Perspectives

The One Thing Software Can't Eat

February 4, 2020

future software driven human brilliance AI back seat beginning last decade Marc Andreessen declared eating world predicted companies poised take large swathes economy correct took storm enabled efficient workplace allowed enterprises scale rapid pace new generation cloud-based spun era now largest influential Andreessen's famous statement nearly ago accurately captured digital transformation almost every industry seen However years starting see course corrections eye-watering valuations growth-at-all-costs mentality become increasingly clear eat people kick year time evaluate long-term impact rapidly building fierce competition leverage machine learning artificial intelligence technology bigger better faster reprogrammed humans Businesses focused careful degrade talents remove equation entirely blame company collective effort grow far often Borg groupthink takes insatiable appetite keep growing sometimes expense right Uber Amazon message fast thought strong business models core vision automate role across respective industries doors blown open relied treating workers poorly denying fair wages hours dignity skills temporary solution order harvest data needed fully roles pushed start fighting blowback everything software-ified Paying price Investors attracted ability opposed labor-intensive require effectively recent so-called software-based labor cores went wrong grew care worked fine excited opportunities brought Private funders pumped money support aspects disrupters apparent never intended employees anything cog harvester shakeout seeing shed light issues poor culture mistreatment come realize Driving complex activity taken anytime soon fact auto tech experts predict least 12+ acted behalf figured self-driving widely known treats drivers crap caused tangible consequences hit public market 120 billion valuation target continued dip half situation likely worse plan autonomous vehicles relieve Another hard lesson though bricks biology implosion WeWork self-proclaimed operated pretense removed capital intensive process buying managing buildings via Perhaps visionary reality physical spaces change cost structures hood WeWork's model cogs creating disruptive experience Humanity strikes defy gravity amazing able disrupt certain beings work rewritten code Software's limit accelerate minds tuned algorithms simply different curve avoid capabilities using help identify stop signs pedestrians carrying bikes without making Forcing serve around cause thrown boat revolt California attempted fix part issue AB-5 bill reclassify on-demand workforce Lyft leveraged independent contractors benefit full-time benefits controversy shows happens ignore needs reason presidential campaign Andrew Yang exceeded expectations Research reports surveys paint scary picture automation displacing potentially line fire Yang's proposal universal basic income sure allows feast faced repercussions pushes efficiency fault shortage whistleblowers unacceptable working conditions warehouses shipping departments deaths third parties attempting meet unreasonable demands Several York Times reported rejects popular management bromides corporations pay lip service conducting little-known experiment push white-collar redrawing boundaries acceptable Unfortunately escaped culpability targeted single unified set built backs hundreds thousands diverse smaller players divided conquered immense size mostly stayed protected outside intervention together accept fate becoming ways coexist use evolve Emergence believe power Coaching Networks breed builds unlock full potential consuming exemplifies collaboration Textio AI-augmented writing platform crutch writers calls upon multitude shared network discovers patterns suggestions lets user refine Chorus.ai example acts on-the-job coach case verbal communications integrates infrastructure Zoom adding layer conversational Chorus trying replace learns unique habits voice-based shares others learn Retail Zipline bridges gap helping retailers maximize context-aware improve in-store cases center value type harvesting users behaviors find instead designed gather constantly-evolving share create continuous loop leave conversation bleak dangerous fundamental elements make judgments based context empathy values thrive tap creativity solve challenges critical thinking depicted fictional futuristic plotlines threatened reduced automatons fight tries it'll bitten chew

