As an advisor to early stage startups with a strong focus on financials, I have witnessed the transformative potential of a KTLO (Keep The Lights On) budget, particularly in times of economic downturn.

Throughout my career, I have led operations teams for high-growth tech startups, overseeing the crucial roles that often fell outside the purview of the CMO, CFO, CTO, CEO, and other executives.

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As an investor and advisor to numerous startups, I'm often asked about the key to selecting successful ventures, especially in a world where pandemics and economic recessions are no longer abstract threats, but tangible realities.

My response is simple: "Observe the spending patterns that persist despite the fluctuations in the economy. Where does the necessity lie?"

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In our volatile world, startups are like celestial bodies in a vast cosmos - they have the potential to captivate, inspire, and ultimately transform our lives.

But how do they achieve such gravitational pull, even during an economic downturn? The answer is simple yet profound: by challenging the status quo and creating something unprecedented.

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As a seasoned advisor in the dynamic realm of startup growth, I've had the privilege of witnessing the evolutionary shifts in business and technology operations – once simply referred to as IT. These experiences have furnished me with a unique understanding of change economics within organizations, as well as a panoramic view of consumer and buyer markets at large.

At the heart of these insights is a simple yet profound truth: every commercial exchange is conceived by humans, for humans.

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In the bustling world of startup ventures, the unfortunate reality is that many organizations still operate in silos.

"That's a You problem. My job is to get the deals closed," once said the Head of International Sales of a $30M SaaS venture-backed company back in 2012.

A CTO of the same company, then valued at $80M, echoed a similar sentiment in 2015, "You worry about your department and I will worry about mine."

These compartmentalized perspectives, however, often spell disaster for startups.

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In the ever-evolving landscape of startup growth, a new concept has emerged that challenges the traditional notion of Assets Under Management (AUM).

While AUM has long been associated with the investment world, it is time to redefine its meaning in the context of entrepreneurial success.

What has become abundantly clear is that the true drivers of return and value are not the funds themselves, but rather the audiences they enable businesses to access and monetize. These audiences are the lifeblood of successful enterprises, and they hold immense potential for growth and profitability.

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The ability to scale a business is inextricably linked with your capacity to scale yourself. This is a fundamental principle that every entrepreneur must grasp.

The concept of scaling isn't just limited to how many products you can produce or how many services you can deliver; it also applies to personal growth and the ability to adapt and handle more complex tasks and responsibilities.

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As a seasoned advisor for early-stage companies, I've witnessed firsthand the critical role financial planning and budgeting plays in driving the trajectory of a startup.

However, in 2023, budgeting has evolved beyond mere financial stewardship. It is now a foundational component of your go-to-market (GTM) strategy that simultaneously serves as a barometer for business performance and a guardrail for strategic priorities.

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Have you taken the time to define your startup's PV2?

This pertains to your venture's Purpose, Vision, and Values.

Yes, I can almost hear the sighs across the digital sphere, but I assure you, it's not as taxing as it might initially seem.

Consider this a friendly nudge at the end of the week to evaluate how your startup is spending its most precious resource - time - and the underlying motives driving every action.

Let's simplify it with these straightforward questions. I'll share my own answers to provide some context.

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"Alright, explain this to me again like I'm a 2-year-old," a quote that has resonated with me for nearly three decades. It takes me back to the year 1993 when the movie Philadelphia hit the screens, leaving a profound impact on my understanding of AIDS, homosexuality, and the driving forces behind our decision-making.

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Can you engineer market value and design your growth in valuation? Absolutely! Your unit economics play a crucial role from the moment your investors come on board.

In fact, future investors, such as post-Seed series investors, potential M&A opportunities, and retail and institutional investors during an IPO, heavily consider these economics when evaluating your worth.

Just take a look at various industries like cannabis, crypto, SaaS, e-commerce, telehealth, co-working spaces, and ride-hailing — when the market fluctuates, it's scalable, profitable unit economics that ultimately win the game.

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There's something almost magical about a well-executed sales pitch. It's that moment when your prospect, totally engrossed in what you're offering, simply nods and says, "It’s kinda a no-brainer. Let’s do it." This type of commitment isn't stumbled upon by chance, but rather, it's the result of careful engineering of your sales presentation to strike right at the heart of your customer's problem.

The secret to this? A concept I like to call your Captivated Audience.

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Sales. The lifeblood of any business, particularly for startups striving to establish a foothold in their respective markets.

Yet, achieving consistent and robust sales can often prove elusive, even when armed with a captivating product that effectively solves a problem.

Often, it is the internal processes and sales approaches that hinder a startup's growth potential.

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Entrepreneurs, dreamers, change-makers - founders by any other name. The business world teems with these extraordinary individuals who are driven by purpose, intent on solving problems, and on a quest to reshape their respective industries. However, a subtle divergence exists in this purpose-driven mindset that can make or break a startup's trajectory, and that's where many stumble.

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This article argues that deep focus on the customer and their problem is the key to achieving excellence and success. By truly understanding the customer's journey and their needs, businesses can build meaningful solutions that deliver value and drive growth. We explore the importance of customer-centricity, the pitfalls of trying to solve multiple problems, and the significance of a well-executed go-to-market strategy.

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As an aspiring entrepreneur in the early stages of my career, I held investors and high-level decision-makers in awe. They seemed like vaulted individuals, almost like royalty, wielding power that could significantly impact the lives of many, including my own.

But as I gained more experience and knowledge, I realized that my perception was flawed. Investors, executives, and other key players weren't all-knowing and invincible as I once believed. They were still navigating the complexities of the business world, just like the rest of us.

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In September 2013, I took a moment to capture an image of our brand new offices - the latest symbol of our growth at Vision Critical. As I took in the sleek, modern surroundings, I reflected on how far we'd come since I first joined the company in mid-2009.

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As a CEO or a member of a high-growth startup, you wear multiple hats and shoulder various responsibilities.

However, as your company expands and more team members come on board, it becomes crucial to distribute these responsibilities effectively.

In this article, we'll explore the concept of scaling yourself and provide a practical method, known as L.E.A.D., to help you identify tasks that can be delegated, eliminated, or automated. By implementing these strategies, you can focus on high-value activities and propel your startup towards success.

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Is it possible to create a thriving business solely through the power of influencer marketing? That's the question we set out to crack when we embarked on the adventure of building our first venture with a 3PL partner - a vibrant e-commerce brand, rooted in plant power and dedicated to the wellness of women aged 25-55.

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