bernard lunn

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Why 2011 May Be The Year For a Sustainable IPO Market

Why 2011 May Be The Year For a Sustainable IPO Market

The IPO market may seem like a dim and distant picture for most entrepreneurs in
the hardscrabble world of an early stage start-up. How about “making
payroll” as a big strategic objective? Or maybe your objective is “get
enough money to pay for hosting, coffee and Ramen”?

But a healthy IPO market, one that…

10 Tips for Enterprise Software Startups

10 Tips for Enterprise Software Startups

I started my career in enterprise software in the 1980s and after some years working in other areas (outsourcing and online media) I am back in the enterprise software game. This post is my reflection on what is different and what remains the same. I have focused this as advice to entrepreneurs building enterprise software ventures today.

1…

Yammer: The Story Behind Their SaaS Traction

Yammer: The Story Behind Their SaaS Traction

It looks like the joke may have been on me. When Yammer debuted from TC50 in 2008 I posted a very negative story. That is unusual. I am an entrepreneur and know how hard it is to build a startup so I love celebrating the success stories. In Yammer’s case, it looks like I was wrong. (This is one case where I love being proved wrong!)

In the last…

How Much Venture Capital Should You Raise For Your SaaS Venture?

How Much Venture Capital Should You Raise For Your SaaS Venture?

The short answer is “as much as you need”. The more tactical answer is “as much as you can raise cheaply”. The latter is a pragmatic view. Raise more than you need when times are good. Just because you raise it does not mean you need to spend it – capital efficiency is always good!

In this post I look at what VC are saying SaaS ventures need to…

Study: SaaS Pricing Is Still Opaque And Freemium Is Rare

Study: SaaS Pricing Is Still Opaque And Freemium Is Rare

If you are building a SaaS (Software as a Service) venture, you should be thinking hard about your pricing strategy. It may be the single most critical decision you make. Pricing impacts your marketing, financial and organizational strategy. Are you selling an expensive, complex enterprise solution? Or a simple impulse purchase that an individual…

Technical Q&A With FAROO Founder

Technical Q&A With FAROO Founder

About 18 months ago, we wrote about an obscure search startup from Germany called FAROO. We believed that its radical alternative, using peer-to-peer (P2P) technology, had a shot at being a real disruptive force. Today, it has made some progress, has raised some money and is getting out into the market. (Disclosure: FAROO is currently a…

XBRL: Accounting Geeks Get Radical

XBRL: Accounting Geeks Get Radical

It is not often that something as deeply geeky as XBRL gets onto the front page of Wired magazine. Daniel Roth’s superb article about radical transparency raised the profile of those four letters. What could be more boring than an XML standard for accountants that has been around for a decade? On the other hand, what could be more exciting than…

Microsoft Embraces Open Source (in the Online Ad Business)

Microsoft Embraces Open Source (in the Online Ad Business)

It’s called a spoiler tactic. You take your competitor’s biggest cash cow and offer a free alternative. Everybody from Linux to Google has used the tactic against Microsoft. So who can fault Microsoft when it uses it against Google’s advertising cash cow? The guys who benefit from this tactic today are the good folks at OpenX, the open-source…

Email + CRM + LinkedIn + Twitter = Hustler’s Power Drill

Email + CRM + LinkedIn + Twitter = Hustler’s Power Drill

Those of us who make a living by making things happen (i.e. who hustle) know that it is a people game. All of the tools in the world won’t beat the chemistry and aligned motivation that come from creative win/win deal-making. The tools are like a hammer for a carpenter. You have to have them, but carpenters are not defined by their tools…

Google Should Stop Playing Around With Wave and Focus on Spreadsheet

Google Should Stop Playing Around With Wave and Focus on Spreadsheet

Disclosure: I didn’t get an early invitation, so this is not a first-hand review of Google Wave. But from what I know now, I don’t want an invitation anymore. It looks like too much of a productivity suck. But I do use Google Spreadsheet all the time. It is the de facto real-time, online, distributed collaboration tool for serious GTD business…