Revenue Rookies - previously known as Fundraising Radio, is an extension of our efforts to provide early and medium stage startup founders with guidance. Revenue Rookies is focused on covering one of the most complicated parts of the startup journey - gaining traction. This podcast is made for anyone who wants to understand how to make first sales. The struggle from 0 to a 100 sales is one of the greatest startup killers and we'll do our best to prepare you. Sales experts as speakers, the ho ...
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Building early sales team: Pt 2. By Terry Husayn
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34:39
Terry Husayn (Talha), VP of Technical engagement and a member of the founding team at Orum. In this part Terry spoke about the process of building an early stage sales team - from the ground up. Specifically we focused on hiring, training and creating compensation plans for BDRs and SDRs. Some mentions from the episode: Winning an SDR interview, Te…
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Cold Calling done right: Pt1. By Terry Husayn
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44:35
Terry Husayn (Talha), VP of Technical engagement and a member of the founding team at Orum in this episode talks about the following: - intro to cold-calling, who needs to do it and why - testing of the outreach strategy - specifics of outreach Databases of emails/phone numbers: Zoominfo Apollo LeadIQ Lusha Intent based signals tracking can be done…
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Creating drip campaigns and running proof of concept - Territory Planning Pt. 2 with Amjed Aboukhadijeh
40:47
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40:47
Amjed Aboukhadijeh - head of sales at Socket. In this part he takes a deeper dive into the specific strategies included in the territory planning, more specifically - creating drip campaigns and running a POC (Proof Of Concept) that has a much greater success rate. Here is the link to a spreadsheet template that you can use to run your Proof Of Con…
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Territory planning Pt 1. With Amjed Aboukhadijeh
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35:06
Amjed Aboukhadijeh - head of sales at Socket, talks about the importance of territory planning in the sales process. He explains what steps does territory planning consist of and how you should work on each step. This is the first episode of two that we'll have with Amjed - part 2 will be focused on very specific strategies that were mentioned in P…
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Identifying Sales Talent the right way. By Lucas Price
31:25
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31:25
Lucas Price, Founder and CEO at Yardstick in this episode talks about asking the right questions, using structured interviews and scorecards to identify sales talent. Who by Geoff Smart and Randy Street https://a.co/d/fBJf66l A VP of Sales Hiring Scorecard For Startups…Get it Right the First Time https://avenuetalentpartners.com/2021/06/27/vp-sales…
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Selling early - 1st episode of the new season of Fundraising Radio!
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For our long-standing followers asking if we haven't released any new episodes in the past 8 months because we died - no we haven't, still kicking it! This new season of Fundraising Radio will be still catered to our old listeners but this time the focus will be on sales for early stage startups that have nothing to their name. Why? Because with th…
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Equity crowdfunding explained by VP at Community Round Fundraising (WeFunder), Jonny Price
28:57
28:57
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28:57
Jonny Price, VP of Fundraising at Community Round Fundraising (WeFunder) in this episode talks about equity crowdfunding, process that founders need to undergo to have a successful crowd-funded round and more. We've also talked about the major pitfalls in said process and how to prepare for those. Jonny's LinkedIn: https://www.linkedin.com/in/jonny…
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Hiring fundraising advisors. By Hall Martin, TEN Capital Network
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26:48
Hall Martin, Founder and CEO at TEN Capital Network that raised over $900 million for its clients, in this episode talks about hiring fundraising advisors who can connect you to the right capital. We spoke about different regulations around fundraising and of course, about hiring experts for your fundraising round and whether it's worth it or not. …
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Running a company out of Ukraine and preparing to raise. By Alyona Mysko
22:46
22:46
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22:46
Alyona Mysko, CEO & Founder at Fuelfinance in this episode talks about the story of her company and the effects that the war has on it and its future plans. Hint: no giving up in sight and Fuelfinance is preparing to raise soon while expanding! Fuelfinance website - https://fuelfinance.me Support Ukrainian Busines - here Here - how to open in Delaw…
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Building EVERYTHING in-house and raising. By Sharmin Ali
27:02
27:02
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27:02
Sharmin Ali, Founder and CEO of Instoried tells her story of helping others write good stories. In this episode we go in-depth into the reasons why Instoried build all their tech in-house from scratch and how they use it as their competitive advantage to secure funding for the expansion. Sharmin's LinkedIn: https://www.linkedin.com/in/sharmin-ali-5…
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What is a down-round and how to survive one? By Russ Wilcox
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27:34
Russ Wilcox, Partner at PillarVC talks about his experience running startups himself. Throughout his career he raised 10 times and 3 times these were down-rounds. In this episode Russ explains what down-rounds are bad, how they happened to him and how he managed to survive and thrive! Russ' LinkedIn: https://www.linkedin.com/in/russ-wilcox-2005/ Pi…
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20 Years in VC, unlocking growth and supporting startups, by Tae Hea Nahm
29:16
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Tae Hea Nahm, Managing Director and Co-Founder at Storm Ventures in this episode talks about his experience working as an attorney and helping startup founders raise money for their companies, and eventually starting a VC fund of his own. We also spoke about his book "Survival To Thrival", why he wrote it and what was the affect on his fund. Tae's …
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The story of three pivots and growth management. By Koby Conrad from Rupa Health.
