Extraordinary Pursuits by BIP Ventures

In this mini-episode of the Extraordinary Pursuits podcast, host Rachelle Kuramoto interviews Maija Ehlinger, editor-in-chief of Hypeopotamus. They discuss the nuances of storytelling in the innovation economy, the importance of timely news, and how entrepreneurs can effectively pitch their stories to journalists. Maya emphasizes the need for tailored pitches and understanding the audience to increase the chances of coverage.  Timestamps:  [01:26] Understanding Timeliness in Storytelling [03:54] Crafting Effective Pitches for Journalists  Points of Wisdom:  Don't be discouraged if your news isn't a full story. Timeliness is key in determining what makes a story. Pitches should be tailored to the journalist's audience. Avoid superlatives in pitches; get straight to the point. Include a clear ask in your pitch. Understand the trends relevant to your pitch. Your pitch is an opening for conversation, not the final story. Curate every pitch for better response rates. Know the journalist's beat and what they cover. A compelling story often hides behind timely announcements.  About Maija Ehlinger:  Maija Ehlinger is the editor-in-chief of Hypepotamus (aka “Hype”), the leading innovation digital news source in the Southeast. Maija's experience as a journalist has given her the chance to cover companies of every size, from seed to enterprise, but her passion is innovation companies. She took the helm of Hype after spending close to five years at CNN.  Website: https://hypepotamus.com/author/maijaehling LinkedIn: https://www.linkedin.com/in/maija-liisa-ehlinger  BIP Ventures  Website: www.bipventures.vc LinkedIn: https://www.linkedin.com/bipventures/ Instagram: https://www.instagram.com/bipventures/ Twitter: https://twitter.com/bipventures YouTube: https://youtube.com/@bipventures

A well-optimized hiring process can be a significant growth catalyst for early-stage companies. To attract top talent, interviewers must be organized and prepared as the candidate. A streamlined and effective hiring strategy prioritizes flexibility and responsiveness to candidates' needs. The interviewer must be able to clearly define roles, keeping in mind competitive compensation ranges. Engaging data in the preparation and decision process helps to enhance recruitment efforts, streamline interviewing and hiring processes, and attract high-quality candidates. In this episode of the Extraordinary Pursuits podcast from BIP Ventures, aquesst co-founder Renata Mathison joins BIP Ventures talent specialist Jacki Hertenstein to explain how early-stage companies can conduct a successful hiring process. She discusses how to create an effective interview structure that enhances the candidate experience, the need for flexibility and responsiveness in today’s competitive job market, common hurdles that startups face in their recruitment efforts, and actionable tips for building a strong team. Timestamps: [02:02] A bit about Renata Mathison and aquesst[02:29] How early-stage companies can improve their candidate experience[03:54] Common mistakes companies make when engaging with candidates[09:22] How to create an effective interview process for a different role[10:30] When a company should pursue a contingent or retained search[11:36] What early-stage companies should focus on during the hiring process[12:20] How to adapt your hiring process to market competitiveness[15:08] The biggest hurdles for start-ups in the hiring process Points of Wisdom: "A disorganized interview process is a hindrance for a lot of startups and causes a lot of candidates not to pursue the opportunity." [04:31]"The most successful startups are the ones that can be flexible, listen, take the data, and implement it in order to benefit what they are looking to achieve internally." [12:55]"Make sure that you understand the compensation ranges that are appropriate for the role that you’re looking to fill and match them to the skills, not the person." [16:04] About Renata Mathison: Renata Mathison is the Co-Founder and Managing Director of aquesst, a specialized Information Technology search firm that sources talent for organizations including small businesses, mid-sized enterprises, and Fortune 500 companies. The company offers flexible hiring options such as contract, contract-to-hire, direct hire, and project-based placements. Renata brings a wealth of IT recruitment experience, demonstrating a consistent ability to identify individuals who not only possess the required technical expertise but also align seamlessly with the culture of their prospective organizations.   Renata Mathison & aquesst LinkedIn: https://www.linkedin.com/in/renatamathison/LinkedIn: https://www.linkedin.com/company/aquesst/Website: https://www.aquesst.com/ BIP Ventures Website: www.bipventures.vcLinkedIn: https://www.linkedin.com/bipventures/Instagram: https://www.instagram.com/bipventures/Twitter: https://twitter.com/bipventuresYouTube: https://youtube.com/@bipventures

In this mini-episode of the BIP Ventures Extraordinary Pursuits podcast, Colleen Hoke, co-founder and CEO of Objective Health, joins host Rachelle Kuramoto to discuss the significance of partnerships, the innovative business models that drive Objective Health's success, and the company's ambitious goals for scaling and improving clinical research. Colleen shares stories and insights to emphasize why forming and nurturing transparency and collaboration with partners is critical to healthy, directional scaling strategies.  Timestamps:  [00:00] Introduction to Objective Health and Colleen Hoke  [01:26] The Importance of Partnerships in Healthcare  [06:03] Scaling and Innovation in Clinical Research  Points of Wisdom:  Transparency fosters trust and effective partnerships.  Building partnerships is essential for scaling.  Collaboration with providers enhances outcomes.  Understanding the landscape is vital for startups.  Setting big and near-term objectives drives progress.  Innovative business models can fuel rapid problem identification.  About Colleen Hoke:  Colleen Hoke is the founder and CEO of ObjectiveHealth. She is a seasoned leader whose experience in clinical research organizations, specialty providers, and healthcare entities has guided the company's formation and stunning progress. Founded in 2018, ObjectiveHealth is already a leading integrated research provider. It brings sophisticated healthcare to the mainstream and partners with physicians and healthcare organizations to establish advanced infrastructure for research programs. In doing so, ObjectiveHealth is improving patient outcomes in palliative care.   Website: https://objective.health/ LinkedIn: https://www.linkedin.com/in/colleen-hoke-objective/  About BIP Ventures Website: www.bipventures.vcLinkedIn: https://www.linkedin.com/bipventures/Instagram: https://www.instagram.com/bipventures/Twitter: https://twitter.com/bipventuresYouTube: https://youtube.com/@bipventures