Why Every CEO Needs a Coach

January 28, 2020

Lessons Silicon Valley Coach Matt Mochary CEO Reddit Steve Huffman Almost every serious athlete often several skill mastery cross-training nutrition norm Oscar-winning actors hire acting coaches set taken long business leaders board executive coaching previously reserved top slice elite CEOs global facing challenges now public figures raising awareness importance self care mental health struggles find balance work home life idea working professional become widely accepted accessible people getting since 2015 industry spiked 2.356 billion 15 2019 team Emergence seen incredible success various leadership years something highly recommend founders entrepreneurs stage Navigating daily starting growing company taxing mentally physically neutral party talk help instill exercises used handle situations create night day difference someone significant impact rest culture starts part Summit invited well-respected sought-after author speak audience ways approach experiences Valley's successful executives brought client turned-good-friend Founder share first-hand experience going Matt's program impacted entire Read Q&A highlights full session video available operator led eventually selling Totality 2003 always thinking done differently perhaps build better though financially complete mess organizationally Andy Grove's book High Output Management another extremely interested concept helping others produce remember mentioning crop new make Combinator looking agreed turned fun effective kept biggest misconception point think nothing left learn wrong necessarily option somebody knows closest bring externally show Sometimes see forgetting seeking helped type want problems adaptable flexible enough actually listen solution watch assumes problem already gives quite tailored said found works best active able teach solve tactical give living teaches processes started together process relationship mechanics evolved framed manager manage boss advise managing immediate less stressed saw productivity use tactics person trickle-down effect powerful whole know taught lesson evaluate meetings binary conversation meeting energy went employees friends leaving learned anything levels low dreading first sign true clarity forward value time change assess sessions making positive framework mentioned continuously ask feeling energized right creating reason continue waste anyone's valuable walk issue worked Sure lots great examples sticks mind dealing employee loved tension horribly role played disaster pretend firing uncomfortable sued cursed embarrassing end unlocked types tough conversations framing usually go moments hard painful self-fulfilling prophecy come smell fear mirror body language pheromones agitated second aspect reframing call spade common theme comes anyone certain attachments perform causes cycle offend wreak havoc thus stuck death spiral fundamental bases terrible advice generally historically important purpose rattlesnake creates sense caution keep alive modern world translates one's ego bruised tried feedback gone terribly easy practice play

Lessons From a Resilient CEO

January 15, 2020

build stronger company killing multimillion-dollar product Several years ago shortly raising new capital SalesLoft CEO Kyle Porter opened inbox find stern message executives global professional networking email become first nail coffin company's flagship built launch 3 prior already bringing 7 million annually day beginning series tough conversations ultimately led toughest decisions face kill top-performing put fast-growth ice SalesLoft's Prospector freemium Chrome extension allowed customers accurate target list prospects matter moments using third party data addition features sales team hitting pavement started taking quickly map defacto platform generating substantial revenue young startup ran problems worldview sellers loved buyers serve said buying software spam blasting contacts vision used grossly misaligned received warned okay came bit blow time uncomfortable trying control CEOs battle mentality wanted fight saw affirmation stewing integrity provided annual recurring business leaders decided cancel lead remember walking airport terminal called tell decision raised millions funding investor Kyle's biggest cheerleaders trusted making best ups downs along incredible watch navigate unknown waters steered whole direction early companies forced make significant pivot variable factors risk rare see come side Today leading engagement powers thousands teams deliver experience help grow Achieving original mission recently 600M valuation 450 employees voted 1 Places Work Atlanta second year row Whenever talking entrepreneurs investors dealing changes whether product-related organizational branding cultural always back lessons learned supporting hosted Emergence Summit knew bring learnings audience full session video available read tips building Rally troops upfront affect role show future Getting executive leadership immediate reports board incredibly important get-go keep passionate motivated shift impact bottom line eight pulled aside essentially know working easy sell well-known priced nicely now need ask selling complicated understand bugs rewarded long term reps accepted challenge went number model rest 2 vulnerable transparent reasons excellent partner firm eye leader stands main total trust faith shut lays vital success entering relationship talk connect person advice founders open want achieve align journey outcome trenches together disagreed fundamentals end it'd harder Create principles guide every action ever good people job setting re-build created Corporate Charter use foundation aspects outlines core values strategies metrics developed interviewing input partners order viewed condensed one-page chart bedrock entire informing behave look candidates promote reprimand praise initiative significantly increased employee awareness solidified shared identity encourages businesses vehicle change lives thought great environment others learn kind enough allow share pared-down version act template entrepreneur interested following suit 4 Let drive hiring hard often left interview without guidance equipped understanding hire based found Value 10+ associated questions trained assess answers wants process two-way dialogue ensures qualified set take anyway inevitably misalignment level seen proof winning stay 5 Communication Keeping starts days sent mentors Sunday outlined team's goals achieved customer stories running personal element book quote anecdote inspired week seven missed showing investment updating consistent key excited headed next 6 go far fast going teleport upstream expand remind needed focus rebuilding right meant turn opportunities pursue big-name forewarns exciting land huge ready sinking Thankfully place able re-engage reasonable aggressive healthier profitable initial warning favorite ordeal healthy committed focused strong failure cocktail Execs doghouse penthouse

