Vanta

“In almost all my portfolio companies, if I didn't source their early recruits, I certainly helped close them. At companies like Vanta, Kalshi, Copercure, I think not a single person they hired was without a phone call, at least from me, to help convince them t…”

“The thing that does have to shift as we move forward now in this new environment is that the value drivers that matter are a little bit different. So we're going to have a little more emphasis on cost savings. And efficiency and yes, growth still matters. Ever…”

“Somebody who indexes too hard on those guarantees probably is not a fit in a startup.”

“The most important thing in an environment like this is that your sellers pull those people into deals much earlier. So the junior sellers approach in these kind of environments is I want to avoid the CFO at all costs. And like in the world of Vanta, I want to…”

“And so in the middle of the summer, I created a team just to go after those mid-market and enterprise opportunities because it is, it's a very different cycle. So put that team on a different comp plan, gave them a little bit more space and time to experiment,…”

“And the math behind it to win being a CRO really is not all that different. You have to adapt constantly. It's very dynamic. You're putting together all of these different elements into a strategy. And ultimately the math has to work and really just the score …”

“Of course, the tool had to be amazing. There had to be all the value there. They had to prove that value. They showed us so much value before we signed the deal, and then they gave us a great offer we couldn't refuse at the end of the quarter, and we got it do…”

“The best part is really what started as the worst part, which was the forced intentionality and the focus that you have to have as a parent. I was forced to develop it as a single mom when she was very young, and now I think it's probably really, truly one of …”

“I turned down Deal and Vanta at Preseed, and I did both the times because I knew the founders were amazing, but I just didn't like the business, I didn't like the category, something else other than the founder.”

“That's why I think my biggest regret is one of my biggest regrets is actually passing on Vanta because I met Christina But I had already committed. I was like, this person is going to win the market, but I've already committed to another company in the space. …”

“If I'd invest in every founder that I'd met, every founder that I've met, I'd be 17 X more successful. One seven X more successful. I would have had two and a half percent of deal. I would have had two percent of 11 Labs. I'd have a seed check in Flettersport,…”