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Appendix A: Notes

Chapter 1 : Introduction

¹ Peter Cohan, “This $280 Million Founder Pulls Six Levers to Scale from Idea to $1 Billion,” Inc., March 6, 2018, https://www.inc.com/peter-cohan/this-280-million-founder-pulls-6-levers-to-scale-from-idea-to-1-billion.html

² Peter Cohan, “This $280 Million Founder Pulls Six Levers to Scale from Idea to $1 Billion,” Ibid

³ Peter Cohan, “This $280 Million Founder Pulls Six Levers to Scale from Idea to $1 Billion,” Ibid

⁴ Julia Boorstin, “From rule-breakers to rule-makers: How Uber, Airbnb and other star start-ups scale up for success,” CNBC , May 22, 2018, https://www.cnbc.com/2018/05/22/how-uber-and-other-star-start-ups-scale-up-for-success.html

⁵ Peter Cohan, “Scaling Expert On Finding The Next Bezos, Zuckerberg,” Forbes , June 6, 2018, http://www.forbes.com/sites/petercohan/2018/06/06/hbs-scaling-expe...bezos-zuckerberg/

⁶ Peter Cohan, “Wharton Scaling Expert On Why Snap, Blue Apron Are In Danger,” Forbes , June 6, 2018, http://www.forbes.com/sites/petercohan/2018/06/06/wharton-scaling-...on-are-in-danger/

⁷ Peter Cohan, “Stanford Expert Highlights Reasons To Like Amazon And Netflix,” Forbes, June 6, 2018, http://www.forbes.com/sites/petercohan/2018/06/06/stanford-expert-...azon-and-netflix/

⁸ Peter Cohan, “8 Keys To Changing The World According to Harvard Business School,” Inc., June 14. 2018, https://preview.inc.com/peter-cohan/8-keys-to-changing-world-according-to-harvard-business-school.html

⁹ Peter Cohan, “8 Keys To Changing The World According to Harvard Business School,” Ibid.

¹⁰ Ranjay Gulati, Alicia DeSantola, “What Is Scaling ?” Harvard Business Review, March 2016, https://hbr.org/2016/03/start-ups-that-last

¹¹ Peter Cohan, “MIT Prof’s Brilliant Solutions to the Nine Toughest Startup Problems,” Inc., June 9, 2018, https://www.inc.com/peter-cohan/mit-profs-brilliant-solutions-to-nine-toughest-startup-problems.html

Chapter 2 : Creating Growth Trajectories

¹ Peter Cohan, “Disciplined Growth Strategies ,” Apress (February 2017)

² Peter Cohan, “4 Pincers for Crushing Your Competition,” Entrepreneur , April 22, 2015. http://www.entrepreneur.com/article/245019

³ Paul Stukel,“Why merely satisfy if you can go for the thrill?,” President and CEO Magazine , April 16, 2013, http://www.presidentandceomagazine.com/opinion/4707-why-merely-satisfy-when-you-can-go-for-the-thrill.html

⁴ “Platform.sh,” CrunchBase , accessed July 4, 2018, https://www.crunchbase.com/organization/platform-sh#section-overview

⁵ Peter Cohan, “2 CEOs Reveal How They Got Their First Customers and Raised Capital,” Inc. , July 2, 2018, https://www.inc.com/peter-cohan/2-ceos-reveal-how-they-got-their-first-customers-raised-capital.html

⁶ Peter Cohan, “2 CEOs Reveal How They Got Their First Customers and Raised Capital,” Inc. , Ibid.

⁷ “Harmon.ie,” CrunchBase , accessed July 4, 2018, https://www.crunchbase.com/organization/harmon-ie#section-overview

⁸ “Yaacov Cohen,” LinkedIn profile, accessed July 4, 2018, https://www.linkedin.com/in/yaacovc/

⁹ Peter Cohan, “2 CEOs Reveal How They Got Their First Customers and Raised Capital,” Inc. , Ibid.

¹⁰ Peter Cohan, “2 CEOs Reveal How They Got Their First Customers and Raised Capital,” Inc. , Ibid.

¹¹ Peter Cohan, “You Won’t Believe How These Growth Strategies Are Propelling 3 Startups to IPO,” Inc., April 4, 2018, https://www.inc.com/peter-cohan/you-wont-believe-how-these-growth-strategies-are-propelling-3-startups-to-ipo.html

¹² Peter Cohan, “You Won’t Believe How These Growth Strategies Are Propelling 3 Startups to IPO,” Ibid.

¹³ Lucia Maffei, “Threat Stack Lays Off ‘Less Than 10%,’ Says Headcount ‘Will Be Unchanged’,” BostonInno, October 22, 2018, https://www.americaninno.com/boston/bostinno-bytes/threat-stack-lays-off-less-than-10-says-headcount-will-be-unchanged/

¹⁴ “Actifio,” CrunchBase , accessed July 5, 2018, https://www.crunchbase.com/organization/actifio#section-recent-news-activity

¹⁵ Peter Cohan, “500% Growth Makes Actifio History’s Swiftest Storage Start-up, Forbes, October 8, 2012, https://www.forbes.com/sites/petercohan/2012/10/08/500-growth-makes-actifio-historys-swiftest-storage-start-up/

¹⁶ Peter Cohan, “500% Growth Makes Actifio History’s Swiftest Storage Start-up, Forbes, October 8, 2012, Ibid.

¹⁷ Peter Cohan, “500% Growth Makes Actifio History’s Swiftest Storage Start-up, Forbes, October 8, 2012, Ibid.

¹⁸ Peter Cohan, “500% Growth Makes Actifio History’s Swiftest Storage Start-up, Forbes, October 8, 2012, Ibid.

¹⁹ Peter Cohan $1.1 Billion Startup Recovers from Bad Advice on Managing ‘Disruption’ Jul 13, 2016, https://www.inc.com/peter-cohan/11-billion-startup-recovers-from-bad-advice-on-managing-disruption.html

²⁰ Peter Cohan $1.1 Billion Startup Recovers from Bad Advice On Managing ‘Disruption’ July 13, 2016, Ibid.

²¹ Garry Kranz, “Actifio copy data management sales help turn a profit,” TechTarget, July 12, 2017, https://searchstorage.techtarget.com/news/450422558/Actifio-copy-data-management-sales-help-turn-a-profit

²² Garry Kranz, “Actifio copy data management sales help turn a profit,” Ibid.

²³ Chris Mellor, “Whatever they’re putting in Actifio’s water, we’d like some too. Sheesh!,” The Register, August 8, 2018, https://www.theregister.co.uk/2018/08/08/actifio_funding_round_f

²⁴ Peter Cohan, “Startup Raised $180M To Take On Tableau Software In $18B Analytics Market,” Forbes, October 23, 2017, https://www.forbes.com/sites/petercohan/2017/10/23/startup-raised-180-million-to-take-on-tableau-software-in-4-billion-data-visualization-market/

²⁵ Peter Cohan, “Caltech Grad Grows Startup As Ex Punk Rocker Barrels Towards 2019 IPO,” Inc. , May 8, 2018, https://www.inc.com/peter-cohan/caltech-grad-grows-startup-as-ex-punk-rocker-barrels-towards-2019-ipo.html

²⁶ Peter Cohan, “Caltech Grad Grows Startup As Ex Punk Rocker Barrels Towards 2019 IPO,” Inc. , May 8, 2018, https://www.inc.com/peter-cohan/caltech-grad-grows-startup-as-ex-punk-rocker-barrels-towards-2019-ipo.html

²⁷ Peter Cohan, “Snowflake Computing is Beating Oracle in $15 billion data warehousing market,” Forbes , June 15, 2018, https://www.forbes.com/sites/petercohan/2018/06/15/1-5b-snowflake-computing-is-beating-oracle-in-15b-data-warehousing-market/

²⁸ Peter Cohan, “Snowflake Computing is Beating Oracle in $15 billion data warehousing market,” Ibid.

²⁹ Peter Cohan, “Snowflake Computing is Beating Oracle in $15 billion data warehousing market,” Ibid.

³⁰ Peter Cohan, “Snowflake Computing is Beating Oracle in $15 billion data warehousing market,” Ibid.

