Episode Transcript
WEBVTT
1
00:00:02.560 --> 00:00:08.349
You were listening to bb revenue acceleration, a podcast dedicated helping software executives stay
2
00:00:08.390 --> 00:00:12.189
on the cutting edge of sales and
marketing in their industry. Let's get into
3
00:00:12.189 --> 00:00:17.309
the show. Hi, welcome to
be to be a revenue acceleration. My
4
00:00:17.390 --> 00:00:21.190
name is only in with yer and
I'm yet today with an Anushka. That's
5
00:00:21.269 --> 00:00:25.059
whenny, but not a light speed
venture partners. How are you today?
6
00:00:25.140 --> 00:00:28.460
But Miska, I'm doing very well, very excited to be on the show.
7
00:00:28.859 --> 00:00:31.780
It's a pleasure to have you.
So today we will be talking about
8
00:00:31.940 --> 00:00:37.929
what venture capitalis look for when investing
in tech companies, which is probably a
9
00:00:38.369 --> 00:00:42.649
very white topic, but we'll see
how we can tackle that. But before
10
00:00:42.689 --> 00:00:47.090
we get into the conversation, Inderstey, could you please introduce yourself a little
11
00:00:47.130 --> 00:00:50.799
bit more to Aologians as well as
the company as you represent, make speed
12
00:00:50.960 --> 00:00:55.799
venture partners. So first on light
speed. Light speed is a nine billion
13
00:00:55.840 --> 00:01:00.439
dollar venture fund based in Menlo Park, or global. We have offices in
14
00:01:00.560 --> 00:01:04.590
India, China, Europe and Israel
to and actively invest in all of those
15
00:01:04.629 --> 00:01:10.549
geographies. We're also a full stack
venture fun so we're investing out of a
16
00:01:10.590 --> 00:01:14.790
seven hundred and fifty million dollar venture
fun and a one point four billion dollar
17
00:01:14.909 --> 00:01:18.900
growth fun today. And so,
internally, the mission is to be able
18
00:01:18.980 --> 00:01:23.859
to partner with every great tag founder
looking to build the next generation public company,
19
00:01:25.340 --> 00:01:29.859
whether it's, you know, the
your first round of funding, your
20
00:01:29.900 --> 00:01:34.250
seed round or your pre IPO round. And then the other thing internally,
21
00:01:34.730 --> 00:01:38.489
the one standard we hold ourselves too, is that if we invest, we
22
00:01:38.730 --> 00:01:42.650
want the entrepreneur to be able to
say that we've meaningfully impacted the trajectory of
23
00:01:42.689 --> 00:01:48.040
their business. So, in addition, for investment team that you know works
24
00:01:48.040 --> 00:01:52.319
day today with a particular company,
we have a whole services or such as
25
00:01:52.359 --> 00:01:56.239
a marketing team, a business development
team to help, you know, be
26
00:01:56.359 --> 00:02:00.709
to be company potentially crack certain customers
that they haven't been able to get into.
27
00:02:00.750 --> 00:02:07.109
Let's leverage the lightspeed network, a
talent, talent infrastructure team and then
28
00:02:07.150 --> 00:02:10.550
a network of two thousand CIOS.
Okay, and so that's kind of lights
29
00:02:10.590 --> 00:02:15.270
be my background. So I'm a
partner here where I focus on our growth
30
00:02:15.349 --> 00:02:20.259
stage investing efforts, and so I
typically kind of get involved once a company
31
00:02:20.300 --> 00:02:24.419
has found product market fit. It
is really thinking about go to market scaling.