Building and scaling in a thriving tech ecosystem demands a deep understanding of the relationship between venture capital, deal flows, and the marketplace. Founders striving to build traction in top innovation regions must focus on building strategic networks, partnering with the right investors, and collaborating across the ecosystem. The most successful ventures happen when the founder’s and investor’s goals are aligned and relevant to the market. In other words, prioritizing collaboration and providing value is at the core of positioning a startup for sustainable growth and success in a dynamic tech environment. In this episode of the Extraordinary Pursuits podcast from BIP Ventures, John Yates from Morris, Manning, and Martin LLP discusses the evolution of Atlanta and the Southeast as a thriving center for technology and innovation. Drawing on his extensive experience working with founders since the 1980s, John shares valuable lessons learned, along with the challenges and opportunities that have shaped the region's tech landscape. He also provides wisdom to help founders navigate the venture deal environment and explains what they can expect from the process. Timestamps: [02:02] A bit about John Yates and his role at Morris, Manning, and Martin LLP[02:59] John's backstory and how he got into technology law space[05:45] Morris, Manning, and Martin LLP and what it offers in the tech space[08:43] The opportunity environment that has enabled John to partner and grow companies[11:45] Why Atlanta is a haven for entrepreneurial opportunities[15:07] The key elements transforming Atlanta into a top 5 innovation region[19:28] What to consider when looking for a good partner to grow your venture[22:44] John's recommendations to founders and investors seeking to build in Atalanta[26:00] Tips on how to build successful relationships with investors[30:49] What is happening in the deal flow and funding environment[33:39] John’s advice on how to build an enduring technology innovation company[36:00] How to reach out, connect, and learn more about John Points of Wisdom: "The key to a successful ecosystem is successful players who have been around from the beginning to provide capital to the organization. Having sources of capital is key." [08:44]"The discipline that is required for the entrepreneur to dovetail properly with the investors is really important." [26:46]"Every down has an up." [30:59]"Be a good person, help others, and people will want to work with you. It will give you the greatest level of satisfaction." [33:54] About John Yates: John Yates is the chair and partner of the technology group at Morris, Manning, and Martin LLP, one of the leading law firms in the country. John is a pioneer in technology law who has practiced exclusively in the area since 1981 and launched the firm's technology practice 35 years ago. Under his leadership, the practice has represented more than 1,000 tech companies and offers comprehensive legal and corporate services to start-ups, growing tech companies, and investors. John co-founded and has been a board member of a long list of leading technology organizations and is a nationally-ranked lawyer in the venture capital industry. He frequently speaks at conferences on technology law issues and is a prolific writer whose articles have been cited in the tech law area and major business publications. John is also called upon for his perspective on technology law and high-growth innovation companies. His breadth and depth of experience make him one of the most trusted observers in the technology innovation space. Website:https://www.mmmlaw.com/LinkedIn: https://www.linkedin.com/in/johncyatesEmail: jyates@mmmlaw.com BIP Ventures Website: www.bipventures.vcLinkedIn: https://www.linkedin.com/bipventures/Instagram: https://www.instagram.com/bipventures/Twitter: https://twitter.com/bipventuresYouTube: https://youtube.com/@bipventures

Since 2017, the BIP Ventures State of StartupsSM in Southeast report has been a leading trend resource on the region's innovation and investment landscape. In this special episode of the Extraordinary Pursuits podcast, BIP Capital General Partner and COO Mark Flickinger joins us to give a preview of the 2024 report. Mark’s conversation with colleague and Extraordinary Pursuits host Rachelle Kuramoto covers the evolving capital environment, trends in startup funding, and the unique characteristics of the Southeast's investment landscape compared to major hubs like Silicon Valley and New York. Mark also discusses the impact of AI on the startup ecosystem, the importance of accessing private markets, and future projections for investment trends in 2024 and beyond.   Timestamps: [00:00] Introduction to the State of Startups[01:51] Capital Environment Trends in 2024[05:11] Southeast vs. Major Innovation Hubs[07:54] Investor Trends in the Southeast[11:11] Accessing Private Markets[14:00] Future Projections for 2024 and Beyond[16:48] Impact of AI on Investment Trends[19:07] Emerging Investment Trends for 2024   Points of Wisdom: "Startup funding is beginning to find balance.""We're starting to see competition for deals.""The Southeast has a very different approach to investing."   About Mark Flickinger: Mark Flickinger joined BIP Ventures in 2015. In his role as General Partner and Chief Operating Officer, Mark oversees fundraising, investor relations, marketing/branding, talent acquisition, and acceleration. Before joining the firm, Mark held leadership roles for 4th Strand, a product performance consulting firm (acquired by Intertek in 2012). He oversaw project management, product development, HR/recruiting, operations, and sales. Mark's experience also includes Medarex, a biotech startup developing therapeutics for cancer and autoimmune diseases, as well as the oral care division of consumer products company Church & Dwight. Mark has been at the helm of the State of StartupsSM in the Southeast report since 2017. LinkedIn: https://www.linkedin.com/in/mark-flickinger-24295538/   BIP Ventures Website: www.bipventures.vc LinkedIn: https://www.linkedin.com/bipventures/ Instagram: https://www.instagram.com/bipventures/ Twitter: https://twitter.com/bipventures YouTube: https://www.youtube.com/@bipventures