³¹ Ron Miller, “Snowflake scoops up another blizzard of cash with $450 million round,” TechCrunch, October 11, 2018, https://techcrunch.com/2018/10/11/snowflake-shovels-another-blizzard-of-cash-with-450-million-round/

³² “amazon business description,” Morningstar, accessed July 7, 2018, https://www.morningstar.com/stocks/xnas/amzn/quote.html

³³ “Jeff Bezos,” Biography, accessed July 7, 2018, https://www.biography.com/people/jeff-bezos-9542209

³⁴ “Amazon Startup Story,” Fundable, accessed July 7, 2018, https://www.fundable.com/learn/startup-stories/amazon

³⁵ Makeda Easter and Paresh Davem, “Remember when Amazon only sold books?,” LA Times, June 18, 2017, http://www.latimes.com/business/la-fi-amazon-history-20170618-htmlstory.html #

³⁶ “Amazon-JPMorgan-Berkshire Health Care Venture Names Atul Gawande As CEO,” Bloomberg News, June 20, 2018, https://www.investors.com/news/amazon-jpmorgan-berkshire-health-care-venture-ceo-atul-gawande/

³⁷ Ingrid Lunden,“Amazon buys PillPack, an online pharmacy, for just under $1B,” Techcrunch, June 28, 2018, https://techcrunch.com/2018/06/28/amazon-buys-pillpack-an-online-pharmacy-that-was-rumored-to-be-talking-to-walmart/

³⁸ Peter Cohan, “3 Reasons To Gag On Blue Apron’s IPO,” Forbes , June 2, 2017, https://www.forbes.com/sites/petercohan/2017/06/02/3-reasons-to-gag-on-blue-aprons-ipo/

³⁹ Peter Cohan, “Wharton Scaling Expert on Why Snap, Blue Apron Are In Danger,” Forbes, June 6, 2018, https://www.forbes.com/sites/petercohan/2018/06/06/wharton-scaling-expert-on-why-snap-blue-apron-are-in-danger/

⁴⁰ Alex Konrad, “Blue Apron’s Got Big Plans For Dinner -- But So Do Its Hungry Rivals,” Forbes, October 14, 2015, https://www.forbes.com/sites/alexkonrad/2015/10/14/inside-blue-apron-and-the-meal-kit-rush/

⁴¹ “Blue Apron 2018 10-K,” sec.gov , accessed July 8, 2018, https://www.sec.gov/Archives/edgar/data/1701114/000155837018000955/aprn-20171231x10k.htm

⁴² “Blue Apron 2018 10-K,” Ibid.

⁴³ Peter Cohan, “3 Reasons To Gag On Blue Apron’s IPO,” Ibid.

⁴⁴ Jason Del Rey, “ Blue Apron is stuck in a dangerous cycle that has nothing to do with Amazon,” Recode, August 11, 2017, https://www.recode.net/2017/8/11/16127050/blue-apron-q2-earnings-warehouse-issues-linden-new-jersey-matt-salzberg

⁴⁵ Jon Russell, “Blue Apron gets a much-needed boost with Jet.com partnership,” TechCrunch, October 29, 2018, https://techcrunch.com/2018/10/29/jet-com-blue-apron/

Chapter 3 : Raising Capital

¹ Peter Cohan, “How Much Money Should You Raise for Your Startup? Here’s How to Find Out in 5 Steps,” Inc., July 25, 2018, https://www.inc.com/peter-cohan/how-much-money-should-you-raise-for-your-startup-heres-how-to-find-out-in-5-steps.html

² Peter Cohan, “Hungry StartUp Strategy,” Berrett-Koehler (2012)

³ For insight into how to decide which offer to accept, see Faisal Hoque, “What Every Entrepreneur Should Know Before Taking Any Outside Investment,” Fast Company , December 16, 2014, https://www.fastcompany.com/3039508/what-every-entrepreneur-should-know-before-taking-any-outside-investment

⁴ Peter Cohan, “Sell Signal? Startup Snags Big Contract From Splunk,” Forbes , July 6, 2018, https://www.forbes.com/sites/petercohan/2018/07/06/sell-signal-startup-snags-big-contract-from-splunk/

⁵ Peter Cohan, “Sell Signal? Startup Snags Big Contract From Splunk,” Ibid.

⁶ Peter Cohan, “Sell Signal? Startup Snags Big Contract From Splunk,” Ibid.

⁷ Peter Cohan, “Sell Signal? Startup Snags Big Contract From Splunk,” Ibid.

⁸ “MapD,” Crunchbase, accessed July 19, 2018, https://www.crunchbase.com/organization/mapd#section-overview

⁹ Peter Cohan, “Startup Aiming at Oracle, IBM in $70B Market Fits What VCs Want,” Forbes , July 17, 2018, https://www.forbes.com/sites/petercohan/2018/07/17/startup-aiming-at-oracle-ibm-in-70b-market-fits-what-vcs-want/

¹⁰ Peter Cohan, “Startup Aiming at Oracle, IBM in $70B Market Fits What VCs Want,” Ibid.

¹¹ Peter Cohan, “Startup Aiming at Oracle, IBM in $70B Market Fits What VCs Want,” Ibid.

¹² Bernice Landry, “MapD Rebrands as OmniSci; Maintains its Data Optimization Focus,” RTInsights, October 10, 2018, https://www.rtinsights.com/mapd-rebrands-as-omnisci-maintains-its-data-optimization-focus/

¹³ Peter Cohan, “Varsity Tutors Raised $107M To Take On $38B Worth of Public Companies In $100B Market,” Forbes, July 19, 2018, https://www.forbes.com/sites/petercohan/2018/07/19/varsity-tutors-raised-107m-to-take-on-38b-worth-of-public-companies-in-100b-market/

¹⁴ Peter Cohan, “Varsity Tutors Raised $107M To Take On $38B Worth of Public Companies In $100B Market,” Ibid.

¹⁵ Peter Cohan, “Varsity Tutors Raised $107M To Take On $38B Worth of Public Companies In $100B Market,” Ibid.

¹⁶ Peter Cohan, “ Varsity Tutors Raised $107M To Take On $38B Worth of Public Companies In $100B Market,” Ibid.

¹⁷ Peter Cohan, “Tipalti Simplifies Global Payment Complexity,” Forbes, October 2, 2012, https://www.forbes.com/sites/petercohan/2012/10/02/tipalti-simplifies-global-payment-complexity/

¹⁸ Peter Cohan, “3 Growth Insights Helped This CEO Raise $50 Million,” Inc., February 14, 2018, http://www.inc.com/peter-cohan/3-growth-insights-helped-this-ceo-raise-50-million.html

¹⁹ Peter Cohan, “IBM and Oracle Could Buy Growth From These 4 Startup CEOs Who’ve Raised $192M,” Forbes, July 15, 2018, http://www.forbes.com/sites/petercohan/2018/07/15/ibm-and-oracle-c...hove-raised-192m/

²⁰ Peter Cohan, “3 Growth Insights Helped This CEO Raise $50 Million,” Inc., Ibid.

²¹ Peter Cohan, “Startup Nibbles $20 Billion Market Away From IBM, Oracle, SAP,” Forbes , July 10, 2017, https://www.forbes.com/sites/petercohan/2017/07/10/startup-nibbles-20-billion-market-away-from-ibm-oracle-sap/

²² “Cloud Unicorn Anaplan Hires Red Hat Exec as CEO,” Reuters, January 10, 2017, http://fortune.com/2017/01/10/cloud-financials-unicorn-anaplan-hires-ceo/

²³ Deborah Gage, “Business Software Maker Anaplan’s CEO Steps Down,” Wall Street Journal, April 27, 2016, https://www.wsj.com/articles/business-software-maker-anaplans-ceo-steps-down-1461760716

²⁴ Peter Cohan, “Startup Nibbles $20 Billion Market Away From IBM, Oracle, SAP,” Ibid.

²⁵ Peter Cohan, “3 Successful Leaders Reveal Their Growth Strategies,” Inc., May 7, 2018 https://www.inc.com/peter-cohan/3-successful-leaders-reveal-their-growth-strategies.html

²⁶ “Series F - Anaplan,” Crunchbase, accessed July 21, 2018, https://www.crunchbase.com/funding_round/anaplan-series-f--7fc43287#section-overview

²⁷ Peter Cohan, “With $300M In Capital, Anaplan Is Taking $100M+ Bite Out Of IBM, Oracle in $20B Market,” Forbes , July 21, 2018, https://www.forbes.com/sites/petercohan/2018/07/21/with-300m-in-capital-anaplan-is-taking-100m-bite-out-of-ibm-oracle-in-20b-market/#5db90f942de1

²⁸ “Anaplan’s stock opens 43% above IPO price,” Marketwatch, October 12, 2018, https://www.morningstar.com/news/market-watch/TDJNMW_20181012365/mw-anaplans-stock-opens-43-above-ipo-price.html

²⁹ Peter Cohan, “SentinelOne To Take $100M in 2019 Revenue from Symantec,” Forbes , April 30, 2018, https://www.forbes.com/sites/petercohan/2018/04/30/sentinelone-to-take-100m-in-2019-revenue-from-symantec/

³⁰ “SentinelOne,” Crunchbase, accessed July 21, 2018, https://www.crunchbase.com/organization/sentinel

³¹ “Tomer Weingarten,” Crunchbase, accessed July 21, 2018, https://www.crunchbase.com/person/tomer-weingarten#section-overview

³² Peter Cohan, “SentinelOne To Take $100M in 2019 Revenue from Symantec,” Ibid.