32
00:02:25.139 --> 00:02:30.009
You know, when you're at twenty
million and are are and looking to
33
00:02:30.090 --> 00:02:32.210
get to a hundred. What does
that journey look like? Fire a light
34
00:02:32.289 --> 00:02:37.370
speed. I worked at an early
stage firm called Matrix partners, where again
35
00:02:37.409 --> 00:02:40.729
I was predominantly focused on enterprise software
intet. I also got to spend some
36
00:02:40.849 --> 00:02:46.120
time as a product manager, a
masterclass as the company scaled from fifty to
37
00:02:46.280 --> 00:02:52.479
eighty employees. And then I start
my career covering tech clients at McKenzie and
38
00:02:52.560 --> 00:02:54.520
Golden. And then, you know, personal background for me, like I
39
00:02:54.599 --> 00:02:59.430
come from a family that's moved around
a time. So was born in Dubai,
40
00:03:00.229 --> 00:03:04.349
lived in Istanbul for several years,
did a short student Brussels before moving
41
00:03:04.389 --> 00:03:08.430
to the state, and so definitely
have like a big appreciation for different people,
42
00:03:08.629 --> 00:03:13.979
different backgrounds, different personalities, and
really do feel like there isn't,
43
00:03:14.060 --> 00:03:19.099
you know, one founder archetype that
can create a great business that makes sense
44
00:03:19.180 --> 00:03:22.659
and and definitely an interesting background it. I think you'll learn a lot when
45
00:03:22.699 --> 00:03:25.099
you when you when you travel,
particularly at an early age, from from
46
00:03:25.180 --> 00:03:30.810
countries to countries. So yeah,
definitely an interesting background. So I know
47
00:03:30.930 --> 00:03:35.490
salt lay speed is as invested of
you know, those three hundred and fifty
48
00:03:35.530 --> 00:03:40.479
companies in the past twenty years and
obviously multiple technology sector. So when I'm
49
00:03:40.479 --> 00:03:46.479
sure that there is numerous elements that
you would take into consideration in your assessment
50
00:03:46.759 --> 00:03:50.719
before you you didn't make a move
or you decided to companies, was in
51
00:03:50.840 --> 00:03:53.159
this mean? You know, it
would be good if you could just take
52
00:03:53.199 --> 00:03:55.550
a show it from your perspective.
All do ski elements that you are looking
53
00:03:55.590 --> 00:04:01.110
at what makes a company works,
while the investment? Yeah, so I
54
00:04:01.229 --> 00:04:06.349
think it differs a little bit on
early and growth furnally and so early,
55
00:04:06.870 --> 00:04:11.500
you know, sometimes there isn't even
a product. You know, you're just
56
00:04:11.819 --> 00:04:15.580
going based on a team and we
spend a lot of time thinking through founder
57
00:04:15.699 --> 00:04:19.459
product bit and so you know,
what knowledge or skills that can you bring
58
00:04:19.579 --> 00:04:24.769
to solving this problem that maybe fifty
other people can? Are you uniquely kind
59
00:04:24.810 --> 00:04:30.689
of situated to build something here?
And then, you know, ultimately the
60
00:04:30.810 --> 00:04:33.730
success of a company is often dependent
on the people you hire. Can you,
61
00:04:33.889 --> 00:04:38.089
as a founding team, you know, hire and attract or World Class
62
00:04:38.209 --> 00:04:42.000
team? You know, are you
going after a big market? And you
63
00:04:42.079 --> 00:04:44.800
know, if you do have a
product, what does that initial product look
64
00:04:44.839 --> 00:04:46.439
like? You know, how does
it function? where it is it fit
65
00:04:46.759 --> 00:04:51.360
on growth at light speed. I
think, very different from, you know,
66
00:04:51.480 --> 00:04:57.149
other growth stage investors. We take
a very venture oriented lens to everything
67
00:04:57.230 --> 00:05:00.149
we do here, again, where
it really is about kind of team product
68
00:05:00.189 --> 00:05:04.509
market first, and then we also
will look at, you know, metrics,
69
00:05:04.670 --> 00:05:10.819
understand, you know, some of
the business and performance fundamentals historically,
70
00:05:11.459 --> 00:05:15.019
and then internally, we actually spend
a lot of time talking about Outli our
71
00:05:15.060 --> 00:05:20.610
businesses. And so one thing my
partners will really push you on when you're
72
00:05:20.610 --> 00:05:25.889
bringing in a company is can this
be an iconic, you know company?
73
00:05:26.329 --> 00:05:29.569
So I think kind of part of
that Bush. Let us to invest in
74
00:05:29.649 --> 00:05:34.569
companies like Snapchat, you'll soft APP
dynamics, new tannics, which you know,
75
00:05:34.689 --> 00:05:39.839
have really reshape the spaces that they're
in, and so that's kind of
76
00:05:39.879 --> 00:05:44.800
a question that's often asked through the
process. Okay, and when it comes
77
00:05:44.839 --> 00:05:49.000
to valuation, so we we've seen
a we witnessed some valuation and I guess
78
00:05:49.189 --> 00:05:54.829
from from people at all outside of
the the VC world, we tend to
79
00:05:54.870 --> 00:05:58.790
look at valuation of Company and Wow, that's a big valuation for a company
80
00:05:58.829 --> 00:06:01.310
as May not have done, you
know, a turn yet in the market.
