migration? 17:50: For current clients/existing websites, how would you apply the TAM analysis? 20:50: How are zero click searches/Google eating traffic changing how you do keyword research? 25:50: What are your go-to keyword research tools? 33:50: What are your thoughts on the future of keyword research? Show Notes: Listen on Stitcher Listen on Spotify Follow Nick on Twitter Connect with Nick on LinkedIn Traffic Think Tank Clearscope MonkeyLearn KeywordKeg How to Do Keyword Research in 2020 Siege Media's Movember Page

Learn about the best E-commerce traffic source and how to get on the map and optimize your traffic. Listen in to today's episode with Tommy Griffith. How we get traffic on Google for e-commerce? The first thing is keyword research on any platform. On Amazon, you have product viability to deal with as well. In the beginning, you should over-invest in keyword research. When you've clarified your customer,you want to layout the entire universe of the things they search for.  You'll end up using a lot of this if you have own business - in content marketing (eg blog posts), email, social media marketing, etc. Get a decent proxy for demand via keyword search volume from an E-commerce traffic source. https://amazingfba.com/clickminded  free mini-courses, free SEO strategy guide. Favourite SEO tools kwfinder.com ahrefs.com Sometimes they have amazon specific tools How do we approach “The universe of search” as e-commerce sellers? Depends whether you're at the early stages - “I'm looking for products” “I know my customer avatar” and have several SKUs.  SEO for the established Amazon seller Take all your core keywords and put them into a 3rd party tool. Find ALL the different variations eg BBQ - purple handle, green handle, one is for winter, one for summer. This is a good inspiration for new products. If someone does a lot of barbecuing - who is the avatar?Why are they barbecuing? Once you're really dialled into your customer avatar, you lay out the entire universe of google searches. Google Search results show more than searches Google search especially is a proxy for demand and thoughts for an E-commerce traffic source. HTC picked colours of phones based on Google search. Google trends data predict flu epidemics these days, thanks to tracking flu-related keywords. You can capture all of that to one document (eg a large spreadsheet) This can drive so much, including: Content strategy Product dev strategy Office set up Emails YouTube videos Total Addressable Marketing (TAM) for ecommerce SEO For an E-commerce traffic source, you need to do some maths based things like - TAM - Total Addressable Market sizing At Airbnb, Tommy used to look at areas for “Guidebooks” for Airbnb - on topics like: “Things to do in [city name]” “Restaurants in [city name]” “Walking tours in [city name]” “What do locals do in [city name]?” What is Total Addressable Market? Let's say you're looking at BBQ grill sets. First, layout the “total universe” of related search terms. Every variation of BBQ grill is one bucket, eg Propane, non-propane, electric Large, small, industrial size etc. etc. Also, layout types of keywords and bucket into types of “intent”. Effectively every page of your site focuses on one of these for an E-commerce traffic source. Top of funnel and bottom of funnel keywords for ecommerce SEO Bottom of funnel keywords are very specific and imply searchers are ready to go and buy. Top of funnel keywords shows less buyer intent eg “10 things you should think about before you BBQ”. Apply a CTR Click Through Rate percentage for an E-commerce traffic source. Tool: Advancedwebranking.com This shows the value of position #1, #2, etc. ranking For example for a certain search term, the   #1 position might be 35% of clicks In general, Tommy sees 75% of clicks go to the top 3 results on Google. You can start to create a “Theoretical maximum amount of traffic”  orTotal Addressable Market (Wikipedia definition) Process for finding TAM: Find the universe of keywords Capture these (eg on a spreadsheet) Divide into buckets, based on categories and top/middle/bottom of funnel [level of buying intent] Apply Conversion rate calculations [this gives you the total number of potential sales] Apply a price point to this to get [this gives you the value per sale]

In this episode of Business Beyond Borders I chat to Dai Williams, Chief Growth Officer at SiteMinder.Siteminder started as a two-person operation working out of a rental home on Sydney’s northern beaches. Just over a decade later it employs more than 800 people and services more than 35,000 hotels around the world. Today, SiteMinder generates more than AU$100 million in annual recurring revenue and is considered one of the 20 greatest pioneering technology companies to come out of Australia and New Zealand. Dai is responsible for SiteMinder’s entry into new markets, and the growth and diversification of the disruptive Software-as-a-Service model that has made SiteMinder a technology pioneer. Tune in to find out:• How to know when to ‘go global’• The best way for software companies to choose an international market• Why knowing the size of your Total Addressable Market is key to international scale-up success• Strategies that Siteminder has used to overcome cross-cultural challenges in global markets• Why a defined go-to-market strategy and processes is central to understanding how your international expansion is trackingDai has loads of great insights and practical tips for founders of software companies ‘going global’, so you’ll definitely want to be taking notes on this episode.If you’d like to learn more about SiteMinder's journey of growth, visit www.siteminder.com.

