All Posts by Scott Sambucci

The New Path Forward: Your Sales Process

By Scott Sambucci | September 2, 2019

“By now, you’ve probably identified a couple of places where your startup is struggling right now. Maybe you’re in the start-up stage, but you’ve found yourself fixated on hiring a sales team before landing your first ten customers.  Maybe you’re pushing toward $1,000,000 ARR in the next 12 months but your strategy depends solely on […]


The Ramp-Up Stage of your StartUp

By Scott Sambucci | August 29, 2019

“The key objective of the ramp-up stage typically is all about reaching $1,000,000 in annual recurring revenue (ARR). This is the benchmark that most venture capital investors use for considering a series A funding round. Whether or not a startup is seeking outside funding, growing revenue to the $1,000,000 ARR threshold is a key measure […]


Here’s What Happens If You Don’t Know the Customer’s Problem

By Scott Sambucci | August 28, 2019

“While at Altos Research, I was working on a sales opportunity with one of the largest investment management firms in the world. The opportunity stemmed from an inbound website registration from a managing director. After speaking with him, he introduced me to the person on the trading desk who was leading the data analysis and […]


What Problem Are You Solving with your StartUp? #2

By Scott Sambucci | August 27, 2019

Have you ever had a conversation with new prospects and feel like you’re talking past your customers, not talking with them?  They’re trying to tell you about their business and their problems, and you’re focusing on your product and how it works. When you’re focusing on your product, you’re a hammer looking for a nail. […]


What Problem Are You Solving with your StartUp? #1

By Scott Sambucci | August 26, 2019

“When I first speak with a startup entrepreneur or CEO, I like to ask, “What problem are you solving?” Frequently, the answer I get is all about their product. They’ll tell me about the market that they’re addressing or what they built it on—whether that’s a Java framework, or Ruby on Rails, or something else—and how it works. Their answer is all about the product, not the problem.