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Koby Conrad, Head of Growth at Rupa Health and Founder of Channels of Growth talks about his experience building a company and pivoting 3 times. He also explains what growth management looks like and who should be dealing with that field. Koby's LinkedIn: https://www.linkedin.com/in/kobyconrad/ Subscribe to Channels of Growth here: https://channels…
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Raise through an SPV-syndicated round. What does that mean? Jeremy Neilson from Assure will explain
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33:18
Jeremy Neilson, CEO and Co-Founder of Assure in this episode explains how SPVs work and what they are, how founders can use them to make their rounds easier and what are the expected costs of creating an SPV and syndicating your own round. Assure's site: https://hubs.li/Q015d7j-0 Jeremy's LinkedIn: https://www.linkedin.com/in/jeremyneilson/ Assure'…
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Raising and selling - no bootstrapping, why? By Nick Desai
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Nick Desai - Founder and CEO at HeyRenee in this episode talks about how he started 5 companies and how many of them actually made it. He also explains why he chose to raise money from VCs for all his companies and how that decision affected the business. HeyRenee site: https://www.heyrenee.co/ Nick's LinkedIn: https://www.linkedin.com/in/nickdesai…
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Fundraising for non-profit is easier than for a for-profit company? HOW? Dylan Kendall explains
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52:22
Dylan Kendall - candidate for Los Angeles City Council District in 2022 and a Founder of a for-profit and non-profit in this episode shares her experience of being a founder in Los Angeles. She explains how did it happen that fundraising for a non-profit turned out to be easier than for a for-profit company and how she got into politics. Learn more…
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Can you get fired from your own company? Jeb Banner explains how governing boards work.
37:17
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37:17
Jeb Banner, CEO and Co-Founder of Boardable explains how the governing boards really work and how founders can make sure that they don't get fired from the companies that they have started. He also spoke about the first steps that early stage founders should take to establish the board and explained the legal requirements around the board managemen…
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How to invest in wine and how Vinovest itself raised money. By Anthony Zhang
25:55
25:55
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25:55
Anthony Zhang, Co-founder and CEO at Vinovest talks about how his company helps "regular" people invest in wine - an asset class that was previously only accessible to the wealthy people with free time on their hands. He also spoke about their most recent Series A and how they had to change their business model to close the round successfully. Anth…
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Lawyer free and charge free fundraising tool - Party Round. By Jordi Hays
30:37
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30:37
Jordi Hays, Co-Founder & CEO at Party Round in this episode talks about the legal side of fundraising and how it looks like now VS what it actually should be. We've also discussed the need for actual lawyers in some fundraising rounds and the importance of friends and family round in a life of a startup. Jordi's email for those who want to skip the…
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Build a financial organization in 3 weeks. By Duy Vo at Productfy
22:11
22:11
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22:11
Duy Vo, Founder and CEO at Productfy talks about being a sole founder and yet having great Co-Founders (in a way) who have helped him lead the company to the success instead of selling early on. He also explains how Productfy works and how it can transform any organization into a complex financial organization in a span of a few weeks. Duy Vo's Lin…
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Raising a Series D. By Sid Viswanathan, Co-Founder at Truepill.