In this episode of Business Beyond Borders I chat to Dai Williams, Chief Growth Officer at SiteMinder. Siteminder started as a two-person operation working out of a rental home on Sydney’s northern beaches. Just over a decade later it employs more than 800 people and services more than 35,000 hotels around the world. Today, SiteMinder generates more than AU$100 million in annual recurring revenue and is considered one of the 20 greatest pioneering technology companies to come out of Australia and New Zealand. Dai is responsible for SiteMinder’s entry into new markets, and the growth and diversification of the disruptive Software-as-a-Service model that has made SiteMinder a technology pioneer. Tune in to find out: • How to know when to ‘go global’ • The best way for software companies to choose an international market • Why knowing the size of your Total Addressable Market is key to international scale-up success • Strategies that Siteminder has used to overcome cross-cultural challenges in global markets • Why a defined go-to-market strategy and processes is central to understanding how your international expansion is tracking Dai has loads of great insights and practical tips for founders of software companies ‘going global’, so you’ll definitely want to be taking notes on this episode. If you’d like to learn more about SiteMinder's journey of growth, visit www.siteminder.com.

In this episode we talk to Étienne Garbugli, Co-Founder at Highlights & Author of Lean B2B. Étienne shares: Why you should care about customer discovery in B2B How to identify who to reach out to and how to get customer interviews How to do effective customer discovery How to analyze the results and identify customer needs Look for these 4 elements in the data you collect: 1) Total Addressable Market 2) Available Budget to Address Problem 3) Pain (not just anecdotal) 4) Focus on Outcomes/ROI of Possible Solution Check out follow-up resources from this episode here: Lean B2B Book: https://www.leanb2bbook.com/ Interview Template: https://www.leanb2bbook.com/resources/ Customer Discovery Course: https://www.leanb2bbook.com/customer-discovery-course/ Follow Étienne on Twitter: https://twitter.com/egarbugli Want to get a no-fluff email that boils down our 3 biggest takeaways from an entire week of B2B Growth episodes? Sign up today: http://sweetfishmedia.com/big3 We'll never send you more than what you can read in < 1 minute. :)

There are a few things that should be on the checklist of any startup before they think of approaching investors other than friends and family. The first is TAM or “Total Addressable Market”. VCs need big markets to support big companies. A better understanding of VC economics would help explain this a bit better but for the moment, just assume that VCs need big exits otherwise they go out of business. Big exits are usually via IPOs. Rarely does the NYSE or Nasdaq allow listing a company under a $1 billion market cap. In order for a company to list for on a public exchange for a billion dollars, they really need a few hundred million in revenue and lots of growth prospects otherwise, public investors won’t buy into the IPO. After years of rapidly increasing valuations in the space, we’re starting to see some strain in the ride-sharing space after Lyft’s IPO and questions about whether Uber’s IPO will be under the initial target of $125B ( add link to Uber video ) and closer to $100B. Unless the market that a startup is targeting is a multi-billion dollar market or growing rapidly, it’s very difficult to convince most VCs to invest. The quality of the team is also critical to the success of a startup and its execution. If the team is solid, investors are more likely to get excited about investing. Finally, there’s traction. Having traction is critical to an early stage startup looking attractive to angels and VCs. If the traction is strong and there’s a well understood growth plan, investors are more confident that the team can attack the large total addressable market. ————— Connect with me on: YouTube: https://pjain.co/investstream Twitter: https://twitter.com/pjain Instagram: https://instagram.com/pjain001 Facebook: https://www.facebook.com/pjain001 Blog: http://blog.pjain.me AngelList: https://angel.co/pjain Founder Craft: https://foundercraft.com --- Send in a voice message: https://anchor.fm/pjain/message Support this podcast: https://anchor.fm/pjain/support

This week, host Bob Caporale takes you through Part 3 of a 5 part series on understanding the target market for your product or business. This series was inspired by a talk that Bob gave at the Podfest Multimedia Expo in March 2019.  In this episode, we explore the concept of customer segmentation and how it can be used to help you narrow down your Total Addressable Market into only those segments that you truly want to target. Read The Full Blog Post

