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The PLG Handbook, Hire Early Stage Sales Teams, Eliminate Rates TechCrunch


In the past era, startups gaining influence with CIOs could jump through the procurement process and start planning workshops for new clients as soon as the deal was closed.

Today, a decade or more into the End User Era, the consumer has become the tail of the dog.

Product-based growth models are widely accepted: Instead of devoting resources to customer acquisition, PLG companies ship and scale more quickly and efficiently. They also tend to go public more quickly.


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Vidya Raman, a partner at Sorenson Ventures, said: Optimizing time to value, using data to calibrate customer touchpoints and giving every employee “a common understanding of the journey” of cutomer”.

She shared her prerequisites to make product-based efforts more successful and sustainable with TechCrunch+.

“Think about small experiences, each one going to be a meaningful outcome for the customer,” she says.

Her advice ignores previous basic best practices that explain affiliate and partnership strategies, recommendations for nurturing community, and other PLG tactics.

Related: I’m talking to GV investor/partner Terri Burns about finding the right product for the market on April 14 at TC Early Stage. I hope you can join the conversation!

Have a great weekend,

Walter Thompson
Senior Editor, TechCrunch +
@yourprot character

It’s time to hold investors accountable and abolish rates

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Image credits: Pictures of PM (Opens in a new window) / Beautiful pictures

Many investors shower entrepreneurs with praise and attention early on, only to fade into the background.

Vijay Chattha and Jay Kapoor, general partners of VSC Ventures, write: “Based on what the founders told us, the 20% limit table contributors don’t even help their founders. Make strategic connections.

In a call for industry reform, Kapoor and Chattha proposed replacing proportional clauses with performance-based covenants.

“The performance ratio clause will be different for each investor on the founder cap table. Larger firms may offer a suite of services, while individual GPs and smaller foundations may specialize in a specific business function such as marketing, sales, design, engineering or PR . ”

3 factors to consider when building an early-stage cloud sales team

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Image credits: Tim Flach (Opens in a new window) / Beautiful pictures

Hiring an experienced sales professional who is also comfortable with the uncertainty of working at an early stage startup is a tall order.

Andy Stinnes, general partner at Cloud Apps Capital Partners, said: “Founders need someone who has the big picture, understands the business, loves technology and, importantly, asks lots of questions.” .

Cloud Service Provider Default Retention Policy Isn’t Enough: You Should Back Up Your SaaS

Network cable connecting to the cloud

Image credits: Eoneren (Opens in a new window) / Beautiful pictures

Many jobs today have moved to the cloud as SaaS tools replace traditional on-premises software in the enterprise.

But while SaaS tools make life easier, the nature of cloud businesses and their data retention policies means that in the event of a cyber attack or failure, it’s your responsibility. back up all data used by those tools, not your cloud service provider, points out Brian Spanswick, CISO and head of IT at Cohesity.

To protect their data, Spanswick writes, companies must proactively put in place mechanisms to protect, back up, and restore all data being used by SaaS tools in the enterprise.

“Relying only on the default store and restore policies of the provider is not enough.”

Dear Sophie: How long does it take to get International Entrepreneur Parole?

Lone figure at the entrance to the maze fence with the American flag in the center

Image credits: Bryce Durbin / TechCrunch

Dear Sophie,

Both me and the co-founder have E-2 status. We needed to find a visa option quickly, as the investment in the VC would dilute our equity and we would no longer qualify for the E-2.

We are looking at International Entrepreneur Parole as an option because it will be easier for us to qualify based on the investment we expect and it seems easier than O-1A.

How long does the IEP take? How can we promote?

– Founder of Fast-Flying

Despite the drop, the value of crypto assets in DeFi protocols has tripled from a year ago

According to Jacquelyn Melinek, our new senior crypto reporter, although 18 of the top 100 decentralized financial chains have fallen in value in recent days, “the rest seem to be creating.” an increasing wave based on user demand and enthusiasm.”

Total Value Locked (TVL) across all DeFi chains has dropped by about 16% since December of last year, “but market players feel the DeFi space is still in its early stages and there is plenty of room to go.” develop.”

What Yuga Labs wants to build after raising $450 million

The Bored Ape Yacht Club is an unprecedented success for Yuga Labs, and with $450 million in fresh capital, the crypto startup is aiming to build a full-fledged universe for apes. mine.

Following a cue from Second Life, Yuga Labs plans to open the door to a wider audience with a “compatible supergame” that will leverage its newly minted APEcoin, writes Alex Wilhelm on The Exchange.

Alex dives into Yuga’s proposed plans for this “MetaRPG,” its investor floor, and how its financing paints a picture of a company, despite being highly regarded as a concern. about the game, but will make a lot of money if it plays its cards well.

Using data to solve key problems facing banking customers today

Illustration of a finger in a mousetrap on a colored background representing a trapped person

Image credits: Malte Mueller (Opens in a new window) / Beautiful pictures

Banks and fintechs may have access to more data than ever before, but most of the gains have gone in one direction: Inflation and stagnant wages limit consumers’ ability to save, but services like buy now, pay later makes spending much easier.

“Modern banks can use data and build trust to improve the financial health of consumers,” writes Uday Akkaraju, CEO of fintech firm Bond.ai.





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