³³ Stephanie Yang, “Cyber-Security Company Sentinel Labs Raises $2.5M,” TechCrunch, August 7, 2013, https://techcrunch.com/2013/08/07/cyber-security-company-sentinel-labs-raises-2-5m/

³⁴ “SentinelOne raises $70M Series C,” PitchBook, January 26, 2017, https://pitchbook.com/newsletter/sentinelone-raises-70m-series-c

³⁵ Jonathan Shieber, “SentinelOne Raises $25 Million To Attack Security Threats At The Kernel,” TechCrunch, October 13, 2015, https://techcrunch.com/2015/10/13/sentinelone-raises-25-million-to-attack-security-threats-at-the-kernel/

³⁶ Mike Butcher, “SentinelOne raises a $70M C round to tackle multiple-vector cyber-attacks,” TechCrunch, January 25, 2017, https://techcrunch.com/2017/01/25/sentinelone-raises-a-70m-c-round-to-tackle-multiple-vector-cyber-attacks/

³⁷ Reuters Staff, “Cyber firm SentinelOne raises $70 million bringing total to over $110 million,” Reuters, January 25, 2017, https://www.reuters.com/article/us-tech-cyber-sentinelone/cyber-firm-sentinelone-raises-70-million-bringing-total-to-over-110-million-idUSKBN1591EY

³⁸ Peter Cohan, “SentinelOne To Take $100M in 2019 Revenue from Symantec,” Ibid.

³⁹ Liana B. Baker, “Under threat: Cyber security startups fall on harder times,” Reuters, January 17, 2018, https://www.reuters.com/article/us-cybersecurity-startups-analysis/under-threat-cyber-security-startups-fall-on-harder-times-idUSKBN1F62RW

⁴⁰ For how to fix the problem of negative cash flow, see Peter Cohan, “How to Make Your Business Profitable in Five Steps,” Inc. July 26, 2018, https://www.inc.com/peter-cohan/how-to-make-your-business-profitable-in-5-steps.html

⁴¹ Peter Cohan, “Talend CEO Expects Strong Growth, Free Cash Flow,” Forbes , July 13, 2018, https://www.forbes.com/sites/petercohan/2018/07/13/talend-ceo-expects-strong-growth-free-cash-flow/

⁴² Peter Cohan, “Talend CEO Expects Strong Growth, Free Cash Flow,” Ibid.

⁴³ Peter Cohan, “Talend CEO Expects Strong Growth, Free Cash Flow,” Ibid.

⁴⁴ Peter Cohan, “Talend CEO Expects Strong Growth, Free Cash Flow,” Ibid.

⁴⁵ Peter Cohan, “Talend CEO Expects Strong Growth, Free Cash Flow,” Ibid.

⁴⁶ Peter Cohan, “Talend CEO Expects Strong Growth, Free Cash Flow,” Ibid.

⁴⁷ Michael Corkery, “Adobe Buys Omniture: What Were They Thinking?,” Wall Street Journal, September 16, 2009, https://blogs.wsj.com/deals/2009/09/16/adobe-buys-omniture-what-were-they-thinking/

⁴⁸ “Domo S-1A,” June 18, 2018, sec.gov https://www.sec.gov/Archives/edgar/data/1505952/000162828018007944/domoincs-1a.htm

⁴⁹ “Domo S-1A,” Ibid.

⁵⁰ Sramana Mitra, “From Unicorn to Unicorpse : Domo’s Valuation Slashed Ahead Of IPO,” SeekingAlpha , June 25, 2018, https://seekingalpha.com/article/4183873-unicorn-unicorpse-domos-valuation-slashed-ahead-ipo

⁵¹ “Domo S-1A,” Ibid.

⁵² “Domo,” Crunchbase, accessed July 22, 2018, https://www.crunchbase.com/organization/domo#section-ipo-stock-price . A March 2010 seed round raised $650,000; its May 2011 angel round totaled $10 million, its July 2011 Series A round, led by Benchmark Capital, raised $33 million and its January 2012 Series A round led by Institutional Venture Partners yielded another $20 million. Domo’s March 2013 Series C round raised $60 million. TPG Growth led its February 2014 Series C round of $125 million. Blackrock led its April 2015 Series D round of $210 million. In March 2016, Domo’s Series D round totaled $131 million and in April 2017, Blackrock led a Series E round of $100 million.

⁵³ Ryan Lawler, “With Another $200M In The Bank, Josh James Finally Takes The Wraps Off Business Analytics Startup Domo,” TechCrunch, April 8, 2015, https://techcrunch.com/2015/04/08/domo-finally-launches/

⁵⁴ Alex Konrad, “Its Stock Up 30% After Diminished IPO, Domo’s Defiant CEO Says It’s Back On Track,” Forbes, June 29, 2018, https://www.forbes.com/sites/alexkonrad/2018/06/29/domo-ceo-talks-ipo/

⁵⁵ Dave Kellogg, “The Domo S-1: Does the Emperor Have Clothes?,” Kellblog, June 2, 2018, https://kellblog.com/2018/06/02/the-domo-s-1-burn-baby-burn/

⁵⁶ Marcus Baram, “It’s worth remembering how Theranos first responded to the WSJ’s exposé,” Fast Company, March 14, 2018, https://www.fastcompany.com/40544465/its-worth-remembering-how-theranos-first-responded-to-the-wsjs-expose . After the Wall Street Journal first questioned Theranos’s veracity, Holmes said, “This is what happens when you work to change things. First they think you’re crazy, then they fight you, and then, all of a sudden, you change the world.”

⁵⁷ Alex Konrad, “Its Stock Up 30% After Diminished IPO , Domo’s Defiant CEO Says It’s Back On Track,” Ibid.

Chapter 4 : Sustaining Culture

¹ Entrepreneurial leadership – hiring people with entrepreneurial ability and helping them develop -- is one of four factors that enable large, rapidly-growing technology companies to sustain their market leadership. Peter S. Cohan, “The Technology Leaders: How America’s Most Profitable High-Tech Companies Innovate Their Way to Success,” (Jossey-Bass Publishers, 1997)

² Ben Horowitz, “Programming Your Culture,” a16z.com , December 18, 2012, https://a16z.com/2012/12/18/programming-your-culture

³ Chris McCann, “16 lessons on scaling from Eric Schmidt, Reid Hoffman, Marissa Mayer, Brian Chesky, Diane Greene, Jeff Weiner, and more,” Medium , December 8, 2015, https://medium.com/cs183c-blitzscaling-class-collection/16-lessons-on-scaling-from-eric-schmidt-reid-hoffman-marissa-mayer-brian-chesky-diane-greene-3d6367e63a42

⁴ Peter Cohan, “4 Types of Company Culture , Ranked From Best to Worst,” Inc., August 9. 2018. https://www.inc.com/peter-cohan/4-types-of-company-culture-ranked-from-best-to-worst.html

⁵ Chris Mellor, “Disaster-proofers merge: Axcient enclosed by eFolder,” The Register , July 28, 2017, https://www.theregister.co.uk/2017/07/28/axcient_merges_into_efolder/

⁶ Peter Cohan, “Silicon Valley’s Culture Doctor,” Forbes , November 4, 2011, https://www.forbes.com/sites/petercohan/2011/11/04/silicon-valleys-culture-doctor/

⁷ Kevin Mercadante, “Twine Savings App Review – Saving and Investing for Couples,” DoughRoller , July 6, 2018, https://www.doughroller.net/money-management/twine-savings-app-review/

⁸ Peter Cohan, “Peter S. Cohan: A tale of innovation at two insurers,” Worcester Telegram & Gazette , July 30, 2018, http://www.telegram.com/news/20180730/peter-s-cohan-tale-of-innovation-at-two-insurers

⁹ Peter Cohan, “Peter S. Cohan: A tale of innovation at two insurers,” Ibid.

¹⁰ Peter Cohan, “Peter S. Cohan: A tale of innovation at two insurers,” Ibid.

¹¹ Peter Cohan, “Peter S. Cohan: A tale of innovation at two insurers,” Ibid.

¹² Peter Cohan, “Serial CEO’s Five Surprising Lessons for Startup Success,” Inc., October 7, 2016, https://www.inc.com/peter-cohan/serial-ceos-five-surprising-lessons-for-startup-success.html

¹³ Peter Cohan, “How to merge your startup with a big company,” Worcester Telegram & Gazette, September 4, 2017, http://www.telegram.com/news/20170904/wall-amp-main-how-to-merge-your-startup-with-big-company

¹⁴ Peter Cohan, “Serial CEO’s Five Surprising Lessons for Startup Success,” Ibid.