For high-growth startups, sales momentum and operational efficiency depend on streamlined, scalable Revenue Operations (RevOps)—but getting there is complicated and can easily go wrong. The balancing act of managing customer relationships, sales processes, and marketing strategies too often results in scattered data, misaligned teams, and cumbersome workflows. A streamlined RevOps approach can help startups integrate their CRM systems, track meaningful performance metrics, and maintain clear communication across departments.   Building a strategic, connected playbook can help prevent pitfalls like data overload and "dirty" CRM systems. A streamlined RevOps system ensures regular updates, centralized information, clear process ownership, and automated processes. And getting all those things right sets up the sales and marketing teams to respond to market shifts with agility.  In this episode of the BIP Ventures Extraordinary Pursuits podcast, we talk with Brendan Tolleson of RevPartners. He explains the science of RevOps, offers tips on how to build a scalable RevOp practice, identifies the best CRM systems for startups, and how to keep the system working smoothly.     Timestamps:  [00:01] Intro and a bit about our guest, Brendan Tolleson  [02:02] Brendan's background and how he got into entrepreneurship  [05:32] RevPartners and what they offer to founders and start-ups  [06:37] Who is a CRO, and the role they play in a company  [08:50] The science behind RevOps and how it works   [10:57] The process of building and deploying RevOps strategy in a startup  [12:49] How RevOps strategy in action looks like for a growth-minded startup   [14:37] The role of CRM in the RevOps motion  [15:43] Metrics that signify it’s time to invest in a CRM system   [17:52] How to drive efficiency by harnessing the actual performance data   [19:42] Great CRM platforms for early rapid growth stage start-ups  [22:26] When to invest or partner with a CRO   [26:29] How RevPartners help companies avoid getting a dirty CRM system   [28:22] Brendan's recommendations on RevOps for a high-growth start-up  [31:51] Startup resources and products for you  [33:47] How to reach out and connect with Brendan    Points of Wisdom:  “We are all doing RevOps; it’s just a matter of how well you are doing it.” [11.46]  “Knowledge and tools drive efficiency, but if you don’t know the data, you can’t solve the root causes and ultimately create solutions for them.” [18:07]  “A dirty CRM is a symptom of a bigger problem, and it go back to the idea of your primary CRM project; either you are letting it go stale and/or you don’t have an admin.” [26:30]  “Don’t overcomplicate it; be very clear, try the less is more concept, and choose fewer things; pick the metric, KPI, or whatever that set thing is and get everyone aligned around that number; it will create a lot of clarity and alignment.” [28:21]  “If you simplify your processes, it allows people to not only adopt them but also to move faster.” [28:50]  About Brendan Tolleson:  Tolleson is the founder and CEO of RevPartners, a firm that designs, builds, and executes revenue operations to support its holistic go-to-market strategies for scaling companies. Brendan is a HubSpot expert who leads RevPartners in designing, building, and executing RevOps strategies to support high-growth companies. Before founding RevPartners, he held leadership roles at companies like Cprime, TaxConnex, and Tricentis.     Website: https://revpartners.io/  LinkedIn: https://www.linkedin.com/in/brendan-tolleson-hubolutionary/     BIP Ventures  Website: www.bipventures.vc  LinkedIn: https://www.linkedin.com/bipventures/  Instagram: https://www.instagram.com/bipventures/  Twitter: https://twitter.com/bipventures  YouTube: https://youtube.com/@bipventures

Innovation is more than new ideas—it's about connecting with the right resources and networks to drive growth. To scale, you need a culture of creativity, collaboration, and access to talent, strategic partnerships, and capital. Successful innovators build ecosystems where entrepreneurs, corporations, and educators work together to promote growth. By engaging with your regional ecosystem and focusing on these key areas, you can unlock new opportunities and scale your innovation efforts for lasting impact.   In this episode of the Extraordinary Pursuits podcast from BIP Ventures, Alex Gonzalez from the Metro Atlanta Chamber (MAC) explains how their innovation and related efforts contribute to the Atlanta region's progress toward becoming a top innovation ecosystem. He also explains how entrepreneurs can leverage the resources, expertise, and network available through MAC to scale.  Timestamps:  [02:02] A bit about Alex and his role at the Metro Atlanta Chamber  [05:23] How Alex ended up in a role where he's living his passion for innovation   [08:31] Areas of potential innovation possibilities and challenges    [13:51] How Metro Atlanta Chamber Is Building Innovation Capacity  [18:56] Collaboration and how it makes Atlanta different  [20:50] Pillars of success for founders considering building a brand in Atlanta  [23:54] Innovation initiatives in Atlanta and where to settle as a founder   [26:59] Diversity in Atlanta and how to choose your business location  [28:46] What is on the horizon for Atlanta and Southeast as a whole  [31:57] How to reach out, connect, or learn more about Alex     Points of Wisdom:  “Innovation is very broad, it's about startups and entrepreneurs, but it’s also about higher education and creativity.” [03:51]  “When we think about entrepreneurship, we think about the output.” [09:52]  “It's not the capital that makes the difference for the company; it's the post-capital support, access to talent, access to networks, and understanding go-to-market strategies.” [12:01]  About Alex Gonzalez:  Alex Gonzalez is a prolific speaker and writer whose book Disruptor has become a guide for innovators across enterprise, midsize, and startup businesses. He is also the chief innovation and marketing officer for the Metro Atlanta Chamber, a role that gives him a distinct and direct perspective of the Southeastern startup ecosystem. Alex has a hand in launching and expanding significant initiatives directed at building our region's innovation capacity, including ATL Unlocked, the Atlanta Growth Collective, and the Atlanta – Where You Belong initiative.    Website: https://www.metroatlantachamber.com/staff/alex-gonzalez/  LinkedIn: https://www.linkedin.com/in/agonz  Book: Disruptor: How to Challenge the Status Quo and Unlock Innovation     BIP Ventures  Website: www.bipventures.vc  LinkedIn: https://www.linkedin.com/bipventures/  Instagram: https://www.instagram.com/bipventures/  Twitter: https://twitter.com/bipventures  YouTube: https://youtube.com/@bipventures