Your total addressable market is likely smaller than you think. If you’re practicing mass marketing strategies, there’s a much more strategic approach you can follow. Listen in as Colin Hung shares valuable marketing insights.

https://www.b2bRevenue.com - Get Your Free E-Book on How Companies make Decisions. FAQ: 1 YEAR ACCESS, PAY MONTHLY OR ANNUALLY NOT A SUBSCRIPTION OFFICE HOURS EVERY  OTHER WEEK VIA ZOOM UNLIMITED 1-ON-1’S  ARE FREE AS LONG AS THEY CAN BE SHARED IN THE COURSE FULL ACCESS ON DAY ONE   Video Emails by Covideo = http://www.Covideo.com     A.I. Call Analysis by Gong.io = https://www.gong.io/bt — SAMPLE EMAIL TO EXPENSE THE COURSE MGR,   I have been listening to the brutal truth about sales podcast for X months and it speaks to the issues we face.   They current offer a course that includes video instruction, group Q&A and One-on-One coaching. I’m committed to my own personal development and would like your help in expensing the course.   It would pay for itself if I closed only one new deal of $X value.   Please let me know by Friday if I can move forward with this 1 year course.   Thanks, ME ———————————————————————————————————— Audible 30 day Free Trial: http://www.audibletrial.com/BrutalTruth     Check out my YouTube channel and watch my Free Sales/Social Selling Course. https://www.youtube.com/subscription_center?add_user=MaverickMethod     Listen to The Sales Questions PodCast: https://itun.es/i67d3Ry     Listen to The B2B Revenue Leadership Show: https://itunes.apple.com/us/podcast/b2b-revenue-leadership-show/id1174976428?mt=2     Join The Gaggle and Spread The Brutal Truth: http://gaggleamp.com/i/xfpnkxv   LeadFuze Coupon = SALES20 - to get 20% more leads https://www.leadfuze.com/#_l_1i       Use Find that Lead to get anyone’s email: https://findthatlead.com/pricing#_r_brian81   Get a 30 day Free Trial of Pipedrive with “BRUTALTRUTH” coupon at https://www.Pipedrive.com       Twitter: @briangburns LinkedIn: Brian G. Burns Facebook: Brian Burns YouTube: Brian Burns SALES PODCAST    

https://www.b2bRevenue.com - Get Your Free E-Book on How Companies make Decisions. FAQ: 1 YEAR ACCESS, PAY MONTHLY OR ANNUALLY NOT A SUBSCRIPTION OFFICE HOURS EVERY OTHER WEEK VIA ZOOM UNLIMITED 1-ON-1’S ARE FREE AS LONG AS THEY CAN BE SHARED IN THE COURSE FULL ACCESS ON DAY ONE Video Emails by Covideo = http://www.Covideo.com A.I. Call Analysis by Gong.io = https://www.gong.io/bt — SAMPLE EMAIL TO EXPENSE THE COURSE MGR, I have been listening to the brutal truth about sales podcast for X months and it speaks to the issues we face. They current offer a course that includes video instruction, group Q&A and One-on-One coaching. I’m committed to my own personal development and would like your help in expensing the course. It would pay for itself if I closed only one new deal of $X value. Please let me know by Friday if I can move forward with this 1 year course. Thanks, ME ———————————————————————————————————— Audible 30 day Free Trial: http://www.audibletrial.com/BrutalTruth Check out my YouTube channel and watch my Free Sales/Social Selling Course. https://www.youtube.com/subscription_center?add_user=MaverickMethod Listen to The Sales Questions PodCast: https://itun.es/i67d3Ry Listen to The B2B Revenue Leadership Show: https://itunes.apple.com/us/podcast/b2b-revenue-leadership-show/id1174976428?mt=2 Join The Gaggle and Spread The Brutal Truth: http://gaggleamp.com/i/xfpnkxv LeadFuze Coupon = SALES20 - to get 20% more leads https://www.leadfuze.com/#_l_1i   Use Find that Lead to get anyone’s email: https://findthatlead.com/pricing#_r_brian81 Get a 30 day Free Trial of Pipedrive with “BRUTALTRUTH” coupon at https://www.Pipedrive.com   Twitter: @briangburns LinkedIn: Brian G. Burns Facebook: Brian Burns YouTube: Brian Burns SALES PODCAST  

On today’s episode Horace and Oliver are joined by Winston Kwon, Assistant Professor of Strategy and Social Innovation at the University of Edinburgh Business School. We discuss mobility poverty, why it matters and the role that micromobility could play in improving access to opportunities.We also touch on:- The concept of Universal Basic Mobility (as put forward by Alex Roy) and how micromobility might enable it- The importance of social inclusion — and how transport, specifically cars, impact it.- How the homogeneity of suburbs is accelerating their infrastructural decline.- Which cities/built environments will benefit the most from micromobility and which will be the most negatively impacted.- Horace revises his estimates for the Total Addressable Market for Micromobility globally.

