Dan Chapman (@thatdanchapman) 's Twitter Profile
Dan Chapman

@thatdanchapman

backing exceptional technical founders / 2x exits as an operator / GTM advisor & angel investor in Seed+A B2B SaaS / OIF vet

ID: 412750551

linkhttp://danchapman.com calendar_today15-11-2011 02:57:17

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Love the ICONIQ reports. One warning for those using metrics at early stage (<$20M): break out gross retention by customer-since cohort. Why? Even with PMF, early customers (often who bought at steep discounts or were not-quite-ICP fit) who make up the first $1-2M in

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15 is often misunderstood by AEs. Risk asymmetry is huge in enterprise sales. You are betting a commission check on the deal getting done. Your buyer is betting their internal political capital, -maybe even their career- on this.

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Large companies are often the hardest to sell to, most risk averse, etc. If you CAN sell in enterprise it’s great signal and you should do it. Every VC wants this to be true of their portcos and maybe this is why they push you to try. But just because enterprise isn’t buying