The Ledger
Every statement that passed quotation and attribution checks. Mix any filter with any other: certainty 1/5, debate potential 5/5, or both at once.
why aren't all 12 resolved? a statement only gets an assessment when the public record can support or contradict it. opinions and what-ifs never can, and 0 checkable ones are still open, waiting for their date. predictions held up or didn't; assertions are supported or contradicted. on every card: ▮▮▮▮▮ certainty · ▮▮▮▮▮ debate potential. speakers are clickable
Cerny: Successful sales software must deliver a lifestyle, not just utility
“A key insight that we had early on was that in order to be successful with salespeople, we can't just build and sell a piece of software. What we're bringing to the market is a lifestyle. It's an aspirational lifestyle that is more in keeping with what motivat…”
Cerny: Modern sales reps are no longer solely motivated by money
“There's this old perception of the coin operated salesperson is just motivated by money, but that couldn't be further from the further away from today's reality.”
Cerny: Hiring consumer agencies produces inauthentic enterprise SaaS brands
“You can try to hire like a LA brand firm that, that worked with Snapchat and Tinder and have them try and kind of craft the brand for you. But I think it will just come off as inauthentic if you're not actually living it inside of the company.”
Cerny: Founders shouldn't raise until convinced investors would be remiss passing
“Don't go out until you're ready. I think a lot of founders kind of take whatever, whatever piece of wisdom or truism they get about, you should be raising when you have six months runway left, or when you get your first or third customer, whatever it is, that'…”
Cerny: Unaligned sales tools force reps to contort their process
“When the technology doesn't map onto how a salesperson would optimally want to run that conversation, it actually becomes a hindrance. The rep has to contort themselves and their sales process to the inadequate tool that they have at their disposal.”
Cerny: Younger workers will seek workarounds rather than use legacy CRMs
“More and more of today's entry-level workforce generation will often just not put up with clunky software. When you think about how they live, First thing they do after they open their eyes in the morning is check their Instagram, check their Tinder, and hit t…”
Cerny: Immediately employees must speak with a user every workday
“The way that we run things that immediately, for instance, the number one priority, we say, if nothing else happens in your workday, you have to have to talk to at least one user or one customer every single day.”
Cerny: Cap table selection should prioritize trust and founder vulnerability
“Silicon Valley is a really small place, and to me, the rule of thumb of who I want on my cap table and how I think about meeting investors and bringing them on board is, do I, in my gut, feel like I can trust this person? Like, I can be vulnerable with them an…”
Cerny: Smart seed investors back high founder learning velocity
“And I think the smartest seed investors are investing in, in the founder's ability to use the seed capital to really figure out the answers to some really hard questions that have never previously been answered and make a lot of mistakes along the way, but lea…”
Cerny: Immediately mandates work-from-home Monday mornings for weekly planning
“The number one value that we have at immediately is thoughtfulness. For instance everybody gets to work from home Monday morning until noon, because then at noon, everybody's expected to come in and have really thought through how they want to invest the most …”