Tomasz Tunguz on Tomasz Tunguz

  • Should Your Startup Differentiate On Pricing?

    Startups are innovation machines. They identify market opportunities, develop novel products and go out to change the world. Some companies want to change the world in one dimension: a better...

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  • In Defense of Troublemakers

    In Defense of Troublemakers. I love the title. Who doesn’t want to be a troublemaker? Charlan Nemeth is a professor at Berkeley of Psychology. She’s studied the role of dissent in group...

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  • Answering Readers' Questions about the Free Trial Survey

    After publishing the survey last week, I received many questions. I’ve answered a few here. I’m happy the data has garnered so much interest and I hope it’s helping with our two goals of sharing...

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  • A Common Mistake in Hiring Plans

    As you build out your startup’s financial model for 2019, a key component will be the hiring plan. You’ll need to calculate the number of managers and individual contributors to achieve your...

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  • 1.01^365 = 37.7

    Before we’d leave campus - Christmas vacation or spring break or summer vacation - our rowing coach would tell us, “You’re either getting faster or you’re getting slower. There’s no such thing...

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  • Top 10 Learnings from the Redpoint Free Trial Survey

    Top 10 Learning about Free Trials from Tomasz Tunguz At Saastr yesterday, I presented the top 10 learnings from the Redpoint Free Trial Survey that we distributed in October. The data...

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  • A New Architecture for Next-Generation Software Companies: Announcing Mattermost

    The first wave of SaaS is 20 years old. Today, the SaaS model dominates. But we’re seeing the emergence of a different type of next-generation software company. A new wave of companies that is...

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  • The Two Things You Need From Early Customers that Matter More than Cash

    As you start to go to market, there are two things to prioritize from early customers that matter more than cash. Feedback and marketing rights. The feedback matters for obvious reasons. The...

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  • Sharing the Learnings from the Redpoint Free Trial Survey

    Late last year, my colleague Pat Chase and I announced the Redpoint Free Trial SaaS Survey. Over the course of a few weeks, we received roughly 600 responses from SaaS startups who use these...

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  • What Makes a Great Leader?

    It’s very difficult question to answer. How do you judge a leader? Is it financial success? The loyalty they engender? Their ability to inspire? There are war-time leaders and peace-time leaders....

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  • Infinity Wells and Deep Work

    Over the weekend, the NY Times interviewed a classmate of mine from Dartmouth and fellow oarsman on the freshman crew team, Cal Newport, about his book and his idea, Deep Work. Here’s the crux...

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  • How Many Managers Will You Need This Year?

    Your startup is growing quickly. To hit next year’s target, you may need to hire many people. Where do you start? Bottoms up or top down? Both are viable strategies, but hiring a strong...

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  • How Much ARR Can a CSM Manage?

    How much can a customer success manager manage? I’d heard the wisdom of $1-2M in ARR per year and around 80 accounts. But I hadn’t come across any data. Last summer, Gainsight posted the results...

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  • Serving the People First Enterprise

    Last year, I talked wrote 1% of Salesforce’s Revenue Makes a Unicorn.The post talked about the potential in the SaaS ecosystem for startups to identify underserved customers in existing...

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  • Eugene Wei's Novel Mental Models for Technology

    In the car yesterday, I listened to an interview with Eugene Wei, who described the dynamics of consumer technology as if they were plain as day. It’s rare to hear someone lucidly describe...

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  • Welcome, Travis Bryant!

    I’m thrilled to welcome Travis Bryant as an entrepreneur-in-residence (EIR) to Redpoint. I first heard Travis speak at a technology conference a few years ago. I noticed then that his thinking...

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  • The AI Agency - A Novel GTM for Machine Learning SaaS Startups

    In 2015, I wrote about the trade-off facing vertical SaaS companies. Vertical SaaS companies focus their efforts on a particular group of customers. Procore targets construction with their...

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  • Your Company is a Product Used By Your Employees

    In their book, It Doesn’t Have to Be Crazy at Work, Jason Fried and David Heinemeier Hansson, the founders of 37Signals share how they’ve built and run their very successful company Basecamp....

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  • Why Share Repurchases Create Large Opportunity Costs for Early Stage Startups

    In the public stock market, share repurchases/buybacks have reached more than $1 trillion in 2018, a historic high. As the amount of private capital increases, share repurchases in startups are...

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  • Series A SaaS Startup Benchmarks for 2018

    How far along was the typical SaaS Series A in 2018? The median business was at $1.8M in ARR and growing at 250%. The chart below shows a representative sample of SaaS Series As’ ARR and projected...

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