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20VC: Hubspot Co-Founder Dharmesh Shah on The 3 Risks All Startups Face, Angel Investing Rules; No Founder Meetings and No Due Diligence, SMB vs Enterprise; Lessons on Pricing, Distribution and Why You Should Resist Going Enterprise

The Twenty Minute VC (20VC): Venture Capital | Startup Funding | The Pitch

Release Date: 06/13/2022

20 Growth: Why You Need a Growth Hire Pre Product-Market-Fit? Why Every Company Will Be a Media Company and How To Do It | Communities; What Really Are They? How To Build Them? What Makes The Best? Why Do Many Not Work? | Kieran Flanagan, SVP Marketing @  show art 20 Growth: Why You Need a Growth Hire Pre Product-Market-Fit? Why Every Company Will Be a Media Company and How To Do It | Communities; What Really Are They? How To Build Them? What Makes The Best? Why Do Many Not Work? | Kieran Flanagan, SVP Marketing @

The Twenty Minute VC (20VC): Venture Capital | Startup Funding | The Pitch

is SVP Marketing at HubSpot, where he has helped the business grow internationally, move to a product-led business, quadrupled its marketing demand, and built out its media team, including the acquisition of 'The Hustle.' He is also an advisor and investor in early-stage companies. In Today's Episode with Kieran Flanagan We Discuss: 1.) Entry into Growth and Marketing: How did Kieran make his way into the world of growth and marketing? What has been 1-2 of Kieran's biggest lessons from seeing firsthand the hyper-scaling of Hubspot? On reflection, how would Kieran summarise both...

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20VC: Investing Lessons from Fred Wilson and Why Small Funds Outperform Large Funds | Why the Secret to Winning in Venture is Splitting Deals |Learnings From the Biggest Hits and Biggest Losses | Why Anyone That Always Does Their Pro-Rata is Wrong with Mo show art 20VC: Investing Lessons from Fred Wilson and Why Small Funds Outperform Large Funds | Why the Secret to Winning in Venture is Splitting Deals |Learnings From the Biggest Hits and Biggest Losses | Why Anyone That Always Does Their Pro-Rata is Wrong with Mo

The Twenty Minute VC (20VC): Venture Capital | Startup Funding | The Pitch

is the Founder and General Partner @ Shine Capital, who announced earlier this year Shine II, a $200M early-stage fund, and Shine Opportunities I, a $100M vehicle. Prior to founding Shine, Mo was the Managing Member @ Moko Brands where he made angel investments in Coinbase, Polychain, Harry's to name a few. Before Moko, Mo spent over 7 years as a General Partner @ Spark Capital where he made investments in Plaid, Warby Parker, Skillshare and Hivemapper, to name a few. Finally prior to Spark, Mo spent over 5 years at IAC where he oversaw group of companies that included Connected Ventures,...

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20VC: Raising $60M and Not Touching a Dollar of It; The 3 Decisions That Led to a Cash-Flow Positive Business, Why Not Being Able To Fundraise in the Early Days Can Help Build Your Business & What are the First Things To Break in Scaling Orgs with Sameer  show art 20VC: Raising $60M and Not Touching a Dollar of It; The 3 Decisions That Led to a Cash-Flow Positive Business, Why Not Being Able To Fundraise in the Early Days Can Help Build Your Business & What are the First Things To Break in Scaling Orgs with Sameer

The Twenty Minute VC (20VC): Venture Capital | Startup Funding | The Pitch

Sameer Shariff is the Co-Founder and CEO @ , the company that allows you to become fluent faster through one-on-one video chat lessons with native English tutors. To date, Sameer has raised over $60M with Cambly from the best including Jeremy Levine @ Bessemer, Sarah Tavel @ Benchmark, Monashees, YC and more. Prior to founding Cambly, Sameer spent close to 5 years at Google on the Search Quality team and became the Tech Lead of the Search experiments team helping make experimentation a core part of the launch process. In Today's Episode with Sameer Sharif We Discuss: 1.) Entry into...

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20 Product: Shreyas Doshi on The Three Different Types of Product Leaders and How To Hire Them, The 6 Different Product Metrics You Need To Know and What Good is For Each of Them & Table Stakes Features vs Wow Features; What To Prioritise show art 20 Product: Shreyas Doshi on The Three Different Types of Product Leaders and How To Hire Them, The 6 Different Product Metrics You Need To Know and What Good is For Each of Them & Table Stakes Features vs Wow Features; What To Prioritise

The Twenty Minute VC (20VC): Venture Capital | Startup Funding | The Pitch

is an investor, advisor, and all-around product OG. Most recently Shreyas spent over 5 years at Stripe where he was Stripe's first PM Manager and helped define and grow the Product Management function (from ~5 to more than 50 people). Before Stripe, Shreyas was a Director of Product Management @ Twitter and prior to Twitter spent over 6 years as a Group Product Manager @ Google. Today Shreyas has invested and advises some of the best including advising Airtable, Kalshi, Lendflow, to name a few. In Today's Episode with Shreyas Doshi: 1.) Entry into Product: How did Shreyas make his way...