Our Success is the Result of Your Success

December 19, 2019

Emergence CEO Awards 2019 Josh Reeves Gusto Eric Yuan Zoom early stages company year mean head new Team takes time reflect honor celebrate CEOs amazing achievements past 12 months growing portfolio incredible companies led people truly appreciate every member person contributes daily successes milestones life moments tradition select receive annual Rising recipients unusually distinguished throughout made lasting impression Award Jason Green proud present Founder first meeting knew big vision dedication drive conviction make happen Today less 4 years later hitting major strides grown 200x now 1 000 employees 100 customers 200 million latest round financing resources sights set fulfilling memories stands back 2013 met group hike became engrossed conversation ahead pack missed turnoff dismay idea anymore sun starting Hours trail guide finally tracked 1989 Mazda Miata seats piled high junk Anxious home climbed top trunk hung dear sped forest retrospect fitting metaphor trust commitment required investors ambitious entrepreneurs Laughing together clutching another white-knuckling old realized someone wanted take leap faith getting part journey seen three core values play across areas business believe critical shaping industry-leading disruptor Obsessed Customer Success build help workers small businesses better alleviate cumbersome processes payroll HR focus energy knows importance building delighted base bounds drove country van meet boast maintains Net Promoter Score 70+ counting Culture built intention inside shy talk approach believes holding traditions infuse early-stage cultural foundations practices scale Shoes policy refer Watermelon Interview Furthermore Josh's thoughtful allowed maintain relationship founding attract top-tier talent Aim strong millions approached step along needed next always keeping eye goal focusing execution remarkable watch accomplished last six incredibly excited support continue know BIGGER store Santi Subotovsky partners entire community celebrated exceptional April debuted public market third day CNBC reported become valuable tech go 17.7B cap Flash forward December hit 18.8B financial data means huge importantly ways obvious story startup ran demos jerry-rigged camera cardboard mini-fridge However meticulous executing right without taking shortcuts optimize short term wins detriment long happiness winning credentials brands bringing motivated individuals diverse backgrounds rapidly foundation never looked typical over-experienced shared passion delivering Read Unconventional wisdom chose road taken overnight since partnership consistently voted best place work highest-rated workplace happiest found fashioned obsession constituent hard happier honored recognize congratulate embody focuses strives important partner run Congratulations achieved extremely decade holds Thank teams everyone supported result wait come

