The weekly top 10 for B2B tech operators · Every Friday
RETENTION: Hey! Capital is currently costly for startups, so prioritizing customer retention is critical. Gross revenue retention (GRR) and net revenue retention (NRR) are key metrics to master. Here is a valuable guide to all things retention (and having merry customers).
New data out from Crunchbase last week puts the state of Venture Capital funding worldwide down 53% in Q1, and this includes the mega OpenAI (of ChatGPT fame) raise ($10B) and Stripes Series I (their 18th round overall) of $6.5B.
Getting better at Product is a '23 Goal, so I love this step-by-step guide (along with some solid examples/case studies) on how to package up and present all that extraordinary research, design, functionality, and user testing that product designers have to endure.
A morbid list of mistakes and failures to learn from this week. First up is a list of Seven deadly ones startups make. Next, Jason Lemkin lists his top 10. Failory has a free Notion Document from over 80 startups who have failed and identified some of their common mistakes (some fatal). Marketing problems seem the most abundant (and deadly) - but product-market-fit, market size, and value add are all creeping around too. CBInsights also lists their top 12 reasons Startups fail.
If you have not noticed Facebook's general MO, many startups in the software space are vulnerable to their competitors producing copycat technologies. Now Twitter is in Zuck's cross-hairs. Please read this interview from Nico Hodel of Start It Up NYC on how to better protect your Tech IP and Entrepreneur magazine: 4 IP Mistakes startups make and how to avoid them.
It's table stakes that Tech companies should be continually concerned about the security of the software being built (it's why DevSecOpsis a thing). But for all of you in the B2B Enterprise-y space, technical Due Diligence is also a critical part of the sales cycle (there is a growing need for chief compliance officers, for example). Having some kind of compliance, certification, or training, such as SOC-2 or ISO-27001, can reduce security/audit friction. Here is a guide to getting started on SOC-2 and an ISO-27001 guide. BONUS - I'm currently trialing trustshare.com as my compliance portal.
Having all your security and compliance ducks in a row is MEGA hard, so the payoff (in terms of customer ACV) has to be worth it. Payoff > Difficulty. This is called the Difficulty Ratio - discussed more in a Substack post from David Sacks earlier this month.
Weekly AI posts will likely be the norm for a bit - because the space is moving that fast right now. This week is a SaaStr Workshop Wednesday presentation from Tomasz Tunguz that he created via Ai Startups (Gamma, Midjourney, and IA Presenter) covering the four questions a startup should ask themselves about building a startup that uses generative AI. BONUS: The Video is a must-watch, too (starts at watch the whole thing as there is a BUNCH of value before Tomasz even gets to the presentation - and the Q&A after).
Complimenting #4 above: Thetop 10 Mistakes from the CEO of Gainsight- Nick Mehta - on his way to 100m ARR.
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