81
00:06:01.870 --> 00:06:05.740
Or maybe we consider that revenue and
and and only look at that.
82
00:06:05.860 --> 00:06:11.779
So what's your take on that,
because we do feel that sometimes the valuation
83
00:06:11.899 --> 00:06:15.660
can be Little Bit inflated. Would
you agree with you disagree with what's share?
84
00:06:15.899 --> 00:06:17.540
What are your sorts on that?
I mean, I mean I definitely
85
00:06:17.730 --> 00:06:23.769
think one thing that's true and comes
to valuation is it is pretty dependent on
86
00:06:23.970 --> 00:06:26.930
kind of where you are in the
market, in the market cycle, and
87
00:06:27.689 --> 00:06:30.410
I would say the past couple of
years, you know, we've been in
88
00:06:30.529 --> 00:06:34.439
a really heated market and so you
know we will look, for example,
89
00:06:34.439 --> 00:06:40.959
at public pomps when looking at either
growth or sometimes an early stage deal.
90
00:06:41.720 --> 00:06:45.480
But then you spend a lot of
time also looking at kind of private comps
91
00:06:45.560 --> 00:06:49.470
and like for companies in this category. You know what has that look like,
92
00:06:50.029 --> 00:06:56.310
and so it's definitely been a very, very heated competitive market, I
93
00:06:56.389 --> 00:07:00.589
would say. And then at the
early stage I think folks often think about,
94
00:07:00.110 --> 00:07:04.420
you know, being like a core
partner through the founder and think about
95
00:07:04.459 --> 00:07:10.620
valuation in terms of a company wants
to raise x amount. Ideally we want
96
00:07:10.660 --> 00:07:15.620
to own x amount. What Rual
Umpire Valuation. At the growth stage we
97
00:07:15.730 --> 00:07:20.970
don't really have ownership targets or threshold
it really is about being part of a
98
00:07:21.089 --> 00:07:25.009
great company. And then at the
growth stage, I think you do start
99
00:07:25.089 --> 00:07:28.490
to look a little bit more,
you know, high growth public comps and
100
00:07:28.970 --> 00:07:31.279
even though public comps, if you, you know, think about software,
101
00:07:33.000 --> 00:07:36.879
are rating, you know, at
all time eyes right now, and you
102
00:07:36.959 --> 00:07:42.000
know it does fluctuate month over month. But but yeah, I think that's
103
00:07:42.079 --> 00:07:46.470
something we trouble and I think it's
an interesting it's valuation is depending from where
104
00:07:46.470 --> 00:07:48.110
you look at it. You know, I guess if you look at it
105
00:07:48.149 --> 00:07:51.029
from the Entre Prenol, the evaluation
is got to be very high. Should
106
00:07:51.029 --> 00:07:54.949
again, from your perspective, is
got to be fair. You know,
107
00:07:55.509 --> 00:07:59.660
I guess, Lu and I it's
got to be. It's got deep difficult
108
00:07:59.740 --> 00:08:03.660
and I'm getting into it in remember, my next question is really around around
109
00:08:03.699 --> 00:08:07.620
technology, you know, trends and
what's you know thatty innovative with was disruptive,
110
00:08:07.699 --> 00:08:11.459
and I guess he's got to be
even more complex when you're looking at
111
00:08:11.500 --> 00:08:16.529
a disruptive technology at is. We
have some vendors that we work with in
112
00:08:16.610 --> 00:08:18.610
different space. Could be big data, I could be cyber I could be
113
00:08:20.129 --> 00:08:24.250
even analytics or whatever. Were really
kind of creating the marketplace that creating the
114
00:08:24.329 --> 00:08:28.839
nish. And you know, when
there is not a market yet, it's
115
00:08:28.879 --> 00:08:31.840
got to be even more difficult to
us as really what suppose the actual potential
116
00:08:31.960 --> 00:08:35.200
of that company and and to a
t except what the valuation is. But
117
00:08:35.360 --> 00:08:39.840
but getting into that, that question, I mean, what of this slogan
118
00:08:39.879 --> 00:08:43.990
that I looked at online when doing
my research on late speece more all good
119
00:08:45.070 --> 00:08:48.429
today and I'd expect that one of
late speeds mission is to be able to
120
00:08:48.470 --> 00:08:52.470
Wa don't see, if I do, innovative technology companies that can dis from
121
00:08:52.549 --> 00:08:56.259
the market. So, from your
perspective, what are the trends that's you
122
00:08:56.379 --> 00:09:05.019
look out for? blunderstand if the
destructive ID we actually strive of Ai?