Don’t Try to be the CEO You Think You Should Be

December 16, 2019

outside Peter Gassner seems natural CEO starting career top executive software giants IBM Salesforce went found Veeva Systems pioneering cloud platform medical life sciences industry achieved incredible success handful SaaS companies break 1 Billion revenue 3 000 employees publicly-traded stock quintupled value past three years market cap 20 million capital used never plan let go stereotypes realized something Emergence proud investor since inception honored able watch support journey team planning content Summit knew immediately unique perspective role help entrepreneurs carve path Read highlights five takeaways conversation full session Define means kid know father small business owner grow thinking day run exposure bigger stratified management structures entered corporate world young adult finally understood exactly Chief Officer entailed convinced worked saw CEOs thought want said However started naturally became figured temporary startups fail actually failure likely outcome odds beginning function head product succeeds someone else take 2 Ignore shoulds certainly time surprised becoming comfortable good great preconceptions focus personal strengths realize make job look outlining stereotypical Travel Less spend traveling far standard Instead send others trust suitable find tools participate remotely say yes every event dinner meeting feel schmoozing part events dinners thoughtful attends reserves energy high-value big-impact Save Saying constantly drained tasks fit Consequently put toward projects addition performing various operational duties says particular always holds sacred Culture Veeva's values believe deeply Vision deciding markets intuition next working enabled happier person work turn makes healthier company think happy overall contribute better right people frustrated 4 30-70 rule made number moves see risky tech high stakes space big risk starters important mistake risks recklessness thinks deliberate mathematically specific balance looks strike rewards decisions either 30 chance 70 Perhaps contradiction options seem 90 exist certainty usually reward kinds hand emotionally invested 10 gambling actively seek mix percenters 5 Hone notes comes luck develop pay enough attention Activity creates prepare involved Talking customers trying weeds making uses gut instinct practical checklists starts listening checks sheet pros cons stacks continues mapping days concrete steps anything questions puts stop operation waits gets another process believes honed correctly secret weapon sets apart competitors purely data-driven Anybody try decision looking data adding numbers arbitrage correct super valuable afraid

Bill.com: Lessons from the Road to Wall Street

December 16, 2019

Last week best experiences venture capitalist CEO portfolio companies rang bell New York Stock Exchange truly gratifying experience Ren Lacerte Founder Bill.com longtime friend confidante watched transform past 12 years scrappy entrepreneur skilled leader ready pilot public company job description changes dramatically long trajectory growth success people able change grow pace Every bring different strengths blindspots challenge journey observed vantage point board member personal provide insights useful founders seek become market CEOs Brief History met wedding wife Joyce college husband first time founded PayCycle Emergence invest followed Eventually bought Intuit big win approached bigger idea described challenges faced managing cash small business lifeblood businesses watch daily basis sometimes holding checks waiting important customer payment paying early terms 2006 consumers already bills online using paper invoices cumbersome expensive largest source fraud knew rely banks software platform needed manage payments associated documents providing bank-level control security Silicon Valley Fun Fact company's name CashView Marc Benioff wanted join financing offered sell domain rest seems yesterday started house Palo Alto Engineering worked living room converted bedroom upstairs vision wavered 13 today transfers 6 billion per month 70 annual rate behalf 80 000 customers details found S-1 monthly thirteen talked almost hire partnership potential termination disagreement among management team raising kids family milestones loss loved ones marvel close overcame various transforming manager industry Growing style grew observations lessons everyone learn Listening successful leaders listen information refine understanding clear focus great tweak hone strategies based treats someone knows curious learned SaaS pricing channel freemium virality option refresh plans wicked smart know everything Leadership never seen startup single person deserves credit home-run something common well-balanced complete executive tell saying expert role inspires confidence ask guarantee without make IPO Oh means convince work motivate align bottleneck Despite pretty advice held roles addition CFO Director Sales Head Development HR impossible scale hired process gotten better finely-tuned talented diverse high-performing hard achieve requires real doer invested now full-time thoroughbreds Healthy Culture shared book maintaining youth vitality age called Younger Next Year embraced philosophy exercise sets positive example entire takes run day often meetings bike ride coincidence executives weight training Going marathon sprint fit sharp minds endurance score teams tired fan celebrate fitness health convinced competitive advantage Coaching Caring demanding challenging goals cares deeply individual rockstar spends one-on-one thinks coach raise game Bar demands grown accomplished sights higher understands goal-setting key maximizing human achievement clearly defined goal achievable helps stretch maximum touch side good times bad decades birthday parties luaus weddings award ceremonies party-planner victories generally includes afraid show emotions miss wrong reasons explained wants upset powerful tool lose explain later honored part chapter story partner entrepreneurs determination world works salute embark Thank