In this mini episode of the Extraordinary Pursuits podcast, BIP Ventures talent expert and SVP of portfolio performance, Jacki Hertenstein, sits down with Renata Matheson, co-founder of aquesst. This brief, compelling discussion focuses on what startup leaders need to do to interview candidates well and hire strategically.  Renata and Jacki explain how to craft a positive candidate experience, when remote interviews are acceptable, and why the hiring team must be aligned with the company. Renata also touches on why integrating DEI into the hiring process is so complex, and the role of compliance in hiring. This is essential advice for leaders looking to hone their talent strategies and nurture a healthy workplace culture.     Timestamps:  01:26 Enhancing Candidate Experience in Hiring  03:47 The Impact of Remote vs In-Person Interviews  04:11 Diversity and Inclusion in Hiring Practices  05:34 Compliance in Interviewing: Best Practices    Points of Wisdom:  "If a candidate gets the sense that multiple individuals within the organization have different wants or initiatives or understanding of the role, that can go sideways very, very quickly."  "Diversity is always supported by the HR or people organizations, but I rarely see it trickle down to be exercised by hiring managers, especially in startups where there are aggressive deadlines."    About Renata Matheson:  Renata is the Managing Director and Co-founder of aquesst, a specialized Information Technology search firm. aquesst has sourced talent for hundreds of organizations ranging from small businesses to mid-sized enterprises to Fortune 500 companies. Renata brings a wealth of recruitment experience. You’ll come away with a sense of how to identify individuals who possess the required technical expertise and align seamlessly with the culture of the organization.    Renata Mathison  LinkedIn: https://www.linkedin.com/in/renatamathison/  LinkedIn: https://www.linkedin.com/company/aquesst/  Website: https://www.aquesst.com/    BIP Ventures  Website: www.bipventures.vc  LinkedIn: https://www.linkedin.com/bipventures/  Instagram: https://www.instagram.com/bipventures/  Twitter: https://twitter.com/bipventures  YouTube: https://youtube.com/@bipventures

A thriving innovation ecosystem has many components that work together to create progress. They include the businesses building there, the visionary entrepreneurs, and the support system comprised of legal, financial, accelerators and incubators, consultants, and mentors. Among all the contributing factors to a startup’s ability to build and grow, access to capital may be one of (if not the) most important for an early-stage company. The right growth capital and post-investment support can help a founder transform an idea into reality. It can mean the difference between a lingering problem and a breakthrough solution.   In this episode with Venture Atlanta CEO Allyson Eman, we talk about the state of startups and venture investing in Atlanta and across the Southeast. She shares the history of Venture Atlanta, which has grown into the largest venture capital conference on the East Coast. Allyson also details how Atlanta’s venture community supports entrepreneurs by providing access to funding, resources, and connections with industry leaders. Lastly, she shares some compelling trends and technology innovations she has seen in preparation for Venture Atlanta 2024, happening October 7th and 8th.    Timestamps:  [00:01] Intro and introduction to Allyson Eman  [02:29] About Venture Atlanta  [05:07] How Venture Atlanta’s objectives in the innovation ecosystem have evolved  [10:39] Overview of how the venture space has grown in the Southeast  [13:30] How Atlanta is rising in the ranks as a national innovation ecosystem  [18:16] A sneak peek into the 2024 Venture Atlanta conference  [22:00] Why founders should be excited about growing their startups in Atlanta   [27:44] How funding contributes to startup progress   [31:30] Why collaboration is central to Atlanta’s success  [36:21] What is on Allyson’s bucket list    Points of Wisdom:  “Connecting to talent and easy access to capital can easily propel a region to the top in innovation.”- [08:31]  “A rich network of accelerators and incubators can overwhelm startup founders on what support system to go to.” [15:01]    About Allyson Eman:   Allyson Eman is a seasoned professional with over 30 years of experience in marketing, communications, sales leadership, and business development. Since 2007, she has served as Executive Director, and later CEO, of Venture Atlanta, the largest venture capital conference on the East Coast. Under her leadership, the conference has grown significantly, attracting over 1,500 attendees and helping emerging technology companies raise over $7.5 billion. Before Venture Atlanta, Allyson was key in expanding SouthStar Funding from a small team to a nationally respected mortgage lender and managed marketing for SouthTrust Bank's Georgia branches. She holds a BS from the University of Florida.    About Venture Atlanta & Allyson Eman  Website: https://www.ventureatlanta.org/  LinkedIn: https://www.linkedin.com/in/allysoneman/     About BIP Ventures  Website: www.bipventures.vc  LinkedIn: https://www.linkedin.com/bipventures/  Instagram: https://www.instagram.com/bipventures/  Twitter: https://twitter.com/bipventures  YouTube: https://youtube.com/@bipventures

Scaling an innovative startup requires agility, particularly in an evolving marketplace. But agility comes second to establishing the right fundamentals for your startup – the ideal client profile (ICP), go-to-market (GTM) strategy, and product-market-fit (PMF).   All of them require a willingness to listen to customers, but none more than PMF. Ensuring your product continues to have a place in the market starts with understanding your most important customers’ pain points, needs, and goals. That’s not a one-and-done effort. As the market, customer base, company, and product change, you must embrace change and evolve.   In this episode of Extraordinary Pursuits from BIP Ventures, Abstrakt CEO and Founder Greg Reffner talks about finding and keeping product market fit. He explains why it’s so important to listen to your team and focus on customer insights. Check out the episode to hear some of the lessons Greg and his team have learned as they have sustained the growth of their sector-disruptive AI platform.    Timestamps:  [08:55] How Greg found the market opportunity for his product   [11:52] Abstrakt's target market and how it has grown and evolved   [14:05] How Abstrakt first built and has evolved its product market fit   [18:26] Abstrakt's success strategies for developing an ideal customer profile   [20:20] How to adapt your market strategy to maintain product market fit   [24:13] How a discovery about hardware informed Abstrakt's success   [28:13] Metrics to track to continually meet the demands of your target market   [31:56] Ways to continually educate the market on your product   [34:26] How AI is changing contact centers  [36:53] How to align and evolve with the changing market     Points of Wisdom:  “One of the mistakes that early entrepreneurs make is that they overthink things; they try to gather too much data.”- [10:36]  “Being successful in life comes down to your ability to have confidence in yourself so that if you fail, you will be able to figure it out and get back on your feet.” [20:29]  “Don’t be afraid to go against the grain or stick to your guns and educate the market about it; technology hypes come and go.” [32:50]  “Listen to your team. The moment you have multiple people involved in your company, it’s no longer just about you.” [36:55]  “Listen to your team, and don’t be afraid to ask for hard feedback.” [37:27]    About Greg Reffner:  Greg Reffner is the founder and CEO of Abstrakt, an innovative AI platform that is enhancing call center operations by providing real-time guidance to agents and automating quality assurance. With a background in solving complex challenges for call center supervisors, Greg has built Abstrakt into a prominent player in real-time agent success and QA automation. His focus on finding and maintaining product-market fit has been crucial to Abstrakt’s market traction and scaling success. Under his leadership, Abstrakt has grown significantly within the BIP Ventures portfolio.     Website: https://abstrakt.ai/   LinkedIn: https://www.linkedin.com/in/gregreffner  BIP Ventures  Website: www.bipventures.vc  LinkedIn: https://www.linkedin.com/bipventures/  Instagram: https://www.instagram.com/bipventures/  Twitter: https://twitter.com/bipventures  YouTube: https://youtube.com/@bipventures