123
00:09:05.059 --> 00:09:11.169
Yeah, one question we spend a
lot of time in during any investment discussion
124
00:09:11.850 --> 00:09:18.210
is around why now? And so
why can this be a massive company today
125
00:09:18.370 --> 00:09:20.529
and why hasn't this been created before? And you know, what does that
126
00:09:20.690 --> 00:09:26.320
look like? And so what is
that? This location change trend in the
127
00:09:26.399 --> 00:09:31.639
market that is enabling, you know, this business and and that comes up,
128
00:09:31.879 --> 00:09:35.399
you know, all the time.
So, for example, in the
129
00:09:35.480 --> 00:09:39.350
UK and Europe, PSD two is
a huge kind of regulation that's taken over
130
00:09:39.389 --> 00:09:45.029
up intact. And so, yeah, bank now need to allow other companies
131
00:09:45.149 --> 00:09:50.629
to basically read someone's kind of account
history and reading right transactions to their account.
132
00:09:50.070 --> 00:09:56.419
And so the proprietary advantage banks had
in terms of being able to underwrite
133
00:09:56.899 --> 00:10:03.659
or offer a constant customer products because
they were the sole older of all of
134
00:10:03.740 --> 00:10:09.289
the customers data, no longer exists. And so you know that that change
135
00:10:09.450 --> 00:10:13.610
will enable, and is enabling,
a whole new generation of in tech companies
136
00:10:13.090 --> 00:10:18.809
being created, which is fascinating to
watch. And so I think those dislocations
137
00:10:18.850 --> 00:10:24.799
are things we definitely follow and think
about when evaluating and looking at companies.
138
00:10:24.279 --> 00:10:28.840
Okay, that makes sense. So
ascw question is more spacific. From your
139
00:10:28.960 --> 00:10:33.519
prospects, Youve what all the technologies
that are out doubt the moment that we
140
00:10:33.720 --> 00:10:37.549
just from the markets? Yeah,
I think. I mean, I think
141
00:10:37.549 --> 00:10:41.389
they're there are a number. So
I mean one area I've been very focused
142
00:10:41.429 --> 00:10:46.230
on is, you know, over
the past like pen fifteen years there's been
143
00:10:46.389 --> 00:10:52.980
this whole rise of application software and
different tools and APPS that individuals use,
144
00:10:52.460 --> 00:10:56.139
you know, as a consumer or
in the enterprise. And you know,
145
00:10:56.299 --> 00:11:01.460
one fascinating stat to watch is if
you look at the number of APPS per
146
00:11:01.539 --> 00:11:07.610
employee being used within a different company. Ought to actually puts out an annual
147
00:11:07.690 --> 00:11:11.490
survey on this and that that number
is just like steadily risen. And so
148
00:11:11.049 --> 00:11:16.330
now one really interesting question is with, you know, this huge pliferation of
149
00:11:16.409 --> 00:11:22.600
APP today, there aren't really great
ways to make these applications talk to each
150
00:11:22.600 --> 00:11:26.879
other or integrate or create workflows,
and so we're now seeing a bunch of
151
00:11:28.039 --> 00:11:33.350
really interesting earlier stage companies, whether
it's a Zap year or whether it's you
152
00:11:33.429 --> 00:11:37.190
know, we're caught out a number
of other really interesting companies that are doing
153
00:11:37.909 --> 00:11:43.590
this integration work and enabling that,
and I think will continue to see that.