25:42
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25:42
Sid Viswanathan Co-Founder & President at Truepill talks about raising a Series D and how it is different from earlier rounds. We've also touched onto the story of how prior to Truepill, Sid founded CardMunch, a business-card scanning app that was acquired by LinkedIn soon after its founding. Sid's LinkedIn: https://www.linkedin.com/in/sidviswanath…
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Finding a co-founder by CEO of Opal
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23:31
Stephen Cobbe, co-founder and CEO at Opal talks about his journey with Opal, ups and downs and how to handle them. He also shares some recommendations on how to find a good co-founder and shares his personal experience in that field along with two great books. Stephen's LinkedIn: https://www.linkedin.com/in/scobbe/ Opal's website: https://opal.dev/…
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Raising $200k through a Twitter post. By Alex Simon with Elude
32:07
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32:07
Alex Simon, CEO Co-Founder of Elude in this episode talks about the new strategies that modern founders can employ while fundraising for their startups. We also spoke about some key things that founders should have on hand before starting to raise and about other things that I forgot to write down. Alex' LinkedIn: https://www.linkedin.com/in/alexns…
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1-month accelerator - how does it work? By Brett Goldstein
26:09
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26:09
Brett Goldstein, Co-Founder at Launch House talks about focusing on the new values instead of pushing old shit through accelerators and how exactly he approaches it. We spoke a lot about how the fundraising field has changed over the past years and why many accelerators are going obsolete with founders needing a better alternative. We also discusse…
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Charity fundraising and non-profits. By Amy Malin from Trueheart
28:06
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28:06
Amy Malin, Co-Founder at Trueheart talks about how by making simple search requests you give money to non-profits instead of monopolistic corporate giants. We spoke about how fundraising for non-profits looks like and how is it different from fundraising for for-profit companies and how should one approach fundraising for such projects. Amy's Linke…
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DocSend - how increasing prices increased conversions. By Russ Heddleston.
30:19
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30:19
Russ Heddleston, Co-Founder and CEO talks about the story of DocSend and how the decision to increase their prices led to an increased conversion rate for their customers and how exactly this magic worked. We've also discussed how DocSend became so essential for the startup founders and how was the product taking shape. In this episode Russ touched…
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Fundraising for an open-source startup, how do you explain it to investors? By Michel Tricot, Airbyte
25:39
25:39
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25:39
Michel Tricot Co-Founder at Airbyte talks about raising capital for an open-source startup. We talked about how Airbyte plans to monetize and how they managed to get into Y-Combinator. We also touched onto the effect that a good background in a relevant field has on your fundraising efforts (spoiler: it makes fundraising too easy) Michel's LinkedIn…
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9 year overnight success - how bootstrapping pays off in long-run. By Bryan Clayton
26:30
26:30
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26:30
Bryan Clayton, CEO and Cofounder at GreenPal talks about how his company outlived dozens of his competitors by NOT raising money from investors. We also discussed the future plans of the company and why their strategy might change and actually include fundraising in some form. But the major focus of the interview is on the reasons to not fundraise …
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You don't want luck-based marketing - Karl Hughes about proper content marketing.
30:40
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30:40
Karl Hughes, Founder and CEO at Draft.dev talks about content marketing, specifically focused on targeting developers. We discussed some strategies that can be applied and budget for good content marketing along with some use-cases. Karl's personal site: https://www.karllhughes.com/ Promotion checklist: https://draft.dev/learn/promotion Low-cost co…
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2X valuation in 4 months - how and why? Kirk Marple about Unstruk Data
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22:27
Kirk Marple, Founder and CEO at Unstruk Data talks about their fundraising round and how they doubled their valuation in less than 4 months. We also spoke about some useful techniques that can help founders fundraise. Kirk's LinkedIn: https://www.linkedin.com/in/kirkmarple/\ Unstruk Data: https://www.unstruk.com/…
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What is post-seed, how is it different from bridge round and is it really bad for founders to "fall out of pattern". By Paul Martino, Bullpen capital.