The Secrets of Zoom's Success

November 22, 2019

Unconventional wisdom CEO first glance seem Eric Yuan typical Silicon Valley startup origin story seasoned leader spun Eric's deeper background includes challenges vision nay-sayers Despite believed product building together team earliest supporters built Zoom Now powerhouse business communications runs eight billion meeting minutes every month ask companies based answer Earlier Emergence hosted ever Summit day focused providing early-stage entrepreneurs advice people shoes privilege host Q&A discuss approach experiences overcoming adversity decision take incumbents customer-by-customer appeared crowded market unique ability identify talent 1 Always learning arrived home country China 1997 joining WebEx company's engineers time attracted Valley's reputation entrepreneurial hub 20 years later inspired area's energy seen geographical region comes close innovation said knew start company worked engineer paid attention departments spent sales marketing support Mentally wanted fully prepared 2 Focus customers VCs started talked none invest told video conferencing already dominated existing vendors let investors opinions stop kept looking everything perspective matter solution using GoToMeeting others liked service realized build something actually deliver happiness customer create little bit better solutions chance survive compared experience starting restaurant food delicious prices good hands restaurants exist 3 Prove naysayers wrong recounted particular VC competitors investor went great detail outlining reasons successful listening made feel terrible soon felt stronger conviction back office changed screensaver three big words 4 Hit right rhythm certain B2B according several heads-down side Zoom's four perfecting ready repeat shift culture sales-driven assume works automatically case go-to-market going problems 5 Hire smart different firm believer following conventional everybody working across large enterprises took winning Foregoing leaders sought passionate driven individuals eager learn grow bring fresh careful avoid overly experienced push agenda solely philosophy strong sense self-learning self-motivation Often someone know join small likely tell done hard look eyes work ground rather want along 6 Ignore titles remarkably flat management structure today public 200 employees VP SVP director senior levels serves slow says speed hiring skeptical preoccupied title think decoration interviewing care usually else say truly believe future part value 7 Fire fast oft-repeated piece ecosystem taken opposite slowly wants foster security loyalty investing see family short-term performance excellent performers Someday lose everyone's trust cases issues integrity discrimination harassment related protocol followed go make sure strict process 8 everywhere new opportunities continues set fact cost living high world tool need distributed teams Invision Zapier GitLab remote single physical shortage opportunity founders next enterprise software area particularly ripe disruption HR terms recruiting messy tools example tells prospective lots research put markets space worry whether owned talk key Final thoughts Speaking highlight incredible conversations proud call partner friend help iconic session exactly hopefully inspire

The Emergence Secret Playbook

November 15, 2019

Open Source Tools Templates Enterprise Entrepreneurs Emergence invest people change world works Fortunately partner successful fundraising capital need achieve missions fact across Emergence's last three funds startups raised 2.1 billion 58 rounds financing following initial investment course take full credit amazing track record Ultimately founders teams work hard every day build iconic companies team proud support portfolio core areas help years created set prepare execute close process call Secret Playbook Today making little less sharing philosophy sourcing leverage Introducing CRM software save time create target investor lists centralized place tool called longtime investors industry know community inside detailed directory active sizes VCs individual sortable stage size focus geography keep simple hosted straightforward Google Doc use Drive simply link click File select Make Copy find additional directions first page Sheet Please continue improve resource adding new providing feedback 1 Perfect Pitch Deck list polish perfection importance overstated perhaps single important touchpoint potential impression give product started incorporating tips decks template creating Series made Slides format clicking 2 Frame Data Supporting art science want charts graphs tell compelling story rather dump raw hands basic see download Excel version start building 3 Sail Diligence navigate smoothly put together kit several different VC Request Covers items firm begin Reference Ready fill collaborate conducting checks Legal Financial Outlines business information provide phase 4 Contribute Share scale startup necessary evil hyper-growth 15 helped 100s perfected reach better contributing suggestions questions email directly joe emcap.com tweet thejoefloyd helpful network Thank