154
00:11:43.070 --> 00:11:48.340
If from like a pure technology perspective, one really interesting trend that's playing
155
00:11:48.379 --> 00:11:54.700
out is around streaming data. And
so typically, when a company would,
156
00:11:54.700 --> 00:11:58.100
you know, incorporate data or analyze
it, it would typically done be done
157
00:11:58.139 --> 00:12:01.929
in batches. You'd analyze all your
data grab insights from it, but there's
158
00:12:01.929 --> 00:12:09.129
so many things that are continuously gathering
ongoing data, whether it's like a sensor
159
00:12:09.129 --> 00:12:13.450
at a truck or, you know, even website clicks. And there are
160
00:12:13.450 --> 00:12:18.399
a lot more companies now enabling others
to work with streaming data and to derive
161
00:12:18.440 --> 00:12:24.279
actions and analytics from them, and
that was something that previously, you know,
162
00:12:24.840 --> 00:12:28.679
companies struggled with. How do you
store, manage, monitor this data?
163
00:12:28.799 --> 00:12:33.070
And so if you didn't have kind
of that foundation, doing analytics on
164
00:12:33.149 --> 00:12:37.669
streaming data is very, very hard. But that's kind of this really interesting
165
00:12:37.830 --> 00:12:41.549
like back change that's continuing to take
place. Naturally, you know, everyone
166
00:12:41.629 --> 00:12:46.539
talks about like enablements and AI and
machine learning. Yes, big thing.
167
00:12:46.700 --> 00:12:50.259
There are a lot of, you
know, applications incorporating, you know,
168
00:12:50.379 --> 00:12:54.019
those types of technologies in different ways. We have an investment in this,
169
00:12:54.299 --> 00:12:58.610
you know, we have multiple investments
in the space. One of our investments
170
00:12:58.610 --> 00:13:03.210
in the space is, at any
vision that's operating in the World Faf recognition,
171
00:13:03.490 --> 00:13:07.169
which is, you know, increasingly
being used in a public safety,
172
00:13:07.570 --> 00:13:13.960
you know security context with kind of
cameras and doing facial identification, and that's
173
00:13:13.960 --> 00:13:16.720
kind of becoming this emerging trend,
and so I think there are a number
174
00:13:16.720 --> 00:13:20.639
of things, dependent on kind of
what space you're looking at, that are
175
00:13:20.639 --> 00:13:24.279
kind of changing and involving that area. Yeah, not at that. That's
176
00:13:24.320 --> 00:13:30.470
makes fascinating space. So I would
I would concer with which you you just
177
00:13:30.629 --> 00:13:35.470
said. I'm sure we'll have lots
of people do to the Wi you are
178
00:13:35.549 --> 00:13:39.549
and the company you represent. I'm
sure with have lots of CEOS, of
179
00:13:39.669 --> 00:13:45.179
thunders of companies or people are start
up a different words and position of maybe
180
00:13:45.259 --> 00:13:48.340
people were even invested and show or
those of that sort of company at all
181
00:13:48.700 --> 00:13:54.059
listening to the podcast on this podcast. So if you are any an advice
182
00:13:54.179 --> 00:13:58.450
for those people, what would you
tell them? Is, you know,
183
00:13:58.649 --> 00:14:01.649
what are the ways would you give
to a start up funder that is looking
184
00:14:01.929 --> 00:14:05.250
to get funding for that company?
Why should this starts? What do they
185
00:14:05.289 --> 00:14:09.809
need to think about and how do
they get in touch and the start the
186
00:14:09.850 --> 00:14:13.360
process? So I think regardless of
stage, you want to be very,
187
00:14:13.360 --> 00:14:18.320
very pressed on your story to articulate
kind of where yours a company and where
188
00:14:18.360 --> 00:14:22.559
you're going, and I think that's
kind of the first step. And then
189
00:14:22.600 --> 00:14:26.549
the second step is to kind of
come up with a list of investors you
190
00:14:26.750 --> 00:14:31.830
think could be great partners for you, who specifically you think would be a
191
00:14:31.870 --> 00:14:35.990
great partner for you and kind of
the right introduction in. And then at
192
00:14:35.029 --> 00:14:39.659
the early stage, you know,
I think a lot of founders get get
193
00:14:39.700 --> 00:14:43.899
advice about like you know, don't
spend too many cycles talking to investors.