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20VC: Forerunner's Kirsten Green on The Biggest Challenges Scaling Both Teams and AUM, What Truly is High Performance in Fund Management & Why Parenting and Relationships are an Enabler To Your Best Work show art 20VC: Forerunner's Kirsten Green on The Biggest Challenges Scaling Both Teams and AUM, What Truly is High Performance in Fund Management & Why Parenting and Relationships are an Enabler To Your Best Work

The Twenty Minute VC (20VC): Venture Capital | Startup Funding | The Pitch

is the Founder and Managing Partner @ , one of the leading firms of the last decade investing at the intersection of innovation and culture. As a founder, Kirsten has led efforts to raise over $2B+ from leading institutional investors and invest in more than 100 companies. She currently serves as a board member at Glossier, Ritual, Faire, Hims & Hers, and Curated, to name a few. She has also invested in other smash hits including Chime, Jet, Warby Parker, Hotel Tonight and many more. Due to her immense success, Kirsten has been honored in Time’s 100 Most Influential People and named a...

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20VC: Yahoo CEO Jim Lanzone on The Yahoo Turnaround Plan; What Needs To Happen | Leadership 101: The 4 Things To Look For When Hiring | Surviving a Crash; Biggest Advice on Cuts, Layoffs, Investor Communications show art 20VC: Yahoo CEO Jim Lanzone on The Yahoo Turnaround Plan; What Needs To Happen | Leadership 101: The 4 Things To Look For When Hiring | Surviving a Crash; Biggest Advice on Cuts, Layoffs, Investor Communications

The Twenty Minute VC (20VC): Venture Capital | Startup Funding | The Pitch

is the CEO @ Yahoo, a company that today reaches nearly 900 million people around the world and is the third largest property on the Internet. Prior to Yahoo, Tim was the CEO of Tinder, the world’s most popular app for meeting new people, downloaded by more than 400 million people. Before Tinder, Jim spent a decade as President and CEO of CBS Interactive, a top 10 global Internet company with brands ranging from CBS All Access to CNET. He joined CBS Interactive in 2011 when CBS Corporation purchased Clicker Media, where he was founder and CEO. Before founding Clicker, Jim served as CEO of...

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20VC: The Memo: What is a Sales Playbook? Does the Founder Need to Create It? Should the First Sales Hire Be a Leader or a Rep? show art 20VC: The Memo: What is a Sales Playbook? Does the Founder Need to Create It? Should the First Sales Hire Be a Leader or a Rep?

The Twenty Minute VC (20VC): Venture Capital | Startup Funding | The Pitch

Today we deconstruct the canonical question in early-stage sales. Does the founder need to create the sales playbook? Then secondly, if not, should the first sales hires be reps or a sales leader? Today we are joined by 7 of the best sales leaders to share their thoughts. is a Revenue Leader @ Montecarlo. Previously Jordan spent 4 years with Segment and before that spent another 4 years at Dropbox. Oliver Jay  most recently spent 6 years at Asana where he was hired as the company’s first revenue leader. Before Asana, OJ spent 4 years at Dropbox where he scaled the sales team from...

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20VC: Tony Fadell on The 3 Hats of Being a CEO, How the Best Leaders Inspire, How to Create Your Own Role within a Company, The Art of Parenting and Teaching Children Resiliency & New York Times' 36 Questions on Love! show art 20VC: Tony Fadell on The 3 Hats of Being a CEO, How the Best Leaders Inspire, How to Create Your Own Role within a Company, The Art of Parenting and Teaching Children Resiliency & New York Times' 36 Questions on Love!

The Twenty Minute VC (20VC): Venture Capital | Startup Funding | The Pitch

, often referred to as the father of the iPod is one of the leading product thinkers of the last 30 years as one of the makers of some of the most revolutionary products in society from the iPhone and iPod to more recently founding Nest, creating the Nest Thermostat, leading to their $3.2BN acquisition by Google. Tony recently released Build, a masterclass taking 30 years of product and company building lessons and packaging them for you, check it out . In Today's Episode with Tony Fadell: New York Times' 36 Questions of Love 1.) On reflection, what would Tony most like to change...