23:31
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23:31
Paul Martino, founder at Bullpen capital talks about investing in founders who are "falling out of pattern", making post-seed investments and how such investments are different from bridge rounds. We also spoke about how founders should view such post-seed rounds and how to approach them. Paul's LinkedIn: https://www.linkedin.com/in/pauljmartino/ B…
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Gathering feedback to build the company on - the story of Till Financial by Taylor Burton.
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25:19
Taylor Burton, Co-Founder of Till Financial talks about the creation and fundraising of it and how they have gathered analyzed and later presented the feedback to the investors. Taylor also touched onto the major problems that they faced while building the company and some mistakes they've made early on. Taylor's LinkedIn: https://www.linkedin.com/…
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RSUs VS stock options - why do stock options suck so much? Explained by Casey Fenton, founder of Upstock.
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31:57
Casey Fenton, co-founder at the legendary Couchsurfing and currently founder and CEO at Upstock.io talks about what RSUs are and how are they different from standard stock options. We also discussed why exactly Casey hates stock options so much and what is so wrong about them. And of course we talked about Casey's experience with couchsurfing and i…
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Selling complex tech to investors and customers - how Daloopa made it in FinTech. By Thomas Li
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33:11
Thomas Li, Co-Founder and CEO at Daloopa talks about explaining complicated tech in simple terms and selling it to investors and buyers. We also discussed deep tech in greater detail and who are the primary targets for fundraising in these cases. We also touched onto the importance of listening to your customers and how that can directly affect you…
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3Bn fund - Viola, largest VC in Israel, how do they operate and what do they like to invest in? By Omry Ben David
24:06
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24:06
Omry Ben David, General Partner at Viola talks about investing in Israel and Israeli founders all over the globe and why it seems to be working than most other demographics. We also discussed how does Viola Ventures work and why is it spread over 4 funds and how do they cooperate. Omry's LinkedIn: https://www.linkedin.com/in/omry-ben-david-2436371/…
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Does a Stanford degree help while raising money for your company? By Andrew Milich, Skiff
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22:03
Andrew Milich, Co-Founder at Skiff talks about the importance of college education while building a company and raising funding. He also talked about how investors reacted to him as the first time founder and how it affected his fundraising efforts. Andrew's LinkedIn: https://www.linkedin.com/in/amilich/ Skiff's website: https://www.skiff.org/ Skif…
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Educational episode #9: step by step guide to equity crowdfunding. By Christopher Lustrino, KingsCrowd
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14:08
Christopher Lustrino, Founder & CEO at KingsCrowd in this educational episode talks about equity crowdfunding, what are the major pitfalls in it and how to avoid them. He also gave a brief step-by-step guide on raising money through equity crwodfunding and shared some of the knowledge about the process that he gained while raising money for KingsCr…
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Raising 100% of the money online: equity crowdfunding, it's major perks and downsides. By Christopher Lustrino, KingsCrowd.
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25:03
Christopher Lustrino, Founder & CEO at KingsCrowd talks about his experience raising 100% of the funding for his company online. We discussed what are the major pros and cons of equity crowdfunding and how he maneuvered through them. Crhistopher also spoke about the repeat investor and their importance in any type of fundraising process and he expl…
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Acquiring SaaS businesses systematically - how does it work and how do you get there? By Akeel Jabber
20:30
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20:30
Akeel Jabber, Investment director at Horizen Capital talks about rules of growing a SaaS business and later on selling it. He explained how Horizen Capital makes its investment decisions and how a startup founder can get closer to an acquisition. Akeel's podcast - SaaS district: https://horizencapital.com/saas-podcast/ Akeel's LinkedIn: https://www…
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Quitting Facebook to build a startup - story of SwoonMe. By Tanvi Gupta
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26:48
Tanvi Gupta, Founder and CEO at SwoonMe talks about how she left Facebook and stability that it provides in order to build her own company. We also spoke about building a startup in a crowded space (online dating) and how she managed to stand out from the crowd and get her pre-seed round oversubscribed. Tanvi's LinkedIn: https://www.linkedin.com/in…
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2 of 17 investments go for an IPO - how did Hoxton Ventures get to that rate? By Hussein Kanji
34:50
34:50
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34:50
Hussein Kanji, co-founder at Hoxton Ventures who presents himself as an analyst on LinkedIn to avoid spam messages from dozens of founders (I just find it hilarious that those messages go so out of hand, this kind of measures have to be taken so decided to mention it here). We spoke about the way Hoxton got to such a high rate of IPOs per investmen…
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Hybrid fund - what does that mean and how does it work? By Billy Libby
28:10
28:10
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28:10
Billy Libby, Co-Founder & CEO at Upper90 talks about what the term "hybrid fund" implies and how is it different from a "regular" fund. We talked about who should try raising debt and how can a startup separate the part of their business that is safe and raise debt backed by that chunk of their business. We also discussed what kind of companies sho…
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1
300th episode of Fundraising Radio - special edition.