In this episode of BIP Capital CMO Tammy McQueen joins the VP of Content, Rachelle Kuramoto, for a short discussion about the most important key performance indicators (KPIs) for marketing and sales teams. Learn what to zero in on as you scale, including annual revenue (ARR), customer retention rate (CRR), adoption rates, and customer acquisition costs (CAC). These metrics are crucial for understanding and communicating the financial health of the business, customer loyalty, marketing effectiveness, and budget efficiencies. As expected, they are metrics that matter to investors. Listen in.   Timestamps: 01:16 Key Performance Indicators for Scaling Startups02:16 Measuring Customer Loyalty and Adoption Rates03:14 The Cost of Acquiring New Customers04:08 Understanding the Financial Health of the Business05:07 Communicating Metrics to Investors Points of Wisdom: "The number one metric that any startup and every company is going to be measuring in a SaaS growth or technology enabled business...is how much money you're bringing in every year." About Tami McQueen: A builder, founder, and operator, Tami McQueen has sat on both sides of the table at hyper-growth organizations. She brings deeply rooted experience in B2B software and tech-enabled services businesses to her role as Chief Marketing Officer (CMO). Tami has led successful initiatives ranging from go-to-market initiatives to building process-driven, scalable, and repeatable marketing models. Before joining BIP Ventures in 2021, Tami helped build the community for digital events at SaaStr, the world's largest community of SaaS executives, founders, and entrepreneurs. She made her leap into entrepreneurship as co-founder of 31south, after serving as the first marketing hire at Salesloft, one of the fastest-growing B2B SaaS startups in the U.S. At Salesloft, Tami helped to lead the company through Series A to B fundraising rounds and pioneered the Rainmaker conference. Tami earned both her M.S. and a B.S. from Murray State University, where she was a four-year NCAA D1 tennis athlete, scholarship recipient, and McNair Scholar. She is a mentor for Techstars, a podcast host, and a speaker at SXSW, and a moderator for SaaStr digital events.   BIP Ventures Website: www.bipventures.vc LinkedIn: https://www.linkedin.com/bipventures/ Instagram: https://www.instagram.com/bipventures/ Twitter: https://twitter.com/bipventures YouTube: https://youtube.com/@bipventures   Listen to and watch this episode and other episodes of the Extraordinary Pursuits podcast.

Outsourcing your CFO could be a game-changer for your company as it allows you to access expert financial guidance without the hefty cost of a full-time executive. An outsourced CFO can help you navigate complex financial challenges, optimize cash flow, make informed strategic decisions, and set a solid foundation for long-term success. This support is crucial for early-stage companies, where resources are limited, and every financial decision can significantly impact growth. In this episode of the Extraordinary Pursuits podcast, John Frazier from InDinero shares why it’s important to choose an outsourced CFO and accounting partner carefully. He and our Mike Vandiver discuss why it’s especially critical for early-stage companies to have access to financial and accounting resources, the ramifications of getting it wrong, and tips for making the best choice. Timestamps: [02:16] The benefit of investing in expert financial resource [04:11] The best-case outcomes of outsourcing account operation services [05:55] How to build a strong foundation for solid financial reporting and results [08:29] The ramifications of not outsourcing right [09:26] Measuring and managing metrics that run your business predictably [11:46] Key indicators that it’s time to outsource financial expert [16:30] What to look for to maximize the value of an outsourced CFO [20:04] Common pitfalls to avoid when engaging a fractional CFO [21:41] How CFO shortage is impacting hiring decision [27:38] 2 key things to look for when outsourcing a financial partner [30:34] Success stories of companies that outsourced CFOs function at an early stage [33:36] The impact of remote work on today’s generation and businesses   Points of Wisdom:‍ “The best outcome in outsourcing is when you’re partnering with a financial expert and working on them understanding your business so that the output you get is tailored to what you do.” [04:39]“You can’t manage what you can’t measure.” [09:17]“As you grow and step away from the day-to-day interactions, it’s important to rely on data to help guide the business and ensure everybody within the business is clear on the expected results.” [09:55]“If you don’t have a solid grasp on your day-to-day transactional activities, you should focus there first; you can bring in the broad view resources, but if you have no structure behind them to execute, it’s wasted energy and resources.” [26:17]   About John Frazier: John Frazier is the CEO of InDinero, an accounting and financial services solution provider. InDinero specializes in relationship-driven tailored support that helps growth-oriented companies navigate the complexities of financial management. John has more than 25 years of experience in the service space and a unique background that blends electrical and electronic engineering with cloud services, which has helped him deliver guidance to modern financial solutions.   John Frazier Website: https://www.indinero.com/ LinkedIn: https://www.linkedin.com/in/iamjfrazier   BIP Ventures Website: www.bipventures.vc LinkedIn: https://www.linkedin.com/bipventures/ Instagram: https://www.instagram.com/bipventures/ Twitter: https://twitter.com/bipventures YouTube: https://youtube.com/@bipventures   Listen to and watch this episode and other episodes of the Extraordinary Pursuits podcast.