Micromobility has an addressable market of more than $1.4 trillion dollars annually in the US alone, a figure that makes it more valuable than longer distance transport addressable by cars ($1.1 trillion).That’s the message in this episode where we run through the talk ‘When Micromobility Attacks’ that Horace gave at the recent Micromobility Summit in Copenhagen. Be sure to check out the slides — have also included the relevant ones below.We look at:- How US trip data typically exhibits log-normal distributions (and an explanation of what this means!)- How many of the 2 trillion vehicle trips taken in the US annually would potentially be served by micromobility- How Marchetti’s constant (one hour of travel a day) relates to micromobility’s benefits- how adoption of micromobility would impact car demand, and why this is relevant to automakers- why these high volume, short trips are actually more valuable than average car trips on a dollar basis.- How time spent traveling will actually drive adoption of micromobility in highly congested cities.- Why 3 times more time is spent on short trips than longer trips in vehicles, and the implications for micromobility- The impacts this explosion in micromobility might have on carbon emissions and how we can measure that

Roland Reynolds started one of the early fund of funds investing in emerging managers in 2007. He then joined forces with Industry Ventures in 2009 to land their fund of funds initiative. Industry ventures as a firm started in 2000 now manages $3.5B in assets under management. They invest across the entire stack of the venture capital ecosystem in secondaries, hybrids, directs and fund of funds. Roland dives deep into their investment criteria, how they decide to work with their investments, and where the market is today compared to 1999.Shruti Gandhi's twitter: https://twitter.com/atshrutiArray Ventures website: www.array.vcRoland Reynolds bio: http://www.industryventures.com/team/roland-reynoldsIndustry Ventures website: http://www.industryventures.com

Blye Faust is an academy award winning producer of the movie Spotlight about the Boston Globe investigation of the Catholic church for allegations of abuse. She has also co-produced The Queen Latifah Show and started an interior design firm byblyeWith her co-founder Nicole Rocklin, Blye started a one of a kind women-led production company, Rocklin/Faust. Her company focuses on “Telling transformative, entertaining true stories that engender a collective social dialogue, inspire change, and celebrate innovation.” In this episode we discuss her journey as she transitioned from practicing law into founding a successful production company, how she came about producing and spearheading the creation of the academy award winning movie Spotlight. She also shares her thoughts on the lack of diversity and culture of harassment within the entertainment industry. Listen in to hear a story of a founder creating a company in Hollywood which is very different than our typical tech podcast. We thought this unique founding story was definitely worth sharing.Blye Faust's twitter: https://twitter.com/byblyeShruti Gandhi's twitter: https://twitter.com/atshrutiArray Ventures website: www.array.vcRocklin/Faust website: http://www.rocklinfaust.com/About Spotlight (Oscar Winning Movie)In 2001, editor Marty Baron of The Boston Globe assigns a team of journalists to investigate allegations against John Geoghan, an unfrocked priest accused of molesting more than 80 boys. Led by editor Walter "Robby" Robinson (Michael Keaton), reporters Michael Rezendes (Mark Ruffalo), Matt Carroll and Sacha Pfeiffer interview victims and try to unseal sensitive documents. The reporters make it their mission to provide proof of a cover-up of sexual abuse within the Roman Catholic Church.

A Canadian implant in SV Jonathan Abrams is now a founder of 4 SV startups: Socializr, Friendster, HotLinks and most recently Nuzzel with backing from Marc Andreesen, Naval Ravikant, Homebrew, SoftTech and Lowercase just to name a few. Jonathan has first hand experience on how timing matters for companies, how to differentiate in a crowded market to rise above the competition, and how execution is as important as the initial idea for the company to succeed. Jonathan is also a prolific angel investor counting AngelList, Docker, Front, Instacart, and Slideshare amongst his portfolio. I love my interactions with Jonathan because he is outspoken about supporting and opening doors for women founders. He is also on the board of Girls in Technology. Thank you Jonathan for being with us today. Follow us on twitter @abrams and @atshruti Listen to some other [Array] podcasts: Ryan Hoover founder of Product Hunt, Justin Kan who sold his company Twitch to Amazon for $1B.

