Doug Regner
@DougRegner
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I help early-stage founders find PMF and build a successful go-to-market motion. Operating Partner at @Unusual_VC.
Salt Lake City, UT
Joined November 2009
Always suggest the next step in the process. The answer tells you so much about where you are in the deal.
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Why does it feel like the ecosystem of sales consultants is like college professors?
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Technical founders: Remember BUYERS care about ROI not features. You need the features and functionality to hook the USERS but your framing must change to outcomes to get big deals done.
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After mastering it themselves, founders should delegate sales activities in the following order: 1. Meeting generation > Once youâve proven you can generate meetings within your ICP with messaging that works you can find someone to do it for you. 2. Deal Management > Youâve
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An enigma wrapped in a puzzle ensconced in a labyrinth
The companies that say they are building AI SDRs Are hiring human SDRs To sell their AI SDR product Lesson in there somewhere
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"You're not seriously still talking to prospects IRL and 1:1 genuine personalized outreach for pipeline building instead of relying 100% on AI? "
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As always, the question is WHY? Between Seed and Series A most fail to find true PMF. In this stage founders tend to build product without first making sure there's desperate pain within a very narrow ICP. Building is the most expensive in time and money. What if founders
40% of startups die after a seed. 50% of the remainder die after a Series A. 60% of the remainder die after a Series B. 58% of the remainder die after a Series C. Roughly ~2.5% after the seed are acquired, so not âdeadâ. 0.5-1% go IPO. Startups are hard.
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The data infra layer is the key unlock especially as so many robotics companies struggle with uptime due to slow root cause analysis and general unforeseen anomalies. @roboto_ai is the best in the business at soling this.
Robotics has been VC's favorite way to lose money. ~10 cents returned for $1 invested over the past decade. Hardware is hard, they said. They were right. At our partner offsite, I presented on Physical AI. "This time is different." Famous last words! But converging tailwinds
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Many technical founders fall into the âone more featureâ trap. You start with a few promising customer conversations. Thereâs interest but no purchase order yet. So you keep building: âĄď¸ âIf we just add this integrationâŚâ âĄď¸ âIf we support this new workflowâŚâ âĄď¸ âIf we make
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Robotics has been VC's favorite way to lose money. ~10 cents returned for $1 invested over the past decade. Hardware is hard, they said. They were right. At our partner offsite, I presented on Physical AI. "This time is different." Famous last words! But converging tailwinds
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Turn those early adopters who love the first versions of your product into super evangelists. Do everything possible to make them love your product and company. They will tell everyone they know.
For early-stage startups, viral marketing is often a mistake. The same goes for heavy paid marketing. You might get a lot of views, but not the right ones. What usually happens is that you miss the true early adopters, the people who would actually love your still-in-progress
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Focusing on just one segment with the highest levels of pain is the best place to start selling. Find the early adopters, turn them into evangelical customers, leverage their success stories to find more like them. You can be the platform for everyone later.
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If you want to get into sales and youâre in college try working at your schoolâs alumni fundraising office making calls. Some of the best sales hires had this experience, itâs directly applicable, and usually the best paying job on campus!
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Love this. Phase 0 is so critical. Itâs also very inexpensive vs building but so many founders rush through it.
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Sell, design, build. In that order.
90% of founders overspend on building. 10% overspend on marketing. Main difference? The second group survives.
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Good sales people understand how to decipher between a true YES and NO. They run towards the why not. Makes sure they address concerns head on. Lots of less-seasoned folks (founders, amateurs, hopelessly optimistic) mistake politeness for a YES
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