In this mini-episode of Extraordinary Pursuits, BIP Ventures financial performance authority Mike Vandiver talks with Stephen Bradshaw, a partner in Bennett Thrasher's state and local tax practice. They discuss ways that technology companies can navigate complex tax landscapes to stay compliant and gain advantages. In a few short minutes, you’ll learn ways to minimize sales tax exposure, including business-to-business exemptions and obtaining exemption certificates. The conversation also covers ways to mitigate prior period exposure and the importance of charging sales tax to comply with regulations. The conversation provides valuable insights for technology companies looking to ensure compliance and strategic advantages. Takeaways Technology companies should be aware of the opportunities to minimize sales tax exposure.Business-to-business exemptions can be utilized in certain states to exempt software sales to businesses.Obtaining exemption certificates from customers is important for compliance and mitigating prior period exposure.Charging sales tax is expected by customers and should not be a concern for technology companies.Complying with sales tax regulations is crucial for avoiding potential issues and maintaining strategic advantage in M&A scenarios. Standout Quotes "What are the opportunities to minimize or mitigate your sales tax exposure as you go through that process or just in general?""Getting those exemption certificates is also a key way to mitigate prior period exposure.""You, the customer, are responsible for sales taxes." About Stephen Bradshaw: Stephen Bradshaw is a partner at Bennett Thrasher specializing in State and Local Tax, and a frequent speaker on the topic. His focus includes conducting nexus studies, advising on tax categorizations, negotiating voluntary disclosure agreements, preparing for diligence processes, and establishing best-practice procedures for automated sales tax software like Avalara. Stephen's insights have been featured in prestigious publications such as the Atlanta Business Chronicle, Accounting Today, Thompson Reuters, and the Georgia Society of CPAs. Before joining Bennett Thrasher, he spent five years at Deloitte Tax, LLP in the Multistate Tax Services division, providing state income/franchise tax consulting, compliance, and ASC 740 (provision) services to major corporate clients.   Let's Connect Stephen Bradshaw LinkedIn: https://www.linkedin.com/in/stephenbradshawbt/Website: https://www.btcpa.net/   BIP Ventures Website: bipventures.vcLinkedIn: https://www.linkedin.com/bipventures/Instagram: https://www.instagram.com/bipventures/Twitter: https://twitter.com/bipventuresYouTube: https://youtube.com/@bipventures

Focusing your sales strategy on ICP, buyer personas, and market segmentation is more than just identifying basic demographics, behaviors, pain points, and decision-making processes. It involves gaining a personal view of your potential customers and dividing the broader market into distinct groups. This targeted approach enables businesses to allocate resources more effectively, tailor marketing messages, and develop products that meet the unique needs of each segment.   In this episode of the Extraordinary Pursuits podcast, Michelle Seger from SalesGlobe joins BIP Ventures Chief Performance Officer Christy Johnson to discuss the crucial distinction between the ideal client profile (ICP) and buyer personas. They explain ways to optimize resources and create market relevance by focusing on specific market segments, and they share tools early-stage companies can use to take a strategic approach to growth and earn market penetration.  Timestamps:  [02:16] ICP and market segmentation and how they play in buyer persona  [07:23] Where to start working on ICP, buyer persona, and market segmentation  [13:05] How to leverage AI to find pain points for value proposition  [16:36] How to hone your vertical and bring up your close rate  [22:10] Focusing on your core and building a great brand presence    [26:09] Essential front-end motions that have to be done  [31:56] Enhancing buyer process by combining value and customer experience   [34:07] The buyer and how to identify the right buyer persona  [42:12] Michelle’s recommendations on how to get started with ICP  Points of Wisdom:  “If you know who your ideal client profile is, then you are going to service them in the way they want to be serviced and offer the best product and services you are equipped to offer.” [03:44]  “Focusing on a vertical that has the greatest fit helps you develop your product and bring a ton of momentum to your company.” [20:12]  “There is no risk about missing out on the universe, focus on where you can win and the right people will find you.” [23:29]  About Michelle Seger:  Michelle Seger is the COO and partner at SalesGlobe, a firm dedicated to helping customers solve complex sales challenges by aligning their sales strategy with their bottom line to achieve profitable growth. With a deep expertise in sales change management, Michelle has extensive experience in mergers and acquisitions (M&A) and modern sales coverage models. At SalesGlobe, she leads the consulting operations and heads the private equity consulting services practice. Michelle is committed to helping leaders tackle their most significant sales challenges, enabling them to drive better revenue growth and achieve lasting success.    Website: https://www.salesglobe.com/  LinkedIn: https://www.linkedin.com/in/michelleseger/    BIP Ventures  Website: www.bipventures.vc  LinkedIn: https://www.linkedin.com/bipventures/  Instagram: https://www.instagram.com/bipventures/  Twitter: https://twitter.com/bipventures  YouTube: https://youtube.com/@bipventures

In this mini-episode of the Extraordinary Pursuits podcast from BIP Ventures, successful serial entrepreneur Jan Heybroek shares a skill he’s built in his entrepreneurial journey: the ability to simultaneously work in the business and on the business. The capacity to strike this balance is critical for staying ready for known and unexpected opportunities. Jan offers specific ways for founders to manage this challenge and a great case study for what can happen if you do. Time Stamps: 02:24 The Role of Perseverance and Thinking Ahead04:33 Reverse Engineering Goals and Being Prepared for Pivots05:03 Being Opportunistic and Seizing Unexpected Opportunities05:30 Preparing for an Exit and Strategic Planning Points of Wisdom: Conviction in a market opportunity is a necessary starting point for entrepreneurs.Confirming product-market fit is crucial for success.Thinking ahead and being prepared are critical skills for founders.Perseverance is essential in the entrepreneurial journey.Working on your business, not just in it, is important.Metrics, dashboards, and accountability are key to measuring progress.Reverse engineering goals and measuring what matters keeps you accountable and prepared for pivots.Being opportunistic can lead to unexpected opportunities and outcomes.Preparing for an exit requires strategic planning and systems in place. About Jan Heybroek: Jan Heybroek is a serial entrepreneur with more than 30 years of senior leadership. He applies his knowledge and strategic marketing and product experience within life sciences and biopharma. He is particularly adept in building out new solutions, optimizing existing products and overseeing product portfolios to deliver industry and category-leading returns. Jan is also a thought leader in the areas of entrepreneurship, organizational partnerships, licensing and market insights. LinkedIn: https://www.linkedin.com/in/janheybroek