¹⁵ Peter Cohan, “Serial CEO’s Five Surprising Lessons for Startup Success,” Ibid.

¹⁶ Peter Cohan, “How to merge your startup with a big company,” Ibid.

¹⁷ Peter Cohan, “How to merge your startup with a big company,” Ibid.

¹⁸ Peter Cohan, “3 Leadership Principles Propel This Boston Startup’s Rapid Growth,” Inc., April 18, 2018, https://www.inc.com/peter-cohan/successful-leadership-propels-this-boston-startups-rapid-growth.html :

¹⁹ Matthew Lynley, “ezCater raises $100M as it looks to own office-catered meals around the world,” TechCrunch , Jun 19, 2018, https://techcrunch.com/2018/06/18/ezcater-raises-100m-as-it-looks-to-own-office-catered-meals-around-the-world/

²⁰ Chris O’Brien, “Boston’s ezCater raises $100 million to take its corporate catering platform international,” Venture Beat, June 18, 2018, https://venturebeat.com/2018/06/18/bostons-ezcater-raises-100-million-to-take-its-corporate-catering-platform-international/

²¹ Callum Borchers, “Boston-Based ezCater Expands into Europe With Acquisition of French Company,” WBUR, July 24, 2018, http://www.wbur.org/bostonomix/2018/07/24/ezcater-buys-french-company

²² Peter Cohan, “This MIT-Trained Female Founder’s Secret to Reaching Success,” Inc., August 4, 2017, https://www.inc.com/peter-cohan/3-secrets-of-this-mit-trained-female-founders-succ.html

²³ Peter Cohan, “3 Leadership Principles Propel This Boston Startup’s Rapid Growth,” Ibid.

²⁴ Peter Cohan, “3 Leadership Principles Propel This Boston Startup’s Rapid Growth,” Ibid.

²⁵ Peter Cohan, “This MIT-Trained Female Founder’s Secret to Reaching Success,” Inc., August 4, 2017, https://www.inc.com/peter-cohan/3-secrets-of-this-mit-trained-female-founders-succ.html

²⁶ “Threat Stack Named Top 5 Winner in Boston Business Journal 2016 Best Places to Work Competition,” ThreatStack.com , accessed August 11, 2018, https://www.threatstack.com/press-releases/threat-stack-named-top-5-winner-in-boston-business-journal-2016-best-places

²⁷ Threat Stack Reviews, Glassdoor.com , July 24, 2018, https://www.glassdoor.com/Reviews/Threat-Stack-Reviews-E1038334.htm

²⁸ Peter Cohan, “CrowdStrike Raises $200M To Gain Share from McAfee, Symantec in $35B Market,” Forbes, July 27, 2018, https://www.forbes.com/sites/petercohan/2018/07/27/crowdstrike-raises-200m-to-gain-share-from-mcafee-symantec-in-35b-market/

²⁹ Peter Cohan, “CrowdStrike Raises $200M To Gain Share from McAfee, Symantec in $35B Market,” Ibid.

³⁰ “2017 Best Small & Medium Companies 34. CrowdStrike,” Fortune, accessed August 12, 2018, http://fortune.com/best-medium-workplaces/crowdstrike-34/

³¹ Peter Cohan, “ CrowdStrike Raises $200M To Gain Share from McAfee, Symantec in $35B Market,” Ibid.

³² Peter Cohan, “Copper’s Winning 60% Against Salesforce In $52B CRM Market,” Forbes, August 8, 2018, https://www.forbes.com/sites/petercohan/2018/08/08/coppers-winning-60-against-salesforce-in-52b-crm-market/

³³ Peter Cohan, “Copper’s Winning 60% Against Salesforce In $52B CRM Market,” Ibid.

³⁴ Peter Cohan, “Copper’s Winning 60% Against Salesforce In $52B CRM Market,” Ibid.

³⁵ Peter Cohan, “Copper’s Winning 60% Against Salesforce In $52B CRM Market,” Ibid.

³⁶ “Copper Reviews,” Glassdoor, July 25, 2018, https://www.glassdoor.com/Reviews/Copper-Reviews-E1024075.htm

³⁷ “Copper Reviews,” Ibid.

³⁸ Peter Cohan, “Copper’s Winning 60% Against Salesforce In $52B CRM Market,” Ibid.

³⁹ Peter Cohan, “5 Ways That Amazon Keeps Its Lead in the $180B Cloud,” Forbes , August 1, 2018, https://www.forbes.com/sites/petercohan/2018/08/01/5-ways-that-amazon-keeps-its-lead-in-the-180b-cloud/

⁴⁰ Peter Cohan, “5 Ways That Amazon Keeps Its Lead in the $180B Cloud,” Forbes , August 1, 2018, https://www.forbes.com/sites/petercohan/2018/08/01/5-ways-that-amazon-keeps-its-lead-in-the-180b-cloud/

⁴¹ Peter Cohan, “5 Ways That Amazon Keeps Its Lead in the $180B Cloud,” Forbes , August 1, 2018, https://www.forbes.com/sites/petercohan/2018/08/01/5-ways-that-amazon-keeps-its-lead-in-the-180b-cloud/

⁴² Peter Cohan, “5 Ways That Amazon Keeps Its Lead in the $180B Cloud,” Forbes , August 1, 2018, https://www.forbes.com/sites/petercohan/2018/08/01/5-ways-that-amazon-keeps-its-lead-in-the-180b-cloud/

⁴³ Peter Cohan, “5 Ways That Amazon Keeps Its Lead in the $180B Cloud,” Forbes , August 1, 2018, https://www.forbes.com/sites/petercohan/2018/08/01/5-ways-that-amazon-keeps-its-lead-in-the-180b-cloud/

⁴⁴ Peter Cohan, “5 Ways That Amazon Keeps Its Lead in the $180B Cloud,” Ibid.

⁴⁵ Peter Cohan, “Will Nutanix’s Rule Of 40 Propel Its Stock To $100?,” Forbes, August 5, 2018, https://www.forbes.com/sites/petercohan/2018/08/05/will-nutanixs-rule-of-40-propel-its-stock-to-100/

⁴⁶ Peter Cohan, “Will Nutanix’s Rule Of 40 Propel Its Stock To $100?,” Ibid.

⁴⁷ Peter Cohan, “Will Nutanix’s Rule Of 40 Propel Its Stock To $100?,” Ibid.

⁴⁸ Peter Cohan, “Will Nutanix’s Rule Of 40 Propel Its Stock To $100?,” Ibid.

⁴⁹ Peter Cohan, “Will Nutanix’s Rule Of 40 Propel Its Stock To $100?,” Ibid.

⁵⁰ Peter Cohan, “Will Nutanix’s Rule Of 40 Propel Its Stock To $100?,” Ibid.

⁵¹ Peter Cohan, “Will Nutanix’s Rule Of 40 Propel Its Stock To $100?,” Ibid.

Chapter 5 : Redefining Job Functions

¹ Liz Gannes, “Sequoia Set to Lead $500M Valuation Round for Instagram,” AllThingsD, April 6, 2012, http://allthingsd.com/20120406/sequoia-set-to-lead-500m-valuation-round-for-instagram/

² Evelyn Rusli, “ Facebook Buys Instagram for $1 Billion,” New York Times, April 9, 2012, https://dealbook.nytimes.com/2012/04/09/facebook-buys-instagram-for-1-billion/

³ Assumes $501 billion stock market capitalization. “Facebook,” Morningstar, accessed August 23, 2018, https://www.morningstar.com/stocks/xnas/fb/quote.html

⁴ “Facebook stats,” Facebook.com , accessed August 23, 2018, https://newsroom.fb.com/company-info/

⁵ OEMs are typically well-established companies that incorporate a startup’s product into their product

⁶ “Stem Cell Basics II,” National Institutes of Health, accessed August 30, 2018, https://stemcells.nih.gov/info/basics/2.htm

⁷ Peter Cohan, “Square and MetLife Watch Out: Two Fintech Startups Target $21T Markets,” Forbes, August 14, 2018, https://www.forbes.com/sites/petercohan/2018/08/14/square-and-metlife-watch-out-two-fintech-startups-target-21t-markets/

⁸ “Lingke Wang – Co-founder of Ovid Life,” IdeaMensch , April 3, 2017, https://ideamensch.com/lingke-wang/

⁹ Julie Verhage, “Robert Downey Jr., Jay Z, Durant Back Life Insurance Startup,” Bloomberg, June 14, 2018, https://www.bloomberg.com/news/articles/2018-06-14/robert-downey-jr-jay-z-durant-back-life-insurance-startup

¹⁰ Peter Cohan, “Square and MetLife Watch Out: Two Fintech Startups Target $21T Markets,” Ibid.

