Business Analysis

Jun 24 2020

B2B Sales Amid COVID: Building from the Bottom Up

The past months have changed the way we live, work, and play. Companies of all sizes, including those in Origin Ventures’ portfolio, are re-assessing their internal processes. The focus on capital efficiency shifts the focus from rapid sales growth to sustainable sales. Now is a good time to redesign go-to-market strategy in the increasingly competitive SaaS market. Shake up the sales team, focus on customer personas, redefine territories, or build ...
Apr 30 2020

Revenue Elasticity of Burn – Learnings from a Crisis

Startups are adjusting “burn,” or the net amount of spending in a given month, as they stare down the COVID-19 crisis, and they may want to reflect on what the marginal spending they are now cutting was achieving. A high-growth, strong LTV:CAC, fast payback startup can mask lots of inefficient spend. This crisis is exposing some of that existing bloat as companies are adjusting burn in real-time. “Wait, we didn’t ...
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