AI’s Latest Victim: The Per-Seat Pricing Model

November 5, 2019

Pricing important under-discussed element software industry past tech founders away giving short shrift mantra best product ultimately win age AI-enabled linked fundamentally impacts usage quality Therefore models limit predominant per seat month structure thus companies first time 20 years compelling argument make changing SaaS priced selling examine new since AI currently best-funded technology far soon number vendors Needs Die Traditionally functionality changed Features whether users take advantage CRM sprout bells whistles employees log static user customer incurs costs every licensed hand dynamic learns data point fed main source information makes better charge inherently disincentivizes Instead design maximize value hinders AI-based products capturing create promises people businesses efficient transforming aspect enterprise personalization seen tailored specific able command significant premium relative generic competitors example Salesforce offers horizontal must serve Fortune 100s SMBs across Veeva provides optimized life sciences vertical commands subscription price multiples higher large part pharma user's end individual context Relying per-seat gives buyer easy comparison universalizable immediately puts vendor defensive Moving allows avoid apples comparisons sell unique merits education required move model winners era use discussions understand customers cause cannibalize Probably upsell lever used tying growth grow logic goes contract presumably driving However effective workers significantly counts need linearly company tethering expansion harder Indeed result world success entail contraction key ideas keep top mind thinking 1 Start using ROI analysis figure place land Check primer approach Work quantify delivers dimensions good rule thumb capture 10-30 actually increase dataset improves calculate gets initial scale deployment within beginning worth recalculating year potentially adjusting Tracking consumer metrics DAU MAU becomes absolutely critical arguably core driver determine mechanism directly created lots confusion anxiety comes settle year-end issues establishing causality sets unnecessarily antagonistic level-setting tool mechanisms arrive Identify usage-agnostic metric grows volume-based meaningfully measurably value-derived 2 disincentivize practice discriminate axis volume set basis second framework applies trick find restrict Specifically Textio augmented writing service helps recruiters fill open roles faster tied hires plans unlimited encourages deploy recruiter hiring manager hire turn collection denominator e.g person hired case buckets falls reasonable range bucket n+1 000 granular increments Layer feature-based ideally positioned mitigate potential 3 improve already ingesting customer's historical upon onboarding ensure recommendations breakout future ways share insights towards jumpstarting networks strategic discounting early build proprietary offered opportunity participate Exchange program entailed discounted benefit broader network discounts longer necessary Real estate another built CompStak Crexi brokers credits submit system creating virtuous flywheel commercial note order trust underpin clear policies metadata shared invest heavily bulletproof infosec practices succeed amongst strongest competitive moats call Coaching continues commoditize dictate exactly urge experiment Regardless believe successful players hop ship sinks

Our Continued Support for Crunchbase

October 31, 2019

New funding support growth product updates Congratulations Jager McConnell entire Crunchbase Team close latest round 30M Series investment Emergence Mayfield Cowboy Ventures Verizon newest partner OMERS last 12 years become go-to destination company research global scale 2015 company's potential caught attention shortly led 7M spin-out TechCrunch AOL independent CEO continued gain momentum market service announcement today seasoned Salesforce executive said financing accelerate Crunchbase's ability power B2B deal-making head 2020 gearing launch look customized experiences updated API plans double headcount visit career page learn make significant investments data acquisition international expansion excited continue partnership proud relentless pursuit improve experience provide richer grow user base along revenue Among recent milestones 55 million annual users globally accessing 3.9 billion set acquired community partners automated processes 4 000 partnerships syndication deals teams Yahoo Finance LinkedIn Business Insider Amazon Alexa 1.6 calls enterprise about.crunchbase.com follow