194
00:14:43.299 --> 00:14:46.740
You know, pick one time to
do your fundraising, get the right intro
195
00:14:46.899 --> 00:14:50.340
in, kind of speak to a
bunch of investors. Closed around that,
196
00:14:50.539 --> 00:14:52.769
you know you can go back to
focusing on your business, which I think.
197
00:14:52.809 --> 00:14:58.009
I think it's true at both stages. I think one thing that's more
198
00:14:58.169 --> 00:15:01.970
true, I think, at the
later stage, is that often times it
199
00:15:01.730 --> 00:15:07.200
is based on longer term relationship.
So, yeah, growth investors will know,
200
00:15:07.840 --> 00:15:11.799
you know, all the company for
long periods of time. I think
201
00:15:11.200 --> 00:15:16.039
they'll often be like multiple touch points
in an ongoing dialog and it is kind
202
00:15:16.080 --> 00:15:20.629
of a much larger check size,
and so it's very helpful to kind of
203
00:15:20.669 --> 00:15:26.350
have an ongoing kidence with a couple
of firms or people that you might be
204
00:15:26.429 --> 00:15:31.070
interested in partnering with down the road. That's definitely how I think about you
205
00:15:31.149 --> 00:15:35.269
know, think about your never were
thinking about or watership. Would it mean
206
00:15:35.350 --> 00:15:37.340
that, for example, you you
may speak to a company that you think
207
00:15:37.379 --> 00:15:41.299
he's interesting, but you you probably
are maybe six months, twelve months,
208
00:15:41.340 --> 00:15:46.899
eighteen months down the light from investing
with it, because that relationships. You
209
00:15:46.940 --> 00:15:50.250
want to see the journey and basically
you can a full most do a bit
210
00:15:50.330 --> 00:15:54.529
of diligence prior to do the prop
conversation that you that's what you're saying.
211
00:15:54.649 --> 00:15:58.129
You know, I think that's true. And oftentimes, like the companies we
212
00:15:58.210 --> 00:16:02.330
might be speaking to on the growth
stage, don't need to raise money.
213
00:16:02.409 --> 00:16:07.519
You know, some companies might be
profitable, some might have raised a large
214
00:16:07.600 --> 00:16:11.320
round and you know, I'm thinking
about raising any time soon, and so
215
00:16:11.399 --> 00:16:15.360
I think that often often drives it, or you might you know, typically,
216
00:16:15.360 --> 00:16:18.830
you know, we wouldn't. On
the growth stage. A company typically
217
00:16:18.870 --> 00:16:22.990
finds product market fit and then we
get involved at a slightly later stage.
218
00:16:22.110 --> 00:16:29.750
But having that longstanding relationship from those
early stages is just kind of Nice to
219
00:16:29.830 --> 00:16:33.299
build the relationship because, yeah,
you know, yes, on our end
220
00:16:33.820 --> 00:16:37.980
we're partnering with the Entrepreneur, but
on the entrepreneurs and you know, you're
221
00:16:37.019 --> 00:16:42.500
making a lifetime commitment or a ten
year commitment with an investor and so you
222
00:16:42.620 --> 00:16:48.370
want to feel really comfortable about your
fit with the ember erm and you know
223
00:16:48.490 --> 00:16:52.289
life is too short and you want
to surround yourself with kind of the right
224
00:16:52.370 --> 00:16:56.330
people and people you enjoy, you
know, having that regular cadence with.
225
00:16:56.769 --> 00:17:00.409
And so I think it's super important
on both sides. Yeah, no,
226
00:17:00.610 --> 00:17:02.919
no, agree with you, and
I think it's almost like bringing you.
227
00:17:03.080 --> 00:17:06.680
You can of bringing new bomb Membo
as well, as they will be a
228
00:17:06.720 --> 00:17:10.279
voise that will be constantly with you
for the for the foreseeable should show.
229
00:17:10.359 --> 00:17:14.200
So it's it's like any relationship where
you need to make sure I shoot you
230
00:17:14.279 --> 00:17:18.309
know exactly what you are gets your
engage reason and I think it's it's going
231
00:17:18.630 --> 00:17:23.789
to be the probably the best setup
is when you've got the entrepreneur really selecting
232
00:17:25.069 --> 00:17:27.230
the investor and the investor you.