¹¹ Jeff Engel, “Communications Tech Firm Fuze Gulps $104M, Eyes IPO in 2018,” Xconomy, February 8th, 2017, https://www.xconomy.com/boston/2017/02/08/communications-tech-firm-fuze-gulps-104m-eyes-ipo-in-2018/

¹² Doherty was CEO of Manchester, NH-based domain name server operator, Dyn, from October 6, 2016 to January 2017 during which time it suffered a distributed denial of service attack two weeks after he joined and was sold to Oracle for $600 million.

¹³ Kelly J. O’Brien, “Cambridge-based Fuze gets a new CEO as co-founder steps aside,” Boston Business Journal , Feb 16, 2017, https://www.bizjournals.com/boston/news/2017/02/16/cambridge-based-fuze-gets-a-new-ceo-as-co-founder.html

¹⁴ Peter Cohan, “Fuze Raised $484M To Take On Skype And WebEx In $100B Market,” Forbes, August 22, 2018, https://www.forbes.com/sites/petercohan/2018/08/22/fuze-raised-484m-to-take-on-skype-and-webex-in-100b-market/

¹⁵ Peter Cohan, “Fuze Raised $484M To Take On Skype And WebEx In $100B Market,” Ibid.

¹⁶ Peter Cohan, “Fuze Raised $484M To Take On Skype And WebEx In $100B Market,” Ibid.

¹⁷ Lorna Garey, “Fuze Courts Resellers with New Partner Program, Professional Services,” Channel Partners, February 6 2018, https://www.channelpartnersonline.com/2018/02/06/fuze-courts-resellers-with-new-partner-program-professional-services/

¹⁸ Peter Cohan, “Fuze Raised $484M To Take On Skype And WebEx In $100B Market,” Ibid.

¹⁹ Peter Cohan, “Hired Challenges LinkedIn in $400 billion market for talent recruiting,” Forbes, August 16, 2018, https://www.forbes.com/sites/petercohan/2018/08/16/hired-challenges-linkedin-in-400b-market-for-talent-recruiting/

²⁰ Peter Cohan, “Hired Challenges LinkedIn in $400 billion market for talent recruiting,” Ibid.

²¹ Peter Cohan, “Hired Challenges LinkedIn in $400 billion market for talent recruiting,” Ibid.

²² Peter Cohan, “Hired Challenges LinkedIn in $400 billion market for talent recruiting,” Ibid.

²³ Peter Cohan, “Pendo Takes On Google And Adobe In $20B Product Engagement Software Market,” Forbes, August 21, 2018, https://www.forbes.com/sites/petercohan/2018/08/21/pendo-takes-on-google-and-adobe-in-20b-product-engagement-software-market/

²⁴ Peter Cohan, “Pendo Takes On Google And Adobe In $20B Product Engagement Software Market,” Ibid.

²⁵ Peter Cohan, “Pendo Takes On Google And Adobe In $20B Product Engagement Software Market,” Ibid.

²⁶ Peter Cohan, “Pendo Takes On Google And Adobe In $20B Product Engagement Software Market,” Ibid.

²⁷ Peter Cohan, “Redis Labs Growing 60%, Plans To Disrupt Oracle In $60B Database Market,” Forbes, August 21, 2018, https://www.forbes.com/sites/petercohan/2018/08/21/redis-labs-growing-60-plans-to-disrupt-oracle-in-60b-database-market/

²⁸ Peter Cohan, “Redis Labs Growing 60%, Plans To Disrupt Oracle In $60B Database Market,” Ibid.

²⁹ Peter Cohan, “ Redis Labs Growing 60%, Plans To Disrupt Oracle In $60B Database Market,” Ibid.

³⁰ Peter Cohan, “Redis Labs Growing 60%, Plans To Disrupt Oracle In $60B Database Market,” Ibid.

³¹ Peter Cohan, “Startup Wrestles With GE, Oracle And Microsoft In $25B Service Dispatch Market, Forbes, August 17, 2018, https://www.forbes.com/sites/petercohan/2018/08/17/startup-wrestles-with-ge-oracle-and-microsoft-in-25b-service-dispatch-market/

³² Scott Bekker, “Vista Equity Partners Acquires Autotask,” Redmond ChannelPartner, June 9, 2014, https://rcpmag.com/blogs/scott-bekker/2014/06/vista-acquires-autotask.aspx

³³ “Pitney Bowes To Acquire MapInfo For $408 Million,” CNBC, March 15, 2007, https://www.cnbc.com/id/17627764

³⁴ Peter Cohan, “Startup Wrestles With GE, Oracle And Microsoft In $25B Service Dispatch Market, Ibid.

³⁵ Peter Cohan, “Startup Wrestles With GE, Oracle And Microsoft In $25B Service Dispatch Market , Ibid.

³⁶ Peter Cohan, “Invest In Companies Like Netflix That Do The Opposite Of What Clay Christensen Says,” Forbes, July 14, 2014, https://www.forbes.com/sites/petercohan/2014/07/14/by-disrupting-disruption-netflix-reveals-new-investing-strategy/

³⁷ Cynthia Littleton and Janko Roettgers, “Ted Sarandos on How Netflix Predicted the Future of TV,” Variety , August 21, 2018, https://www.nasdaq.com/article/ted-sarandos-on-how-netflix-predicted-the-future-of-tv-cm1010589

³⁸ Ashley Rodriguez, “Ten years ago, Netflix launched streaming video and changed the way we watch everything,” Quartz, January 17, 2017, https://qz.com/887010/netflix-nflx-launched-streaming-video-10-years-ago-and-changed-the-way-we-watch-everything/

³⁹ Cynthia Littleton and Janko Roettgers, “Ted Sarandos on How Netflix Predicted the Future of TV,” Ibid.

⁴⁰ “The Netflix revolution – Part 1: History of Netflix,” VDOcipher, accessed August 28, 2018, https://www.vdocipher.com/blog/2017/06/netflix-revolution-part-1-history/

⁴¹ Todd Spangler, “Netflix Content Chief Says 85% of New Spending Is on Originals,” New York Times , May 14, 2018, https://variety.com/2018/digital/news/netflix-original-spending-85-percent-1202809623/

⁴² “Okta,” Morningstar, accessed August 30, 2018, https://www.morningstar.com/stocks/xnas/okta/quote.html

⁴³ “Okta, S1/A,” sec.gov , March 22s/1 3/27/17, https://www.sec.gov/Archives/edgar/data/1660134/000119312517096402/d289173ds1a.htm

⁴⁴ “Okta, S1/A,” Ibid .

⁴⁵ “Okta, S1/A,” Ibid.

Chapter 6 : Hiring, Promoting, and Letting People Go

¹ Since firing happens relatively infrequently, the company may not have established a formal process. However, if a person has violated company policies, the process may be focused on documenting those violations. Whereas if the company needs to cut staff to save money, it will rank employees and dismiss the ones who are least effective. Finally, if the company expands the role of an individual who does not want to or lacks the skill to perform effectively, the company may seek to find a new position for the individual or encourage the person to seek employment elsewhere.

² Peter Cohan, “Cloudian Raises $94M More To Beat NetApp In $52B Storage Biz,” Forbes, September 13, 2018, https://www.forbes.com/sites/petercohan/2018/09/13/cloudian-raises-94m-more-to-beat-netapp-in-52b-storage-biz/

³ “Cloudian: Current Team,” Crunchbase, accessed September 14, 2018, https://www.crunchbase.com/organization/cloudian#section-current-team

⁴ Peter Cohan, “Cloudian Taking Customers from NetApp In $24B Market,” Forbes, May 2, 2018, https://www.forbes.com/sites/petercohan/2018/05/02/cloudian-taking-customers-from-netapp-in-24b-market/

⁵ “Cloudian Names Jon Ash Vice President Of Worldwide Sales,” PR Newswire, Sep 25, 2014, https://www.prnewswire.com/news-releases/cloudian-names-jon-ash-vice-president-of-worldwide-sales-277054151.html

⁶ “Storage provider Cloudian raises $94M,” ROI Tech Services, August 29, 2018, http://www.roitechservices.com/storage-provider-cloudian-raises-94m/

⁷ Peter Cohan, “Sapho Vies With Microsoft SharePoint To Boost Employee Engagement,” Forbes, September 13, 2018, https://www.forbes.com/sites/petercohan/2018/09/13/sapho-vies-with-microsoft-sharepoint-to-boost-employee-engagement/#67a56e795afe

⁸ Peter Cohan, “Sapho Vies With Microsoft SharePoint To Boost Employee Engagement,” Ibid.