Today on our podcast we have Rory O’Driscoll, cofounder and partner at Scale Venture Partners. Scale Venture Partners just raised their 6th fund of $400m managing over $1.5 billion in assets under management. Scale had interesting beginnings as a firm; they were an in-house VC fund inside Bank of America and spun out as a separate firm in 2007 by Rory Driscoll and Kate Mitchell. Scale is one of the few model VC funds in SV with a woman founder and many women investing partners . Scale has been a helpful partner to Array since our early days and one of the few firms such as Array that focuses in enterprise investing. Rory has led investments and sits of the boards of companies such as Box, DocuSign, Pantheon and many more where Scale invested in these companies around Series A or B until they go public. I wanted to sit down with Rory and learn how to build a long lasting firm and how his views on the enterprise sector have evolved over the years. In this episode, Rory discusses the typical lifecycle of an enterprise startup and there path to IPO, his views on ICOs, how to pick an investment strategy, when/if to consider changing your investment strategy and much more.Rory O’Driscoll's Twitter: https://twitter.com/rodriscollShruti Gandhi's Twitter: https://twitter.com/atshrutiScale Venture Partner: https://www.scalevp.com/Array Ventures: http://www.array.vc/

Tim Draper is the founder of venture capital firms Draper Fisher Jurvetson (DFJ) and Draper Associates. He also built the Draper University built to empower entrepreneurs take risk and build confidence. He is author of the book How to Be the Startup Hero: A Guide and Textbook for Entrepreneurs and Aspiring Entrepreneurs. He is an early investor and proponent in bitcoin and investor in companies such as Skype, Theranos, Tesla, and Hotmail. His original suggestion to use viral marketing as a method for spreading a software application from customer to customer was instrumental to the successes of these companies. Today he talks about why bitcoin will be at $250k by 2022, how VC can stay relevant in the world of crypto, why California needs to be broken into 3 states, and other fun gems. Tune in to starting your learning, for some good advice, and secrets of his success.Tim's twitter handle: TimDraperShruti's twitter handle: atShrutiTim's book: How to Be the Startup Hero: A Guide and Textbook for Entrepreneurs and Aspiring Entrepreneurs

Ryan Hoover is a founder of Product Hunt, place to discover your next favorite thing. Product Hunt was funded by investors like a16z, Greylock, Slow Ventures, and Alexis Ohanian. Product Hunt was recently acquired by, Angellist a company where the world meets startups. Ryan is one of the most genuine founders I know in Silicon Valley. He’s built quite a brand for himself. In this podcast we talk about how Ryan build one of the largest communities on the web for Product Hunt, some of his favorite launches on the website, and his decision to sell to Angellist. Shruti's Twitter: @atShrutiRyan's Twitter: @rrhoover

After founding several successful start-ups, Paul Martino (https://twitter.com/ahpah), Duncan Davidson (https://twitter.com/duncandavi), and Rich Melmon (https://twitter.com/RMelmon) decide to start a different kind of company, a venture capital fund - Bullpen Capital (http://bullpencap.com). Starting a successful VC firm requires differentiation. They found a gap in the market allowing them to start a fund with differentiation based on “stage" vs “lifecycle” approach. Bullpen successfully takes a “stage” focus approach creating a "post seed” category. Bullpen truly gives attention to contrarian “vice” markets and founders that many VC firms are unable to or written-off based on their experience and pattern matching. I’ve been as an advisor with Bullpen for a few years and I’ve seen their approach in action. I’ve seen how a perfect Bullpen deal comes about with a combination of math and art together. Let’s hear Paul Martino’s personal journey, and how a VC firm continues to stay competitive as it grows. I have particularly enjoyed this conversation, because hearing my friends journeys accelerates my learnings that I can apply right away as I grow my own fund Array Ventures (www.array.vc) Shruti's Twitter: https://twitter.com/atshruti

Roy Bahat is one of the founder of Bloomberg Beta. I met Roy through my friend Shivon Zilis who is also a partner at Bloomberg Beta. Shivon was in one of our earlier podcasts on Array talking about AI. Bloomberg Beta is one of my favorite firms to work with and not only because they are also an LP in my fund Array Ventures but because I respect how they have built their firm and constructed their portfolio in a thoughtful way. They are the only firm I know that sends a survey to their companies asking for feedback on what they can do better. Bloomberg Beta was born out of Roy's frustration when he was raising money for his own startup. That's when Roy saw a need to start a fund with transparency, focus on their experience with the founders, and clear thesis on future of work. With so many VC firms being formed in last few years differentiation is important to be able to attract the right entrepreneurs. Let's dive into how Roy thought about building a new VC firm from scratch and how he thinks about the VC industry today with all the changes in recent years. Shruti's twitter: @atShrutiRoy's twitter: @roybahat Bloomberg Operating Manual: https://github.com/Bloomberg-Beta/Manual Array VC: www.array.vc