It's kind of almost like a marriage,
233
00:17:27.309 --> 00:17:30.339
if you will, and everybody is
up, everybody wants to get together,
234
00:17:30.460 --> 00:17:34.299
which is which is good. And
what about these advice on on spending the
235
00:17:34.420 --> 00:17:37.140
money? I mean, I know
that you guys say, you say,
236
00:17:37.180 --> 00:17:41.460
you mentioned early on, and which
Keta. You've got different element like business
237
00:17:41.539 --> 00:17:45.650
development, marketing, and you've got
probably a ton of people that can support
238
00:17:45.690 --> 00:17:48.289
you, which mean that you probably
don't just look at the investment from a
239
00:17:48.569 --> 00:17:52.450
spreadsheet perspective, but but also you've
got some human power out the back end
240
00:17:52.490 --> 00:17:56.329
to support the the entrepreneurs. You're
wrong, but do you have like a
241
00:17:56.730 --> 00:18:02.119
set of rules in time of how
the the investment needs to be invested,
242
00:18:02.359 --> 00:18:04.359
or do you let the entrepreneur completely
go? Is it just a key by
243
00:18:04.480 --> 00:18:08.240
case by case basis? I think
it really depends on the entrepreneur. So
244
00:18:08.720 --> 00:18:12.630
ultimately kind of they're the one running
a real element day to day of the
245
00:18:12.710 --> 00:18:18.109
business and thinking through, you know, the right way to allocate that capital.
246
00:18:18.190 --> 00:18:22.549
And so some businesses you need to
spend, you know, significant amounts
247
00:18:22.549 --> 00:18:26.390
and sales and marketing. I think
that's true for a lot of businesses and
248
00:18:26.509 --> 00:18:29.660
some, you know, there might
be like a big, R and d
249
00:18:29.700 --> 00:18:33.420
element or, you know, a
success element, and so I think it
250
00:18:33.539 --> 00:18:38.299
really depends on kind of each company
and where they're out of their life cycle,
251
00:18:40.339 --> 00:18:41.009
and I agree with you. Think
that makes sense. I was just
252
00:18:41.130 --> 00:18:45.329
wondering if there is a some sort
of a formula, but they're reason not.
253
00:18:45.490 --> 00:18:51.250
So I'm glad you you can on
me, so please love me know.
254
00:18:51.769 --> 00:18:52.730
Yeah, well, you know it
would be with the sort of thing
255
00:18:52.730 --> 00:18:56.640
about officials. So I just wanted
to thank you for your insight to that,
256
00:18:56.640 --> 00:18:59.359
Nich cat. I really appreciated the
fine that you take the time.
257
00:18:59.359 --> 00:19:03.039
Unfortunately, we getting to the end
of all station today, but if anyone
258
00:19:03.279 --> 00:19:07.039
was listening to the these postcasts would
like to get in touch with you,
259
00:19:07.319 --> 00:19:10.789
you know, engage with late to
preventure. What was the best way to
260
00:19:11.109 --> 00:19:14.829
tongage revengers, cat? I think
email is usually easiest. On No SHKA
261
00:19:14.990 --> 00:19:18.910
at lsbpcom. Yeah, perfect.
Well, once again, thank you very
262
00:19:18.910 --> 00:19:22.430
much for our thing today. It
was absolutely a pleasure to have you on
263
00:19:22.470 --> 00:19:25.539
the show. Yeah, thanks so
much for I really enjoyed this too.
264
00:19:26.140 --> 00:19:33.819
operatics has redefined the meaning of revenue
generation for technology companies worldwide. While the
265
00:19:33.940 --> 00:19:38.609
traditional concepts of building and managing inside
sales teams inhouse has existed for many years,
266
00:19:40.009 --> 00:19:44.849
companies are struggling with a lack of
focus, agility and scale required in
267
00:19:44.930 --> 00:19:51.170
today's fast and complex world of enterprise
technology sales. See How operatics can help
268
00:19:51.210 --> 00:19:57.400
your company accelerate pipeline at operatics dotnet. You've been listening to BEDB revenue acceleration.
269
00:19:59.119 --> 00:20:02.200
To ensure that you never miss an
episode, subscribe to the show in
270
00:20:02.240 --> 00:20:06.440
your favorite podcast player. Thank you
so much for listening. Until next time,
271
-->