⁹ Peter Cohan, “Sapho Vies With Microsoft SharePoint To Boost Employee Engagement,” Ibid.

¹⁰ Peter Cohan, “Sapho Vies With Microsoft SharePoint To Boost Employee Engagement,” Ibid.

¹¹ “Marque Teegardin,” LinkedIn, accessed September 14, 2018, https://www.linkedin.com/in/marque-teegardin-0385b/

¹² Peter Cohan, “Confluent Targets IBM, Oracle In $27B Middleware Market,” Forbes, September 7, 2018, https://www.forbes.com/sites/petercohan/2018/09/07/confluent-targets-ibm-oracle-in-27b-middleware-market/

¹³ Peter Cohan, “Confluent Targets IBM, Oracle In $27B Middleware Market,” Forbes, Ibid.

¹⁴ Todd Barnett, LinkedIn, accessed September 14, 2018, https://www.linkedin.com/in/tobarnett/

¹⁵ “Confluent Expands Leadership Team With Four Key Hires as Stream Processing Initiatives Gain Enterprise Momentum,” Confluent.io, July 14, 2016, https://www.confluent.io/press-release/confluent-expands-leadership-team-with-four-key-hires-as-stream-processing-initiatives-gain-enterprise-momentum/

¹⁶ General Data Protection Regulation (GDPR) was a set of EU regulations to give consumers more control of their data online – for example, giving them the right to be forgotten. In 2018, companies that did business in the EU were scrambling to comply with these regulations. GDPR regulations penalizes privacy non-compliance with sanctions up to 4% of revenue, according to BigID.

¹⁷ Peter Cohan, “BigID Takes On Varonis, Talend, Symantec In $19B Market,” Forbes, September 6, 2018, https://www.forbes.com/sites/petercohan/2018/09/06/bigid-takes-on-sailpoint-varonis-talend-symantec-in-19b-market/

¹⁸ Peter Cohan, “BigID Takes On Varonis, Talend, Symantec In $19B Market,” Ibid.

¹⁹ Peter Cohan, “BigID Takes On Varonis, Talend, Symantec In $19B Market,” Ibid.

²⁰ Matt Hines, “CA to buy Netegrity for $430 million,” CNET, October 6, 2004, https://www.cnet.com/news/ca-to-buy-netegrity-for-430-million/

²¹ Nimrod Vax, LinkedIn , accessed September 15, 2018, https://www.linkedin.com/in/nimrodv/

²² Scott Casey, LinkedIn, accessed September 15, 2018, https://www.linkedin.com/in/scottpcasey/

²³ Peter Cohan, “ThoughtSpot Raised $145M More To Target Tableau As It Barrels To IPO,” Forbes, September 8, 2019, https://www.forbes.com/sites/petercohan/2018/09/08/thoughtspot-raised-145m-more-to-target-tableau-as-it-barrels-to-ipo/

²⁴ Peter Cohan, “ ThoughtSpot Raised $145M More To Target Tableau As It Barrels To IPO,” Ibid.

²⁵ Peter Cohan, “ThoughtSpot Raised $145M More To Target Tableau As It Barrels To IPO,” Ibid.

²⁶ Peter Cohan, “ThoughtSpot Raised $145M More To Target Tableau As It Barrels To IPO,” Ibid.

²⁷ “Social Media Marketer Vitrue Has Been Bought By Oracle For $300 Million,” TechCrunch, May 23, 2012, https://techcrunch.com/2012/05/23/more/

²⁸ “Brian Blond,” Crunchbase , accessed September 16, 2018, https://www.crunchbase.com/person/brian-blond#section-overview

²⁹ Peter Cohan, “Exabeam Wins 70% Of Splunk Faceoffs As It Targets 10% Market Share,” Forbes, August 24, 2018, https://www.forbes.com/sites/petercohan/2018/08/24/exabeam-wins-70-of-splunk-faceoffs-as-it-targets-10-market-share/

³⁰ Peter Cohan, “Exabeam Wins 70% Of Splunk Faceoffs As It Targets 10% Market Share,” Ibid.

³¹ Peter Cohan, “Exabeam Wins 70% Of Splunk Faceoffs As It Targets 10% Market Share,” Ibid.

³² “Exabeam Initiates Sales Push with Hiring of Former Imperva SVP of Worldwide Sales Ralph Pisani,” PR Newswire, July 8, 2014, https://www.businesswire.com/news/home/20140708005420/en/Exabeam-Initiates-Sales-Push-Hiring-Imperva-SVP

³³ Laura Barnes, “ Exabeam appoints new CFO and Executive VP of engineering,” PCR, November 2, 2018, https://www.pcr-online.biz/appointments/exabeam-appoints-new-cfo-and-executive-vp-of-engineering

³⁴ Peter Cohan, “Targeting $11B Market, SendGrid’s A Fast-Growing Buy,” Forbes, September 6, 2018, https://www.forbes.com/sites/petercohan/2018/09/06/targeting-11b-market-sendgrids-a-fast-growing-buy/

³⁵ Peter Cohan, “Targeting $11B Market, SendGrid’s A Fast-Growing Buy,” Ibid.

³⁶ Frederic Lardinois, “Twilio acquires email API platform SendGrid for $2 billion in stock,” TechCrunch, October 15, 2018, https://techcrunch.com/2018/10/15/twilio-acquires-email-api-platform-sendgrid-for-2-billion-in-stock/

³⁷ Peter Cohan, “Targeting $11B Market, SendGrid’s A Fast-Growing Buy,” Ibid.

³⁸ “SendGrid Appoints Leandra Fishman as Senior Vice President of Sales and Customer Success,” Sendgrid.com , August 15, 2016, https://sendgrid.com/news/sendgrid-appoints-leandra-fishman-as-senior-vice-president-of-sales-and-customer-success/

³⁹ Peter Cohan, “Targeting $11B Market, SendGrid’s A Fast-Growing Buy,” Ibid.

⁴⁰ Peter Cohan, “With $300M In Capital, Anaplan Is Taking $100M+ Bite Out Of IBM, Oracle In $20B Market,” Forbes, July 21, 2018, https://www.forbes.com/sites/petercohan/2018/07/21/with-300m-in-capital-anaplan-is-taking-100m-bite-out-of-ibm-oracle-in-20b-market/

⁴¹ “Anaplan , Form S-1,” sec.gov , September 14, 2018, https://www.sec.gov/Archives/edgar/data/1540755/000119312518274158/d591366ds1.htm

Chapter 7 : Holding People Accountable

¹ Some companies, such as Amazon , meet to review performance every week as we saw in Chapter 4 .

² Peter Cohan, “Hungry Start-up Strategy: Creating New Ventures with Limited Resources and Unlimited Vision” Berrett-Koehler Publishers, (November 2012)

³ Peter Cohan, “Startup Targets Tableau, IBM in $166B Business Intelligence Mart,” Forbes , October 2, 2018

⁴ Peter Cohan, “Startup Targets Tableau, IBM in $166B Business Intelligence Mart,” Ibid.

⁵ Peter Cohan, “Fast-Growing Startup Targets Google, Facebook in $50B Ad Market,” September 11, 2018, https://www.forbes.com/sites/petercohan/2018/09/11/fast-growing-startup-targets-google-facebook-in-50b-ad-market/

⁶ Peter Cohan, “Fast-Growing Startup Targets Google, Facebook in $50B Ad Market,” Ibid.

⁷ Peter Cohan, “ Qubole Takes on Cloudera, Hortonworks in $50B Hadoop Market,” Forbes, September 20, 2018, https://www.forbes.com/sites/petercohan/2018/09/20/qubole-takes-on-cloudera-hortonworks-in-50b-hadoop-market/

⁸ Peter Cohan, “Qubole Takes on Cloudera, Hortonworks in $50B Hadoop Market,” Ibid.

⁹ Peter Cohan, “Qubole Takes on Cloudera, Hortonworks in $50B Hadoop Market,” Ibid.

¹⁰ Peter Cohan, “Qubole Takes on Cloudera, Hortonworks in $50B Hadoop Market,” Ibid.

¹¹ Peter Cohan, “StreamSets Targets IBM, Informatica in $28.5B Middleware Market, Forbes, September 21, 2018, https://www.forbes.com/sites/petercohan/2018/09/21/streamsets-targets-ibm-informatica-in-28-5b-middleware-market/

¹² Peter Cohan, “ StreamSets Targets IBM , Informatica in $28.5B Middleware Market,” Ibid.

¹³ Peter Cohan, “StreamSets Targets IBM, Informatica in $28.5B Middleware Market,” Ibid.