Capturing earned media is one of the most powerful marketing tools a company can achieve. Positive, relevant, wide-reaching media coverage can literally change the trajectory of a startup’s future. But effective public relations is hard. In this episode of Extraordinary Pursuits, journalist and Hypepotamus editor-in-chief Maija Ehlinger offers strategies for crafting and pitching compelling stories that resonate with publications and audiences. She explains how to strategically time announcements and storytelling opportunities to capture the attention of journalists and earn media. Maija also shares what works to capture earned media, why a great story often hides behind timely announcements, and how entrepreneurs can have more luck getting more coverage. Earned media can increase brand exposure and reach, differentiate a company, build credibility, and establish a critical share of voice. As a technology and innovation journalist, Maija is the ultimate resource for any company seeking to understand how to use media strategically and effectively. Tune in! Timestamps: [00:01] Intro and what’s in for you in today’s show[01:52] Maija’s journey as a journalist in the innovation economy[04:41] Maija’s role at Hypepotamus and how her skills have evolved[07:40] What PR is and how it’s different from other forms of marketing[12:04] What to prioritize when sharing earned media story[14:38] How to establish yourself as a thought leader or expert[18:03] The most ideal way to reach out to a journalist[22:52] Editorial calendar and how entrepreneurs can use it as a guideline[25:35] The timeframe journalists need to write a story[30:17] Writing a full-blown and timely story[32:31] How and when to make your pitch to a journalist[35:34] Who can reach out, and how to connect with Maija[37:49] Wrap up and end of the show Points of Wisdom: “There is a real need for convincing storytelling, and it’s incredibly valuable to a young startup, but very few know how to harness it.”- [06:41]“If you want to be part of a high-quality conversation, make sure you are putting yourself out there in a way that will attract the media.” [13:23]“Build relationships with people in the business community and people will find you as the thought expert.” [16:53]“If you work with a journalist under embargos, they will love you.” [27:54] About Maija Ehlinger: Maija Ehlinger is the editor-in-chief of Hypepotamus (aka “Hype”), the leading innovation digital news source in the Southeast. Maija's experience as a journalist has given her the chance to cover companies of every size, from seed to enterprise, but her passion is innovation companies. She took the helm of Hype after spending close to five years at CNN.   Website: https://hypepotamus.com/author/maijaehling LinkedIn: https://www.linkedin.com/in/maija-liisa-ehlinger BIP Ventures Website: www.bipventures.vc LinkedIn: https://www.linkedin.com/bipventures/ Instagram: https://www.instagram.com/bipventures/ Twitter: https://twitter.com/bipventures YouTube: https://youtube.com/@bipventures

Investing in skilled sales professionals or managers is essential for business growth. Knowing the right qualifications and characteristics to hire for should happen before any interview takes place. In this mini episode of Extraordinary Pursuits, Christy Johnson speaks with John O'Brien, the founder, CEO, and managing partner of Sales Talent Group. They discuss the most necessary qualifications for the first hire in a startup, including cultural fit, adaptability, strong communication skills, passion for the product, willingness to take risk, alignment with the vision and mission, and a successful track record. John and Christy highlight core competencies and behaviors to look for, such as being a top performer and having proficiency in the company's tech stack. They conclude with a conversation about attitude, aptitude, and desire as essential qualities for success in sales. Timestamps: [02:38] Cultural Fit, Adaptability, and Communication Skills[03:06] Passion, Risk Orientation, and Alignment[03:36] Core Competencies and Behaviors[04:34] Attitude, Aptitude, and Desire in Sales Points of Wisdom: "One of the big headlines is the cultural part...talking about an entrepreneurial spirit, because if there is only three or four members, the resources are lean and mean.""You need the ability to take on risk and understand it and work in an environment of chaos and madness and be okay with it." About John O’Brien: A seasoned executive in the field of sales, John specializes in placements across the United States. As the Founder, CEO, and Managing Partner of Sales Talent Group, he oversees the day-to-day operations of the Professional Sales Search Division, focusing on both outside and inside sales professionals across various leadership levels. With a track record of success, John has consistently ranked in the top three among over 600 nationwide sales professionals during his 15-year tenure at Lanier Worldwide. His experience includes roles such as Sales Manager in New Orleans, Louisiana, National Sales Trainer, and Director of Marketing & Sales Center in Atlanta, Georgia.   LinkedIn: https://www.linkedin.com/in/johnsalestalentgroup/ LinkedIn: https://www.linkedin.com/company/sales-talent-group/ Website: https://salestalentgroup.com/ BIP Ventures Website: www.bipventures.vc LinkedIn: https://www.linkedin.com/bipventures/ Twitter: https://twitter.com/bipventures YouTube: https://youtube.com/@bipventures

Building and scaling a business requires a builder's mindset and a willingness to embrace risk. As a founder, your ability to envision solutions that effectively solve problems for your target audience is the key to progress. This involves stepping into uncharted territory, navigating uncertainties with resilience, and venturing forward to drive innovation and impact in the marketplace. Successful scale is driven by a blend of ambition, creativity, and the courage to take calculated risks.   In this episode of the Extraordinary Pursuits podcast, Colleen Hoke from ObjectiveHealth shares experienced insights about why in-person relationships matter to a scaling business, how to set and achieve big and near-term objectives, and what it looks like to have a business model that can fuel problem identification and solutions.   Timestamps:  [00:01] Intro and what is in for you in today’s show  [01:36] Colleen's background and her work in the clinical research field   [03:30] What sparked Colleen's drive to entrepreneurship    [06:21] ObjectiveHealth and the problem they are out to solve  [11:07] How to create and unlock scale in your business  [15:46] What Next: entrepreneurial superpower skills for scale  [18:45] How to build a rapidly growing team   [20:53] Tips on building in-person relationships and partnerships   [25:20] What ObjectiveHealth has on the horizon    [28:56] How to position your partners to be better partners  [29:44] The one thing that Colleen loves about her business  Points of Wisdom:  “To be an entrepreneur, you have to have the magic of wanting to build and being okay with risks.” [04:29]  “To be a market driver and changer, find an area, a sweet spot that no one is paying attention to, and home in on that.” [13:52]  “If you want the keys to the kingdom, you have to be a partner and build the people holding the keys.” [23:25]  About Colleen Hoke:  Colleen Hoke is the founder and CEO of ObjectiveHealth. She is a seasoned leader whose experience in clinical research organizations, specialty providers, and healthcare entities has guided the company's formation and stunning progress. Founded in 2018, ObjectiveHealth is already a leading integrated research provider. It brings sophisticated healthcare to the mainstream and partners with physicians and healthcare organizations to establish advanced infrastructure for research programs. In doing so, ObjectiveHealth is improving patient outcomes in palliative care.      Website: https://objective.health/  LinkedIn: https://www.linkedin.com/in/colleen-hoke-objective/  BIP Ventures  Website: www.bipventures.vc  LinkedIn: https://www.linkedin.com/bipventures/  Instagram: https://www.instagram.com/bipventures/  Twitter: https://twitter.com/bipventures  YouTube: https://youtube.com/@bipventures