Brad Feld is a legend in the venture industry. Brad started out as a founder of Feld Technologies then became an angel and institutional investor and recently also expanded his firm, Foundry Group, into fund investments. Amongst the many things he is known for Brad started Techstars and was an early investor in well known public companies such as Zynga, and Fitbit. He has been one of the few investors bringing transparency to this opaque industry by blogging about his perspectives. In this podcast Brad shares his thoughts on what it takes to be a good investor and fund manager. You can follow us on twitter at @bfeld and @atShruti

It’s amazing how Cloudflare a company that was a mere dream 8 years has become core part of the internet infrastructure today making websites more secure and scalable. Cloudflare sees all kinds of traffic and attacks from Neo Nazis, largest phasing attacks, political campaigns before you know about it. Tighten your seat belts to get on a roller coaster with Cloudflares's co-founder, Michelle Zatlyn, and her journey to becoming a fast unicorn from her early days of starting Cloudflare at Harvard Business School with her cofounder Matthew Prince and Lee Holloway. Follow Michelle Zatlyn on twitter @zatlyn and your host Shruti Gandhi @atShruti

If you look up the word hustle in wikipedia, You might find a section on today's founder, Tawheed Kader (TK). TK shares his honest thoughts on how he successfully sold his company ToutApp to Marketo in 2017. This did not come without challenges. Even while he was growing fast and at $5m in recurring revenue difficulties came from stock market crash in early 2016. Emergence of highly funded competitors in the category made it tough to fundraise and TK had to layoff a large portion of his company. This is a perfect example of making lemonade out of lemons. TK takes us through how he came out on the other side despite opposing external forces.TK's twitter: https://twitter.com/tawheedShruti's twitter: https://twitter.com/atshruti

On our podcast from a few weeks ago on All things AI we heard from Lucas Baker of Google Deepmind on his perspective on current state of AI. Today we chat with Shivon Zilis who is an investor at VC firm Bloomberg Beta and gives an investment perspective on AI. Shivon became somewhat of a celebrity in AI after she first launched the state of machine intelligence in 2014. She has continued to add to that over the years. Let’s have a chat with her about investing in machine intelligence. Follow us @atShruti and @Shivon

Tim Campos, former CIO of Facebook talks about importance of culture at a company, impact of a life coach on his career and challenges he faced as a CIO of two Fortune 500 companies - Facebook and KLA Tencor

With a breadth of experience unusual for a young engineer, Lucas Baker has traveled a winding path through the tech industry leading from Stanford through Square, Y Combinator, Pinterest, Google, and most recently DeepMind. Find out what he's learned along the way and what he thinks about the future of machine learning.

In this podcast we'll hear the story of a college dropout, but not the glamorous Steve Jobs-type story you might expect. Learn how Leslie Miley worked his way up through engineering roles at Walmart, ODesk, Apple, Google, Twitter, to become director of engineering at Slack, one of Silicon Valley's most beloved startups, find out his struggles along the way and what he's up to now at Venture for America.

Lukas Biewald, founder of Crowdflower, will be talking about the Future and problems in AI, training data sets, and how AI is used at bigger companies.

In the space of nine years, Justin Kan pivoted from aimless post-collegiate soul-searching to a massive exit on his company, Twitch, which he sold to Amazon for $1B. Before that he sold his company Kiko Software on ebay! Justin went from being a partner at Y-Combinator to starting his own incubator Zero-F.Justin Kan's Twitter: https://twitter.com/justinkanShruti's Twitter: https://twitter.com/atshruti

Auren Hoffman is a founder of Safegraph and previously LiveRamp. LiveRamp was acquired by Axiom for $310m in 2014. Auden shares his views on why smart people make wrong decisions with optionality, how focus in life important, and how to pick markets for your new venture.Auren twitter: https://twitter.com/aurenShruti twitter: https://twitter.com/atshruti

Lauren Kelly is the CEO of Opex Engine (https://www.opexengine.com) where they benchmark metrics for SaaS companies. Lauren tells us what metrics should companies track depending on who they are selling to.