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20VC: Why Market Matters So Much More Than Founding Team | Why Crypto Investing is Less Collaborative Than Ever | Why Bitcoin is Not a Hedge Against Inflation | Why Solana Will Beat Ethereum | The Network Effects You Need To Understand with Kyle Samani, C show art 20VC: Why Market Matters So Much More Than Founding Team | Why Crypto Investing is Less Collaborative Than Ever | Why Bitcoin is Not a Hedge Against Inflation | Why Solana Will Beat Ethereum | The Network Effects You Need To Understand with Kyle Samani, C

The Twenty Minute VC (20VC): Venture Capital | Startup Funding | The Pitch

is the Co-Founder and Managing Partner @ , one of the leading crypto native funds of the last decade with positions in Solana, FTX, Fractal, and Helium to name a few. As for Kyle, before moving to the world of venture and crypto, he founded Pristine, a health IT startup that raised more than $5M in VC, and was acquired by Upskill. In Today's Episode With Kyle Samani We Discuss: 1.) The Founding of Multicoin Capital: How did Kyle make his way from a healthcare startup to founding Multicoin? What was his a-ha moment with the realization of the opportunity we have ahead of us in crypto?...

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20 Sales: The Biggest Challenges Building Outbound Sales Teams and How To Overcome Them | How The Best Sales Reps Do Customer Discovery | 2 Elements Sales Teams Are Always Responsible For | Sam Taylor, VP Sales and Customer Success @ Loom  show art 20 Sales: The Biggest Challenges Building Outbound Sales Teams and How To Overcome Them | How The Best Sales Reps Do Customer Discovery | 2 Elements Sales Teams Are Always Responsible For | Sam Taylor, VP Sales and Customer Success @ Loom

The Twenty Minute VC (20VC): Venture Capital | Startup Funding | The Pitch

is the VP of Sales and Customer Success @ , an essential tool for hybrid and remote teams allowing you to record quick videos of your screen and cam. At Loom Sam leads Revenue Org including: Direct Sales, Customer Success, Self-Serve Revenue Growth/Assist, Sales Development, Global Customer Support, Revenue Ops + Strategy and Sales Enablement. Prior to Loom, Sam spent over 4 years at Salesforce, following their acquisition of Quip, where he was the first sales leader. Before Salesforce and Quip, Sam spent over 3 years at Dropbox as a mid-market sales leader. In Today's Episode We...

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Dharmesh Shah is the Founder and CTO @ Hubspot, a full CRM platform with marketing, sales, service, and CMS software. Dharmesh started Hubspot in 2006 and today it is a publicly-traded company (NYSE: HUBS) with over 3,500+ people and a market capitalization of $16.9 billion. Prior to founding HubSpot, Dharmesh founded Pyramid Digital Solutions, which he bootstrapped with less than $10,000 and after 11 years of CEOship, Dharmesh helped the company get acquired in 2005 by SunGard Business Systems. In addition to co-authoring “Inbound Marketing" Dharmesh founded and writes for OnStartups.com -- a top-ranking startup blog and community with more than 1,000,000 members. Finally, if all of this was not enough, he is an angel investor in over 90 startups, including Coinbase, AngelList, Gusto, Okta and many more. and a frequent speaker on startups, growth, and the business of technology.

In Today's Episode with Dharmesh Shah We Discuss:

1.) The Founding of Hubspot:

  • How did Dharmesh's wife help Dharmesh find his co-founder in Brian?
  • What about SMB did both Dharmesh and Brian find a shared passion for?
  • What is the single biggest mistake Dharmesh made in the early days of Hubspot?

2.) The Culture Code:

  • What is Dharmesh's single biggest advice to founders when it comes to culture?
  • What does Dharmesh mean when he says "you have to treat culture like a product"?
  • What does Dharmesh mean when he says he looks for a "low ego to accomplishment ratio"? How does he test for this when hiring new hires?
  • How do the best people approach both responsibility and accountability? How does this show in their work and behaviour?

3.) The 3 Kinds of Risk in Startups:

  • What does Dharmesh believe are the 3 core risks all startups face in the early days?
  • How does Dharmesh advise founders when it comes to "testing for a market"? What is the right way to do customer discovery? What are the biggest mistakes founders make in the discovery process?
  • How does Dharmesh advise founders on when to release their second product? What is the right framework for this decision? Where do so many founders make mistakes here?
  • How does Dharmesh approach market timing risk? What have been his biggest lessons here?

4.) SMB vs Enterprise:

  • Why does Dharmesh believe that SMB is the single best market for founders to choose?
  • What are the single biggest challenges with enterprise? How do the long sales cycles and contracts in enterprise hide both customer satisfaction and prevent product development?
  • What are some of Dharmesh's biggest lessons on pricing? Does Dharmesh agree you should always "raise your prices"?
  • How does Dharmesh advise founders on when is the right time to go into enterprise from SMB?
  • What are the single biggest changes founders need to know when making the move from SMB to enterprise?

5.) Angel Investing 101:

  • What are Dharmesh's rules when it comes to angel investing?
  • What have been some of Dharmesh's biggest lessons from analysing thousands of emails to founders pre-investing? What are the biggest signs in emails of future founder success?
  • Why does Dharmesh not have calls with founders before investing?
  • What are some of the biggest mistakes Dharmesh has made when angel investing?

Items Mentioned in Today's Episode with Dharmesh Shah:

The Hubspot Culture Code

Dharmesh's Favourite Book: Les Miserables