Entrepreneur Support Organizations (ESOs) help people who want to start or grow their businesses. These organizations provide various resources such as advice, training, and funding. They might also offer workshops, mentorship programs, or networking events to connect entrepreneurs with experts and other business owners. In this episode of the Extraordinary Pursuits podcast, Dr. Malcolm Muhammad joins BIP Ventures to talk about how support communities for entrepreneurs are evolving and what it means for anyone considering or working on building a new business. He explains the ESO model and identifies the ways they can help (or hinder) entrepreneurs as they overcome challenges and succeed in their ventures. Timestamps: [00:01] Intro and what is in for you in today’s show with Malcolm Muhammad[02:08] Malcolm’s entrepreneurship background and as VP @ the Russell Center[05:52] What the Russell Center is doing to empower entrepreneurial growth[11:15] Entrepreneur Support Organizations (ESO) to network with entrepreneurs[13:35] The prevalence of ESOs in different countries[17:04] Components of an ESO and how founders can know the most useful components[19:49] What it means to be an accountable entrepreneur with the availability of ESOs[25:00] Tips to maintain accountability in entrepreneurship[33:09] Is entrepreneurship drive innate or learned through ESOs? Points of Wisdom: “Entrepreneur Support Organizations (ESO) as the name suggests, exist to support businesses. They are not there to do it for you or give you ideas or strategies. It is your job as an entrepreneur to ensure that you are leveraging that support.”- [23:07]“Enjoy solitude as an entrepreneur. It gives you time to reflect because entrepreneurs are always on the go all the time.” [26:46]“Entrepreneurial drive is about seeing the circumstances around you and deeply believing that it should be different.” [33:14] About Dr. Malcolm Muhammad: Dr. Malcolm Muhammed is vice president of engagement and outcomes at the Russell Innovation Center for Entrepreneurs (RICE). It is an economic mobility engine that provides black entrepreneurs and small business owners with the resources needed to innovate, grow, and build wealth. In his day-to-day work, Malcolm focuses on his efforts and experience in unlocking the full potential of the RICE community of entrepreneurs and managing a powerful evidence-based framework for scaling black businesses. LinkedIn: https://www.linkedin.com/in/malcolm-muhammad-phd-a17a8640/Website: https://russellcenter.org/ BIP Ventures Website: www.bipventures.vcLinkedIn: https://www.linkedin.com/bipventures/Instagram: https://www.instagram.com/bipventures/Twitter: https://twitter.com/bipventuresYouTube: https://youtube.com/@bipventures

Key Performance Indicators (KPIs) are essential metrics for any company. For startups – particularly those that are backed by private capital – KPIs are not only necessary for setting a path to manageable growth, but they also are critical indicators for investors.  KPIs can include metrics like revenue growth, profit margins, customer acquisition costs, and return on investment (ROI). Individually and collectively, they provide a snapshot of a company's overall health and performance. Investors use these metrics to gauge a company's performance and potential for future growth. Strong KPIs attract investors by demonstrating that the company is financially sound and has a good chance of providing a profitable return. Conversely, weak KPIs might signal potential risks, making investors cautious.  This episode of Extraordinary Pursuits features John Thackston, the CEO of SOAR Performance Group. A business and sales performance expert and consultant, John designs, develops, and implements Sales Capital Management℠ projects that help B2B companies adopt new go-to-market (GTM) strategies and enhance their bottom line. He is a sought-after guest speaker and panelist who frequently shares advice about why KPIs matter for early-stage companies and what investors look for in the metrics.  What You Will Learn:  [00:01] Intro and what is in for you in today’s show with  John Thackston [01:24] John’s entrepreneurship background and journey with the SOAR Performance Group [02:29] What are KPIs [03:50] When should early-stage companies start tracking their KPIs [05:12] The four most critical KPIs startups should track [07:50] Tools that can be used to help in tracking those 4 metrics [12:46] KPI benchmarks for startup companies [14:02] Factors that hold companies from monitoring their KPIs [20:20] How to note lagging and leading indicators in a company [23:17] Filtering the necessary data from the indicators  Standout Quotes:  “Key Performance Indicators (KPIs) are metrics that show whether the business is performing, in what way, and in what periods of time.”- [02:29] “When the foundation of your business is solid, it becomes easier when you start to scale.” [04:04] “The four essential core KPIs for a startup company are revenue, pipeline, retention, and efficiency.” [07:09] “Most startups run the risk of not scaling up well especially when they start adding more KPIs to track” [28:11]  Let’s Connect!    John Thackston  LinkedIn: https://www.linkedin.com/in/john-thackston/  Website: https://soarperformancegroup.com/  SOAR LinkedIn: https://www.linkedin.com/company/soar-performance-group-inc-/   Rachelle Kuramoto  LinkedIn: https://www.linkedin.com/in/rachellekuramoto-atlanta/  BIP Ventures  Website: www.bipventures.vc  LinkedIn: https://www.linkedin.com/bipventures/  Instagram: https://www.instagram.com/bipventures/  Twitter: https://twitter.com/bipventures  YouTube: https://youtube.com/@bipventures