¹⁴ Peter Cohan, “WalkMe Raises $207.5M To Accelerate Corporate Digital Transformation,” Forbes, September 27, 2018, https://www.forbes.com/sites/petercohan/2018/09/27/walkme-raises-208m-to-accelerate-corporate-digital-transformation/

¹⁵ Peter Cohan, “WalkMe Raises $207.5M To Accelerate Corporate Digital Transformation ,” Ibid.

¹⁶ Peter Cohan, “WalkMe Raises $207.5M To Accelerate Corporate Digital Transformation,” Ibid.

¹⁷ Peter Cohan , “Panzura Barreling Toward IPO In $68B Cloud Data Management Market,” Forbes, September 22, 2018, https://www.forbes.com/sites/petercohan/2018/09/22/panzura-barreling-towards-ipo-in-68b-cloud-data-management-market/

¹⁸ Peter Cohan, “Panzura Barreling Toward IPO in $68B Cloud Data Management Market,” Ibid.

¹⁹ Peter Cohan, “Kronos To Hit $1.5B In Revenue In $22.5B Human Capital Software Market,” Forbes , September 27, 2018, https://www.forbes.com/sites/petercohan/2018/09/27/kronos-to-hit-1-5b-in-revenue-in-22-5b-human-capital-software-market/

²⁰ Peter Cohan, “Kronos To Hit $1.5B In Revenue In $22.5B Human Capital Software Market,” Ibid.

²¹ Peter Cohan, “Kronos To Hit $1.5B In Revenue In $22.5B Human Capital Software Market,” Ibid.

²² Peter Cohan, “Kronos To Hit $1.5B In Revenue In $22.5B Human Capital Software Market,” Ibid.

²³ “Snap Balance Sheet,” Morningstar, accessed September 29, 2018, http://financials.morningstar.com/balance-sheet/bs.html?t=SNAP&region=usa&culture=en-US

²⁴ Peter Cohan, “Snap Will Keep Falling Unless Apple or Google Buys It, Says Wharton Professor,” Forbes, June 14, 2018, https://www.forbes.com/sites/petercohan/2018/06/14/wharton-prof-snap-will-keep-falling-unless-apple-or-google-buy-it/

²⁵ “Snap Inc. (SNAP) CEO Evan Spiegel on Q2 2018 Results - Earnings Call Transcript,” SeekingAlpha, August 7, 2018, https://seekingalpha.com/article/4196142-snap-inc-snap-ceo-evan-spiegel-q2-2018-results-earnings-call-transcript

²⁶ “Snap Inc. (SNAP) CEO Evan Spiegel on Q2 2018 Results - Earnings Call Transcript,” Ibid.

²⁷ Sarah Frier, “Nobody Trusts Facebook. Twitter Is a Hot Mess. What Is Snapchat Doing?” BloombergBusinessweek , August 22, 2018, https://www.bloomberg.com/news/features/2018-08-22/nobody-trusts-facebook-twitter-is-a-hot-mess-what-is-snap-s-evan-spiegel-doing

Chapter 8 : Coordinating Processes

¹ Peter Cohan, “6 Things Your Marketing and Sales Teams Need to Know,” Inc ., September 26, 2018, https://www.inc.com/peter-cohan/follow-these-6-essential-steps-to-turn-leads-into-paying-customers.html

² Peter Cohan, “ Molekule Vies With Honeywell, Dyson In $33B Air Purification Market,” Forbes, October 14, 2018, https://www.forbes.com/sites/petercohan/2018/10/14/molekule-vies-with-honeywell-dyson-in-33b-air-purification-market/

³ Peter Cohan, “Molekule Vies With Honeywell, Dyson In $33B Air Purification Market,” Ibid.

⁴ Peter Cohan, “Molekule Vies With Honeywell, Dyson In $33B Air Purification Market,” Ibid.

⁵ Peter Cohan, “Molekule Vies With Honeywell, Dyson In $33B Air Purification Market,” Ibid.

⁶ Peter Cohan, “In $9B Business Search Market Algolia Tops Google,” Forbes , October 6, 2018, https://www.forbes.com/sites/petercohan/2018/10/06/in-9b-business-search-market-algolia-tops-google/

⁷ Peter Cohan, “In $9B Business Search Market Algolia Tops Google,” Ibid.

⁸ Peter Cohan, “In $9B Business Search Market Algolia Tops Google,” Ibid.

⁹ Peter Cohan, “In $9B Business Search Market Algolia Tops Google,” Ibid.

¹⁰ Peter Cohan, “In $9B Business Search Market Algolia Tops Google,” Ibid.

¹¹ Peter Cohan, “Kinetica Could Boost NVidia In $70B Big Data Market,” Forbes, October 12, 2018, https://www.forbes.com/sites/petercohan/2018/10/12/kinetica-could-boost-nvidia-in-70b-big-data-market/

¹² Peter Cohan, “Kinetica Could Boost NVidia In $70B Big Data Market,” Ibid.

¹³ Peter Cohan, “ Kinetica Could Boost NVidia In $70B Big Data Market,” Ibid.

¹⁴ Peter Cohan, “Kinetica Could Boost NVidia In $70B Big Data Market,” Ibid.

¹⁵ Peter Cohan, “Kinetica Could Boost NVidia In $70B Big Data Market,” Ibid.

¹⁶ Peter Cohan, “ JFrog Raises $165M To Outpace Google, Azure And AWS In $50B DevOps Market,” Forbes, October 6, 2018, https://www.forbes.com/sites/petercohan/2018/10/06/jfrog-raises-165m-to-outpace-google-azure-and-aws-in-50b-devops-market/

¹⁷ Peter Cohan, “JFrog Raises $165M To Outpace Google, Azure And AWS In $50B DevOps Market,” Ibid.

¹⁸ Peter Cohan, “JFrog Raises $165M To Outpace Google, Azure And AWS In $50B DevOps Market,” Ibid.

¹⁹ Peter Cohan, “JFrog Raises $165M To Outpace Google, Azure And AWS In $50B DevOps Market,” Ibid.

²⁰ Peter Cohan, “Virtual Instruments Takes On IBM In $20B Market,” Forbes, October 18, 2018, https://www.forbes.com/sites/petercohan/2018/10/18/virtual-instruments-takes-on-ibm-in-20b-market/

²¹ Peter Cohan, “Virtual Instruments Takes On IBM In $20B Market,” Ibid.

²² Peter Cohan, “Virtual Instruments Takes On IBM In $20B Market,” Ibid.

²³ Peter Cohan, “Virtual Instruments Takes On IBM In $20B Market,” Ibid.

²⁴ Peter Cohan, “Virtual Instruments Takes On IBM In $20B Market,” Ibid.

²⁵ Peter Cohan, “Can Okta Keep Growing at 57%?” Forbes , October 5, 2018, https://www.forbes.com/sites/petercohan/2018/10/05/can-okta-keep-growing-at-57/

²⁶ Peter Cohan, “Can Okta Keep Growing at 57%?” Ibid.

²⁷ Peter Cohan, “Can Okta Keep Growing at 57%?” Ibid.

²⁸ Peter Cohan, “Can Okta Keep Growing at 57%?” Ibid.

²⁹ Peter Cohan, “Can Okta Keep Growing at 57%?” Ibid.

³⁰ Peter Cohan, “Can ForeScout Technologies Keep Growing At 30%?” Forbes, October 4, 2018, https://www.forbes.com/sites/petercohan/2018/10/04/can-forescout-technologies-keep-growing-at-30/

³¹ Peter Cohan, “Can ForeScout Technologies Keep Growing At 30%?” Ibid.

³² Peter Cohan, “Can ForeScout Technologies Keep Growing At 30%?” Ibid.

³³ Peter Cohan, “Can ForeScout Technologies Keep Growing At 30%?” Ibid.