15:12
15:12
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15:12
We got to the 300th episode and decided to celebrate with a bit of extra fun for our listeners. This episode is about the mistakes that were made during the creation of this podcast - it includes the stories of the team and some random bloopers that were removed from the original episodes and saved "for later use" and the day for that "later use" c…
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1
Launching satellites and raising for them - how is space tech fundraising. By Anthony Baker
30:10
30:10
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30:10
Anthony Baker, Founder and CEO at Satellite VU talks about fundraising for his company that is about to launch multiple satellites into space. We spoke about testing out such a complicated idea with low budget and presenting it to investors in order to actually implement the idea. For founders in deep tech space this will be an extremely interestin…
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1
Why investing in Israel and how do Israeli founders expand to the US? By Cynthia Phitoussi
25:02
25:02
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25:02
Cynthia Phitoussi, Co-Founder & Managing Partner SeedIL Ventures talks about investing in Israel and explains the major differences between American and Israeli founders and shares the best qualities of both. We also discussed the major changes in the Israeli startup ecosystem that Cynthia saw over the past 7 years. Cynthia's LinkedIn: https://www.…
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1
Fundraising rules and content generation. Mark Peter Davis
29:31
29:31
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29:31
Mark Peter Davis Managing Partner at Interplay Ventures, podcast host at Innovation with Mark Peter Davis and an author of The Fundraising Rules talks about the fundraising rules, the lessons he learned from being a VC. We also spoke about who should try to create content and in what form this content should be. Mark's LinkedIn: https://www.linkedi…
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1
Indicators of a future growth of a startup. By Duane Good
35:46
35:46
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35:46
Duane Good, Co-founder & President at Tribal Credit talks about some of the indicators of the future growth in companies, red flags that can be spotted in metrics of a company and how Tribal credit raised $43 million. Duane's LinkedIn: https://www.linkedin.com/in/duanegood/ Tribal Credit: https://www.tribal.credit/ Follow Tribal Credit on LinkedIn:…
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1
Joining the accelerator after selling a company. By Dana Loberg
26:40
26:40
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26:40
Dana Loberg, Founder of Leo AR, co-founder of MojiLaLa and previously the co-founder of MovieLaLa that was acquired by Gifycat talks about her story of acquisition and the launch of a new company. We also spoke about who should join the accelerator and does it make sense to join an accelerator if you already ran a startup in the past. Dana's Linked…
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1
Climate tech in Europe and US. By Heidi Lindvall
27:05
27:05
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27:05
Heidi Lindvall, General Partner at Pale Blue Dot talks about investing in ClimateTech startups in Europe and US and about the major differences between startups in the US and Europe. We spoke about some successful exits in climate-tech and how founders get there and much more useful stuff that I forgot to write down in notes. Heidi's LinkedIn: http…
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1
Investing in startups since 1999 and talking about the major changes in the VC space. By Mike Dowdle
27:31
27:31
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27:31
Mike Dowdle, Founding Partner at Circadian Ventures shares his 22+ years of experience in the VC space, explains how it changed in the past decades and how it affects startup founders who are trying to raise. We also discussed the differences between funds, syndicates and solo angels as sources of capital for founders. Mike's LinkedIn: https://www.…
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