People

Alan Jones takes over as Fishburners CEO

- June 20, 2022 2 MIN READ

Sydney startup hub Fishburners has changed its leadership with CEO Nicole O’Brien standing down, replaced by entrepreneur and investor Alan Jones as interim CEO. The organisation marked a decade of operation last year, and has received strong support from the NSW government to help it survive the pandemic lockdowns. Earlier this year it launched theTech… Read more »

Advice

How to get deals done for your startup

- May 26, 2022 6 MIN READ

The main way tech startups grow is through creating technology that solves valuable problems for their customers but another way they grow is through cutting smart deals with other companies.  The first few deals I negotiated were content licensing deals, first for Microsoft’s online efforts and then for Yahoo, back in the mid-to-late 1990s. Since… Read more »

Advice

How to ask someone to be your technical cofounder

- May 11, 2022 2 MIN READ

Sometimes when you present the opportunity as “we just need you to build what we specify” you’re taking away the biggest motivation there is. If you’ve been working in startups for a while, you’ll be familiar with this kind of request: Seeking: Technical Cofounder I am looking for someone to join us as a technical… Read more »

Advice

Startups and the 3 degrees of lostness

- April 13, 2022 6 MIN READ

I like participating in outdoor endurance and adventure events for many reasons, not the least because they often involve solving problems and taking calculated risks based on partial information in a small team of high-achieving people who aren’t getting enough rest. It’s no coincidence that “…solving problems and taking calculated risks based on partial information… Read more »

Advice

How to avoid screwing yourself on sales negotiations

- November 25, 2021 < 1 MIN READ

The earlier you are; The fewer your customers; The further you are from your revenue goal; and The bigger the customer; The more likely you are to screw yourself on the sales negotiation. Do you want one more thing to practice every day? No! But practice being aware that this is probably true any time… Read more »

Advice

Why marketplace startup founders need to learn the simple rule that a butcher’s customer is not the cow

- October 27, 2021 3 MIN READ

I was reminded of an important analogy in a first mentoring session with prototype-stage startup. They’re building a two-sided marketplace in a smartphone app. They couldn’t wait to show me the app and were surprised and initially a little miffed that I wasn’t interested in seeing a demo. From my background notes I could guess… Read more »