Chapter 9 : What’s Next

¹ Peter Cohan, “This Common Mental Block Is Holding You Back From Success,” Inc., October 23, 2018, https://www.inc.com/peter-cohan/this-common-mental-block-is-holding-you-back-from-success.html

Index

A

Accel Partners

Advanced Endpoint Protection Comparative Report

Airbnb

Algolia

business search industry

customer count

enterprise search services provider

entrepreneurial talent

funding event

hire and motivate talent

open-source software

profitability path

Silicon Valley approach

Amazon

Amazon’s AWS cloud service

Amazon’s culture

AWS’s profitability

cloud services industry

competitive advantages

competitive dynamics

customer feedback

customers and costs

formidable competitors

innovation

launched prototypes

people to produce results

principles, running marathon creation

Synergy

Anaplan

Annual recurring revenues (ARR)

Apache Kafka

AppDynamics

Appleby

Application performance management (APM)

Arab Spring

Arcadia data plans

business planning process

conversion rates

marketing department

marketing/sales funnel stages

ArcSight

Automated external defibrillator (AED)

Average selling price (ASP)

AWS cloud services unit

B

Battery Ventures

Bessemer Venture Partners

BigID

Bintray binary hub

Blue Apron

Boston-based financial services startup

Boston-based Gradifi

Business intelligence software

Business model

Business processes

customer revenue, increase

hiring and motivating talent

new customers

scaling the culture

C

California-based hyperconverged systems-provider Nutanix

California-based Panzura

California-based Redis Labs

California-based social media service Snap

Capital raising

big potential market

cash flow

deal structure and valuation

estimate amount

great CEO

investor decision criteria

investor presentation

potential sources

principles

rapid growth in revenue

running marathon

beat and raise

borrow money

cash flow

Domo

entrepreneur

growth investing

higher share price

principles

Talend

scalable business model

efficiency

evidence, potential market

functional skills

principles

reference customers

Tipalti

Varsity Tutors

sprinting to liquidity

Anaplan

business processes, customer satisfaction

executive team

gaining share, large market

principles

product, customers love

SentinelOne

stakeholders

strategies

winning first customers

customer profitability

founder’s funds

JASK

OmniSci

principles

VC-backed exit

Carbon Black

Carrier Ethernet

Chan Zuckerberg Initiative

Chief Content Officer (CCO)

Cisco Systems

Citrix Systems

ClickSoftware Technologies

Cloudera

Cloudian

Cognos

Common mental block

Confluent

Coordinating processes

CEOs

executive team

growth goals

principles

running the marathon

ForeScout technologies

Okta

principles

scalable business model

Algolia

functional executives

Kinetica

principles

sprinting to liquidity

JFrog

principles

virtual instruments

stakeholders

steps

winning the customers

Arcadia data plans

CEO

goal

marketing

Molekule

principles

Copper’s growth

Copy data management (CDM)

Cross-functional communication

CrowdStrike

Culture

articulated culture

creation, steps

customer-focused

employee-focused

performance-oriented

principles, creation

running marathon

Amazon

SeeAmazon’s culture

assess culture, CEO questions

Nutanix

principles

scalable business model

ezCater’s success

principles

Threat Stack

scaling levers diagram

sprint to liquidity

Copper’s growth

CrowdStrike

principles

stakeholders

winning first customers

Gradifi

principles

Twine

Culture sustaining

Customer-focused culture

Customer’s ranked purchase criteria (CPC)

Cylance

D

Data Fabric

Data integration middleware

Dave DeWalt

Denver-based SendGrid

Digital Adoption Platform (DAP)

Digital transformation

Domo

DVD-by-mail business

E

Earnings before Interest, Taxes, Depreciation, and Amortization (EBITDA)

ECI Telecom’s ADSL business unit

Elastic

Elasticsearch

EMC

Employee-focused culture

Enterprise performance management

Ethos

Exabeam

Execution layer

Executive Leadership Team (ELT)

ezCater’s Culture

F

Facebook

FireEye

ForeScout technologies

GDPR

goal

hiring decisions

IoT security company

marketing

revenue growth

Free cash flow

Fuze

G

Gartner

General Data Protection Regulation (GDPR)

GoDaddy

Google

Grandview research

Graphical processing units (GPU)

Growth trajectories

AED

business model

Actifio

Threat Stack

capabilities

CPC

dimensions

growth levers

parameters

principles

running marathon

principles

Seattle-based Amazon

sprinting to liquidity

Snowflake

principles

Looker

stakeholders

winning first customers

harmon.ie

principles

Platform.sh

H

High efficiency particulate air (HEPA) filters

Hired’s rapid growth and ability

Hiring, promoting, and letting people go

candidate information

CEO’s role

implement decisions

people decisions team

performance measures

principles

process and standards

running marathon

Anaplan

principles

SendGrid

scalable business model

BigID

Confluent

principles

revenue growth

steps

skills

sprinting to liquidity

Exabeam

principles

ThoughtSpot

stakeholders

startup’s

steps to

team’s purpose

winning first customer

Cloudian

cofounders

principles

Sapho

Holding people accountable

assess and improve

buy in

impact and control

principles

running marathon

Kronos

principles

Snap

scalable business model

principles

Qubole

StreamSets

seven steps

sprinting to liquidity

Panzura

principles

WalkMe

stakeholders

winning first customer

Acadia Data’s growth

PowerInbox

principles

Human capital management software

Hyperion

I

Inbound marketing

Indeed

InfoLinks

Intel Capital

Internet of Things (IoT)

Internet security

IOA-based threat prevention

J

JASK

JFrog

cash flow

customer happiness

customers

global expansion

IPO

liquid software

product development process

Jive Software

Job functions, redefining

K

Kinetica

database supplier

ELT

GPU

MBOs

sales momentum

sales team

technology

Kronos

L

Lab of Forward Thinking (LOFT)

Load DynamiX

M

Magic Quadrant for Endpoint Protection

Management by Objectives (MBO)

Manager effectiveness index (MEI)

Massachusetts-based workforce

McAfee

Microsoft

Microsoft Azure’s

Microsoft SharePoint

Mission and strategy layer

MIT’s Computer Science and Artificial Intelligence Lab

MIT’s Industrial Liaison Program

Molekule

air purifier prototype

core technology

leaders

PECO product

vision of building

Most Advanced Yet Acceptable (MAYA)

N

NarrowBand Sockets

NC-based Pendo

NetApp

Netegrity

Netflix

Net promoter score (NPS)

NetSuite

Network product management (NPM)

Network Security Secrets and Solutions

Nexenta

Nokia-Siemens

Nutanix

O

Objectives and Key Results (OKR) model

Okta

cash flow

factors, growing

go-to-market strategy

identity management services provider

megatrends

metrics

planning process

world class delivery

Okta Identity Cloud

OmniSci

Online advertising exchange

Oren Zeev

P

Panzura

Payment Card Industry (PCI)

Pendo

People accountable

Performance-oriented culture

Permanent life insurance

Photoelectrochemical oxidation (PECO)

PowerInbox

Product management

Protection and Availability Storage (PAS)

Q

Qubole

R

Raising capital

SeeCapital raising

Redefining job functions

company grows, steps

principles

running marathon

Netflix

Okta’s growth

organization structure

principles

scalable business model

hired’s culture

hired’s rapid growth and ability

Pendo trades off profitability for growth

principles

profitability

startup overcomes, challenges

traditional model of online recruiting

sprinting to liquidity

ClickSoftware

principles

Redis

stakeholders

winning first customers

Ethos

Fuze, scalable business model

principles

Redis

Roku

S

SanDisk

San Francisco-based customer relationship management (CRM) company

San Francisco-based data integration middleware supplier StreamSets

San Francisco-based private bank

San Francisco-based startup WalkMe

Sapho

Scalable business model, building

coordinating processes

hiring, promoting, and letting people go

holding people accountable

redefining jobs

Scaling

Scaling levers diagram

Scaling principles

growth culture

growth opportunities

hire functional experts

SeeScaling Quotient (SQ)

stay intellectually humble

target Blue Oceans

win new customers efficiently

Scaling Quotient (SQ)

company score

coordinating processes

growth capital

growth culture

hiring, promoting, and letting people go

holding people accountable

job functions

sustainable growth trajectory

Scaling stages

business model

customers

marathon

process

sprinting to liquidity

Security information and event management (SIEM)

Security intelligence and event management (SIEM)

Security operations center (SOC)

SendGrid

SentinelOne

Silicon Valley

Silicon Valley approach

SmartMessaging

Snap

Software-as-a-service model

Software developers

Splunk

Spotify

Stakeholders

board

CEO

employees

functional executives

investors

startup CEO

Stanford Business School (SBS)

Startup scaling levers

Startup scaling model

agents and leaders

cultural battles

culture

economies of scale

entrepreneurial challenge

manage teams

new business

new talent

software

specific business functions

strategy changes

StreamSets

Sudden cardiac arrest (SCA)

Sun Microsystems

Symantec

Synergy

T

Talend

big data and cloud environments

cloud momentum

data integration tools

free cash flow

funding efforts

IPO process

open source software, wrapper

scaling stage

short-and long-term future

Tuchen’s leadership

Technology Crossover Ventures

Telecommunications

TenEleven Ventures

ThinkingPhones

ThoughtSpot

Threat Stack’s culture

ThreatStream

Tiger Global Management

Tipalti

Toluna Group

Twitter

U

U.S. counter intelligence community

U.S. postal service

V

Varsity Tutors

Virtual instruments

fibre channel market

growth rate

marketing strategy

product development

sales force

VirtualWisdom

VMLogix

VMware

VP Global Corporate Sales

W, X, Y, Z

WalkMe

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Index

A

B

C

D

E

F

G

H

I

J

K

L

M

N

O

P

Q

R

S

T

U

V

W, X, Y, Z

Table of Contents for
Back Matter