To AI or Not AI? That is the Question

Steve LudwigHiring ChallengesLeave a Comment

The letters Ai representing Artificial Intelligence.

The world is impersonal enough, we don’t want some algorithm to reject a resumé because HR was too busy to look at your unique set of experiences and background. Techniques such as scanning for keywords or, worse, employment gaps and arbitrarily excluding candidates based on those gaps can lead to employers missing out on great candidates and is potentially discriminatory. … Read More

Founder Seeks Pathfinder for Mutually Beneficial Relationship

Rob BakerPathfinder SalesLeave a Comment

picture of two jigsaw pieces

B2B tech founders will find they are best served by considering their all-important first Sales hire, The Pathfinder, as a ‘Comrade-in-Arms’ rather than a pure Sales functionary. According to Merriam-Webster, a business centric definition of a ‘comrade-in-arms’ is “a person one worked together with to achieve something”. Those few words perfectly encapsulate how B2B tech founders should shift their mindset to … Read More

The Great Layoff

Neil HartleyHiring ChallengesLeave a Comment

person packing their possessions in a box when laid off

Last week we highlighted how B2B tech founders can deal with the Great Resignation. This week we’re taking a look at the Great Layoff and what that means for our B2B tech founder. While the Great Resignation requires a degree of thoughtfulness in terms of how to compete given that dynamic, the Great Layoff presents opportunity albeit with a note … Read More

The Great Resignation…

Neil HartleyHiring ChallengesLeave a Comment

this must be the place

…or as Gary Vaynerchuk said, “what about the great ‘not even applying in the first place’?” The seeds of the “great resignation” go back several years and it was Texas A&M’s Anthony Klotz who gave it a name back in 2019. A 2021 Microsoft survey of over 30,000 workers showed 41% were considering quitting their job with that number rising … Read More

The Right Five – Overview and Demo

Neil HartleyPathfinder SalesLeave a Comment

The Right Five Overview and Demo

Overview and Demo Video:- Transcript:- Many B2B tech founders struggle to successfully make their first sales hire. This is largely because of a mismatch between what they think they need and what they actually need to get them from startup to scale-up. As an example, founders often lean towards salespeople with the best rolodex, or who are the most extroverted, … Read More

The Right Five Journey (part 6)

Neil HartleyValue Creation JourneyLeave a Comment

a road disappearing into the distance

Regular readers will recall that our product development was outsourced to a Ukrainian firm called Go Wombat. We started the design phase of the project in December 2021 and moved into the development phase at the beginning of February. The goal was to complete the project by end of March, 2022. Then the invasion of Ukraine happened (something we’ve covered … Read More

The Right Five and the Candidate

Neil HartleyPathfinder SalesLeave a Comment

Candidate Benefits and Data Privacy

If you’re a candidate and have been asked to take The Right Five Pathfinder assessment you may be wondering what it’s all about, what’s in it for you and what we do with your data. Let’s spend a moment talking about one of the major challenges faced by B2B tech startups – getting their first Sales hire right. Most founders … Read More

Simple Startup Math

Neil HartleyValue Creation JourneyLeave a Comment

a pen and mathematical equations

My thanks to ex-colleague Greg Head for highlighting the often missing simple startup math in startup investor pre-pitches. He’s highlighting companies that are (generally) pre-revenue but who are articulating making it big without a supporting plan. On the valuation curve, he’s talking about businesses effectively at time zero and asking the questions: How are you going to get your first … Read More

How Much Per Lead!?

Neil HartleyHiring ChallengesLeave a Comment

image of different bank notes

If you’re a B2B tech founder with previous marketing experience then you’ll be well aware of the costs associated with creating awareness in your business and turning that awareness into leads.  It’s certainly not unusual for a steady-state cost per lead to be north of $50 and significantly more in highly competitive sectors. And that’s steady-state. Figuring out how to … Read More